Have you ever wanted to do something really bad? Go with me to 1975, I was working for Meridian Air Conditioning company in lovely Indianapolis, IN. I was selling residential and commercial HVAC, some new construction, some replacement. But this is not about me. It is about Francis Mulhall. He worked with us as a Read more
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Have you ever wanted to do something really bad? Go with me to 1975, I was working for Meridian Air Conditioning company in lovely Indianapolis, IN. I was selling residential and commercial HVAC, some new construction, some replacement. But this is not about me. It is about Francis Mulhall. He worked with us as a lead generator. He would run all over town to pick up blueprints, deliver spec books, inquire about new jobs coming up, visited with general contractors, large businesses, guys doing tenant improvement work, in short, anyone who may be in need of a good Hvac company. Francis was a great guy, always had your back, if he could help you, he would.
About the second year of working with him, he shared a life-long desire with me: he really wanted to ride in a blimp! So who doesn’t; they are majestic, quiet, and move with a slow grace. When someone asks, how hard is it to get a ride on the Blimp, here is the official answer. Almost impossible. The website says only to corporate sponsors and government officials.
Francis had the dream, he also had a plan. The Goodyear Blimp came to Indy each year to float over the 500. Francis knew where they docked it, when it came in, how long it stayed. He found out the phone number for Goodyear Blimps, and the local address when they were in town. He camped out, called repeatedly. The call went like this: I want a Blimp ride! The response: are you a government official? If you are one of our corporate sponsors, call the person who works with our corporate team. Francis said I am not in either category, just a guy who wants a Blimp ride.
After the first year, it was easier. He knew when to call, when they were available. And he connected up with some of the office staff. Remember, this is in the 70s, before internet and cell phones, so it was a lot harder to link up. He learned the schedule of the Blimp, they would make runs over the city for several days before the race. Sometimes they went up with dignitaries, important people. Francis would be sure he was in the vicinity when a practice run was taking off. He would stop by the airport, be available. Francis always wore a coat and tie, which I think was a factor.
A factor in getting a ride on the Blimp. Somewhere about the 3rd or 4th year, he was at the airport where they had docked the Blimp, getting ready to take off again. Francis was talking to a guard, letting him know he was in the system, but probably number 2345, where they would take less than a dozen at a time. Turns out on this special day, someone did not show up. An employee came out, said: are you ready? UH, YES! He got his ride. Said it was magical. Some sound when you take off, but once up in the air, at times it was silent, almost no sound at all. They circled around the city for what seemed like hours, probably only 45 min. Francis was thrilled.
When he shared that with me, he still had his “what an experience” face on. It really meant a lot, as well it should have.
My thoughts today: is there something you have longed to do for some time. We now have a name for these items, call them our bucket list items. There is even a movie by that title. But I digress. If you really want it, plan on getting it. Put together a plan; see what it will take, then work hard to achieve that goal. It may be recreational like a Blimp ride. May be focused on business, hitting the next level for your company. Could be personal; lose 15 pounds, bench press 250 lbs. Many of you have received one of my books, just had a distributor rep ask me how the book writing process goes. It goes very slowly, started my first book about 7 or 8 years ago. Actually started 6 of them at the same time, just putting thoughts together in files labeled: Lesson Learned/The Good Stuff/Sales/Never Forget/Motorcycles and so on. Each folder is another book; first two are out, more on the way.
Final note: I had a bucket list item for years, to go to Australia, and have someone pay me to talk. Got that chance about 7 years ago, it was excellent. Will remember that trip for the rest of my life. So today’s article is about setting goals, having those excellent life moments, fulfilling dreams, all the above. Just realize that most of the heavy lifting is up to you. Not many of us will win the lottery; we will have to work for the things we achieve. So start today, make that list, pick out one item to focus on, and put together a plan to achieve it.
The DEWALT XP™ Tape Measure (DWHT36225) is re-engineered from the inside out. The result is a compact, professional-duty ergonomic tape with a case designed for a better fit in the user’s hand. I got my hands on the new XP tape this week, a couple months before it will be available for sale and I Read more
The DEWALT XP™ Tape Measure (DWHT36225) is re-engineered from the inside out. The result is a compact, professional-duty ergonomic tape with a case designed for a better fit in the user’s hand.
I got my hands on the new XP tape this week, a couple months before it will be available for sale and I have to say Dewalt may have hit it out of the park with this one. Here are some highlights:
- Impact-resistant PC/ABS and rubber case is engineered to survive drops up to 60 feet.
- 9″ of heavy-duty thermoplastic coating at the beginning of the blade to provide 3X more blade protection, reduces blade breakage near the hook.
- Three-rivet fastened, extra large end hook grabs construction material from all four sides making grabbing objects while taking measurements easy.
