Monthly Archives: January 2013

Service CSI: Who Killed the Sale

When we decided to develop our own programs here at Jackson Systems, like the temperature controls systems we manufacture and the FilterFetch program, the decision was made to go direct to the HVAC contractor. This ensures we can offer the best products and best service to our clients.


We want you to have a lifelong relationship with your customers and with Jackson Systems. That is why we want to share with you a new 3-part webinar series from Joe Crisara hosted by our friends at ACHR News. We believe these webinars will provide you with useful tools to increase the value of your service while overcoming customer objections. Jackson Systems is helping to sponsor this one-of-a-kind event so that you can get better ratings and reviews from your services, more market share and differentiation, triple your average invoice with higher closing rates and provide a higher level of customer satisfaction. More details and a link to register are below.


When: 3 webinars – Jan. 31, Feb. 7, Feb. 14 at 1:00P EST

What: Series of webinars taught by America’s Sales Coach, Joe Crisara, and the $6 Million Dollar Residential HVAC Salesman, Rick Picard

Package: 60 minutes each, plus workbook and downloads

Cost: $57 for entire 3-part course and 1-year webinar archive access

Details: Click here for more information


If you sign up for the Service CSI: Who Killed the Sale through this link, you will receive instant access to Rick Picard’s “52 Quick Start to Success” videos with a corresponding workbook. Aside from all of that, you will gain the confidence, skills and techniques necessary to handle any objection presented by your customers. And it’s even guaranteed. We hope you will take advantage of this exciting opportunity to grow your business through increased sales!

Register here now

Business Strategies for Today’s Contractor Workshop

Jackson Systems will be hosting a business strategies workshop featuring Frank Besednjak on March 12 at our Indianapolis headquarters. This all day seminar is designed to increase overall business performance by offering participants new methods, ideas and strategies that will increase employee performance, improve profitability and increase customer loyalty. Frank has many, many years of business and training experience with companies like Sony, RCA and GE. Through his long career, he has received numerous letters of commendation, incentive awards, and special recognition in the areas of Leadership, Business Growth, Team Building, Productivity Improvements and Overall Management Excellence. To register for this exciting learning opportunity,just click here. We hope to see you there.

iPad Giveaway at AHR Show

Jackson Systems will be giving away an iPad to one lucky winner at the AHR Show. Please visit us at booth #968 to enter to win. We are looking forward to meeting with our clients and talking to new contractors at the show. If you attend, be sure to stop by booth #968.

Getting Social

At Jackson Systems, we are very social people. All employees are encouraged to network with our clients and prospects by providing relevant information and timely news on the HVAC industry and events. We enjoy the wonderful responses we receive from our followers and want to thank you all for sharing the great ideas, suggestions and sometimes just plain fun. Tom Jackson, our CEO, invites everyone to join him on Facebook and Twitter. You can reach his Facebook page at by clicking here and his handle on Twitter is @thomaswjackson. We hope you will enjoy his informative and inspiring posts, as well as his comedic musings. Thank you for sharing in our social networking.

I’ve Got an Idea

If you are attending the ACCA show in Orlando this year, don’t forget to attend the “I’ve Got an Idea” session on March 1. Many ACCA participants look forward to this session every year. We have standing room only at last year’s event. This year’s “I’ve Got an Idea” will feature host Vince DiFilippo and his camera crew working through the audience, ready to put you and your great idea on the “big screen.” We will also be giving away 2 iPad minis for the top 2 ideas. Don’t worry if you won’t be at the show, we will post some of the great ideas we hear on our blog and Facebook page.

Regional Standards Lawsuit Settlement Reached

The American Public Gas Association (APGA) and the U.S. Department of Energy (DOE) have filed a settlement agreement in the ongoing lawsuit over regional efficiency standards. Intervening parties in the lawsuit, including the Heating, Air-conditioning, and Refrigeration Distributors International (HARDI) and Air Conditioning Contractors of America (ACCA), now have 10 days to file a response with the court, after which time the court will accept or reject the settlement agreement.


The settlement would vacate the residential nonweatherized gas furnace and mobile home gas furnace standards, which were to become effective on May 1, 2013, and begin the process for developing a new standard within a year of finalization of the settlement agreement. The DOE has agreed to amend some of its data collection and information sharing procedures for this rulemaking. Click here for the full article from ACHR News.

Anti-Metal Theft Legislation Introduced in U.S. Senate – Article courtesy of ACCA

It’s no surprise to anyone reading this that theft of precious metals (copper in particular) found in HVAC equipment is an ongoing issue. Recently Senators Amy Klobuchar (D-Minn.) and Lindsey Graham (R-S.C.) introduced S. 3631, the “Metal Theft Prevention Act” to make it an explicit federal crime to steal metal from critical infrastructure. In Charlie McCrudden’s latest Hot Air! blog, he covers what the bill includes and how it would help law enforcement crack down on these thieves. For more information, read Charlie’s Hot Air Blog.

Some Tips to Start off the New Year! by Frank Besednjak

We know this post is a little lengthy, but the content is terrific. This comes from our friend Frank Besednjak who has helped many companies with improving customer service, process mapping, leadership and overall business excellence. We hope you enjoy!


