- Published: Monday, 09 March 2015 18:19
- Written by Robby Elkhouri
I recently got a call from a business owner who was told he needed a new compressor for his under counter coolers by two different HVAC/R firms. During our conversation about his system, he mentioned his evaporator was cold frozen, indicating he had good heat exchange. I’m thinking to myself, if he has proper heat exchange, the compressor must be OK. Something wasn’t adding up.
I went on the service call, and as I suspected, there was nothing wrong with the compressor, his system only needed a few adjustments. I adjusted the temperature on the thermostat, repositioned the sensor, and adjusted the timer. Problem solved, and I got a happy new customer!
I teach CR/HVAC, Commercial Refrigeration / Heating Ventilation and Air Condition at IBT (Institute for Business and Technology), a trade school in Santa Clara, and as I related the story to my students, they couldn’t believe the deceit of those other two companies. This was a very real example of how honesty is critical to developing trust with clients. Most customers don’t understand the inner workings of their commercial refrigeration systems, and lying to a customer to inflate the price of repairs is very easy to do. I was pleased to see my student’s had a more professional approach to customers than those two companies who tried to cheat.
Now, my students can see the tangible result that honesty not only got me the job, but they see how I built trust with my client so he won’t call anyone but me, because he knows I’m honest and do not cheat my customers.