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Terry Tanker

Terry TankerTerry has more than 25 years of experience in the advertising and publishing industries. He began his career with a business-to-business advertising agency. Prior to forming Hutchinson Tanker Ltd. and HVACR Business in January 2006, he spent 20 years with a large national publishing and media firm where he was the publisher of several titles in the mechanical systems marketplace.

In addition to his experience in advertising and publishing, Terry has worked closely with numerous industry-related associations over the years including AHRI, AMCA and ABMA. He currently serves on the board of N.A.T.E  (North American Technicians Excellence Association). He has also served on the Board of Directors for the American Boiler Manufactures Association (ABMA) and as chairman for both the Associates Committee and the Marketing Communications Committee.


Articles by Terry Tanker

The Best of 20 Questions (2011-2014)

Since we last ran a Best of 20 Questions four years ago, Publisher Terry Tanker has continued to interview many of the top HVACR contractors, distributors, suppliers and consultants, as well as several prominent people in business and leadership. Here are 20 of our favorite questions — and answers — from the past four years.
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Tim Sanders, CEO of Net Minds

Tim Sanders, the maverick CEO of Los Angeles tech start-up Net Minds and founder of research firm Deeper Media Incorporated, discusses creative thinking, leadership and always challenging yourself and learning.
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Samsung Galaxy S5: Top 7 Tips and Tricks

The Samsung Galaxy S5 is increasingly popular among HVACR business owners. Here are some of my favorite tips and tricks.
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Anne Beiler, founder of Auntie Anne's Hand Rolled Soft Pretzels

Anne Beiler, founder of Auntie Anne’s Hand Rolled Soft Pretzels — the world’s largest hand rolled soft pretzel franchise with more than 1,000 locations worldwide — discusses the challenges of growing a business with no formal education, working with family and trusting in people.
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John Kahl, CEO of ShurTech Brands

John Kahl, chief executive officer of ShurTech Brands, makers of the original Duck brand duct tape and other home improvement and office products, discusses engaging with customers, letting his team manage and always staying until the end.
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Konrad Rybak, owner of Air Blue Heating and Cooling

Konrad discusses his company’s mission to be customer oriented, plans for growth and what he looks for in a supplier partner.
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Jason Stom, president of Clear the Air

Jason Stom, president and CEO of Clear the Air Cooling & Heating in Friendswood, Texas discusses his company’s history, his father’s legacy and the importance of enjoying what you do.
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Career Advice is a Dirty Job

Mike Rowe always has practical, real-world common sense advice for anyone willing to listen. Recently, he offered career advice to a young fan who wrote to him, and his profound response really hit home.
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Winston Hancock, owner of Gilman Heating and Cooling

Winston Hancock discusses Gilman Heating & Cooling's long history, the need to transition marketing to a professional firm and the importance of training and education.
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Do What You Say

Effective leadership demands the courage to speak the truth and follow through on everything you promise.
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Steven Blue, CEO of Miller Ingenuity

Steven Blue, CEO of Miller Ingenuity, author, keynote speaker and business coach discusses company growth, profits, toxic employees and his soon-to-be released book, Outdo. Outlast. Outsmart.
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Jack Hutchinson, VP of Sales for HVACR Business

After the sudden passing of Jack Hutchinson, Vice President of Sales for HVACR Business, Publisher Terry Tanker collected memories from those who knew him well.
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Winners and Losers

Entrepreneurs take calculated risks. They view mistakes as learning opportunities. When they fall, they may feel sorry for themselves for a few minutes, but they pick themselves up and begin again with new perspectives.
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Tony Petrolle, president of Gaithersburg Cooling & Heating

Tony Petrolle President of Gaithersburg Cooling & Heating (GAC) and Bryant’s 2013 Dealer of the Year discusses acquiring a company, assembling the right team and the development of a quality assurance team.
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Common Sense

Common sense – it’s simply knowing the difference between right and wrong. It entails a personal and subjective process of analyzing a situation and finding a solution that works. For most people I think it’s their first instinct, the rational thing they would do without giving the situation a thought. Again, I said for most people.
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Mike Reilly, President and Owner of EWC Controls

Mike Reilly, president and Owner of EWC Controls, discusses manufacturing, family businesses and how his company provides contractors solutions to customer problems.
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Wendy Staso, CEO of Huckestein Mechanical Services

Wendy Staso, president and CEO of Huckestein Mechanical Services, Inc., discusses turning around a troubled company in difficult economic times, building the right team to do the job and rebuilding a brand.
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Taking Stock of the HVACR Industry

Taking Stock of the HVACR Industry
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Publishers Page Odds and Ends

Welcomes a New Managing Editor, New Finance Column, Subscription Renewal / Wager, Tops-In-Trucks Fleet Design Contest, and Tragedy.
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Chris Nelson, president of Carrier Residential and Commercial Systems North America

