- MARKET SECTORS
- Dan Holohan: Heating Help
- Morris Beschloss: The Beschloss Perspective
- Hank Darlington: Showrooms
- Jim Wheeler: HVAC
- Rick Johnson: Distribution Management
- Dick Friedman: Tech Tips
- Mike Miazga: In Closing
- Safety Columnists
- ASA President’s Letter
- Josh Brown: Generation Y Insights
- PVF OUTLOOK
- PB OUTLOOK
Jim Wheeler: HVAC
A good friend of mine called the other day and told me: “I had my regular A/C spring tune-up last week and this week it stopped working. So I called my A/C guy and now he says I need to change out the whole thing!”
The common industry thinking is that offering risky credit is a bad idea. However, that rule may not always be the best one to follow when you consider actual potential losses vs. potential benefits.
I recently read an article in a local HVACR magazine that somewhat addressed this problem, which I guess we all should have foreseen coming because R22 is getting very scarce and its price is skyrocketing.
The supply-house business always is hazardous due to the chance of losses when your contractor customers file for bankruptcy. However, if you know the signs, you can minimize the risk.
One of the biggest mistakes any supply house management team can make is to force its customers to buy from a competing supply house or hardware store.
Counter and field sales positions are probably the most critical jobs, because to your customers these people are your company.