MARCO ISLAND, Fla. — It’s not about installing a better box, it’s about thinking outside the box and designing for opportunity. It’s about operating on all cylinders, advancing the industry, and driving the entire customer journey from start to finish and beyond.

Almost from the start of my HVAC career, I have made it a standard practice to create checklists, use checklists, and continuously improve upon them over the years.

Last month I discussed the niche business of troubleshooting and the pertinent things to do in preparation of the data collection, data analysis, and eventually the potential solution(s) plan. This month, I’m going to continue with this topic, focusing on water-side problem solving.

Back in July 2007, I wrote in this column on how troubleshooting can be a niche business, and it certainly has been for me over the years.

Last month, we discussed having a mid-year sales strategy or course correction. I suggested one should start to plant the seeds to provide a better product at a better price from a team rather than simply sell commodity products to HVAC contractors.

You’re in sales, and you’re looking at your mid-year sales performance and disappointment is setting in. The sales may be in HVAC equipment or it may be consulting services.

Sustainability represents many themes to many people. While some have a vested interest in maintaining continued success, others are committed to sustaining for the common good, whether it’s the elimination of poverty, preserving the environment, or other valuable causes.