Chris Nelson, president, Carrier Residential and Commercial Systems North America, discusses the military, sales and marketing, operational and strategic planning, innovation and success.
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PRESS ON

Being on top of your game takes persistence and practice
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Mark Lowry, executive vice president of RSES

Mark Lowry, executive vice president of The Refrigeration Service Engineers Society in Washington D.C., discusses improving service technician training, certification, and competence.
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Ron & Yvette Farris, owners of Air Control Corporation

Ron and Yvette Farris, owners of Air Control Corporation in Springvale, Ark., discuss managing a business together, service agreements, re-branding and delegating responsibility to employees.
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Mental Toughness

Publisher Terry Tanker touches on the importance of a positive attitude and being mentally tough.
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Lee Rosenberg, chairman of Rosenberg Indoor Comfort

Lee J. Rosenberg, P.E, chairman of Rosenberg Indoor Comfort, in San Antonio, discusses travel, his HVACR career and the challenges of owning a family business.
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A Touch of Class

Publisher Terry Tanker continues his series on establishing leadership principles with this month's column on acting with class.
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Peter Hungate, owner of Pacific Air Systems

Peter Hungate, owner of Pacific Air Systems in Tacoma, WA, discusses business processes, ordering fleet vehicles, mentors, customer service and giving up company control in order to grow.
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It's About the Money

Publisher Terry Tanker struck a chord with readers last month with his comments on motivation. This month, he continues that discussion with some perspective on being honest about what truly motivates business leaders.
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Motivating the Man in the Mirror

A lot has been written about motivating employees. But how do business leaders motivate themselves? Publisher Terry Tanker weighs in and suggests some sources that will inspire and stimulate you.
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Tom Edwards, president of Ruskin Air and Sound Control

Tom Edwards, president of Ruskin Air and Sound Control in Grandview, Mo., discusses management skills, mentors, Ruskin Guiding Principles, social media and recreational activities.
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Tops-in-Trucks 2013: Branding = Awareness = Sales Leads

Correctly implemented, fleet vehicle graphics can provide your firm with brand awareness, brand recognition and, in many cases, the all-important sales lead. Our Tops-in-Trucks Fleet Design Contest demonstrates how.
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Mark Evans, president and owner of Burton A/C, Heating, Plumbing and More

Mark Evans, owner and president of Burton A/C, Heating, Plumbing and More in Omaha, Neb., discusses future growth, employee training, employee motivation and things to do on rainy golf vacations.
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Ray Isaac, president of Isaac Heating & Air Conditioning

Ray Isaac, president and one of the fourth-generation owners of Isaac Heating & Air Conditioning, discusses company values and vision, the customer experience, and growing up in a family business.
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My 2 Cents: Moving Forward, Let’s Not Think Outside The Box

If the phrases we use in business relations were currency, we’d have a glut of fake $100 bills. They seem valuable and genuine, but their real worth is zero.
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Lisë Stewart, founder of the Galliard Group

Lisë Stewart, founder of the Galliard Group, discusses exit strategies, strategic planning, organizational development, hiring and recruitment and developing effective succession plans.
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Chris Baker, president and COO of Virginia Air Distributor

Chris Baker, president and COO of Virginia Air Distributor, discusses family businesses, customer service that sets his business apart from others and his passion for triathlons.
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3 Keys to Marketing Success

Key in advertising is to deliver ongoing, consistent messages that emphasize the quality.
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Take Advantage of Ongoing Market Improvement

Improving and growing companies can and is being done every day by many HVACR contractors. Be sure you’re geared up to move your company, and our country, forward in 2013.
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Takeshi Ebisu, senior executive officer of Daikin

Takeshi Ebisu, senior executive officer for Daikin, discusses Daikin Industries' acquisition of Goodman Global Inc. for $3.7 billion and what the future holds for both companies.
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6 Years in Business Means Many to Thank

Without the people who support you personally and professionally, your business wouldn't be successful. That's why I'm taking time to thank those who've been there for me for six years.
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Steve Saunders. president of Tempo Mechanical

Steve Saunders, president of employee-owned Tempo Mechanical in Dallas, discusses green building practices.
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3 Challenges That Aren’t Going Away

You could be making another mistake, though, if you aren’t considering “big picture” trends that will affect your future. Customer surveys and economic outlooks are important, but larger changes are underway that will alter how contractors work forever.
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John Barbour, owner of Union Mechanical

John Barbour, owner of Union Mechanical in Fort Myers Florida, discusses advertising, his company's award winning fleet design, business growth and challenges facing his company in the coming year.
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Joe Timo, owner of Timo's Air Conditioning & Heating

Joe Timo, founder of Timo’s Air Conditioning & Heating in Palm Springs, discusses branding, search-engine optimization and the unusually humid desert summer.
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Simplify 2013 Planning By Defining Goals and Tactics


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John and Jeff Churchill, owners of ServiceOne

