The Intelligence Layer
close menu
Bookswagon
search
My Account
Home > Business and Economics Books > Business and Management > Management and management techniques > Personnel and human resources management > The Intelligence Layer: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company(The HVAC Logix Library: Commercial & Industrial)
The Intelligence Layer: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company(The HVAC Logix Library: Commercial & Industrial)

The Intelligence Layer: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company(The HVAC Logix Library: Commercial & Industrial)


     0     
5
4
3
2
1



International Edition


X
About the Book

The Intelligence Layer A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company by Scott Johnson

The controls business is one of the most misunderstood - and highest-potential - opportunities for today's commercial HVAC service companies. Open protocols have changed the game, creating genuine entry points that didn't exist a decade ago. This practical sales guide shows HVAC service teams exactly how to capture that opportunity.

The Intelligence Layer delivers the complete framework for building a profitable controls practice - from leveraging your existing service clients to competing intelligently on new construction and retrofits.

What You'll Learn:
  • The current controls landscape: open protocols, front-end advantage, and where service companies win vs. OEMs
  • How to audit your existing client base for high-probability controls opportunities
  • Conducting effective controls assessments that uncover gaps and build trust
  • Building the financial case across energy savings, demand management, fault detection, maintenance reduction, and incentives
  • Selling controls into HVAC maintenance agreements for recurring revenue
  • Navigating the specification game, energy conservation measures, retro-commissioning, and new account development
  • Proposals, demonstrations, closing techniques, and scaling a controls department that compounds

Packed with real-world strategies, assessment tools, financial templates, stakeholder maps, and field-tested approaches - this guide turns technical service credibility into controls sales success.

Whether you're adding controls to your service offerings or professionalizing an existing practice, The Intelligence Layer gives you the sales intelligence, buyer insights, and operational systems to own the "front-end" relationship that matters most.

First Edition - 2026 HVAC Logix Library - Commercial & Industrial


Best Sellers


Product Details
  • ISBN-13: 9798183794052
  • Publisher: Independently Published
  • Publisher Imprint: Independently Published
  • Height: 229 mm
  • No of Pages: 90
  • Returnable: N
  • Spine Width: 5 mm
  • Weight: 186 gr
  • ISBN-10: 818379405X
  • Publisher Date: 22 Jun 2026
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Series Title: The HVAC Logix Library: Commercial & Industrial
  • Sub Title: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company
  • Width: 152 mm


Similar Products

Add Photo
Add Photo

Customer Reviews

REVIEWS      0     
Click Here To Be The First to Review this Product
The Intelligence Layer: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company(The HVAC Logix Library: Commercial & Industrial)
Independently Published -
The Intelligence Layer: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company(The HVAC Logix Library: Commercial & Industrial)
Writing guidlines
We want to publish your review, so please:
  • keep your review on the product. Review's that defame author's character will be rejected.
  • Keep your review focused on the product.
  • Avoid writing about customer service. contact us instead if you have issue requiring immediate attention.
  • Refrain from mentioning competitors or the specific price you paid for the product.
  • Do not include any personally identifiable information, such as full names.

The Intelligence Layer: A Complete Sales Guide for Building Automation and Controls in the Commercial and Industrial HVAC Service Company(The HVAC Logix Library: Commercial & Industrial)

Required fields are marked with *

Review Title*
Review
    Add Photo Add up to 6 photos
    Would you recommend this product to a friend?
    Tag this Book Read more
    Does your review contain spoilers?
    What type of reader best describes you?
    I agree to the terms & conditions
    You may receive emails regarding this submission. Any emails will include the ability to opt-out of future communications.

    CUSTOMER RATINGS AND REVIEWS AND QUESTIONS AND ANSWERS TERMS OF USE

    These Terms of Use govern your conduct associated with the Customer Ratings and Reviews and/or Questions and Answers service offered by Bookswagon (the "CRR Service").


    By submitting any content to Bookswagon, you guarantee that:
    • You are the sole author and owner of the intellectual property rights in the content;
    • All "moral rights" that you may have in such content have been voluntarily waived by you;
    • All content that you post is accurate;
    • You are at least 13 years old;
    • Use of the content you supply does not violate these Terms of Use and will not cause injury to any person or entity.
    You further agree that you may not submit any content:
    • That is known by you to be false, inaccurate or misleading;
    • That infringes any third party's copyright, patent, trademark, trade secret or other proprietary rights or rights of publicity or privacy;
    • That violates any law, statute, ordinance or regulation (including, but not limited to, those governing, consumer protection, unfair competition, anti-discrimination or false advertising);
    • That is, or may reasonably be considered to be, defamatory, libelous, hateful, racially or religiously biased or offensive, unlawfully threatening or unlawfully harassing to any individual, partnership or corporation;
    • For which you were compensated or granted any consideration by any unapproved third party;
    • That includes any information that references other websites, addresses, email addresses, contact information or phone numbers;
    • That contains any computer viruses, worms or other potentially damaging computer programs or files.
    You agree to indemnify and hold Bookswagon (and its officers, directors, agents, subsidiaries, joint ventures, employees and third-party service providers, including but not limited to Bazaarvoice, Inc.), harmless from all claims, demands, and damages (actual and consequential) of every kind and nature, known and unknown including reasonable attorneys' fees, arising out of a breach of your representations and warranties set forth above, or your violation of any law or the rights of a third party.


    For any content that you submit, you grant Bookswagon a perpetual, irrevocable, royalty-free, transferable right and license to use, copy, modify, delete in its entirety, adapt, publish, translate, create derivative works from and/or sell, transfer, and/or distribute such content and/or incorporate such content into any form, medium or technology throughout the world without compensation to you. Additionally,  Bookswagon may transfer or share any personal information that you submit with its third-party service providers, including but not limited to Bazaarvoice, Inc. in accordance with  Privacy Policy


    All content that you submit may be used at Bookswagon's sole discretion. Bookswagon reserves the right to change, condense, withhold publication, remove or delete any content on Bookswagon's website that Bookswagon deems, in its sole discretion, to violate the content guidelines or any other provision of these Terms of Use.  Bookswagon does not guarantee that you will have any recourse through Bookswagon to edit or delete any content you have submitted. Ratings and written comments are generally posted within two to four business days. However, Bookswagon reserves the right to remove or to refuse to post any submission to the extent authorized by law. You acknowledge that you, not Bookswagon, are responsible for the contents of your submission. None of the content that you submit shall be subject to any obligation of confidence on the part of Bookswagon, its agents, subsidiaries, affiliates, partners or third party service providers (including but not limited to Bazaarvoice, Inc.)and their respective directors, officers and employees.

    Accept

    Fresh on the Shelf


    Inspired by your browsing history


    Your review has been submitted!

    You've already reviewed this product!
    Your IP: 216.73.216.43 IN