Service Agreements are the life blood of any organization, be it residential or commercial. They flow directly from your demand service department, and form the critical marketing edge you need to maintain your profitability. They also build value in your company. If you want to learn how to establish a strong, thriving service agreement program, tune in to this webinar. We will discuss strategy, pricing, technician training, selling, forms and communication, as well as demonstrate successful models of service agreement programs that already have proven effective.

Some non-financial measures of efficiency that relate to how much work is done per unit of time; sales per employee per year; sales per sales person per year; installation sales installed per installer per year; service sales per truck per year; the staffing ratio (ratio of field employees to office employees). National averages will be given to show “benchmarks”

Customers are history! In this Sales Byte™ we will understand how absolutely critical it is for the technician to turn the one-time customer contact into a client-for-life. Only the technician can do this effectively, since it is the technician who has the relationship with the customer. We will look at the process for creating clients, whether it is on a service call, maintenance call, or tune up call. And we will take a detailed look at the best practices of the best contractors that systematically create and grow a profitable maintenance-agreement client-based company that provides long-term stability, profitability and success. Don’t miss this. It will cost you if you do…

With the lack of qualified technicians available, contractors have to take a more creative approach to recruiting. In this webcast, they will learn how associations such as American General Contractors, PHCC, and MCAA are reaching out to young people in schools and non-traditional populations (former military, women, Hispanic community) as the next source of labor.

The “pushy” approach to selling is to try to manipulate the customer into saying yes to something they aren’t sure they want. None of us like this kind of selling and simply won’t do it. There is a better way! This Sales Byte™ will include the secret to a “soft” sales approach…actually giving the customer what they asked for. We’ll review how to create three appropriate choices for the customer to consider and how to comfortably and confidently ask for the order. And well look at the typical objections that come up, and how to respond so that you can earn the sale. If making the sale isn’t the technician’s job, she or he can still set the stage for the salesperson to ensure their customer is getting what they want and need. This process is identical to how the technician can offer Maintenance Agreements and sell them on just about every service call. As a bonus, we’ll include How To Price at a Profit so the technician can understand why our products and services cost what they do.

In the era of 13-SEER efficiency requirements, new refrigerant use, and tighter regulation, it behooves contractors to get away from the "rule-ofthumb" pproach to sizing residential heating and cooling systems. Contractor Kenny Watson, past speaker at HVAC Comfortech, will address the est techniques for properly sizing residential equipment using the latest edition of the Right-J Load calculation software.

“What do you think I should do?”, says the anxious customer. The well-intentioned technician will tell the customer what to do, not realizing this is a trap! What most of us think when we get asked that question is that the customer wants us to decide for them, and they really don’t. What they really want is for someone to fully understand their problems and desires, and to help them understand what choices would be appropriate for them. They want to decide, but they trust the technician to help them understand the pros and cons of their choices. None of this can happen without the technician first asking the customer what is important to them! This Sales Byte™ will include the tech version of the Home Comfort Survey, show them how to “translate” customer needs into possible system solutions, explain how to effectively communicate in non-technical, benefit-oriented terms, and how to sell the product themselves or “hand off” the lead to the sales person. Help your customers help themselves…but investing an hour of your time with us on April 9.

Contractors are in the business of solving their customers' comfort and productivity problems. A well designed solution isn't always simple. Sometimes by combining different technologies they can best answer customer needs. In this seminar, we'll discuss how hybrid system technology -- combining forced air systems with hydronics, using non-ducted mini-splits in areas where ductwork isn't available, and even using multi-fuel systems -- can be what differentiates contractors from the competition.

People like doing business with people they trust. Most people will want to trust their technician, but the tech will have to earn that by doing certain things properly when they meet the customer. We’ll review the technician’s “best practices” including showing up on time, proper appearance, wearing boot covers, having good eye contact, the “meet and greet” process, and more. We will establish the value of what the technician does for the homeowner and coach them on how to effectively engage the customer in appropriate conversation about all of the company’s services and products. The technician will see the importance of not just doing a fantastic job repairing, but in also creating rapport, and a relationship, with the homeowner. We’ll introduce lead generation and selling fundamentals so that they can become more comfortable with “selling” as a service.

Indoor Air Quality remains one of the most powerful buzzwords in the industry. Alleviating IAQ issues in occupied living and the fastest growing markets in the HVAC industry. To be successful, contractors must learn to combine IAQ ancillary sales and service calls. These experts will provide tips on how to accomplish this as well as how IAQ impacts their bottom line.