John and Jeff Churchill, the father-and-son team running ServiceOne in Omaha, Neb. discuss strategy, marketing, add-on acquisitions and competition in their market.
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To Revive American Manufacturing, Train Workers


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A Lesson in How Not to Please Customers

Publisher Terry Tanker recently experienced the ultimate insult as a customer.
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Bill Gardiner, chairman of Gardiner Trane

Bill Gardiner, chairman of Gardiner Trane, discusses business longevity, company growth, world travel and future opportunities that will drive the company for the next 50 years.
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Tops in Trucks: More Entries, Better Designs, and Additional Winners

Our June Tops In Trucks fleet-design contest issue has clearly become a reader favorite based on the number of emails, phone calls, and contest submissions we receive. Each year the contest attracts more entries and better designs.
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John Hazen White, Jr., CEO of Taco

John Hazen White, Jr., president and CEO of Taco, discusses employee education, a dedicated and trusting workforce, his business philosophy, company communications and politics.
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Tops in Trucks: More Entries, Better Designs, and Additional Winners


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Tom Huntington, president and CEO of WaterFurnace

WaterFurnace President and CEO Tom Huntington, who is also serving as chairman of the Geothermal Exchange Organization (GEO), discusses golf, woodworking, tough business decisions and empowering employees.
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Lesson Learned: Have Current Procedures Documented

Avoid having the unexpected halt your business by keeping your policies and procedures documents updated.
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HVACR Contractors Help Drive Remodeling Rebound

The Joint Center for Housing Studies at Harvard University released a study that bodes well for contractors in the home-remodeling industry, and pinpoints heating-and-cooling-system retrofits as a key driver in remodeling’s rebound.
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Ron Smith, contractor, consultant and advisor to HVACR Business

Ron Smith, contractor, consultant and advisor to HVACR Business, discusses starting his company, franchising and the state of the HVACR industry.
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Will a Handshake Work? Not These Days

Arnold Palmer’s handshake deal with Mark McCormack, the legendary founder of sports-marketing-and-management company IMG Worldwide, was one of the most successful business deals in history. Both men became wealthy, and neither ever felt the need to put their agreement in writing. Alas, that was in the 1950s. Today, not using a written agreement is a clear and unmistakable recipe for disaster.
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Barry Abernathy, owner of E. Smith Heating and Air Conditioning

Barry Abernathy, owner of E. Smith Heating and Air Conditioning, Marietta, Ga., discusses training, financing, fleet management, fishing and dining.
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Dolfe Kahl, CEO of Visual Marking Systems

Dolf Kahle, CEO of Visual Marking Systems, discusses strategic planning, fleet graphics and lean organizations.
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We Are Improving And Expanding, So Stick Around!

As I mentioned in last month’s column, we recently moved our offices to a new location. We had a lot of fun buying new furniture, artwork, equipment and other things we needed; but we deemed lots of things valuable and worth keeping. Some things needed minor tweaks, some major repairs, and still others were working fine as is.
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When Economic Confidence Wavers

For existing business owners with realistic cash-flow projections, excellent repayment histories, solid credit scores, collateral, and strong business plans, it still is possible to borrow money. However, if you are looking for start-up money, it will have to come from private investors.
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Welcome to our 25th Anniversary Celebration!

HVACR Business more accurately reflects the new direction that we are taking with this publication. It reflects our new mission of working with top industry leaders to develop a new standard of success for the hvacr contractor.
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6 Lessons for the Small Business Owner

HVACR Business recently celebrated its sixth anniversary in business. We’ve learned a lot along the way and thought some of the lessons learned along the way would be helpful.
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Ann Kahn, president of Kahn Mechanical Contractors.

Ann Kahn, president of Kahn Mechanical Contractors, discusses energy-performance contracting, core values and getting through tough times.
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Ron Gravitt, owner of Allegiance HVAC

Ron Gravitt, owner of Allegiance HVAC just outside of Chicago in Mokena, Ill., discusses fleet design, rebranding and reputation.
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Out With The Old, In With The New

As we start the new year, let me issue a challenge to those of you who have been clinging to caution — let go and be bold. The time has come for you to plan your next move.
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Rise Above the Politicians: Debate for Success, Not Stalemate

Properly debated and documented decisions can move leaders forward with a plan of action that is supported by all, instead of a stalemate that leaves everyone dissatisfied.
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5 Tips For Improving Sales

Publisher Terry Tanker offers advice on improving sales calls from prospecting to presenting.
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Spice Up Your Small Talk For The Holidays

Arm yourself with a little trivia and entertain everyone you talk with at your upcoming holiday parties this season.
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Peter Schwartz, president of NATE

Peter Schwartz, the new president of North American Technicians Excellence (NATE), discusses NATE and how the organization is improving marketing and making it easier for contractors to become certified.
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5 Tips for Improving Sales

