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5 common misunderstandings about salesmanship
Contracting Business
There are five aspects about salesmanship that are often misunderstood: enthusiasm, showmanship, the concept that "more is better," body language and making multiple closing attempts. This article sheds some light on each and explains how to overcome them.
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Heating assistance for low-income families facing more cuts
The Telegraph
A federal program that helps more than 1,000 low-income families in New Hampshire pay energy bills is facing a $1.6 million reduction because of the budget-cutting sequester, after five years of reductions that have already cut its funding in half. U.S. Rep. Annie Kuster, D-N.H., called on her Congressional colleagues to restore the heating assistance money, known as LIHEAP (Low-Income Home Energy Assistance Program).
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Looking for similar articles? Search here, keyword: Heating Assistance.


Greenleaf hits 1 million gallons of biodiesel
Domestic Fuel
Connecticut-based Greenleaf Biofuels, LLC, has produced its 1 millionth gallon of biodiesel since opening its New Haven facility this summer. The company says most of that green fuel is going into local heating oil supplies. The Greenleaf Biofuels refinery will eventually crank out 10 million gallons a year of biodiesel, the largest biofuel plant in New England.
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UPDATES FROM OESP


Welcome to our latest corporate member — Rathe Associates
OESP
Rathe Associates is a third generation sales representative for heating equipment, serving the Metropolitan New York area for 45 years. We have expertise in hydronic boilers, water heaters, pumps, radiant floor heating and more. In addition to our outside sales force, we have six dedicated inside technical support staff members ready to troubleshoot any problem. Rathe Associates has put an emphasis where it matters most, in customer service, training and technical support. With our recent investment in our classroom and live-fire "Hydronic Wall," we have been able to educate large and small classes of engineers, contractors and supply house reps in hopes to keep moving the industry forward.

If you would like to learn more about our corporate membership, please let us know.

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Resources available at your fingertips
OESP
With our new site, the goal is to add helpful tips and resources at least once a week. So keep visiting www.thinkoesp for the latest in industry and association news.
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Merry Christmas from the Mid-Atlantic Chapter
OESP
Judy Garber, OESP's Executive Director, had the privilege of visiting the Mid-Atlantic Chapter for their annual Christmas Party. It is always a pleasure to spend time with our members and this is always a very special party. Nice job goes out to the Mid Atlantic Chapter.


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TRENDING ARTICLES
Missed last week's issue? See which articles your colleagues read most.

    3 tips to improve your small business cash flow forecasting (The Economic Voice)
The Roadshows are coming in 2014 (OESP)
Humidity control in a data center (Contracting Business)
Snow follows cold November, but warmer winter forecast in Maine (Morning Sentinel)

Don't be left behind. Click here to see what else you missed.


  PRODUCT SHOWCASES
Carlin 48245 Now with Smart Ignition

Extend the life of ignitors with Carlin’s new 48245 primary control with Smart Ignition. The 48245 runs in Intermittent Duty (or “constant” duty) when needed to prevent loss of flame. Smart Ignition switches to Interrupted Duty when it can to dramatically extend the life of the ignitor or transformer. The Model 48245 is the smart replacement for 3-wire controls. www.carlincombustion.com
Sid Harvey's Introduces Sure-Flo De-Scaler Kit

Sid Harvey’s new Sure-Flo safely removes lime and scale from tankless heaters. The odorless solution with color change indicators tell you the process is complete. Includes pump, hoses, bucket, descaling chemical and acid neutralizer for safe disposal. Helps restore efficiency and satisfies warranty requirements. Available at all Sid Harvey’s www.sidharvey.com
Build A Powerful Online Presence

iPage makes it easy and affordable to create a powerful website for your business – no experience necessary. Add to that a 24x7 support team and tons of free marketing tools, and you’ve got the recipe for online success! You can drive more traffic and get more customers than ever before.


IN THE NEWS


HVAC installations gone bad
Contracting Business
This photo gallery shows work by disreputable HVAC contractors that the good guys have to come in and fix. Some show the result of long neglect. These photos serve to illustrate the importance of hiring professional, licensed, and certified HVAC contractors. Click on the links displayed with each photo caption to see the entire story and read comments from other contractors.
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FutureMetrics: Northeast pellet heat could spur 1.3 million jobs
Biomass Magazine
According to a new paper from FutureMetrics Inc., if the 6 million rural Northeast U.S. homes that currently utilize oil or propane for heating converted to pellet fuel, the economic impact would be significant and include the creation of about 1.34 million jobs.
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How are your vendors doing? Tell us in the OESP Online Resource Guide.


Social Security card requirement slows heating assistance process
Kennebec Journal via The Portland Press Herald
A new requirement that applicants show their Social Security cards before they can get federal heating assistance is slowing an application review process already so backed up that it could be spring before someone who calls for help today gets an appointment.
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FEATURED ARTICLE
TRENDING ARTICLE
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Mercury-bulb thermostat myths
Contractor Magazine
The world of thermostats for hydronics is full of myths and misunderstandings. Some of these are due to misinformation about thermostats in general. Some are specific to mercury-bulb thermostats. And some thermostat myths apply just to hydronics.

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HVACR contractors: 12 resolutions for a stellar 2014
Contracting Business
Resolutions are just starting points. Use these, or substitute any of your own, one per month, throughout 2014. Keep them as a checklist, then at the end of the year, see how well you did.

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The HVAC service profit chain
Contracting Business
In an industry driven by weather, and a local economy, how can you build a service company profit chain? You can't. You have to do it by refocusing your business from fix-it or replace-it, to the service agreement, and building a long term relationship with the homeowner.

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5 tips to getting ready for year end
Fox Business
The holidays are a busy season for small business owners. But they still need to take the time to do some tax planning so they are ready to meet the tax man in the spring. Here are five tips to help you close out your small business for the year.
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3 essential digital marketing tips for small business
Business 2 Community
One great advantage of digital marketing for small businesses is that this type of marketing can be very cost-effective. Return on investment is often much higher than with more traditional forms of marketing. This means even a small company with limited resources can launch a successful digital marketing campaign using the following tips.
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Colby Horton, Vice President of Publishing, 469.420.2601
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