Tales of Burning Love...

(By Ellen Rohr -Segment Reprinted with permission from Plumbing and
Mechanical Magazine.  March, 1998)

Recently, I visited with two businessmen who, at first glance, seemed to have little in common. One is an 81-year-old dairy farmer turned fuel oil delivery magnate.  The other is 42 years old, a self-employed radiant heating guru.  After talking to these interesting fellows, I was struck by this thought: Both are passionate, driven, courageous and have a burning love for their families and their work.  Is that what makes them successful?

I talk to hundreds of contractors.  Some are successful and happy. Some are desperate and miserable.  What puts you in one camp or the other?  It is not education.  Really, all contractors have access to incredible information.  Some pick it up and use it while others never find the time.  And, it's not market area.  I have too many first-hand accounts from contractors in tiny, low-median income, it-can't-work-here towns who are making money and having fun.  What is the intangible factor that makes a person succeed in spite of all obstacles?  Let me share the stories of these two contractors...it's the passion and love for the job that makes the best contractors.

Dan Holohan and Frank Blau helped radiant heating specialist Jeffrey Young establish his company, Climatec.

Jeffrey Young -- Climatec Advanced Heating Technologies

Ten years ago, Jeffrey Young was sent on a service call by the company he worked for.  Some funny, water-in-the-floor system.  When Jeffrey arrived, the floor was hot, almost too hot to walk on.  After some troubleshooting, Jeffrey adjusted the temperature and fell in love with radiant heat.

Jeffrey explained, "It was definitely a case of love at first sight.  I loved the system -- pumps, piping and cool controls.  That was the kind of work I did best.  And I loved walking on that warm floor.  I knew I had found my niche."  Jeffrey tried to get the company he worked for to explore the radiant heating market.  "I had been with the company for 15 years.  I was ready to explore this new market.  But they were not really interested in branching out.  After about a year and a half of mulling it over, and learning about radiant heat, I went out on my own."

 At first, Jeffrey did all kinds of HVAC work, just to stay busy.  He didn't realize how long it would take to develop enough radiant heat customers to keep the company going.  He thought his best customers would follow him to his new company.  But not many did.  They felt more comfortable with an established firm.  "At that point, I figured I needed to learn radiant heat and how to run a business.  I devoured information by Dan Holohan and Frank Blau," said Jeffrey.  Holohan's seminars helped him become the local wethead.  After a few years, word got out:  Climatec is the company to call for radiant heat.  "I don't do any Yellow Pages advertising.  If someone is looking for radiant heat, they usually stop by the supply house.  I have a terrific relationship with Steve Wieland of Grove Supply."  Steve and Jeffrey have worked together to nurture the growing demand for radiant floor heat.  Steve stocks just what Jeffrey likes to use.  It has been a win-win for both of them, and a good example of how the contractor-wholesaler relationship should work.

Frank, through his book, helped Jeffrey price his work.  It was a bit frightening when Jeffrey learned what his operating costs were.  "But I have learned to say 'no' to customers who want to haggle over the price.  I can't compromise myself or my family.  After all, I never lose my neck on a job I don't take!  Just last week, I turned down a homeowner who was beating me up on my price.  Then, I got two great jobs for the same time slot.  It's a pleasure working for customers who understand that it's money well spent to have the job done right.  Just starting out, I realized I would have to work harder to earn my customers' trust.  Now, it's wonderful to get their referrals.

It has not been an easy start for Jeffrey, but he is off and running.  Some big decisions lie in the near future.  Jeffrey said, "I love doing what I do and I am excited to grow this business.  It is scary to think about taking on employees.  Can I find someone to learn this trade, to my standards?  It's not going to be easy because I am such a perfectionist.  I just can't do anything less than my best work!"Jeffrey Young's company is just beginning.  But in 30 years he will have one heck of a success story to share.  All the education and opportunity in the world is merely tinder for success.  It takes a burning love.

Climatec Advanced Heating Technologies - P.O. Box 3910, Easton PA 18043

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