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Notes From Wetstock I:
Plumb Views

MasterPlumbers.com - November 2002


A Heating Pad/Hairdryer analogy was shared. Bring a hair dryer and a heating pad to the prospects home and plug them in to demonstrate the difference between forced air and radiant. Put the hairdryer on high and blow it on the client for a minute or so. Than let the hold the heating pad on their body. The hairdryer's noise and discomfort are exactly how most forced air systems perform. Nobody's going to argue how comfortable the heating pad feels.

A 3rd party Contractor's referral source generated lots of discussion. An independent website, sponsored and underwritten by the manufacturers and dues from participants, could set aside and tout those with proven qualifications, without the politics involved around manufacturers referral sources. The manufacturers seem unwilling to establish or publish an A list, for fear of loosing sales to those who may not be so qualified.

Notes from Home Depot and YOU discussion (Dealer's Choice):

Original moderator: John R. Hall of The News
Steve Levine from Slant Fin said that the company's baseboard unit (Fineline 30) is sold to Home Depot by wholesalers, not Slant Fin, reiterating Slant Fin sells no products directly to the Big Boxes.

One participant said that smaller contractors in rural areas use Home Depot because their supply houses usually do not carry special parts.

One participant said that in Connecticut, Weil-McLain boilers can be bought right off the floor.

Another said that a lot of contractors complain about Home Depot but they wind up buying parts from them.

Are you putting your reputation in the hands of a Home Depot employee? I.e., if you want to market/advertise a certain product line, you'd better train your employees on how to sell it.

Notes from "Marketing Hydronics"

Homeowners and consumers, who are so educated today and should know better, are often getting talked out of radiant heat by builders. Could be because adding radiant changes the pattern of how builders build homes takes them out of their comfort zone.

One way of getting builders out of their comfort zone is by showing that installing radiant heat is not a complicated procedure.

Contractors are often to blame because they don't know how to educate the homeowners.

Get beyond the price objection of installing radiant by not even focusing on it.

Get information about radiant heating to other trade magazines, i.e. flooring or cement industries.

Suggest radiant heating to the ?slab guys? and give a referral fee if they sign up the customer ? cross market your services.

The heating contractor is the one person who always comes back after construction; not the bricklayers, finishers, etc. It behooves the builder not to cut out the radiant guys since they deal with the homeowners more often.

Mark Walnicki wrote: What a great roundtable! Took most of my notes here.

I too had noted the owner's two jobs. It was also brought up that one is no good without the other.
Other notes:

- Procedures and policies can be applied to any aspect of a business, from how to reprimand, down to how to wash the company vehicles.

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