Never Before in our Business

Wizaard · July 2004

The print in our trade journals is consecrated on sacred ground. You rarily ever see controversial commentary about one of the magazine advertisers. Actually, you don't see it at all. Advertising dollars are how the magazine or paper stay in business. Controversy is bad for business.

With this in mind, Contracting Business has chose to run a very controversial article this month. It is titled Big Daddy is Not Your Friend. You can read this at www.contractingbusiness.com. The link is right on the home page.

I can't tell you what this piece is about. You must make your own interpretation. I will tell you however, after reading this, blood will race through your veins. You are likely to clench your fist and pump your arm furiously in the air. Either that, or you will sit back in your easy chair and silently nod the nod of acknowledgement. You will identify.

IMHO, we desparately need a voice of this nature out there in print. If you agree with me, write a note to Mike Murphy at Contracting Business. Tell him how you feel about the article. mmurphy@penton.com

jim lockard · July 2004

This is why

the only business name on my trucks is mine. J.Lockard

Constantin · July 2004

It cuts both ways...

I found the story somewhat simplistic. There is a reason that most manufacturing companies are suffering from CADD. It's called being a public company and being subject to the vagaries of the stock market analysts (who have even worse ADD than the companies they cover).

Name a HVAC company whose CEO hasn't changed 5 times in the last 20 years... how is one to generate solid leadership under those conditions? These changes are usually driven by the stock market. IIRC, most Americans now own stock in one shape or form (401K, Roth, etc.)... have you gone to a stockholder meeting lately? Have you heard the questions that get asked of management? No one cares about strategy, long term profits, etc. all they want to hear about is the next quarter. Scary stuff.

Perhaps someone ought to take the article as a kick to start a new, privately-owned HVAC company that only sells premium gear through contractors. However, that would most likely require a whole new distribution model, considering the established players in the market, etc. A daunting task at best, if not completely foolish.

Sub-Zero, Viking, etc. show that privately-owned US companies can successfully compete against the rest of the world...

Ken_8 · July 2004

The article is also a tad

vague. "Big Daddy'? Great allegory, no substance.

Who, pray tell, is Big Daddy? Who might the allegations be aimed at? Give us one illustration of a Big Daddy "player."

Sounds so ominous. "Big Daddy" sucks the blood from unwary businesses? Who in this world is this evil dude?

The only players I can think of that are even remotely resemble the evil Big Daddy alluded to might be Petro, Viessmann or perhaps Honeywell. And, I don't even know why I would mention those completely unrelated players as remotely resembling a "Big Daddy" figure!

Like Connie writes, the article is so "simplistic" as to be irrelevent. At least to me.

What am I missing? It's an article about - what?

I got enough stuff lurking under my bed already - thank you.

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Ted_9 · July 2004

Ken, everyone. There are many more big daddys;.

But this article is no surprise to me. We realized this in our 2nd year of business.

Ken_8 · July 2004

Could you enlighten us?

I can't even imagine who or what you, or the article is reffering to.

Please drop some "for examples" on me - like a name. Are we suggesting the act of signing on as an installer for Homey or Sears is an act of "snuggling up to a "Big Daddy"? Is THAT what we are alluding to here?

I still have no clue. Help an old man out here.

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Dan Foley · July 2004

Big Daddy

Ken,

I don't have any inside information but as I was reading the article I was thinking of the Big Three HVAC manufacturers: Carrier, Trane and Lennox. Trane has a deal with Home Depot. Carrier is in bed with Sears. Lennox purchased several hundred residential HVAC contractors in order to protect and control their distribution. They must be going through some growing pains because I read recently that they are trying to sell or otherwise eliminate 50 of their locations. -DF

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ScottMP · July 2004

Ken

your soooo coy ....

You know they are talking about every big business we deal with. By naming names I am pointing a finger and placing blame which I don't want to start.

The article alludes to any big business that produces a product for us as contractor to buy.

But you knew that allready did'nt you.

Scott

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Ken_8 · July 2004

Scott,

I'm a lot dumber than I look!

I really don't have a clue what or who "Big Daddy" is or does!

If Carrier, Trane or Lennox is "Big Daddy" I really don't care. That's all scorched air - and we have no interest in their "issues," we are strictly wet heat.

Or was/is that not what a "Big Daddy" is?

If, as you suggest, naming names is a "touchy" issue, e-mail me who or what a "Big Daddy" is. No coyness here, just genuine curiosity. Perhaps without naming names of a "Big Daddy," you could state their profile? Place in our lives? Need of them? Reason they exist? Basis of their existence?