Customers and prospects interpret information differently. Some are visual, others are auditory, and yet others are primarily kinesthetic.
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Michael Feurer, Co-founder of Office Max

Michael Feuer co-founded OfficeMax in 1988 with $20,000 of his own money. During a 16-year span, he grew the company to nearly 1,000 stores worldwide, with annual sales of about $5 billion before selling the retail giant for close to $1.5 billion in 2003.
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Gary Ward, owner of Gary’s Heating and Air Conditioning

Gary Ward, owner of Gary’s Heating and Air Conditioning Inc., discusses training, fleet design and the relentless Texas heat.
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Scott Klososky, technology guru and consultant

Scott Klososky, technology guru, consultant and author of The Velocity Manifesto, discusses how technology is changing leadership and why HVACR business owners should care.
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Larry Janesky, owner and founder of Basement Systems Inc.

Larry Janesky, owner and founder of Basement Systems Inc., discusses motocross, saving energy in homes and buildings and franchise opportunities.
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Get Going On Energy-Performance Contracting

Whole-home/whole-building performance contracting is an opportunity for HVACR contractors to add value to business offerings by making customers more comfortable while reducing their energy consumption and costs.
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Ray Grimm, owner of A.W.E. Air. Water. Energy.

Ray Grimm, owner of A.W.E. Air. Water. Energy, discusses corporate re-branding strategies aimed at meeting your customer’s needs, growth strategies, and pushing retirement dates into infinity.
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More Good News For Growth-Minded HVACR Contractors

Contractors adding services such as plumbing and electrical to expand their businesses and better service customers.
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10 Questions to Fine-Tune Your Marketing Strategy

A well-designed marketing strategy is a key component of driving short- and long-term revenue and growth. Here are 10 critical questions your management team can use to build highly effective communications between your company, and your customers, and prospects.
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Wesley Holm, owner of Thompson Plumbing, Heating and Cooling

Wesley Holm, owner of Thompson Plumbing, Heating and Cooling, discusses his company’s fleet-marketing strategy, exceptional customer service and how to write six blogs a week.
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Dan Weltman, owner of Weltman Home Services, Inc.

Dan Weltman, owner of Weltman Home Services, discusses classic cars, finding gems among professionals displaced by the recession and the business case behind adding new types of services.
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Keep Those Postcards Coming: Don’t Abandon Traditional Marketing Tools

Technology continues to evolve how we communicate with our customers. New marketing techniques don't make traditional forms irrelevant, they add to your bag of tools. Use what works.
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Kenny Chapman, owner of Peterson Plumbing

Kenny Chapman, owner of Peterson Plumbing in Grand Junction, Colo, discusses defining moments, adding new services and shortcomings in the industry.
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Fools Rush In To Speak, And Their Reputations Suffer

"Say what you mean, and mean what you say" is timeless advice on how to build a good reputation.
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Harvard Study: Good News for Contractors

Researchers say HVAC upgrades will be a driver in remodeling recovery.
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Jerry Weiss, executive director of HVAC Excellence.

Jerry Weiss, the executive director of HVAC Excellence, discusses the need for training, education and certification; as well as effective recruiting and horseback riding.
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Tom East, president of Refrigeration Sales Corporation

Tom East, president of Refrigeration Sales Corp. (RSC), discusses running, training, education, wholesale distribution, contracting and leadership.
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Making Smart Investments in Marketing Technology

There’s a lot of room for improvement in the HVACR industry when it comes to using marketing technology. Too many contracting businesses lack an integrated online marketing plan that maps back to their unique selling proposition.
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Jaime V. DiDomenico, president of N&M Cool Today

Jaime V. DiDomenico, president of N&M Cool Today, discusses the social media, the importance of fleet-vehicle marketing and expanded business opportunities in plumbing, electrical geothermal and solar.
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Welcome to 2011: New Deals, New Faces

A change of power in Congress, President Obama and Congress have pushed through a new tax deal that keeps the current tax structure in place and is about 180 degrees away from what was proposed in the fall.
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Why The Trillion-Plus-Dollar Federal Deficit Matters

Members of our industry won’t always agree on matters of government and public funding, but the federal deficit is something we can all rally around protest, and work to reduce.
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20 Questions, The Best Of...

