Comfort Supply's Blog by Clay Blevins

ACHR the NEWS printed an article yesterday about the use of iPads in the HVAC industry. Comfort Supply was lucky enough to give the distributor case study. You can read the whole article here, or read the section about Comfort Supply below.

DISTRIBUTOR TRAINING

Comfort Supply HVAC (Nashville, Tenn.) is a Ruud distributor with five branches. Billy Jobe is district manager of sales and operations, and he’s passionate about his company’s drive to be at the forefront of new technology. Comfort Supply is determined to set a progressive example for its contractor customers, so the distributor has outfitted six sales representatives and one service technician with iPads. “Our salesmen have had them in the field for about a month now, and they really like them better than their laptops,” Jobe said.

Accessibility to information is key. “With the iPad they can pull up all of our consumer literature that tells about all of our equipment,” Jobe said.

“They are able to pull up a remote site from Ruud that gives all of the product specification information, including wiring diagrams, and how to match systems together to get certain SEER ratings.

“Along with that, they can pull up any marketing programs that we offer. And they can pull up another site with all of our parts information.”

In addition to accessing this general information, Comfort Supply’s team is also using the iPad to train contractors on Design Star, a new program designed by Ruud that estimates heat loads for houses.

“Design Star was made specifically for the iPad, so it’s easier to use on the iPad,” Jobe explained. “It gives a contractor a proposal that they can print off for a homeowner.”

Comfort Supply is also working to set up an ordering system so that its salespeople can order equipment through their iPads. “Our IT department is trying to get them all linked up so salesmen can do an order on the spot,” Jobe said. “It will cut down time. It will cut out one or two phone calls and needing a person to handle the calls.”

MOBILE SOLUTION

A mobile solution like the iPad is exactly what his sales team needs, Jobe explained, because they are on the road all the time. Jobe has been impressed with the iPad’s ability to connect to the Internet. “The iPad gives you a little more versatility with the wireless card,” he said. “It seems to react better with WiFi cards than laptops do. Plus, they allow so many more options. With iPads, you can get the apps for every type of HVAC equation.”

The durability and size of the iPad have also been beneficial. “We bought a hard rubber shock case for each one, and we haven’t had any issues as far as damage or breaking,” Jobe said. “And they’re smaller and easier to carry.”

The iPad is also aiding the team to become more organized. “They’re just learning that it’s a lot easier to keep track of everything,” Jobe said. “They’re not carrying files or a box full of quotes. We’ve cut down their time some so far, and I expect that to get better.”

IN THE FIELD

Rocky Cothron, a service technician at Comfort Supply, said that so far he is tickled with his iPad. It has made his job easier and is more rugged than his old laptop, he said, adding, “I had it out in the rain the other day.”

For Cothron, the iPad is more about accessing the web and keeping track of his notes than downloading the latest apps. “Mainly, it’s the access to the Internet and the manufacturer’s website that really helps me,” he said. “Most of the apps they have out there are for general contractors, and you can wind up with a hefty bill if you download a bunch of them. I use the Internet more than anything because it doesn’t cost you anything.”

For instance, Cothron explained, he saves pressure charts and wiring diagrams from the web to make them readily available on his iPad.

“It’s just like you picked up your desk and carried it with you, only it’s in a little bitty black pad,” Cothron said. The iPad has a notepad app included that “looks like a legal pad and logs in [notes] by the day.” Using this feature, Cothron said, he can type whatever notes he needs — and he doesn’t even have to carry a pen.

He said that when he first pulls out his iPad to take notes on a job, “It kind of scares the contractors sometimes. But it’s actually just helping me out in the field.”

Cothron also finds the iPad useful for presentations. “It’s really been helpful to me to use it for a presentation. You can show the customer’s website, and you can pull up the parts they need.” As a natural salesman, Cothron always wants to make the sale right then and there. When he can pull up the information he needs to complete the deal on his iPad, it’s that much easier for him.

Cothron added that he’s only had his iPad for about two months. “I’m still learning about it. There’s a lot that thing will do that I haven’t tapped into.”

PASSING ON THE iPAD

Jobe repeatedly stressed the importance of training contractors on use of the iPad. “If I can prove it works for me, they will follow,” he said. “If we can prove it’s making our job easier, they know that if it works for us, it will work for them.”

He admitted, “We use our sales guys as guinea pigs sometimes to show our contractors that we can do this, and so can they.” Initially, according to Jobe, many contractors look at a device like the iPad as a newfangled thing that’s “not going to work right.”

To counter this attitude, everyone at Comfort Supply tries to be forward-thinking and open to change, according to Jobe. He added that the company’s purchase of seven iPads is just the beginning. “Our use of iPads will be increased in the future. We do see it growing and coming to inside sales staff and branch managers.”

He continued, “We can’t wait until we get the iPad fully operational with everything we want to get on it. I feel through 2011 it will be a key tool for how we get our dealers training on all the programs we offer.”

Publication date: 02/07/2011

Kimberly Schwartz
News and Legislation Editor

Check out our 2011 Training Class Schedule on the Comfort Supply website. Call Crissy Bond at Comfort Supply (615) 244-0920 for more information.