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Wizaard · July 2004

ken

Ken's articulation draws one in, slowly. The unaware will nibble away on a retort, moving them closer towards the prone and swaying head. A slight increase in the volume of conversation on your part and your done. Your faculties slip away into a murky coma. His lip slowly retracts exposing fangs sharpened on the weak and argumentative. Wham!! A lightening quick strike and the venom of the planet's greatest contrarian is deep within your veins.

I am feeling weak. I can't help myself. Ahhhhhhhhh...

The article is about contractors helping themselves and not relying on Big Daddy manufacturers. Direct your own future. Stay off the Man's leash.

The article also discusses in print in public what every contractor who has dealt with Mans or their distributors have experienced. This is as refreshing as contrarian opinion and long overdue.

Oh, I am really, really feeling the need for Providence in my life. I am reasonably sure I'll better understand the way of the world once I do.

Ken_8 · July 2004

Wiz,

I may be wiley and crass, but also truly naieve as to any of your inuendos regarding who or what a "Big Daddy" is.

Since no one seems inclined to share publicy or privately what the hell a "Big Daddy" is, I'll just assume it is something to be wary of - whatever that means.

I suggest none you knows what a "Big Daddy" is either!

Could that explain why no one wants to take a shot at defining what or who a "Big Daddy" is?

Sure looks like it to me.

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Jim Erhardt · July 2004

> I may be wiley and crass, but also truly naieve

> as to any of your inuendos regarding who or what

> a "Big Daddy" is.

>

> Since no one seems inclined

> to share publicy or privately what the hell a

> "Big Daddy" is, I'll just assume it is something

> to be wary of - whatever that means.

>

> I suggest

> none you knows what a "Big Daddy" is

> either!

>

> Could that explain why no one wants to

> take a shot at defining what or who a "Big Daddy"

> is?

>

> Sure looks like it to me.

>

>

>

> _A

> HREF="http://www.heatinghelp.com/getListed.cfm?id=

> 68&Step=30"_To Learn More About This

> Professional, Click Here to Visit Their Ad in

> "Find A Professional"_/A_

Jim Erhardt · July 2004

Bad breath....

...is better than no breath." A favorite marketing quote of a former boss of mine. Controversy draws attention. Good way to get some traffic to their website or get us to take another look at their mag.

"The article is about contractors helping themselves and not relying on Big Daddy manufacturers. Direct your own future. Stay off the Man's leash."

Yes, I agree. A simple yet meaningful message - spoken with bad breath by the author of the article.

Robert O'Connor_7 · July 2004

Ken....

Maybe it's Don Garlits. I hear he got old and mean.......Robert O'Connor/NJ

Firedragon_4 · July 2004

Not quite never before Mr. Wizaard,

I took a stab at this a few years ago and we'll see how well Mr. Michel fairs, I for one wish him luck.

Whoa, be those that dare question the system(s), because as he may soon find out, it's advertisers who rule the roost and 'free press' is anything but, been there, have the scars to prove it!

Q. I noticed he did not have a bio attached. Is he affiliated with R.E. Michels? If yes, what specifically is his agenda and as so many have asked who is Big Daddy? I can not only name a few OEM's who fit the bill nicely, but also some wholesalers too!

I for one feel it's the most politically correct diatribe in a while, but without naming names, well................, but it's JMO!

Ken_8 · July 2004

I saw Big Daddy about

two or three years ago. My kid broher and I went to the WinterNationals in/near Gainesville and stopped by his "museum" and guess who was parking cars for 5 - bucks a pop - cash?

Shook his hand and thanked him for making my day by breaking the record at Island Dragway where we ran our car, back in the early 60's

I think he broke the world record against Chris Karamesenese (Crazy Greek) in what was then AA fuel dragster class. Swamp Rat IV was the version (if memory serves).

He was gracious and autographed my NHRA hat for me.

I also so saw him (40-years ago) carried out of there in an abulance when his chute failed to open after a ~235 MPH run. Following year, they added 1/4 mile to the "after-track" to save drivers from failed chute re-occurrence.

Remember FUBAR from Caldwell? Kenny Puffenberger I think was the builder/driver?

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leo g_13 · July 2004

NRHA?

National Rifle and Hotrod Association?

YEE-HAW!!!!!

Leo G

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Ken_8 · July 2004

Wouldn't that

be "rich"?

"And in the left lane, we have John Ford and his .308 Winchester and in the right lane we have Doug Kalitta and his .30-06 Remington."...

