2013 new residential products THE HVACR CONTRACTOR’S WEEKLY NE WSMAGA ZINE SINCE 1926 September 16, 2013 | $5.00 | Visit us online at www.achrnews.com, Twitter, Facebook + LinkedIn New residential product descriptions and product grid begin on page 8. Contractors and Consumers Benefit from Financing Options By Matt Bishop Of The NEWS Staff fyi hvac briefs Residential Contractors • Bill Howe Plumbing (San Diego, Calif.) was voted as Best San Diego Plumber by the San Diego Union-Tribune. • Northwood Heating (Woodinville, Wash.) opened a satellite branch in Tacoma, Wash. • Zipper Air Conditioning & Heat-ing Co. (Louisville, Ky.) was pur-chased by Defender Security Co. (Indianapolis). W hen it’s time to close a sale, HVAC contractors are always looking for ways to seal the deal. Financ-ing options are helpful for contractors and consumers, often providing the difference between gaining a sale or losing it. “It takes the pain out of the price, espe-cially on the promotion buyer,” said Mike Cheatham, finance product manager, Service Experts, Richardson, Texas. “Unfortunately, a lot of times when you’re only replacing something out of your house every 10-15 years, you kind of lose track of what those things cost. Sometimes people are shocked by the prices. That’s just what it is. We offer them promos so that they don’t have to pay anything out of pocket today, and they can start on a low monthly payment or a deferred interest option.” Many contractors offer financing through banks, so they assume no risk if a cus-tomer defaults on payments. Dave Conner, CFO, Harrell-Fish Mechanical Contractors Inc., Bloomington, Ind., said the ability to offer financing in the residential sector is extremely important. “On the residential side, we expect the large projects to be financed,” Conner said. “The expectation is that clients need that financing, so our sales staff on the residen-tial side needs to understand the financing options available to them and really need to ask those questions up front.” Commercial Time Due to the size and scope of most com-mercial projects, it is not typical for com-mercial contractors to offer direct customer financing. Conner said the expectation is the customer, as part of their due diligence • See FINANCES | page 7 Commercial Contractor • Cold Craft Inc. (Campbell, Calif.) appointed Susan Nichol as CEO. Manufacturers sustainable knowledge A Gateway Technical College HVACR student examines a new alternative energy system, on equipment provided by Questech and Amatrol, at one of six learning labs implemented in conjunction with Trane and the National Coalition of Certification Centers (NC3). Learn more on page 43. Photo courtesy of Gateway Technical College. • Nest Labs Inc. (Palo Alto, Calif.) named Eugene LaNois as head of its professional channel. • ClimateMaster Inc. (Oklahoma City) chose Green Equipment Op-tions Inc. (Campbell, Calif.) as its distributor in Northern California. • Gefran Inc. (Winchester, Mass.) announced Ruben R. Salinas as North America sales manager of drives and motion control products. • Irwin Tools (Huntersville, N.C.) will hold National Tradesmen Day on Sept. 20. • Mitsubishi Electric US Cooling & Heating Divi-sion (Suwanee, Ga.) promoted Chris Flynn Flynn to senior product development engineer and Ron Meints to senior manager of res-Meints olution services. • General Filters Inc. (Novi, Mich.) hired Joe Boczar as director of engineering, and Samantha Coe as quality manager. Continued on page 4 A end this FREE Webinar! DIGITAL EDITION THIS ISSUE SPONSORED BY: Designing Geothermal Systems with Variable Speed Water Pumping DATEWEDNESDAYOCT•TIMEPMEDT Register for FREE at webinars.achrnews.com.