- “Dual-Core Technology” internal return spring [dual springs that are more compact and powerful]
- Availability: Canada- May, US- July 2017
- Retail price: $29.95 US
I have a thing for tough, well made tape measures. There are a lot of poorly made, poorly engineered tapes out there but the new XP has zero traits in common with any of those tape measures in my opinion. From the moment I picked it up and felt the heft in my hand to the last time I threw it in my tool bag for the day I could feel the quality and engineering built into the XP.
The large hook end is designed to grab from all four sides, this type of design has long been an area of contention for many. Some people prefer a smaller hook to fit inside pipe or smaller openings, others like that a large hook will grab the end of material easily with the blade extended. I understand both arguments but in the end I guess I prefer the convenience of the large end and being able to easily hook the end of a pipe quickly. For insertion measurement I’ll just stick to grabbing my folding ruler, I feel more comfortable with that in the situation.
Inside the rugged exterior are two internal recoil springs. Dewalt is calling the new compact return spring system “Dual Core Technology”. The more compact design allows for a more powerful return of the tape from longer extensions but allows for a smaller design overall compared to other tapes already in the marketplace. The snap back as the tape returns for 10′ extension is enough to jolt your hand a little, the power is noticeable.
This closeup shows the end of the thermoplastic coating applied to the top of the blade. The coating is engineered and place there to extend the life of the highest wear-point of the blade. Its hardly noticeable except for the slight gloss added. Time will reveal whether this coating will mar with use but no visible distortion is present otherwise.
Overall I really do like the feel of the tape in my hand. The rubber and plastic exterior had just the right amount of grip in my bare or gloved hand. The steel belt clip seems more than adequate, though it is the straight metal design that tends to tear clothing if used regularly.
As a Stanley Black & Decker brand, DEWALT has created a rival to the longtime industry champion Stanley FATMAX tape with the new XP. If I’m honest I admit that the MADE IN THE USA labeling excites me. Dewalt could easily have manufactured this overseas, no matter where the materials were sourced, but they aren’t and ultimately that means jobs for our neighbors. Nice work, Dewalt.
After fielding several calls this week, a contractor noticed a product for sale on Walmart’s web site that’s not a normal product for them to carry. In doing a little research, I found similar competing units for sale on the Sears website and Amazon. the following units for sale on major retailer sites. In each Read more
After fielding several calls this week, a contractor noticed a product for sale on Walmart’s web site that’s not a normal product for them to carry. In doing a little research, I found similar competing units for sale on the Sears website and Amazon. the following units for sale on major retailer sites.
In each case, the products are sold by an independent third party, not the manufacturer or the retailer. How often we get frustrated when the customer can find out what our equipment costs. Does it really matter that a few consumers have this information? Get past that, the equipment cost has no bearing on what the customer actually pays in 85% of the time. What value is placed on labor costs? Most homeowners do not place price as the most important element. They rank a trustworthy company, products that do what was promised, employees that can be trusted, and a company that does what they claimed they would do, all before the cheapest price.
A theme I have preached for years is this: you must become the “Trusted Advisor”. Until the customer likes, believes and trusts you, business is gonna be hard to do. So how do we become the “Trusted Advisor”? Several ways.
Do what you said you would do
If you have an appointment for 9 am, prepare to arrive at least 10 minutes early to your destination in the event of traffic delays.
Don’t pre-judge
Don’t assume what the customer can buy or will buy, keep an open mind. I have been surprised many times by a customer who bought a high end system for an entry level home, and also surprised by a couple living in a 5,000 square home who asked me for a used unit.
Ask questions
When we ask open-ended questions, ones demand more than a yes or no answer, the trust level is improved. It’s similar to your doctor. If you say your arm hurts, and he says “Take these pills once a day”, that’s not the level of service you expected. If you say your arm hurts and he asks “When does it hurt, when did it start hurting, what movements make the pain worse, did you fall, does it hurt when you exercise, when it rains?”, you feel better when the physician asks questions to help him or her diagnose and prescribe the solution.
And while we’re on the subject of trusted advisors, quit selling units, sell solutions. Solutions are how you assemble the products available in the marketplace to meet the needs of your customer.
So how do you respond when someone asks you if you would install a unit they bought online? Make sure your entire company knows how to answer that question. It will come. First of all, let them know you know things the internet sales site does not, until a proper evaluation is done, you can’t be certain that product will even perform to their desired needs. However, let them know with certainty that you are there for them in the unlikely chance something goes wrong or the product will not meet their needs. After all, we have all purchased something on the internet, and found out to our dismay, it was not what we needed, or even wanted. The internet is a breeding ground for scams of all kinds. Some units you see for sale online may be from an insurance claim and have no warranty at all. In fact, they may be sold illegally. Additionally, the consumer is typically responsible for taxes and shipping, and the unit is legally theirs when it is loaded on the truck, so shipping damage becomes the homeowner’s responsibility.