You know just about every time I get on social media, check my email or open my regular mail, I find some sort of ad or information telling me how, with their system, I can increase my business by getting my phone to ring more with their new marketing strategy and so on. Most of the time I just get annoyed and I’m sure you do too.


I’m a customer, and I’m not stupid. So most of these gimmicks may work short term, but you know . . . I believe in a few fairly simple, important things that will increase sales and profitability, and guess what? They always work.


Here they are:


Number one: Location is everything! Be where the customers are. This includes social media, offering free advice. Get involved with local media outlets, churches, charities and other civic organizations.


Number two: Have real people who are happy answering your phone. I will hang up on a recording, but I won’t hang up on a person.


Number Three: Always show up on time. Always follow through on what you promised. Always call people back immediately. Don’t think someone will wait three days for a call back.


Number Four: Since you have spent all of this time,money and effort trying to get into the customer’s home than don’t be in such a big rush to get out of it. Make it worth the visit and perform whole house checks. Both you and the customer will be happy you did.


Number Five: Don’t be afraid to make money and raise your price. Everything costs your more doesn’t it? I meet so many contractors that are so afraid to lose business that they work for almost nothing.


If you are going to make no profit, why work? Just go fishing or play golf every day, it is more fun, easier and pays about the same!


Number Six: It’s okay to fire a customer. Look at it this way . . For any of you who have gone through divorce, I’m sure you remember it being very expensive.


You know why it is so expensive? Because it was worth it, that’s why! Firing a customer is sometimes like divorce, so don’t be afraid to spend money doing it.


Number Seven: Be worth it and believe it. Customers’ measure value on the experiences encountered and promised. Just because you can do the repair with your eyes closed doesn’t mean anything to the customer. It is a combination of every interaction they have had, are having, and will have with your organization that will either add to or detract from the overall perceived value. People go to expensive restaurants not because they are hungry and need food. They go because they expect an experience that makes it worth the investment. So make the experience worth it to them.


Number Eight. Integrity . . . Be upfront and honest in everything you do. This to me is a zero tolerance rule. For you and all of your employees.


Number Nine. Work as a team. Have rules, processes, procedures and policies in place that everyone understands. Make a plan for anything that could happen and write a policy or procedure on how to handle it. Sure you can bend the rules or change them occasionally but at least you have some basic guidelines to follow.


Number Ten. Educate, train and practice. Even sports professionals educate themselves and practice regularly because they want to be the best at what they do. Don’t get left behind.


Number Eleven. Keep score and set goals. If you don’t know how you are doing, how do you know what you need to improve on? Also, if you set no goals, it is kind of like having no destination on a trip . . . Odds are you will never make it.


Hopefully you are or are planning on implementing some of these guidelines. If you have any questions or comments, please contact Frank directly:

Washington and California New State Laws Require Carbon Monoxide Detectors in 2013

Effective Jan. 1, 2013 state law in California will require carbon monoxide detectors in all condominiums and apartments with fossil-fuel burning appliances.


The law now applies to landlords, tenants, condominium owners and Homeowner Associations. Click here for more information on the new California law:


Washington State has also passed its own law about CO detectors. This new law requires most existing apartments, condominiums and single-family residences to install carbon monoxide detectors. Landlords must install detectors outside of each separate sleeping areas and on each level. For more information on the Washington State law, click here:

GO BANANAS! By Steve Coscia

A fresh start – isn’t that what everyone wants at the beginning of a New Year? People crave a chance to wipe the slate clean and begin anew with no reminders or guilt about the past. Having an opportunity to start over again is a wonderful gift don’t squander it. This year, I urge service professionals to kick start their goal-setting and rational thinking potential by making more positive snack food choices. Yes, that’s right snack food. Monitor your sugar intake during the course of your workday. Lots of sugar may give you a quick energy boost, but the effect soon wears off leaving you more tired, irritable, anxious or depressed.


The US Food and Drug Administration Dietary Guidelines recommend choosing foods and beverages with little added sugars. Added sugars are sugars and syrups added to foods and beverages in processing or preparation, not the naturally occurring sugars in fruits. Major sources of added sugars in the American diet include regular soft drinks, candy, cake, cookies, pies, and fruit drinks. Sugars such as fructose, sucrose, honey or corn syrup–are metabolized in the same way. Likewise, the sugar found in a banana and that in a can of soda are both digested similarly but the banana contains added benefits. The main difference is that most soda and candy are nutritionally empty, whereas the banana contains fiber, vitamins, minerals and antioxidants. Bananas are handy, easy to carry (about the same size as a candy bar) and they have tremendous health benefits. But wait – it gets even better. A banana also contains an essential amino acid called Tryptophan which our body converts into serotonin. Serotonin helps regulate a person’s feelings and it enables a person to make rational decisions. Service professionals who make rational decisions are more likely to experience heightened self-esteem and career advancement – all that from a banana. Improved mental health is the required catalyst which can set your goal setting activities into motion.


Do not procrastinate when it comes to your physical and mental health. So the next time you reach for that thick caramel or cream filled candy bar, pause and consider the implications. This year, choose healthier snack foods and reap the rational thinking and health benefits which will help you achieve your goals. Happy New Year!