Four Ways to Grow Your Business Online
Wednesday, March 23, 2011 / 2 p.m. EST
Sponsored by: CityVoice
This Webinar is designed for HVAC & Plumbing contractors of companies of all sizes.
Marketing isn't the same as it used to be - with over 83% of people going online to find a product a service, the trend is shifting to online. With Online Advertising, you can actually market more efficiently and sell more too. But, as we have learned from HVAC and plumbing contractors, online marketing is more than just having a web site. It can be tricky to navigate and implement.
That's why we’ve put together this 60-minute webinar for busy, HVAC and plumbing contractors who would rather focus on growing their business.
- What Online Marketing is All About
- How HVAC and plumbing contractors are succeeding and growing their businesses through online advertising
- 4 strategies you can implement for your business
Ceiling-Mounted Air Conditioners: A Cost-Effective Solution for Server Rooms
Sponsor: MovinCool
Thursday, February 17, 2011 / 2 pm EST
As businesses become more and more dependent on computers and telecom equipment to keep their critical operations running 24/7, they face a new challenge that often takes them by surprise: How to keep their server or telecom room cool when the building’s central air conditioning system is inadequate or is otherwise turned off—such as during off hours, weekends and holidays, or during cold-weather months, when the HVAC system is in heating mode. Adding to the difficulty is a lack of floor space. A relatively new class of self-contained, ceiling-mounted air conditioners can provide a cost-effective, space-saving solution.
- Self-contained, all-in-one units have lower installation costs than mini-splits or precision cooling systems
- No penetration of wall or roof required
- No outside condensing unit to maintain
- Compact size fits easily above drop ceiling, takes up no floor space
VFDs: An Emerging Sustainability Imperative
Thursday, January 20, 2011 / 2 pm EST
Variable Frequency Drives are quickly becoming key to an energy conscious society. In this webinar, presented by the Air Conditioning, Heating, and Refrigeration Institute (AHRI) contractors and engineers will learn what the best applications are for this technology and what its advantages are over other technologies. From design considerations and payback, to government mandates and local/regional initiatives, AHRI will share best practices that can help you see the role and value of VFDs today.
Cash is King - Tips for Improving Cash Flow
Wednesday, January 19, 2011 at 2 p.m. EST
Did you know that many businesses that fail are actually profitable? Poor cash management is the culprit that drains the life out of many successful companies. This course helps you understand the importance and impact of managing cash flow to improve the bottom line. Cash flow does not equal profitability. To be profitable, you must have the cash needed to keep your business operating efficiently. You will learn how to create a system to forecast and monitor cash flow, as well as develop procedures to manage receivables so that you can effectively organize vendor payments.
In this session you will learn to:
- Determine importance and impact of managing cash flows and how it directly affects the bottom line
- Create a system to monitor and forecast cash flows
- Provide a procedure for managing receivables and payables
- Learn tips to take back to your office to immediately improve cash flow
Series 2: Selling Service Agreements
4/22/2008 - 12/31/2008 Listen Here
Implementing Flat Rate Strategies
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.
4/1/2008 - 12/31/2008 ON DEMAND NOW! Flat Rate Pricing for the Service Department Available Now On-Demand! Listen Here
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.
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.
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”
These award winning webinars are also available on-demand...NOW! Tom Piscitelli’s Technician’s Sales Toolbox Series will give todays technician all of the sales tools they need to become comfortable and confident at engaging the homeowner-customer in conversation, producing increased customer satisfaction, more income for the technician, and more profitable sales for your company.
4/1/2008 - 12/31/2008 ON DEMAND NOW! Technician’s Rules of Customer Engagement Available Now On-Demand! Register Here
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.
Discovering the Customer’s Needs Available Now On-Demand! Register Here
“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.
Giving the Customers a CHOICE Available Now On-Demand! Register Here
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.
4/1/2008 - 12/31/2008 Establishing a Culture of Service Agreements
On Demand Now!
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.
3/1/2008 - 12/31/2008 Selling Service Agreements 2:00pm EST
Register Here
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.