You must have third party stories to share with customers like this one. One of my clients was asked to install a ductless mini-split in a garage the homeowner had bought online. The contractor gave him a price that reflected a typical install and backed out the equipment cost only. After some squawking, the homeowner finally agreed to the install price. When the equipment showed up, it was a model made only for the foreign market. The homeowner had to re-order the correct unit. The information was clear about the product from a contractor’s view on the website, but the homeowner didn’t understand what to look for. So they had to pay for shipping and restocking fees that cost him an additional $1400 by the time he was done. These are the kind of things we see all the time, the homeowner just does not know what to look for, or when they are being scammed.
After the homeowner answers your questions, share your solutions with them. The Internet will not be able to do that. And the reality is that we remember the exceptions, not the average customer. Work with the customers in every way possible to support and help them. However, if a homeowner calls you and asks for a breakdown of your equipment and labor, just tell them no and go on to another one who will trust you. You are not selling them just a product or just the installation labor, your are selling them the whole package that includes the knowledge you may have over your competition that provides tremendous benefit to your customers.
New digital recording monitors from RIDGID® will result in faster and more efficient drain line inspections and reporting. The SeeSnake® CS6x and CS6xPak monitors feature Wi-Fi and Bluetooth connectivity, allowing plumbing contractors to quickly see drain line conditions and instantly share findings with customers. The CS6x and CS6xPak stream and record inspections to a designated Read more
New digital recording monitors from RIDGID® will result in faster and more efficient drain line inspections and reporting. The SeeSnake® CS6x and CS6xPak monitors feature Wi-Fi and Bluetooth connectivity, allowing plumbing contractors to quickly see drain line conditions and instantly share findings with customers.
The CS6x and CS6xPak stream and record inspections to a designated iOS or Android phone or tablet using the free HQx Live companion app. In addition, each monitor has a water-resistant keyboard for direct control of camera and monitor functions that allows contractors to work uninterrupted in the toughest conditions.
Both monitors have the same features, operation and jobsite certainty with two distinctions:
- – The CS6x mounts to the SeeSnake Max rM200 docking handle for easy transport and storage
- – The CS6xPak docks onto the SeeSnake Compact2 and quickly detaches for convenient placement at
the jobsite
“Being able to provide on-the-spot inspection reporting will set plumbers apart from their competitors,” said James McGregor, RIDGID Global Marketing Director. “Our new monitors will help plumbers to not only quickly view their drain line inspections, but also inform their customers and implement the appropriate solution faster.”
The new monitors join the recently upgraded CS65x Digital Reporting Monitor, which provides a one-touch image recording feature for fast, efficient documentation of inspections, along with a new, faster processer and solid state hard drive.
For additional information about the new CS6x, CS6xPax and CS65x and other reporting solutions, please visit RIDGID.com, call toll-free: 1-800-769-7743, or contact RIDGID, 400 Clark St., Elyria, Ohio 44035 U.S.A.
Wilo USA, a provider of pumps and pump solutions for building services, water management, and groundwater, is pleased to announce its expanded range of NSF certified submersible pump products. The full offering of Wilo SPI 6”-10” groundwater series are now NSF® certified, which are used in applications such as potable water supplies, irrigation, municipalities, pressure boosting Read more
Wilo USA, a provider of pumps and pump solutions for building services, water management, and groundwater, is pleased to announce its expanded range of NSF certified submersible pump products.
The full offering of Wilo SPI 6”-10” groundwater series are now NSF® certified, which are used in applications such as potable water supplies, irrigation, municipalities, pressure boosting, agriculture and industrial processes.
“We are proud to earn NSF certification for the SPI 6”–10” line, adding to our growing line of certified products,” says Matthew Beasley, Director of Sales for Groundwater, Region Americas.“ The versatile series is available in horizontal and vertical installations up to 250 HP and 50 to 1200 GPM.”
Wilo’s Groundwater Division provides submersible pumps and accessories for water supply from water wells, agriculture, dewatering and industrial applications.
NSF Certification indicates that a company complies with strict standards and procedures. From extensive product testing and material analyses to unannounced inspections, every aspect of a product’s development is thoroughly evaluated before it can earn NSF Certification. Regular on-site inspections of manufacturing facilities and regular re-testing of products ensures continuous high standards required to maintain certification.
For more information on Wilo groundwater pricing and programs, please contact groundwater@wilo-usa.com or visit www.wilo-usa.com. For more information on Wilo products and their employees, please visit www.wilo-usa.com.
Wilo USA LLC, 9550 W. Higgins Rd. #300, Rosemont, IL 60018
Phone: 888-945-6872, Fax: 888-945-6873
Email: info@wilo-usa.com, Internet: www.wilo-usa.com