The best of 20 Questions features answers from eleven of our favorite interviews of the last several years.
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Economic Outlook: Shoot For the Moon

Brian Beaulieu, Institute for Trend Research, told Nexstar Network members at the Super Meeting that now is the time for investing.
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20 Questions with Steve Schmidt, President of Frederick Air, Inc. Frederick, MD

Publisher Terry Tanker recently spoke with Steve Schmidt, president of Frederick Air, Inc., winner of the 2010 Tops in Trucks fleet-design award in the manufacturer-sponsored category. They discussed Edvard Munch, marketing budgets, and Home Performance Contracting.
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Keni Thomas, Former U.S. Army Ranger, Country Singer and Motivational Speaker

Former U.S. Army Range Keni Thomas was awarded the Bronze Star for Valor in the battle of Mogadishu and was the squad leader in the now-famous fight immortalized in the film Black Hawk Down.
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How Government Is Wasting Our Money

As business owners, we cut expenses when business is down. We don’t look for new ways to spend money we don’t have. But unfortunately — as we’ve come to expect — that thought process doesn’t work in Washington.
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Tax Code Changes — The Time to Plan is Now

With regard to your 2010/2011 taxes, the old 5 Ps come to mind — Proper Planning Prevents Poor Performance.
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20 Questions With Terry Nicholson, Group President of One Hour Air Conditioning and AirTime 500

Publisher Terry Tanker recently visited with Terry Nicholson, Group President of One Hour Air Conditioning and AirTime 500 during their Profit Day meeting held in St. Louis. They spoke about pig farms, successful contractors, training, and selling style.
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20 Questions with Michael Kane, President of UEI

Recently Publisher Terry Tanker caught up with UEi President Michael Kane, who had just returned from a quick trip to Asia. The two discussed travel, management style, economics, and product innovation.
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8 Ways To Close More Sales

Why customers don’t commit and how to change their minds.
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20 Questions with Drew Timm, Owner, Sun Services Air Conditioning-Heating Inc.

Publisher Terry Tanker recently spoke with Tops in Trucks honoree Drew Timm, owner of Sun Services Air Conditioning-Heating Inc., Fountain Hills, AZ. They spoke about muscle cars, meeting customers in hot tubs, and lessons learned from owning a small business.
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Connecting With Customers Every Chance You Get

The ability to connect with customers with a customized message makes using fleet design as a marketing tool a must-do activity within your organization
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Tom Flick, motivational speaker and former NFL quarterback

Tom Flick, former Rose Bowl Champion, Pac 10 Conference Player of the Year, and successful NFL quarterback, discusses leadership, vision, relationships, passion and other qualities business owners and managers should possess.
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20 Questions with DeWight Wallace Johnstone Supply CEO

Publisher Terry Tanker met with newly appointed Johnstone Supply CEO DeWight Wallace in San Diego at the Hilton Bayfront Hotel to discuss strategy, vision, execution, and management principles that will guide the company into the future.
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Milt Baum and Barbara Keil, owners of Keil Heating and Cooling

Milt Baum and Barbara Keil, owners of KEIL Heating and Cooling in Riverdale, NJ., discuss the keys to their success and becoming certified through the Building Performance Institute.
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SocialTract Can Make Effective Social Media Easier

This new tool is designed specifically for hvacr contractors.
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Your Fleet Designs Are Paying Off - Now Show Everyone!

Your fleet is more than just a way to travel to jobs. It should be considered a key part of your business strategy.
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20 Questions with Stuart Lombard, President, ecobee

Publisher Terry Tanker sat down with ecobee president Stuart Lombard in Orlando at the AHR Show to discuss green technology, energy savings, the Internet, and launching new business ventures.
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Lighten Up With These Management Lessons

I though I would take a break from all of the serious management issues I normally write about and have a little fun. There are lessons buried in these humorous tales, but you'll laugh while you learn.
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Bary Sherman, business consultant

Business Consultant Bary Sherman discusses vintage cowboy hats, making fine wine, and controlling email.
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Dave Musial, CEO of Four Seasons Heating and Air Conditioning

Dave Musial, CEO of Four Seasons Heating and Air Conditioning in Chicago, discusses management philosophy, growth and controlling healthcare costs
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How I Use RSS To Manage Information

Are you as overwhelmed with information as I am? I've found that RSS technology really helps.
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20 Questions with Dave Pearson, President and General Ganager of Airwell-Fedders

Recently, Publisher Terry Tanker caught up with a very busy Dave Pearson, president and general manager of Airwell-Fedders. They discussed changes underway at the international company as it emerges from bankruptcy.
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Branding Your Company

The most valuable asset a company can have is the tiny piece of real estate in the minds of their customers and prospects. It means they recognize who you are and what you stand for.
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10 Ways to Shape Your Service Strategy

10 Ways to Shape Your Service Strategy
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20 Questions with Wade Mayfield, President, Thermal Services Inc., Omaha, NE

Wade Mayfield is President of Thermal Services Inc., Omaha, Neb. Recently, Publisher Terry Tanker talked to Mayfield about his rise from sheet-metal apprentice in 2000 to his current leadership role.
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Advertising Words Matter

Great images and great words that play together make great advertisements. The very best are simply and convey more than the sum of the parts.
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Accountability Starts With You

As a leader, you need to keep refocusing your employees on what you have determined is important.
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Doyle James, president of Aire Serv

