HVACR Business

APR 2017

Help hvacr contractors master the critical components of business management.

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hvacrbusiness .com www. HVACRBUSINESS .com 5 HVACR BUSINESS APRIL 2017 www. Hope is Not a Business Plan I t's easy to get so caught up in the everyday tasks of the job, you forget why you're doing what you're doing. Or, perhaps you get so focused on the task at hand, you don't remember to take a step back and look at the big picture. You haven't forgotten about those things — you sim- ply are too busy and so you hope for the best. Almost everyone is guilty of this at some point. You may not even realize it until you've had a chance to take a breath and re-focus. Only then does it become clear and you say to yourself, "Enough is enough! Is this really the best use of my time?" I was reminded of this myself recently when I attend- ed the IE3 Show, the annual conference put on by the Air Conditioning Contractors of America (ACCA). Over the course of those few days in Nashville, I spoke with many contractors. In one of those conversations, Michael Rosenberg, president of Rosenberg Indoor Comfort in San Antonio, told me something that really struck me as interesting. With all the exhibitors showcas- ing the latest technolog y solutions, all the education sessions offering scores of ideas and all the contractors full of advice, Rosenberg told me what he finds most beneficial about attending IE3 is the chance it affords him to get out of the office and think about his business. ink about it. A few days away from the business to think about the business is what he finds most beneficial. e rest is just a bonus. As we continued to talk, I couldn't help but think to my- self how much that was true even for me. Sure, IE3 and other industry events are an opportunity for me to interact with many of the people for whom we publish this magazine and stay connected to industry trends. But the biggest benefit to me is a few days out of the office where I can get ideas and think about the magazine in a different light. is is the difference between working in your business, hoping everything will be fine and working on your business and knowing you have a clear path for the future. Hope is important for the workplaces of today and the fu- ture — but it's not a viable way to do business. During one of the educational sessions I attended, eo Etzel, CEO of Conditioned Air in Naples, Fla., said, "Hope is not a business plan." Hope is an essential quality to have as a leader, he said, but it's not something on which you should solely rely. Far too many simply hope for the success they want instead of actively doing something about it. You cannot assume that hard work will get you there alone. Hope is important for the openness and positivity it brings, but hope alone does not create success. It creates the possibility of achievement and the potential for growth. But there is no direct output from hope. As eo pointed out, it's not a business plan. A business plan is as a management tool you can refer to regularly to ensure the business is on course with meeting goals, sales targets or operational milestones. Many contractors resist putting a plan down on paper because they think it's too difficult to create, takes too long or that implementation is just another thing to be added to an already overloaded to-do list. So, instead, they put it off and hope it'll work out. is is a terrible way to run a business. Putting together a business plan — and following through with it — really isn't that difficult. ere are many resources to help you (including a great many articles we've published over the years). And, while hope should not be the foundation of your business plan, it's certainly an essential aspect. I read an article recently that suggested hopeful companies tend to be more creative and innovative, and make greater in- vestments in employees than those that are not. As a result, the article states, employees in these positive and hopeful cultures are more engaged at work and more persistent in trying to reach goals. Employees who are hope- ful are likely to be more motivated to initiate a task, and are better equipped to envision alternative paths to achieve those goals, resulting in higher performance. Once you have your business plan, you have a clear path to success. e next step, then, is executing it and not losing sight of the success you hope to achieve. A great way to ensure your success is to think about the big picture. Take a step away from working in your business, and spend some time working on your business. u TERRY Tanker Publisher ttanker@hvacrbusiness.com PETE Grasso Editor pgrasso@hvacrbusiness.com JIM McDermott Editorial Advisor jmcdermott@hvacrbusiness.com MEGAN LaSalla Art Director mlasalla@hvacrbusiness.com BRUCE Sprague Circulation Manager bs200264@sbcglobal.net BARBARA Kerr Executive Assistant bkerr@hvacrbusiness.com SUBMISSIONS editorial submissions: pgrasso@hvacrbusiness.com ADVERTISING STAFF MIDWEST BILL Rodman Director, Business Development Tel 216-533-1848 Fax 440-471-7943 brodman@hvacrbusiness.com EAST COAST/SOUTHEAST JIM Clifford Regional Sales Manager Tel 201-362-5561 Fax 201-334-9186 jclifford@hvacrbusiness.com WEST COAST TERRY Tanker Publisher Tel 440-471-7810 Fax 440-471-7943 ttanker@hvacrbusiness.com HVACR Business, founded January 1981, is a monthly national trade magazine serv- ing contractors, mechanical engineers, manufacturers, manufacturer representatives, wholesalers, distributors, trade associations, and others in the heating, ventilating, air conditioning and refrigerating (HVACR) industry primarily in the USA. The editorial focus and mission of HVACR Business is to provide business owners and managers with the very best business management concepts available. Critical topics covered include leadership, management, strategy, finance, sales, marketing, training, education, staffing, operations, human resources, legal issues, customer service and more. We are dedicated to helping contractors master these key man- agement skills and provide them with the resources necessary to build strong, prof- itable companies. Every effort is made to provide accurate information, however, the publisher assumes no responsibility for accuracy of submitted advertising and editorial information. Copyright©2016 by JFT Properties LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, or by recording, or by any in- formation storage or retrieval system, without written permission from the publisher. Subscription Rates: Free and controlled circulation to qualified subscribers. Non- qualified persons may subscribe at the following rates: U.S. and possessions: 1 year $48; 2 years $75; 3 years $96; Canadian and foreign, 1-year $108 U.S. funds only. Single copies $8. Subscriptions are prepaid, and check or money orders only. Subscriber Services: To order a subscription or change your address, write to HVACR Business, 24651 Center Ridge Road, Suite 425, Westlake, Ohio, 44145 or call (440) 471-7810; or visit our Web site at www.hvacrbusiness.com. For questions regarding your subscription, please contact bkerr@hvacrbusiness.com. HVACR Business (ISSN 2153-2877) Published monthly by JFT Properties LLC., 24651 Center Ridge Road, Suite 425, Westlake, Ohio, 44145. POSTMASTER: Send address changes to HVACR Business, 24651 Center Ridge Road, Suite 425, Westlake, Ohio, 44145. Periodicals postage paid at Cleveland, OH and additional mailing offices. (USPS 025-431) THE HVACR MANAGEMENT MAGAZINE 24651 Center Ridge Road, Suite 425 Westlake, OH 44145 Tel: (440) 471-7810 Fax: (440) 471-7943 Web site: www.hvacrbusiness.com (ISSN: 2153-2877) www. hvacrbusiness .com While hope should not be the foundation of your business plan, it's certainly an essential aspect. EDITOR'S NOTEBOOK BY PETE GRASSO

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