Benchmark Conversion Rate for Replacement Sales from Service Agreements

In the HVAC industry, air conditioning contractors can expect to sell one replacement air conditioner for every 10 to 11 service agreement customers. This statistic comes courtesy from Ron Smith a member of the Contracting Business Contractor Hall of Hame and author of HVAC Spells Wealth.


1 Replacement Sale for Every
10 to 11 Service Agreements

Service agreements are the true life blood of a heating and air conditioning company. With a service agreement, you establish an ongoing relationship with your customer. Without a service agreement, the moment your service truck pulls away from the customer's house, he becomes a free agent and a prospect at large.

With a service agreement customer:

• Repeat business increases


• Return on marketing increases


• Referrals increase


• Margins increase


• Company value increases


• Employee retention and morale increases

As you are developing your 2011 plan, set targets for your service agreements. Benchmarks should include - total number of new service agreements, percent of service agreements retained and service agreement conversion rate.

If you are struggling to develop a plan or need tools to help your technicians increase their conversion rate, please don't hesitate to contact us. We have several affordable and effective tools to increase service agreements sales.

Sincerely,

Brian Starzec

Soldering and Brazing Video Now Available!

Soldering and Brazing Training Video by Carl Pollex - For Sale!

For the first time ever, HVAC Industry legend and instructor Carl Pollex has recorded his famous soldering, brazing and oxygen acetylene safety course. Carl Pollex has been teaching this class for over 30 years and now all of his valuable knowledge is available in this hour-an-a-half long video course. In this training course, Carl not only covers the fundamentals of metallurgy, but he gets hands-on and demonstrates techniques and everyday options for soldering and brazing.

Video Trailer

Click the image below to view a 2 minute overview of the Soldering and Brazing DVD.






View Website

For more information, we have created a dedicated website for this HVAC Training video - http://www.solderingbrazing.com/ or http://www.solderingbrazingtraining.com/.


Order Now

Click the image below to order the DVD for your HVAC company.

Soldering and Brazing Training Video by Carl Pollex - Help Needed

Many any of you know Carl Pollex and have attended his Soldering, Brazing and Oxygen Acetylene Safety training class over the years. Here is a picture of the demo that normally got your attention:

We have worked with Carl to record his entire training class and put it on DVD. Along with his course materials we have added some special effects to make the information even that much easier to learn and remember.

Originally we recorded the class simply to capture all of the knowledge tucked away in Carl's head, but over time, our entrepreneurial spirit came through and we decided to make a professional DVD for sale:


We Need Testimonials Please!

For those of you who had the opportunity of attending the class, you know how great it truly is. It is very rare to have a class that is both entertaining as well as educational, which is why Carl is one of the best in the business.

We are looking for people to share their experience and to provide feedback on the course. Your review will be posted on the product website. In addition to your comments about the class, we will need a picture of yourself (to lend credibility to the testimonial) and your company logo.

Next to your feedback, beneath your picture and your logo, we plan to provide a free link to your website. We are all aware of the value of back-links and how they can improve your search engine ranking. This is a simple, easy and free way to gain additional exposure for your business and your website.

We plan to launch the website in October of 2010, so all testimonials, including your picture, need to be emailed to me before October 1st. If you have any questions, please don't hesitate to contact me.


Sincerely,
Brian Starzec

P.S. Here are some screen captures from the video for everybody:

Before you put a customer on hold...

Before you put a customer on hold...


I found this interesting quote and I wanted to share:

"Place Customers on hold, in silence, for one minute and 52% will hang up. If music is played, only 13% will hang up. If a message is played, only 2% will hang up. When callers hang up, 34% will never call you again." - Sold on Hold ^TM

We have had a ridiculously hot summer and I'm sure on more than one occasion, as you were talking to one customer, another one called in. Ideally, you never want to place a customer on hold, but sometimes it just happens. The only question is, "What does the customer experience?"

Silence? The Radio? Music? A brief message on the benefits of a service agreement or the current seasonal special? For most companies this is a lost opportunity in more ways than one. Not only are you are not taking advantage of this opportunity to market your company, a product or service, but you are also increasing the chances that the customer never does business with you again.

It's like being in the red zone and throwing an interception that is returned for touchdown. Not only did your team not score, but you also gave away points to your opponent. Like the research revealed, once the customer hangs up, there is a good chance they are not calling again. If they need service, that means they are calling your competition (points for your opponent).

There are 2 good reasons never to play the radio. One, you risk being sued if you don't have a proper license to rebroadcast. Two, we all know that there are several air conditioning companies that advertise on the radio. You wouldn't want your customer hearing an advertisement for your competition, right?

This month we are going to focus on the little details that often go overlooked, but can have a great impact on your business. Our goal is to work smarter, not harder. I hope this tip helped.

Have a great Labor Day weekend!

Sincerely,

Brian Starzec