Doyle James, president of Aire Serv, a global franchise organization providing installation, maintenance, and repair of HVACR systems, discusses the economy, attracting new customers and the challenges ahead.
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Jim Folk, VP of Ballpark Operations for the Cleveland Indians

Jim Folk, VP of Ballpark Operations for the Cleveland Indians, discusses communicating with a large game day staff, constructing a new ballpark and management style.
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More Options for Achieving Your Goals

More Options for Achieving Your Goals
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20 Questions with Joe Huck, President and CEO, Williams Comfort Air, Indianapolis

Joe Huck, president and CEO of Williams Comfort Air in Indianapolis, recently spoke to publisher Terry Tanker about working with his sons, how his company uses T.V. and radio commercials, and how the hvacr industry is reacting to tightened credit for consumers.
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HVACR Business-Digital - Faster, More Interactive

HVACR Business-Digital - Faster, More Interactive
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Focusing on Social Media

Focusing on Social Media
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20 Questions with Greg Neimi, CEO, Nexstar

Nexstar is a member-owned business development and best practices organization for independent contractors. Terry Tanker recently interviewed Greg Niemi, the group’s CEO. They discussed growth strategies, high-performance teams, making an honest dollar, and where the industry will find its next-generation workforce.
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Look Outside-In To Survive Economic Turbulence

The number 1 challenge for every manager or business owner is to understand how the needs, requirements, and expectations of customers have changed.
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20 Questions with Lynn Piller, President and Owner of the O’Connor Distribution Company Inc

Publisher Terry Tanker met with Lynn Piller, the president and third-generation owner of the O’Connor Company Inc., an award-winning distributor of residential and commercial hvacr equipment and products. They discussed guitars, the new and reshaping business landscape, and growth areas for contractors.
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Dave LaGrand, president and CEO of NORDYNE

Dave LaGrand, president and CEO of NORDYNE, discusses leadership philosophy, cars and innovation.
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The Natural Selection Process of Business

Companies with the best leadership skills will survive and prosper.
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20 Questions with Ken Lang, Owner of KW Lang Mechanical, Solon, Ohio

Terry Tanker met with Ken Lang, owner of KW Lang Mechanical in Solon, Ohio. The two discussed the best boating route to Florida, Langs path to management, and what it means to sell green in this industry.
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20 Questions with Rick Busby, Owner of Busby’s Heating Air Conditioning and Refrigeration, Augusta Georgia

Terry Tanker met with Rick Busby, owner of Busby’s Heating Air Conditioning and Refrigeration in Augusta Georgia. Busby’s was one of the three winners selected in HVACR Business’ Tops-In-Trucks fleet design contest in 2008. The two met to discuss the economy, marketing and what Busby has learned from his dad.
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Customer-Focused Research

Customer-Focused Research
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20 Questions With Dave Pannier, President of Trane Residential Systems

Publisher Terry Tanker met with Dave Pannier, President, Trane Residential Systems, at the division headquarters in Tyler Texas. They discussed managing in a downturn, leading change, anf the importance of open communication.
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Karna Small Bodman, Deputy Press Secretary for Ronald Reagan

Karna Small Bodman, former Deputy Press Secretary for Ronald Reagan, discusses internal and external communication strategies, as well as her 6 years in The Reagan White House.
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20 Questions with Dave Swift, CEO of Goodman Global, Inc.

Publisher Terry Tanker met with Dave Swift, CEO of Goodman Global, Inc., at their company headquaters in Houston, Texas. They discussed leadership, managing growth strategies and cultivating employees.
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Must Do, Need To Do, Nice To Do

Knowing the difference between the three.
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20 Questions with Robert Jackson, Partner, Jackson, Dieken & Associates

Robert Jackson, partner at Jackson, Dieken & Associates, a full-service insurence agency, recently sat down with publisher Terry Tanker and drew parallels between his experience as a pro football player and running an effective insurence business. Much of his companys success had built on applying team-based principles and communicatiing effectively
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Credit Crunch

Three-quarters of small-business owners still feel confident about the futures of their own businesses despite the economy.
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20 Questions with Paul Franks, President and CEO of The Sports Construction Group.

Publisher Terry Tanker met with Paul Franks, president and CEO of Cleveland, Ohio-based Sports Construction Group, which designs and installs athletic fields. They discussed how Franks sold his company, and then bought it back after it went bankrupt and transformed it into a leader in its market. The Sports Construction Group.
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20 Questions with Wayne G. Beck, President, Aladdin Air Conditioning and Heating Inc.

