Guess what we do…no, really. Guess.

servicesI recently asked a contractor for their business’s service line card. Their response was “line what?”
Not a good response…not good at all.

Most of you know what a line card is; it’s a list of the products and brands a supplier represents and sells. In the HVAC industry we associate a line card with distributors and supply houses.
My question is; do you have one, and if you don’t, why not?
Everyone assumes the customer knows what their company does, after all, most of you have the words heating, cooling, refrigeration or HVAC built into the company name, right?
For those of you who think ‘HVAC’ says it all let me ask: Do you install and service building management controls? Do you service commercial refrigeration? How about process cooling systems? Do you service pumps? What about steam systems, do you service them? Do you install oil tanks?
The only time I see anyone listing services the offer is when they think it doesn’t typically apply to their business. Examples would be, Solar panels, Geothermal, and Duct cleaning.
Why not let the customer know exactly what you can do for them?
Some place the list on the back of a business card, this is a good start, but there isn’t enough real-estate on a card for this. I recommend having an actual card with your company name at the top and a bullet-point list below.
Make a line card and make sure your salesmen get one in every customer’s hands, including existing customers. You’ll be amazed at the results.

Patrick is Zen HVAC’s diagnostic and training guy. Patrick started in the trade the day he left technical school and never looked back. He's served in various technical and training roles in the HVAC industry but specializes in system troubleshooting and diagnostics, retro commissioning, and technical training. His moto: If I can understand it, anybody can. Patrick uses the Zen common sense approach to teach Patrick’s Likes- His Wife, kids and dog. Old pickup trucks. Hiking. The industrial Revolution. Patrick’s Dislikes- Taking work too seriously. Anything unintuitive. Emoticons :( Patrick’s Favorite famous person- Theodore Roosevelt “I am only an average man, But I work harder at it than the average man" Famous Patrick Quote- “Well, that was stupid of me”

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One comment on “Guess what we do…no, really. Guess.
  1. Onita Kubeck says:

    Wonderful article Thanks for sharing.

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