10 THE HVACR CONTRACTOR’S WEEKLY NEWSMAGAZINE SINCE 1926 SEPTEMBER 7, 2015 | $5.00 | ONLINE AT WWW.ACHRNEWS.COM | SUPERMARKET AND RESTAURANT REFRIGERATION Distributors Benefit from FYI Regional Standards Sales HVAC BRIEFS Savvy wholesalers are reaping the rewards of stocking up on 13-SEER equipment BY JOANNA R. TURPIN THE NEWS STAFF RESIDENTIAL CONTRACTOR Gold Medal Service (East Brunswick, New Jersey) owner Mike Agugliaro was named one of 15 winners in the 2015 Rule Breaker Awards for the second year in a row. MANUFACTURERS T he U.S. Department of Energy’s (DOE’s) new minimum-effi-ciency standards for residential air conditioners and heat pumps went into effect Jan. 1, 2015, marking the first time efficiency requirements differ based on the state in which the equipment is installed. The new standards divide the country into three regions — North, South, and Southwest — each of which boasts unique minimum efficiency requirements that consist of varying combinations of SEER, EER, and HSPF (the exception being split system heat pumps, which now have a nationwide minimum efficiency require-ment of 14 SEER/8.2 HSPF). For distributors, it was déjà vu all over again, as they had to decide — as they did back in 2006, when minimum efficiency Q See STANDARDS | Page 20 Trane’s (Brussels) European HVAC research and development testing facil-ity in Epinal, France, is fully operational. Mitsubishi Electric US Cooling & Heating Division (Suwanee, Georgia) named Brent Del Toro director of commercial business in the south-DEL TORO west business unit. Danfoss (Baltimore) announced three new partnerships with sales repre-sentative organizations. Meglio ESI (Lenexa, Kansas) will serve Kansas and western Missouri; Pro-Lines Sales & Marketing Inc. of Orgeon (Tuala-tin, Oregon) will serve Oregon and Washington; and Pro-Lines Sales & Marketing Inc. of Washington (Kent, Washington) will serve Washington, Idaho, and Alaska. STOCKING UP: Ferguson Enterprises decided to stock up on 13-SEER equipment ahead of the DOE standard, but noted that determining how much to purchase was a difficult decision. continued on Page 6 The Wife’s Not Home: Is the Sale at Stake? HVAC professionals prefer, but don’t require, both decision-makers present during estimates BY NICOLE KRAWCKE THE NEWS STAFF R eputable sales people are cru-cial to an HVAC company, but so are good customer service representatives. Quality employ-ees know how to talk to customers and explain the products and services to them without being offensive. A recent column in the Detroit Free Press gained a lot of attention in metro Detroit when the writer used the platform to vent her frustrations in trying to get a quote from a window company. She was told the company would not visit her home without her husband present, a factor that had many female readers outraged. There are obviously benefits to having both decision-makers present when making a sales call, but HVAC contrac-tors, just like those in other industries, must walk a fine line when pitching a sale when a significant other is absent from the conversation. DON’T FORCE THE ISSUE Scott Merritt, owner of Columbus, Ohio-based Fire & Ice Heating & Air Conditioning Inc., said his company asks if all decision-makers can be present during the time of an estimate, but does not require it. “In todays’ day and age, Q See SALES | Page 22 Tweet @achrnews www.achrnews.com Nearly 60% of consumers say they have felt uncomfortable in a restaurant... Is Now Featured On Our Home Page! Go to achrnews.com and view real-time tweets from The NEWS and other HVACR professionals. Post comments to Twi er and include @achrnews. due to air temperature. Introducing Designer Air. See page 13 for more details.