Publisher Terry Tanker sat down with Wayne Beck, owner of Newbury Park, Calif.-based Aladdin Air Conditioning & Heating Inc. — winner of the full wrap Tops in Trucks Fleet Design contest sponsored by HVACR Business. The two discussed service fleets, marketing, current market conditions and opening the proverbial and literal can of worms.
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Navigating In A Down Economy

It’s a tough economy out there and just about every indicator is pointing its needle toward the red. However, for business owners there are no excuses, the playing field is level. It’s a great time to make process changes you’ve been planning, or simply fix things you think are broken
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Guy Kawasaki, Author and Managing Director of Garage Technology Ventures

Guy Kawasaki, prolific author and managing director of Palo Alto, Calif.-based Garage Technology Ventures, shares his philosophies on business, evangelism and hockey.
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20 Questions with Jerry Yudelson, Principal, Yudelson Associates

Jerry Yudelson, PE, speaker, author, Principal of Yudelson Associates and Chair for Greenbuild Conferences—U.S. Green Building Council 2004-2008, revealed his wit and wisdom to HVACR Business Publisher Terry Tanker. Yudelson offers his take on the green-building movement, his aspirations to be President and his ability to talk to dogs.
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Pat and Dan Conway, Owners of Great Lakes Brewing Co.

Pat and Dan Conway, owners of Cleveland-based Great Lakes Brewing Co., discuss entrepreneurship, launching businesses in tough economic conditions and a marketing philosophy based on social and environmental responsibility.
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Celebrating Success

Whether it is a personal goal or a business goal, recognition for a job well done is crucial to ensure that a work-hard attitude continues.
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Bobby Miller, president of Grande Aire Services

Bobby Miller, president of Grande Aire Services Inc., discusses ambitions, customer service and marketing.
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20 Questions with John Conover, President of Americas Trane Commercial Systems

John Conover, President, Americas Trane Commercial Systems, met with HVACR Business Publisher Terry Tanker at the Mechanical Contractors Association of America Annual Convention in Palm Desert, Calif. They discussed the industry, sports and sage advice.
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20 Questions with Joe Nichter, President, Tri-City Mechanical

At the ACCA annual meeting in Denver, Joe Nichter, president of Tri-City Mechanical (Comfort Systems USA), accepted the commercial contractor of the year award. HVACR Business publisher Terry Tanker sat down with Joe to discuss challenges, triumphs and business best practices.
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Building Web Sites

The importance of being on the Web cannot be overstated. Americans spend an equal amount of time watching TV as they do surfing the Web (about 14 hours a week). Having a good Internet platform is easy and relatively inexpensive. And, as mobile phones, PDAs and other devices become more effective and efficient at helping users surf the Web, it will only add to the importance of Web marketing.
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Charles Lipman, CEO of DiversiTech Inc.

Charels Lipman, CEO of DiversiTech, discusses politics, risk, entrepreneurial spirit and business philosophy.
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Why Should Customers Do Business With You?

Terry Tanker offers advice on how to articulate your company's value proposition and why you should have a mantra.
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20 Questions with Stephen Yurek, President, ARI

At the tail end of 2007 publisher Terry Tanker visited with Stephen Yurek, president of ARI, at the association's national head-quaters in Arlington VA. Terry quizzed Stephen on several issues including hvacr regulation, energy bills, and practical jokes.
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Bruno Marvelli, Director of Facilities at Caesars Palace

Bruno Marvelli, director of facilities at Caesars Palace, discusses treasure hunting, high-roller suites, beach parties and mechanical equipment.
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20 Questions with Thomas A. Gugino, Inspections Supervisor, Building and Safety for the City of Las Vegas.

A recent trip to Las Vegas enabled publisher Terry Tanker to meet with Thomas A. Gugino, Inspections Supervisor, Building and Safety for the city of Las Vegas. The two met poolside at Bugsy Siegel’s desert dream, The Flamingo, which has anchored the Las Vegas Strip since gamblers started rolling dice in 1946. The discussion covered casinos, construction projects, mechanical systems, IAPMO and everyday contracting challenges.
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Sales-Style Analysis Pays Off

Understanding how your sales team approaches customers will enable you to provide the right support.
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20 Questions With David Heckler, co-owner of Comfort Supply Inc.

David Heckler, co-owner of Comfort Supply Inc. (CSI), which was twice named Comfortmaker Distributor of the Year, recently chatted with publisher Terry Tanker about vision, discipline, service and marketing. With CSI’s headquarters in Pittsburgh and HVACR Business based in Cleveland, Heckler also couldn’t resist mentioning the Steelers recent 34-7 victory over the Browns.
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Carmine Galletta, CEO of GallettAir Inc.

