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Residential HVAC contractors: Sell 'total cost of ownership' and win
Contracting Business
Total cost of ownership includes the initial cost of the equipment and/or system renovation — plus ongoing operating costs. It drops greatly when you correct the performance problems equipment replacement alone cannot address. One important aspect of TCO is the reliability and the longevity of the equipment itself. If system issues aren't addressed, the results often are equipment components that wear out prematurely, which leads to unplanned service and maintenance. TCO is simple: Show the difference between replacing equipment and providing a total solution.
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Heating oil prices are likely to stay high
The Telegraph
Gasoline prices might be slipping but heating oil prices are likely to stay high, although at least they're below the levels of 2008. "Unfortunately, I think they're here to stay," said Matt Ciardelli of Ciardelli Fuel in Milford, N.H., regarding heating-oil prices of $3.60 to $3.80 a gallon. That figure is about 5 percent less than it was at the start of winter last year.
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10 pitfalls to avoid in commercial HVAC service sales
Contracting Business
As sales people mature and repeatedly make or exceed their goals, the sales process can become methodical. This isn't always a bad thing, but it can reduce focus and allow one to get a little lazy, which can lead to problems. So here's a list of 10 things that can cause failure. Use this as a checklist of things to avoid.
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TRENDING ARTICLES
Missed last week's issue? See which articles your colleagues read most.

    Homeowners encouraged to inspect, repair heating oil tanks (WTAJ-TV)
New efficiency standards for furnace fans (Buildings)
Details still to be ironed out with new home heating rebate program from Efficiency Maine (Kennebec Journal)
High-pressure selling doesn't work (Contracting Business)

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UPDATES FROM OESP


Have you viewed the tools on our site?
OESP
There are a number of useful tools that can be found on our website.

The first is our online training center; complimentary as part of your membership. There are multiple classes in the center. These classes took place at our 2012 and 2013 conventions. If you are a member and can't access, email Judy Garber and she'll get you set up.

Another useful tool is geared towards Apple users and that is our app. You can download it here. The other item is our Online Resource Guide, which you can access from our site as well.

Let us know what you think.

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Special 'thank you' to the Delaware Valley Chapter
OESP
The Delaware Valley Chapter hosts an annual golf tournament. This year they donated $2,000 of their proceeds to Oil Heat Cares.
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Italy — March 14-22, 2014
OESP
Ever think about visiting Italy? Again, this year our Association is sponsoring a trip to Italy. It begins with four nights in Rome, a side trip to the Amalfi Coast and then we'll finish up in Lake Como for three nights. From there, those that wish to visit the Expo can do so. You can view the costs and detailed program by clicking here.
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  PRODUCT SHOWCASES
HydroStat Universal Replacement Control

HydroStat: An ideal replacement and upgrade for most common aquastat models. In addition to replacing the temperature functionality of the older control, HydroStat offers fuel-saving Boiler Reset through on-board Thermal TargetingTM or with optional outdoor sensor. Low Water Cut-Off functionality can be activated when installed with a Hydrolevel Electro Well.
Ductless Mini-Split Kit

Sid Harvey’s introduces a time-saving idea to speed the installation of the most popular mini split systems. The Sid Harvey Mini-Split Installation Kit includes communication cable, drain hose, disconnect, whip, ring terminals, and cable ties to make installation quick and easy and comes in either 25 foot or 50 foot lengths. The Mini-Split Installation Kits are available at all Sid Harvey branches. www.sidharvey.com
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IN THE NEWS


New England HVAC contractors receive 'Cool Smart' awards
Contracting Business
Thirteen New England contracting companies were honored for exceptional work promoting energy efficiency services. The key to qualifying for the awards was quality installations of energy efficient systems in 2013. Cool Smart is a high efficiency air conditioning rebate program for residential customers of National Grid, NSTAR Electric, Unitil, Western Massachusetts Electric Company and Cape Light Compact.
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Southampton, Massachusetts, residents can get more rebate money for using alternative energy
Southampton Patch
Recently, the Town of Southampton, Mass., passed legislation that provides up to $3,500 for the installation of a solar system and $500 for a geothermal, solar hot water system. In addition, the town will provide an expedited review and waiver of the building permit fee for any residential subdivision application where all resultant dwellings will derive 50 percent or more of their total energy consumption from solar energy.
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Fuel oil conversion deadline looms
Real Estate Weekly
A small fraction of buildings in New York City produce eighty six percent of pollution from all buildings in New York City. In an effort to reduce pollution and enable New Yorkers to experience the health benefits from same, the NYC Department of Environmental Protection released a plan in the spring of 2011 to phase out No. 4 and No. 6 heating oil. Owners and property managers need to be reminded of a few important highlights of the plan.
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FEATURED ARTICLE
TRENDING ARTICLE
MOST POPULAR ARTICLE
ASHRAE/IES publish 2013 Energy Standard
Buildings
The publication of the ANSI/ASHRAE/IES Standard 90.1-2013, Energy Standard for Buildings Except Low-Rise Residential Buildings, is bringing major changes to requirements regarding building envelope, lighting, mechanical, and energy cost sections. Opaque elements and fenestration requirements have been revised to increase stringency while maintaining a reasonable level of cost-effectiveness.

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Expert: Debt ceiling crisis, hurricane season could send home heating oil prices skyward
WCBS-TV
As winter approaches, home heating oil prices in Connecticut have remained steady. But experts warn that the market may be volatile. There have been no storms or other events to interrupt the production and supply of oil. But the good fortune could change with the path of one hurricane or a certain path in Congress, according to an expert.

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Connecticut heating oil company closes doors
WTIC-AM
Customers of a Connecticut-based heating oil company are being advised to look for a new supplier. Ace Oil Co. has closed its doors and Assistant Attorney General Brendan Flynn says consumers who were expecting deliveries should seek an alternate home heating oil supplier as soon as possible. Meanwhile, Flynn says customers should keep all paperwork while the AG's office and the attorney general review the matter.

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5 cybersecurity tips for your business
Fox Business
Every day, it seems another security breach makes headline news. While big companies make the news headlines, the real targets are small businesses just like yours. According to the 2013 Internet Security Threat Report from Symantec, there was a 42 percent increase in targeted attacks in 2012, and 32 percent of all attacks were aimed at businesses with fewer than 250 employees. Yet many small business owners don't believe their business is big enough to attract the attention of a cybercriminal.
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Patents for renewable energy on the rise
UPI
New patents related to renewable energy technologies are on the rise, a Massachusetts Institute of Technology study shows. The MIT study, in conjunction with the Santa Fe Institute, found that from 1970 to 2009, Japan led the world in the number of patents related to photovoltaics, or solar cells, with the United States second and China third. The number of solar patents worldwide increased by 13 percent per year, from 2004 to 2009, says the report.
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Give performance reviews more than once a year and other must-read business tips
Entrepreneur
The end-of-year performance review: Is there anything employees anticipate and dread more? While it holds the potential to bestow a sought-after raise or promotion, it can also reveal an employee's flaws and bad habits. Partly because the year-end review is such a fraught encounter, managers would be better served checking in on performance at least four times a year, or even once a week, says Mike Steinerd, director of sales recruiting for Indeed.com.
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Colby Horton, Vice President of Publishing, 469.420.2601
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