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HOW'S BUSINESS page 16

Extreme weather, be it cold or
hot, can cause breakdowns in air
conditioners and furnaces which
over a year means thousands of
repair visits.
`Td say business is great," said
Mr. Abrams. "It's great even
though we're experiencing one of
the more mild winters of recent
memory."
Besides facilitating its service
policies, Sun Heating and Cool-
ing also specializes in providing
furnaces and air conditioners for
new homes and buildings. It also
provides replacement furnaces
and air conditioners. Salesman
Doug Carney reports that over 50
percent of his service calls are
from customers who are looking
to upgrade old equipment.
"The economy is good," said
Mr. Abrams. "If the auto indus-
try is good, then the building in-
dustry is strong as well. And
that's what we're seeing now."

Lawrence Allan:
Lawrence Allan jewelers

Business is "fine," according to
Mr. Allan, who works from his
comfortable office and showroom
in Bingham Farms. At the same
time, he advises that for an indi-
. vidual businessman to compete
with the bigger jewelry busi-
nesses and even the department
stores selling jewelry, he must of-
fer better personal attention. And
he must diversify.
In Mr. Allan's case, the diversi-
fication comes in the form of estate
sales and brokerage and the recent
acquisition of a license to loan mon-
ey for jewelry or pawning.
"To do business, you have to be
competitive," said Mr. Allan. "You
cannot wait for business to come to
you. You have to go out and get it.
"There's a law of diminishing
returns that is a concern," he con-
tinued. "There's only so much
business, and it's tough out there.
In the 1980s, the yuppies had the
money. Now they have other pri-
orities. So, we're seeing a change
in the base.
"Everybody is after the 'young'
dollar,,and there are so many
jewelers out there now. I find that
rm as good as my last deal, so rm
cautiously optimistic all of the
time."
Mr. Allan's estate brokerage
business has added a new di-
inension to his jewelry expertise.
"You have to make it interest-
ing for the customer," he said.
"You have to sell yourself and bal-
ance that with good business
sense. You do that, and you'll do
business."

Evan Chudnow:
Better Business Equipment

Evan Chudnow has a 4,000-
square-foot, 70-year-old building
on Nine Mile in Ferndale com-
plete with the metallic molded

HOW'S BUSINESS page 20

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