Multimedia Library - Audio

Jul 1, 2009
audio

Selling Service Agreements

Now that you have made the wise decision to start flat rate pricing in your company, how will my customers, co-workers and management act? Will they resent the pricing strategy? Are they afraid of change? In this webinar, we will discuss how to present flat rate strategies to your co-workers, who will be answering questions about flat rate over the phone and through other marketing efforts. In addition, we will explain how to set up your book, get the buy-in from technicians, discuss concentric service call rates and many other strategies to get you up and running within one week....More
Apr 6, 2009
audio

Implementing Flat Rate Pricing into Your Contracting Company

Flat rate pricing strategies have been in North America since the 1950’s and moved into the contracting industry in the early 1970’s. Most profitable contractors today, those with double digit profits, use flat rate in their service department and continue to say it was one of their best business decisions. In this webinar, we will explore the differences in time/material and flat rate pricing, why flat rate has been so accepted, and how to get started. A follow-up webinar will concentrate on How to Implement Flat Rate in Your Company....More
Mar 8, 2009
audio

Performance Based Pay for HVAC Personnel

Many contractors today are searching for ways to increase performance and efficiency of particularly field personnel. One of the best ways is through a Performance Based Pay Compensation plan that provides both rewards and penalties for installations and service work. Instead of earning extra monies by working overtime, perhaps the PBP plan will give personnel the same monies with no overtime. Why pay field personnel more money the slower they work? This Webinar will focus on the definition of PBP by the federal government, state and federal rules and regulations. Overtime compensation formulas, and beginning the process of PBP in a company....More
Feb 26, 2009
audio

Benchmarking for Success

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”...More
Feb 6, 2009
audio

The Technician’s Rules of Customer Engagement

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....More
Jan 19, 2009
audio

Discovering the Customer’s Needs

“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....More
Jan 17, 2009
audio

Giving Customers a CHOICE®

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 we’ll 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....More
Jan 13, 2009
audio

Establishing A Culture of Service Agreements

Building a strong customer base is essential in today's contracting climate. The business environment is more competitive than ever, and shows no signs of slowing down. Service agreements are an essential part of creating a customer base that will grow your company profits over the long term. In this session we will touch on the basics of service agreements but also deal in more detail regarding the methods a company can use to create an employee culture for growing service agreement sales. Learn how to build the value the value of the business improves customer retention, grows your accessory opportunities, increases your average ticket, improve your closure rates and helps eliminate competitors from bidding replacement jobs against you....More
Oct 11, 2007
audio

Service Agreement Success

Flat rate pricing strategies have been in North America since the 1950’s and moved into the contracting industry in the early 1970’s. Most profitable contractors today, those with double digit profits, use flat rate in their service department and continue to say it was one of their best business decisions. In this webinar, we will explore the differences in time/material and flat rate pricing, why flat rate has been so accepted, and how to get started. A follow-up webinar will concentrate on How to Implement Flat Rate in Your Company....More
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Nov 4, 2014
webinar

Contractors and Technology: Tools for Improving Efficiency

Join contractor technology expert, Bill Feldman and Square's, Michael Lau, to discuss how incorporating technology into your daily operations can help streamline business functions, improve efficiency and grow your business. During this webinar business owners, service managers and sales managers will gain insight on:...More
Mar 5, 2014
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Comfortech 365

If you're trying to run a profitable contracting business, you need to "attend" this online event!...More
Photos & Videos
Oct 17, 2014
video

What Comes to Mind When You Hear RIDGID?

Fun discussions with loyal RIDGID tool users at the 2014 Pumper & Cleaner Environmental Expo -- "What comes to mind when you hear RIDGID?"...More

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