Getting the Right Sized Equipment for Commercial Contracting

No two pieces of equipment are exactly the same. So contractors need to make sure they are using the right equipment for the right job, because it will equate to real customer satisfaction and real energy efficiency.

During the Commercial Contracting Roundtable, October 7 & 8, Jack Rise of HVAC Technical Training, will cover the many aspects of selecting the correct equipment, and do an overview of ACCA’s Manual N, during his learning lab, Commercial Equipment Sizing to the Nth Degree.

“I’ll explain not only the process to calculating the loads in low rise commercial buildings, but also explain why they are so important,” say Rise. “The calculations are complex, but necessary to ensure that the customer is getting the best possible system for their building”

And even though the workload may seem a bit of a burden for some, Rise reminds people that, “With the right tools, the calculations, though complex, don’t have to cause problems for the contractor and can really be performed with ease.”

Want to learn more about the learning labs being offered during the Commercial Contracting Roundtable, October 7 &8? Visit http://contractingweek.com/events/ccr for updates.

For full details on Contracting week, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

Achieve Personnel Performance Excellence

Today’s market is extremely competitive and contractors are focusing on profitability, professionalism, and productivity to be the best in their local market. Managing and leading people at work is not an easy task, especially in the HVAC service business when most of their time is spent alone and away from the office.

“To be successful, employees must continually improve their performance,” says Frank Besednjak, The Training Source. “To have this happen, service managers need to set goals and create programs that promote and help improve employees’ performance.”

During 10 Steps to Personnel Performance Excellence at the Service Managers Forum, October 7 & 8 in Fort Worth, Besednjak will teach service managers how to get on the right path to success.

“The manager and technician must agree upon the goals for any program to be successful,” adds Besednjak. “Once agreed to, the goals must be tracked accurately and measured by a quantifiable means such as: customer comments and feedback; long-term goals compared to actual performance; personal observation; and/or peer reviews.”

Want to learn more about the learning labs being offered during the National HVACR Service Manager Forum, October 7 & 8? Visit http://contractingweek.com/events/smf for updates.

For full details on Contracting Week, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

Avoid the Legal Pitfalls of “Green” Contracting

Avoiding disputes and litigation is an important part of any business. For contractors, there is a whole new area that customers are taking aim at, “green” products. With the increased number of products being pitched as “environmentally-friendly” and “green” customers are filing more lawsuits and more regulations and enforcement are coming into play.  In part this is led to by the expectations that customers have after listening to the many pitches coming their way.

“One of the best ways contractors can avoid legal issues is to implement some best practices in relation to the literature they are providing, “ says David Toney of Adams & Reese. “Take a look at your sales materials and website, warranties, installation and maintenance instructions, and contracts, among other things.”

Join Toney for his learning lab, When You Say Green but They See Greed: The Legal Ramifications of Green Contracting, during the Green Contacting Summit October 5 & 6 in Fort Worth.

“Contractors will get the chance to hear some practical examples of ways to reduce their exposure to claims and legal disputes,” adds Toney. “Plus, they will learn how to manage their risks by managing their paperwork better.”

Want to learn more about the learning labs being offered during the Green Contracting Summit, October 5 & 6? Visit http://contractingweek.com/events/gcs for updates.

For full details on Contracting Week, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

Fun Facts about Fort Worth!

ACCA and the News are presenting the first-ever Contracting week in Fort Worth, Texas, October 5 – 10. Other than knowing you will get the best education and networking time possible, what else do you know about the “City of Cowboys and Culture?”

Here are 10 Fun Facts about Fort Worth:

1. Fort Worth is the 17^th largest city in the U.S.
2. 60 percent of America’s paper money is printed at the U.S. Bureau of Engraving and Printing Western Currency Facility in Fort Worth.
3. The Texas Civil War Museum in Fort Worth houses the largest private Civil War collection west of the Mississippi River.
4. By itself, Fort Worth is larger than five cities that have previously hosted Super Bowls.
5. The Modern Art Museum in Fort Worth is the oldest museum in Texas and is the second-largest museum gallery space for modern art in America, next to MoMA in New York.
6. Fort Worth is home to the oldest stock show and rodeo in the country – the Southwestern Exposition and Livestock Show.
7. In 1909, the Fort Worth Zoo opened as the first zoo in Texas.
8. In 1963, President John F. Kennedy delivered his last public speech in Fort Worth before leaving for Dallas.
9. Fort Worth’s Texas Motor Speedway is bigger than eight Texas Stadiums and seats more than 154,000 spectators.
10. There are over 1,000 natural gas wells in Fort Worth tapping the Barnett Shale, and each is a bare patch of gravel 2-5 acres in size.

Join us in Fort Worth for Contracting Week, October 5-10, and learn more about Fort Worth and all it has to offer.