I am currently at the AHR Expo in Las Vegas, and Ruud is making a product launch with some new prototypes of their AC and heating line. See the pictures below!



The trade show runs through tomorrow. For more information, check out the the expo's website.

We are happy to announce today that Temp Control LLC is opening a new plumbing division that will round out the company's existing HVAC and electrical departments.

The plumbing division opened for service this month and will expand to include water heater replacement and residential plumbing installation next month.

When complete, the division will offer routine maintenance, water and sewer line repairs, faucet repairs and replacement, frozen pipe repairs, water main and sewer line repairs, faucet repairs and replacement, frozen pipe repairs, water main and sewer main replacements and water softener and tankless water heater installations.

The Nashville-based dealer of Ruud equipment has been planning its expansion into plumbing for the last four months.

From left to right: Nate Holton, Ryan Fathera, Reneé Wise, Eloy Saban, Chris Moses, and Kurt Aurand.

Below is some great information from Temp Control LLC, a Ruud Top Contractor, on winterizing your home for winter. With the snowfall this morning, winter may be on your mind!

WINTERIZE YOUR HEATING SYSTEM TO SAVE MONEY THIS WINTER

There is no denying that winter energy bills can be a shock. One way to absorb that shock is to contribute to your utility provider’s “winter fund” throughout the year. Another way – requiring no yearlong commitment – is to winterize your home and heating system.

Temp Control LLC, a Nashville-based dealer of Ruud HVAC equipment, suggested a few easy tips to help you winterize your heating system and reduce your energy needs this winter.

The simplest way to improve the efficiency of your HVAC system is to change your air filter every 30 days. “Your furnace works harder to push heat through a dirty filter,” Eloy Saban, owner of Temp Control LLC, said. “A dirty filter uses more energy, circulates allergens and can even cause a fire.”

Temp Control LLC’s crews tell their customers to buy filters in bulk and change them every month when they pay their utility bills. “That way they won’t forget. It becomes part of their routine,” Saban said.

Schedule an annual heating checkup by a qualified technician. Coil cleanings on heat pumps and combustion chamber cleanings on gas furnaces can reduce your utility bills. Through the In-Home Energy Evaluation Program, the Tennessee Valley Authority offers rebates and financing on these types of energy improvements.

Sometimes maintenance reveals hidden safety concerns. Rusted or cracked heat exchangers can release carbon monoxide into your home. “Ask your service technician if your heat exchanger shows signs of rust or cracks, and if so repair immediately,” Saban warned. “At the bare minimum keep carbon monoxide detectors in your home.”

If possible, invest in a programmable thermostat. “If saving money is your main objective, a programmable thermostat makes a lot of sense,” Saban added that by programming the temperature of your home down during work and night hours you can cut down on your energy bill and extend the life of your HVAC system. “You don’t have to compromise on comfort to stay warm this winter. Little adjustments can have a big impact on the life and efficiency of your heating system.”

About Temp Control LLC: Family owned and operated in the heart of Music City. Temp Control LLC is an accredited business with the Better Business Bureau, a Ruud Top Contractor, and a member of TVA’s Quality Contractor Network. Temp Control LLC uses green operating practices. Find them on the web at www.tempcontrolac.com or call 615-837-4449.

Check out my Forty Under 40 article published in the Dec. 17, 2010 edition of the Nashville Business Journal.

NBJ's "Forty Under 40" recognizes business leaders under the age of 40 who've made an impact in the Nashville and Middle Tennessee business communities. I was lucky to be able to represent Comfort Supply in 2010.

Let me know what you think of the article.

Hey everyone, join us this morning (Wednesday, December 22) at all Comfort Supply locations for our holiday breakfast. We have biscuits and gravy, coffee and juice, etc. The breakfast is from 7 to 10 a.m.

See you there.

UPDATED: Check out the photos from the Nashville branch's breakfast, posted on our Facebook page.

The latest iteration of rankings by U.S. News & World Reports puts HVAC technicians on the list of "The 50 Best Careers of 2011." The Dec. 6 article explains that HVAC technicians are new to the list this year "largely because of [the field's] high expected job growth."

According to the experts and economists, our industry should expect to "increase by 86,600 jobs, or 28 percent, between 2008 and 2018."

In layman's terms: Business will be booming.

Read the full article here.

Happy (early) weekend everyone!

It case you missed this great article about Total HVAC and our Green Contractor Program, check it out here. The article was published on the Air Conditioning, Heating & Refrigeration NEWS Web site in October. If you would like to get involved in the program, learn more on our Web site.

Just respond to this post if you have any questions.

Back by popular demand, our Pick-A-Trip program began November 1 and will run through April 30, 2011.

Are you a relatively small operation? This program is great for smaller contractors because even the lowest investment level earns your some fantastic trips. Spend four days aboard a Carnival or Norwegian cruise ship. Or, take your dream sports vacation, complete with two tickets to the NFL, MLB, MBA, NHL or NASCAR event of your choice.

Check out our Web site for the complete list of prize packages, and ask your Comfort Supply sales rep to explain the program's rules.

It's getting cold and dark outside, what better time to plan your summer 2011 vacation. Bahamas anyone?