Carmine Galletta, CEO of GallettAir Inc. in Long Island, discusses the value of well-planned fleet programs, car collections, restaurants and service contracts.
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Making A Plan And Setting Goals

Without a game plan and specific goals, it's impossible to see where you've been or where you're heading. Here are eight goal-setting strategies that should be reflected in your business plan.
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Craig and Sharry Angell, owners of Angell Aire

Craig and Sharry Angell, owners of Angell Aire, discuss running the business together, indoor air quality and customer satisfaction.
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Don Strang III, President of Strang Corporation

Don Strang III, president of Strang Corp., owner of chain restaurants and hotels, discusses business challenges, staffing and mechanical systems for the company’s properties.
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7 Must-Have Traits For Your Next Sales Hire

7 Must-Have Traits For Your Next Sales Hire
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Bonnie Kern Koskela, president and CEO of Maxitrol Company

Bonnie Kern Koskela, president and CEO of Maxitrol Company, discusses career advice, living abroad and the decision-making process she uses as a leader.
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20 Questions With Larry Trimbach, President 2J Supply Company

Larry Trimbach, a second-generation hvacr distributor with 2J Supply Co., recently spent a morning with publisher Terry Tanker discussing rock ’n’ roll, expansion and growth, contractors, health-care costs, business strategies and more.
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Making the Most of Your Subscription

We value your input and readership. Take advantage of these tools to get more from HVACR Business.
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20 Questions with Theo Etzel, President Conditioned Air Naples Florida

Conditioned Air president Theo Etzel met with HVACR Business publisher Terry Tanker in Etzel’s Naples office after the 39th Annual ACCA meeting held in Orlando, March 6 to 8. They discussed how a different management philosophy, dedication to training, and empowering employees turned his company into a powerhouse.
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Increase Your Productivity

Terry Tanker talks about his method of managing productivity and offers insight on other tools that may help you become more organized, more focused, and more productive.
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20 Questions with Rex Boynton, President N.A.T.E.

North American Technician Excellence (NATE) is celebrating its 10th anniversary this year. NATE’s president, Rex Boynton, met with publisher Terry Tanker in Washington, D.C. to discuss the past, present, and future of the organization.
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20 Questions with Mark Bulanda, President, White Rodgers

Mark Bulanda, president of White Rodgers, flew into Cleveland on an unusually warm January day to meet with Publisher Terry Tanker. They discussed the economic outlook for 2007, potential growth areas for contractors, IAQ, and strategies that will help contractors in the coming years.
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The World’s Shortest Marketing Plan Goes A Long Way

A major drawback to most marketing plans is their complexity and length. Guy Kawasaki pointed Terry Tanker to The World's Shortest Marketing Plan by Kelly Odell, senior vice president/head of marketing, TeliaSonera AB. It's a simple way to condense important points and share with your company.
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Morten Andersen, the NFL's Oldest Player

Morten Andersen is the oldest player in pro football, the league’s all-time leading scorer and a shoe-in for the Hall of Fame discusses football, business and the preparation that goes into both.
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20 Questions with Gary Daniels, President and CEO of Johnstone Supply

It’s trendy to cut out the middleman — but not in the hvacr industry. Publisher Terry Tanker met with Gary Daniels, president and CEO of Johnstone Supply, for coffee and a conversation about wholesale distribution, contractors, adding value, globalization, and team sports at Johnstone headquarters in Portland, Oregon.
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20 Questions with John Galyen, Danfoss President

Publisher Terry Tanker spent an afternoon with Danfoss President John Galyen discussing contractors, the wholesale market, commercial and industrial refrigeration, as well as the North American marketplace. Below is a recap of their conversation.
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20 Questions with Scott & Maureen Harders

Publisher Terry Tanker recently sat down with hvacr customers Scott and Maureen Harders to discuss a new addition that doubled the size of their home, renovation challenges, hvacr contractors, and hvacr concerns associated with the project. The Harders live in the Northeast United States.
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Have a Bone to Pick? Diagram It

The fishbone diagram is an excellent management tool. It makes managers think about a process and all of the contributing factors ending in the result — good and bad.
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20 Questions with Dick & Dave Slife, Owners of Slife Heating and Cooling Lakewood, Ohio

Contractors for hire — Publisher Terry Tanker sat down with Dick and Dave Slife owners of Slife Heating and Cooling. The brothers operate a residential and commercial contracting company in Lakewood Ohio and have been in business for the past sixteen years. We explore their tips for success, challenges they face in the market and their predictions for the Cleveland Browns.
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10 Commandments of Good Advertising

Marketing communications is an asset your company owns and an investment in customers and prospects. The challenge is to use this asset wisely. Terry Tanker offers 10 tips and ideas to help improve your advertising.
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20 Questions with Bill Shaw, President of Standard Supply and Distributing Company, Inc. and Bartos Industries.

How does someone who started out in the cosmetics industry become one of the most successful HVACR distributors in the industry? Publisher Terry Tanker sat down with HARDI President, Bill Shaw, to find out about his start at Mary Kay, the cosmetics giant, and his current role as president of Standard Supply and Distributing Company, Inc. and Bartos Industries.
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20 Questions with Dave Myers, President of the Building Efficiency Business of Johnson Controls

Publisher Terry Tanker sat down with David Myers, former President and CEO of York International and now President of the Building Efficiency business of Johnson Controls for an informal discussion about his background, his move from York International to Johnson Controls, contractors and the hvacr industry.
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