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Articles by Kenny Chapman

How communication turns into profit for technicians

Communicating effectively with your staff influences your company’s degree of success.
May 23, 2013

 Recently I released one of my online technician training videos about how technicians can actually turn good communication skills into sales and profit for the company. Communication is a topic that gets talked about in a broad scope in our industry, but is seldom broken down into how critically important effective communication is to our overall success. 


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Technician Appreciation

The majority of your techs are open to change and want to improve their work.
April 19, 2013
I am amazed by how many of my fellow contractors are in a constant state of complaining about their technicians: “I can’t get them to do this. They won’t do that. Why don’t they understand?
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Selling with a purpose

Explain to techs why certain tasks are important on every service call
March 15, 2013
We find that many managers fail miserably when it comes to properly educating their teams on the reason, or the why, behind selling processes and strategies.
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Authenticity in the Sales Process

Be comfortable with yourself and customers will be comfortable with you.
February 13, 2013
With all the time I spend on the road coaching and training technicians, I'm always impressed by the quality of people with whom I work.
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True technician potential

Make it a priority to educate your technicians on building customer trust
January 15, 2013
Recently I found myself in Virginia immersed in a week of training for an incredible service company. This company has an unbelievable culture and still has some great opportunity for improvement. (Don’t we all?)


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Plan a break

December 1, 2012
Spending time away from work can give you a new perspective.
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It's not about the product

November 1, 2012
Your team needs to believe in your company and the services it provides to close the sale.
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Lessons from the racetrack

October 1, 2012
Successful business tips from NASCAR driving teams. 
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Improve customer interactions

September 1, 2012
Buying decisions are made more on the likability of the tech, not his skills.
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Simple, effective presentations

August 1, 2012
Change your perspective to close more sales.
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BNP Media's Plumbing Group Visits Grundfos North American Headquarters

BNP Media’s Plumbing Group, comprised of the Plumbing & Mechanical, Supply House Times, PM Engineer (pme) and Reeves Journal brands, recently visited Grundfos’ new North American headquarters building in the western Chicago suburb of Downers Grove, Ill.

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Plumbing and Mechanical

March 2014

2014 March

In the March issue of Plumbing & Mechanical, read about the 'living in place' movement and learn how to make your space stylish and comfortable. PM catches up with MCAA president Chuck Fell and spoke with him about his goals for the year. Also in this issue, see the top products of 2013, see who is the March Truck of the Month, and read the latest Tool Tips.
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2014 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

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Are you proud of how your service truck looks? Do the graphics give people whiplash as they drive by? Have your calls increased because people remember your truck — and your company name? If so, we’d like to see it, too! Click here to find out how your service truck could be chosen as PM's Truck of the Month.

 

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