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Grow Your Business With Residential Maintenance Agreements - Kevin Nott

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Kevin Nott

Weatherproof an HVAC business by selling maintenance agreements to customers

BusinessNews & Politics
1 of 68
Grow Your Business with Residential Maintenance Agreements May 19, 2006
Four Basic Principles ,[object Object],[object Object],[object Object],[object Object]
 
 
 
 
 
 
 
The Key is to Match Capacity to Demand Once the plane takes off, you can’t fill an empty seat
Ease Their Pain ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The WOW Factor ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Personalize the Experience ,[object Object],[object Object],[object Object],[object Object]
Ways to Grow Your Business ,[object Object],[object Object],[object Object]
The Challenge of Growth ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Would Growth be Easier if You Could …? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],You can do this with maintenance agreements
With a Maintenance Program You… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Maintenance Agreements Give You Steady and Predictable Demand So you can set your capacity to meet the demand
What is Done on a Maintenance Visit and Why? ,[object Object],[object Object],[object Object]
Who Does Maintenance? ,[object Object],[object Object],[object Object],[object Object],[object Object]
An Effective Maintenance Program is a Company-wide Culture ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How is that Culture Developed? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Creating Your Maintenance Program ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Name the Program ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Create a Benefits Statement ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What Tasks Will be Performed on a Maintenance Visit? ,[object Object],[object Object]
Establish Time for Each Visit ,[object Object],[object Object],[object Object],[object Object]
Develop Pricing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Calculating Hourly Cost
Calculating Selling Price
Determine SPIFF ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Develop a Script ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Establish Scheduling Guidelines ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Create Forms ,[object Object],[object Object],[object Object],[object Object]
Create Tracking System ,[object Object],[object Object],[object Object],[object Object],[object Object]
Develop Renewal System ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Establish Program Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Establish Reporting System ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Where do Agreements Come From? ,[object Object],[object Object],[object Object],[object Object]
Maintenance Circle Maintenance Base Tune-Ups Replacements Replacements Service Maintenance Accessories Referrals
Converting Tune-ups to Agreements ,[object Object],[object Object],[object Object],[object Object]
Build Value from Start to Finish ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Marketing Tune-ups ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pricing Tune-ups ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Answering the Call from a Tune-up Ad ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Scheduling Tune-ups ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Dispatching Tune-ups ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Performing the WOW Tune-up ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Performing the WOW Tune-up ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Educate Customers about Agreements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sign up Customer with Maintenance Agreement ,[object Object],[object Object],[object Object],[object Object]
Other Tune-up Tasks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Hiring Maintenance Technicians ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Training Maintenance Technicians ,[object Object],[object Object],[object Object],[object Object]
Getting Replacement Leads from Maintenance and Tune-up Visits ,[object Object],[object Object],[object Object],[object Object]
How Many Agreements do You Need ,[object Object],[object Object]
Payment Options and Sales ,[object Object],[object Object],[object Object]
Get Started Now ,[object Object],[object Object],[object Object],[object Object],[object Object]
Every time your plane takes off with empty seats it costs you money Fill up the seats with maintenance work
Converting Maintenance Visits to Leads Takes Training and Practice ,[object Object],[object Object],[object Object]
Questions?
Measuring Your Program ,[object Object],[object Object],[object Object],[object Object]
Customer Satisfaction Survey ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Satisfaction Survey ,[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Satisfaction Survey ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Satisfaction Survey ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Trane’ing Classes? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE END ,[object Object],[object Object]

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Grow Your Business With Residential Maintenance Agreements - Kevin Nott