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Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC
Topic: Residential Maintenance Agreements
Course Title: Overnight Success in
P.M.* (*planned maintenance)
Getting your dealers actively involved in residential preventive maintenance agreements will:
- Get them enough cash flow to pay their bills on time
- Keep them in business by solidifying their customer base
- Give the independent contractor an even chance against the consolidators
- Give them the first shot at replacement and accessory sales and possibly even eliminate customers' starting a "bidding process" when it comes time to replace their equipment.
Course Description:
The "turnkey " system contractors have been waiting for. So complete and easy to implement that contractors can actually begin acquiring new agreements the day of the course! Several contractors have actually gone out and sold an agreement during one of the breaks!
That's why it's called "Overnight Success in P.M.!" This
is a full-day course divided into two segments--one for contractors and managers
(usually held in the morning), and one for the "co-workers," e.g.
service technicians, dispatchers, incoming call-takers, customer service reps,
etc. (usually held in the afternoon). This
format (separating the management issues from the sales issues) works equally
well for small, one-man shops as it does for large companies. MANAGEMENT
(MORNING) SESSION:
- Pricing agreements for profits and customer retention
- Pricing service based on requirements
- Compensating service techs and other staff for agreement sales
- Goal setting with service techs
- Service technician productivity. How much should one truck bring in?
- Record keeping and handling renewals, tracking systems and follow-up
- Inspiring service techs to acquire agreements while running service calls
- Dispatching for success
- Answering the telephone properly.
- Pre-formatted residential maintenance agreement included!
- Workbook.
CO-WORKER (AFTERNOON) SESSION:
- 10 best things to do on a service call
- 10 worst things to do on a service call
- 10 step selling process to convert normal service customers to agreement customers
- Dispatching for success
- Answering the telephone properly
- Workbook.
Course length:
One full day
Who should attend:
Contractors, service managers and sales managers
attend the morning and afternoon sessions.
Service techs, dispatchers, incoming call-takers and customer service reps
attend the afternoon session only. (If you service lunch between the two
sessions and invite participants in both sessions to attend, you'll find that
the techs can show up!)
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