New Opportunities for Refrigeration Contractors in a Niche Market

In today’s competitive market all of us are seeking “Niche Markets” where we have little or no competition. With an aging population and a new, untested healthcare system coming down the pike, medical-related refrigeration systems have begun an unprecedented expansion.

“Venturing into medical applications for repair and service can be a great way to boost business for a contractor who is looking for an edge,” says Aaron York , Sr., Aaron York’s Quality Air Conditioning & Heating. “However, it is not for the faint of heart requiring perfection with zero room for call backs.  You might be working with product that is priceless.  One loss can destroy 10 or more years of research that cannot be replaced.”

During the Refrigeration Contracting Roundtable on October 9 & 10, York will share how to move into this growing field during his learning lab, Emerging Applications – Medicine and Healthcare. It will explore not only the existing applications, but the new opportunities for contractors around the country.

“Since competition is so limited and ACCA contractors are so committed to total satisfaction, by investing time, labor, and training in your very best technicians this market can be open to your company,” adds York. “There are likely less than 100 companies in America than can do this work.  If you want to be a part of a profitable, non-competitive market, you might want to invest your time to learn about the requirements and opportunities in medical applications.”

Want to learn more about the learning labs being offered during the Refrigeration Contracting Roundtable, October 9 & 10? Visit http://contractingweek.com/events/rcr for updates.

For full details on Contracting week, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

What Does Fort Worth Have to Offer?

We all know that the best reason to be in Fort Worth October 5 – 10 is Contracting Week, but what does the “City of Cowboys and Culture” have to offer you when you aren’t busy learning and networking?

Fort Worth is broken into three main districts: The Historic Stockyards District; the Cultural District; and Sundance Square.

If history is your thing, head over the Stockyards district. Walk on the wooden sidewalks, visit the hotel where Bonnie and Clyde hid from the police, and watch Texas longhorns run down the street in the world’s-only twice a day cattle drive.

If you are more into contemporary attractions and museums, the Cultural district will no doubt please. Visit the Modern Art Museum of Fort Worth and browse art by Jackson Pollock and Andy Warhol or stroll through the Fort Worth Museum of Science and History.

If you are looking for a little bit of everything Fort Worth has to give, Sundance Square is the place to be. With some of the best concerts and art performances, you can find something to fit most everyone’s taste.  Whether you want to get dressed up for a night on the town or just want to toss on jeans and a t-shirt, you will be able to find something to do here.

And once you are done with all your site seeing fun, indulge in any type of food you want. You probably assume that Fort Worth is home to several southwest and Tex-Mex restaurants and steakhouses, but it doesn’t stop there. Try something new while in Fort Worth, by visiting one of the many restaurants with cuisines ranging from what you’d expect to Cajun, Italian, Greek, Bavarian, Middle Eastern, and Egyptian. They have something for everyone on any budget.

So, join us for Contracting Week and see firsthand all that Fort Worth has to offer!

Service Managers, Are Your Technicians Selling with Integrity?

HVACR technicians are as much salespeople as technicians, because they sell every day. They offer repair and maintenance services to customers at each visit. However, most don’t like to see themselves that way. When they learn to sell “with integrity,” technicians can easily overcome the “sleazy salesperson” stereotype that makes them cringe at the thought of selling.

“Technicians need to realize that real selling is about helping customers make informed decisions  based on their needs and priorities, which improves revenue, increases sales leads, and even leads to more satisfied customers,” says Adam Gloss of Bel Red Energy Solutions. “If they come up with some solutions for the customer, and then allow the customer to make the decision about what they want, they will create a better relationship that leads to happier customers.”

During the Service Managers Forum, October 7 & 8 in Fort Worth, Gloss will share how his company increased their average service ticket by 130%, increased sales leads on almost 20% of all service calls, and actually increased customer satisfaction, during Selling with Integrity: Technician Upselling and Lead Generation.

“Service managers need to set goals for non-sales staff and then help them reach them,” adds Gloss. “Once you learn how to set reasonable goals for those staff members, they will drive your revenue and customer satisfaction.”

Want to learn more about the learning labs being offered during the National HVACR Service Manager Forum, October 7 & 8? Visit http://contractingweek.com/events/smf for updates.

For full details on Contracting week, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

Don’t forget to register this week for Contracting Week, October 5 – 10 in
Fort Worth, Texas. Price go up $100 on August 14.

Are You Out of the “Box?”

While Contracting Week itself is new, ACCA added two new events to create the weeklong event. The first, the Green Contracting Summit, October 5-6, will explore the many aspects of “green contracting.” Since “green” is no longer just a color, but a way of life, this summit will help contractors take advantage of new opportunities and understand how the “green” movement will affect the HVACR industry.

Visionary contractors, such as Ellis Guiles of TAG Mechanical, have already broken outside the “box” and thrown it away. During the learning lab, HVACR Is Not Enough: Contractors Break Free of the Box, Guiles and two other contractors will share stories of how they adopted new business models aimed towards the “whole house” or “building science” approach, and the lessons they learned along the way.

