Articles
The articles represented on this site were written by Ron Collier, PhD, President of the
Collier Consulting Group. These articles reflect successful business practices used by
contractors all over North America and were originally published in AC Today, The News,
and Contracting Business. For more information about any of the articles, please email
the Collier Consulting Group at info99@collierconsulting.com.
Click on the title to view the html format of this article or on the symbol at the
end of the article description to download a pdf of the article.
Consistency Sells
When we visit companies around North America, we find great systems and great people. But
not only do the profitable companies have these two great assets, they have consistency of
these assets. So, consistency sells . . .
Fix the Customer, Not the Equipment
The average service call costs consumers about $175, give or take. But the average consumer
will spend about $32,000 on HVAC equipment and related products over their lifetime. Do you
as a dealer want $175 or $32,000 . . .
Making Financing Work for You
Financing is the art of deferring payment so one can assume goods now and pay for them with
future earnings. As contractors we are familiar with financing because we have credit cards
and probably most of us have bought a house. Over 85% of the population today wants and needs
credit.
Service Agreements Are Essential
In any residential or light commercial business, the road to increased sales with customers starts
with a well defined service agreement program. Service agreements give you the oppotunity to visit
a customer's location at least twice per year, to offer your insights on comfort . . .
Working Capital Management
Many of you have heard of the term "working capital", but really do not know its real
meaning and how it affects your business. If you have a balance sheet handy, it is easy to calculate
Working Capital.
