I was reading HVACR/Hydronics Distribution Business magazine earlier this week when I came across an outstanding article called “The Principles of Success.” If you haven’t read the article, I strongly suggest that you do. It’s a nice look at a successful distributor. I was struck by the company’s Principles of Performance. It’s a motivational tool…
What have you sold today? If your business has a well established sales culture, you will ask that question of yourself and your employees everyday. No exceptions. It’s not only a question of quite literally “what have you sold today?” but also “how has your sales-oriented mentality affected your decision making?” We want employees to…
A strong business identity can influence the buying decision for a prospect – even before they contact you. Your business identity is your brand. It identifies for a prospect who you are and what you do. To lead that prospect into becoming a customer, you need a strong business identity. Think about each of the…
Sixth and final entry into our series of examining billing practices in the HVAC and Plumbing industries. Scenario: Why do I need to use Flat Rate books? Personally train your technicians how to use the flat rate pricing book. Proper use of the book is very important. We recommend a weekly meeting with role playing. …
Part five of our six part series on billing practices in the HVAC and Plumbing industries. Scenario: I am afraid that my technicians will resist the concept of Flat Rate. Education is key. We believe you should educate your staff on the concept of overhead and how making money in the service department is crucial…
Part four of six of Excellence Alliance’s review of common HVAC & Plumbing billing practices. Scenario: Will my prospects and customers like Flat Rate Pricing? Consider this: If you take your car to the dealer for a repair, do you like knowing the repair price before the work begins? If you go out to your…
Sometimes in business who you say no to is just as important as who you say yes to. So many of our colleagues in HVAC follow the fast food mindset of volume, volume and more volume – no matter what – not taking profitability or the big picture in to account. Think about a job…
Part three of Excellence Alliance’s comprehensive look at common billing practices in the HVAC and Plumbing industries. Scenario: I am overcharging my customer. What if I told you that it really doesn’t matter what the selling price is? What really matters is what the selling price must be to cover your overhead and deliver you…
Part two of a six part series examining common HVAC & Plumbing billing practices. Scenario: “I hate change and I don’t want to do it. I have to pay to train my people, plus I will spend money I don’t have for software or books. Add in the learning curve and it’s just more trouble…
Thank you for joining Excellence Alliance for the first of a six part series on Flat Rate Billing vs Hourly Billing. Over the next 5 days, we are going to examine common scenarios in our industry and why your method of billing can help make or break your HVAC business. In the HVAC &…