Guiles says contractors need to know more about the “box” to improve their businesses, because HVACR is inside the “box.” There is a broader thought process that needs to take place when looking at the building being serviced, and contractors need to take different approaches to meet the needs of their customers. There is more to review than just the building’s HVAC system.

“One of the things that is important to look when taking a ‘green’ approach is the actual building,” says Guiles. “Ask the question, ‘How can you improve the building, before improving the HVAC system?’”

“Green” contracting can be profitable for contractors if they take the right approaches and broaden their scope. Take this opportunity to get some tips from some successful “green” contractors, so that you can move your company forward.

Want to learn more about the learning labs being offered during the Green Contracting Summit, October 5 &6? Visit http://contractingweek.com/events/gcs for updates.

For full details on Contracting Week, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

Blast through the Plateau to Grow Your Commercial Service Business

Are you trying to move your commercial service business to the next level? What does it take to double the number of techs you have while remaining and increasing profitability?

“It’s tough to profitably grow a service company,” says Bill Bernick of Daimler Management. “There are many challenges that contractors will face while trying to grow, and they need the right tools and knowledge to overcome each of them.”

As part of his learning lab, Growing Your Commercial Service Business: Break Through That Plateau,  during the Commercial Contracting Roundtable, Bernick will help contractors identify the three or four things holding their businesses back from profitably growing and find a clear path to increasing their service business.

“The first day back, contractors will be able to look at the key things they’ve identified as holding them back and come up with a plan to overcome those challenges,” adds Bernick.  “Once they have come up with the plan and execute it, they should have no problem doubling their business and getting to the next level.”

Want to learn more about the learning labs being offered during the Commercial Contracting Roundtable, October 7 & 8? Visit http://contractingweek.com/events/ccr for more information.

For full details on Contracting Week, October 5-10, visit http://contractingweek.com/ and check the blog for more information on specific learning labs.

Introducing the First “Contracting Week”

Some folks talk about “HVACR contractors” as if they were all the same. At ACCA, we know that’s not true (and so do our partners at the Air Conditioning, Heating & Refrigeration NEWS.) It’s why over the last several years we’ve worked with our thousands of members to develop specialized educational programs designed to help contractors and their employees succeed in whatever niche they choose to work in. And this year it just made sense to bring them together in the first-ever “Contracting Week,” a unique series of four two-day events held over a six day period in one beautiful location.

Holding these events in this new format offers great opportunities for contractors to create their own learning experience. You can attend the one two-day event that is most useful to you. Or, choose specially-priced packages that allow you to take advantage of two events, or even the whole week of programs.

But even though these events are happening during the same week, make no mistake — they each offer a distinctive seminar program, each designed in conjunction with real contractors and managers just like you, especially for each event

The Commercial Contracting Roundtable is back for its seventh year on October 7 and 8, but with a whole-new program developed based on contractor recommendations. We’re taking a serious look at leadership and new operations, with leading contractors and experts sharing insights and action plans for commercial sales and service innovation.

Our most popular managers meeting, the National HVACR Service Managers Forum, is also now part of Contracting Week, and back for its third year, also on October 7 and 8. The Service Managers Forum is an exciting two days of high-powered learning and networking like nothing available anywhere else. We feature a whole new lineup of seminars taught by service managers and contractors, and a truly powerful opening keynote that will send you back to your office ready to prove that “Results Rule.”

Brand new this year is the first-ever Refrigeration Contracting Roundtable, a new event we’ve created based on grassroots requests from firms that install and maintain refrigeration systems. It’s being held October 9 and 10. This interactive roundtable will focus on a number of topics that refrigeration contractors told us they wanted to talk about, with conversation, peer learning, and expert presentations.

Also new this year is a one-of-a-kind Green Contracting Summit, which will kick off the first Contracting Week on October 5 and 6 with a day and a half summit meeting for residential contractors, commercial contractors, managers and others featuring high-level panels on the most important issue our industry is wrestling with. Green contracting is no longer a buzzword, it’s a mindset approach being driven by policy and cultural shifts that cannot be ignored. The Green Contracting Summit may be the most important meeting ACCA has held in years; check out the program and make sure you don’t miss it. Keep in mind that the Summit has limited space available for participants.

We offer several regisration packages — just sign up for one event, or two, or the whole week. Make a note that the sooner you sign up, the lower the fee — this is because later registrations increase our costs significantly. We want to keep these events as low-priced as possible, so please sign up by August 13 for the lowest rates.

All these events are being held at the Sheraton Fort Worth in one of our favorite cities — Fort Worth, Texas. It’s a fun and friendly location with plenty to do, a bustling nightlife, and beautiful scenery. Make your hotel reservations today, because our room block may go quickly.

October is shaping up to be a good month, and October 5-10 is shaping up to be a great week. See you in Fort Worth!