The pace of business slows for HVAC contractors during the milder months of the fall, and in moderate climates like Middle Tennessee’s this can make for a couple of seemingly long months.

By offering service contracts, HVAC contractor customers can keep business coming in during the slower times of the year. If a customer has set up a service contract, they can schedule routine maintenance during the slow fall months and keep their crews busy.

Usually service contracts include priority treatment for customers and a discount for the homeowner when a repair needs to be done.

The best way to sell a service contract is to be honest – tell the homeowner that preventative maintenance cuts down on repair costs and can reduce their utility bills. Mention to them the full cost of repairs for a list of HVAC replacement parts if they were not covered by a service contract when the repairs needed to be done.

It is next to impossible to find someone whose life has not been somehow impacted by cancer. The Minnie Pearl Foundation, a non-profit headquartered in Nashville, aims to educate all adults on cancer prevention and serve as a resource for education, treatment and support. The work that they do there is truly inspiring. You can find more about the foundation here: www.minniepearl.org

Please help us to support the important work that they do:

Car Wash to Benefit the Minnie Pearl Cancer Foundation

Saturday, October 23 from 9:30 a.m. to 3:00 p.m.

Hughes Supply Incorporated
1460 Ashland City Rd
Clarksville, TN
(931) 645-2539

100% of the proceeds from our car wash will be donated to the Minnie Pearl Foundation. Please come out and show your support in Clarksville this Saturday.

Ruud offers discounts of at least 25% on Protection Plus ESAs on systems installed during 2010. Visit https://www.protectionplusonline.com/ or call 877-276-4294 for details.

From Oct. 1 through the end of the year, contractors who buy selected Ruud systems will receive an instant rebate of up to $250. See your local Comfort Supply store for details.

More often than not, when a tech answers a service call, it will be a woman on the other side of the door. It is likely that the woman of the house will be responsible for household decisions and so you need to be prepared. Want to ensure that you’ll never hear from that customer again? Here are some tips for making women uncomfortable in their own homes.

DON’T identify yourself right away. I mean, the name of the company is on the truck, right? You’ve got a clipboard, what else do you need?

Of course handing her a business card and introducing yourself will put everyone at ease and let her know who will be in her house… but that’s not your problem, right?

DON’T be respectful. You’re the professional. She’s just a customer. She needs you way more than the other way around. Talk down to her. Let her know who’s really in charge and you’ll never have to come back there again.

Making eye contact, being polite and showing concern for the problem will only lead to repeat business and referrals. Who wants that?

DO use the hard sell. There is nothing quite like intimidation, double talk and pushing a customer to buy something that they don’t think they really need

And there’s nothing like it for killing repeat business, referrals and your professional reputation.

DO be dismissive of her input. She made the call to get you out here. Her job is done. Now step aside and let a professional tell her what the problem is.

She’s been living with this problem and her insights will make it easier to diagnose. Listening and asking questions will increase your understanding and make the fix go more quickly. But if you wanted an easy job, you wouldn’t have gotten into the HVAC business.

DON’T finish the job quickly and move on. Nothing will make her more uncomfortable than you sitting in your truck in front of her house waiting on your next service call. Hey, everyone needs a break.

Hanging around after the job is done will undermine her confidence in the work you did. Is he really done? Is there something wrong? Why is he still here? Having a stranger in your home creates stress. Having a stranger hanging out in front of your house can turn stress into anxiety.

DO burn your bridges. What do you care if you never see this person again? You’ve got your check and another service call to get to.

Cleaning up your mess, explaining to her what you did, demonstrating that the work is complete and thanking her for calling you? That’s for people looking for repeat business. You’re company is big enough already, right?

I received this message from the Heating Airconditioning Refrigeration Distributors International (HARDI)

HARDI has created and launched a new website for the entire HVAC industry focused exclusively on securing an extension of the $1,500 25c residential tax credits before they expire at the end of this year. Below is the press release issued this evening about www.savehvacjobs.com . The website provides an easy-to-use tool for sending letters to your elected officials urging an extension of the tax credits, and HVAC companies are invited to show their support for extension by adding their company name or logo to the page. Soon you'll also be able to add testimonials of how the tax credits have helped your business employ or keep employed HVAC professionals. HARDI distributors are urged and encouraged to do the following as soon as possible to help lead the effort in getting these tax credits extended:

1. Go to www.savehvacjobs.com and use the simple tool to send letters to your representatives
2. Forward the website to your entire company so every employee is sending letters too
3. Forward the website to all contractor customers encouraging them to sign on and send letters
4. Forward the website to all vendors encouraging them to sign on and send letters
5. Promote and link to the website on your own company websites
6. Set weekly reminders to employees, customers, and vendors to send more letters
   

Blevins Inc. and Comfort Supply recently sponsored the Blevins East Nashville Tomato 5K in support of the Tomato Arts Festival, the Margaret Maddox YWCA and Y-Cap. Blevins has called East Nashville home for nearly 40 years and we've seen this event grow from a small gathering supporting the local arts community into a major event.

We want to thank everyone who participated and look forward to seeing you all again next year.