Pricing for Profits ] Without published itemized installation pricing you get into price credibility issues with customers who are more likely to negotiate the price or shop your price. Without predefined system "packaged prices" makes it harder for jobs to be sold by nontechnical sales staff and difficult to incorporate promotional offerings or cash discounts. Flat rate installation pricing is a great solution to this problem that enables a service business to higher margins in order to be profitable without alienating your customers while making your company and sales reps/selling technicians appear more professional.

Marketing for Profits ] Technician leads are your best source close 70%. Seasonal demand creation the next best close 40%. The sales/service organization must train its Comfort Consultants/Selling Techs to systematically explain to the customer when it's in their best interest to replace old and obsolete equipment or to add a new comfort, health, or energy accessory. On all service and sales call visits, the Comfort Consultant/Selling Technician uses a systematic professional One]Call Close selling process to systematically identify customer and system needs to help provide customer options to help them make the best choice regarding replacing their HVAC system while promoting the value of the company to maintain higher margins.

Selling for Profits ] Customers judge us on how well they actually related to our personnel and to our Company. Therefore, we need to aspire to a defined perfect sales call handling process each and every time and most importantly ...CONSTANTLY MAKE IT BETTER! The best systematically sell value to raise the competitive bar by answering the three key customer questions "What makes you different" and "What regulatory compliant approach will you use", and "Why your Company has to sets the standards of performance in your area."

Installing for Profits The replacement business represents huge financial and liability risk to your business due to human errors, financial losses due to call backs, poor pay or no pay customers, risk of loss of customer equipment or home use, loss productivity, and unforeseen job situations. To attract and retain customers as well as to make money with this service offering requires your company to implement a systematic best in class written replacement delivery process and customer care follow]up process on all new replacement to verify customer satisfaction and to obtain referrals.

Stock Inventory for Profits ] The best use a systematic job stock requisition process and forms to achieve just]in]time delivery (directly to the job site where possible). The best are reducing costs and working capital by using a process to work with their main supplier to identify truck stock levels, frequency of replenishment, and the reorder and return parts process.

Benchmarking for Profits ] Establishing daily efficiency Benchmarks for labor and lead conversions helps you to proactively improve your business performance. Driving these daily benchmarks in a positive profit gain direction enables you to continuously improve revenues, profitability and customer satisfaction. The best part about efficiency benchmarks is that they help you ask the right business questions regarding your people and replacement processes. In fact, you use daily benchmarks to Coach your Team to success.

Paying for Profits ] Performance based pay is designed to influence and motivate your Comfort Consultants/Selling Techs to increase the average close rate above 68% and increase revenues and profits on all replacement, accessory and retrofit sales. It is also a key to recruit and retain top performers as well as to provide feedback on individual performance.