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Paul Pollets · July 2004

Matt Michael's..

editorial was thought-provoking and rare in HVAC trade mags. He didn't need to be any more specific. You get it, or you don't. Relationships between contractor and supplier or rep and manufacturer follow the theme...nurturing business relationships seems to be based on how much you've purchased this past quarter, rather than "how can we improve what we do?"
Looking for (or publishing) controversy in trademags can cost advertising dollars. I always wanted to see more critical reviews of products and tools in our business, but it can't happen. As a diver, I used to read several diving magazines, that always reviewed any product or diving resort, with 4 stars. As it turns out, there's one magazine in the industry, called "UnderCurrent", which accepts no advertising and has the best reviews available on any product or resort. I don't think the HVAC industry would support such views. Just my opinion.

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Ken_8 · July 2004

OK, OK!

Thanks to Scott Milne for "enlightening" me as to exactly who or what "Big Daddy" is.

For those of you who are as "thick" as me, "Big Daddy" is ANYONE who sells us stuff, i.e., a manufacturer of boilers, control systems, wholesalers, etc. who employ schemes that will entice you to exclude all their competitors - in favor of them by whatever means they have at hand. These "means" might be give-backs at certain price levels, "special" discounts for higher volume, free jackets and clothes, rounds of golf, trips to Germany or Acapulco, etc.

I've always shunned these sorts of promo's because everyone knows that we are paying for them ourselves anyway. All I really need from any vendor or wholesaler is the best price and the best service - period. These "promo's" are a waste of resources and are packed into my buy price anyhow. I'd much prefer to spend my money the way I want, not share my money with a bunch of guys are more concerned with the stupid perks - than the substantive issues of price and service.

When will the manufacturer's and wholesaler's learn?

Maybe when Matt Michels gets some feedback from us - and prints it?

In your dreams. (Sadly)

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Constantin · July 2004

Absolutely on Target

From what I can tell, the magazine business is a bit of a scam. Advertising dollars frequently seem to buy favorable product reviews, and you have to turn to enthusiast sites on the net to get the real skinny on what does and does not make a product great.

Wine magazines are a source of constant amusement in my life since any expensive wine = great wine (with rare exceptions). I had a bit of a discussion with a sailing magazine whose editorial review consisted of copy editors... which meant that "qualified contributors" could publish all sorts of nonsense.

Nope, the only mags that really work with respect to reviews are the ones that do not accept advertising dollars/support from manufacturers. Otherwise, it is usually wise to turn to the net to look further afield for user comments, reviews and the like.

Think about it, why else has the Wall become as popular as it is?

John@Reliable_9 · July 2004

George this is who he is maybe?

Service Roundtable Launches, Matt Michel Named President

John@Reliable

John R. Hall · July 2004

Just my two cents

Matt is a strong advocate of contractors selling themselves and not the brand name equipment that just happens to go with the territory. He used to give out buttons which read "I am the Brand." In essence, he encourages contractors to sell their own name based on the good service they provide. Good philosophy.

Jim Erhardt · July 2004

Who is Big Daddy?

Having spent over 20 years in a family-owned P&H biz, and the last 9 years in the "manufacturing" end of the business, I think I may have some idea who "Big Daddy" is.

Big Daddy (BD) is the name brand I have come to depend on, the name brand I can sell with confidence.

BD is the product rep who comes out on a Saturday night (or on a holiday) to get me out of a bind when I don't have the part I need in my truck to get my customer's heat back on.

BD is the person who comes to a local chapter meeting of the service organization I belong to to give a short presentation and provide some useful info that helps me do my job better.

BD is the is the company that gives me free "stuff" like hats, shirts, etc. Yes, I know this is free "advertising" for BD, but I am not *forced* or *obligated* to accept any of it.

BD are the people who help to set things straight when things go bad, even when it's not their fault.

BD are the people who conduct seminars to help me succeed at what I do. Yes, they plug their product (to varying degrees) in these seminars, but a lot of what they teach applies to the products of their competition too.

BD are the people who donate their time and/or products to worthy causes.

"Big Daddy" is the company, its technical services people, its sales force, its representatives and its distributors who I have formed a long-term relationship with, and who in some way have contributed to my success.

There is no doubt that the number one rule of salesmanship is to sell yourself. You and only you is what separates you from the competiton. My success as a P&H contractor was built on salesmanship as well as on my technical abilities, mechanical skills and on the relationships I cultivated. Like any other relationship, sometimes it works with a BD, sometimes it doesn't. But I have to say that the few that did not work out for me had nothing to do with hats, trips or golf balls.

Never Before in our Business

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