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COPYRIGHT 1999 Business News Publishing Co.
Welcome to the first of what we hope will be many advice columns by The News' contractor consultants. This issue's topic offers tips on selling accessories and components, also known as add-ons.
We have made one change to our panel of contractor consultants. Laura Pearman has been replaced with Harry Friedman, general manager of N&M A/C & Heating/Blue Dot, Sarasota, FL, a residential and light commercial contractor.
RESIDENTIAL CONTRACTOR VIEWS
Scott Getzschman said his employees are encouraged to suggest options and available add-on products at every opportunity.
"Service techs are encouraged to share our maintenance agreements on each call," he said. "They are also asked to share our indoor air products, which include filters, UV lights, humidifiers, and our duct-cleaning services.
"There is no real pressure to sell or to make the customer buy. We are just making the customer aware of choices they have to improve their system and quality of life.
"Our comfort advisors are encouraged to listen to their needs and offer solutions to their concerns. We find that many competitors only want to sell equipment--not...
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