To the Point: Articles and Updates for Contractors From Around the Web — April 2019

by

The Pointman Team
April 26, 2019
/
2
minutes to read

At Pointman, we are always on the lookout for the latest news and analysis for residential plumbing, HVAC and electrical contractors. Here are some recent articles from a variety of outlets on the topics impacting your industry.

Check out some recent articles exploring online HVAC sales, how to market your air conditioning services and why now is a great time to enter the plumbing industry. Plus, learn why the 2019 outlook for HVAC contractors is so bright.

Sales and Marketing

Online HVAC Sales Are a Small but Growing Market (The NEWS)
Contractors are devising new strategies for handling online purchases. Passing up on taking on these labor-only jobs might mean missing out on profitable work.

Marketing Your AC Services in 2019 (Contracting Business)
What are you doing to market your air conditioning services in the second quarter of 2019? Speed of outreach, image and communication through social media are essential elements.

Reputation Management

How to Manage Your Online Reputation — and Why It Matters (Pointman)
One bad review can hurt your business, even when it’s not justified. That’s why looking at and responding to every review is so important. (A Pointman PACT success coach can help here.)

Professional Growth

2019: A Good Year to Be a Better HVAC Contractor (The NEWS)
The outlook for 2019 is good, although labor shortages and a softening economy may slow growth.

Equipment

Renting Vs. Buying: What to Consider Before Your Next Equipment Purchase (Pumper)
For contractors, there are always benefits and challenges to renting versus owning equipment. The answer lies in determining your needs for each project.

Employee Engagement

To Boost Employee Engagement, Consider Career Stage Before Age (Cleaner)
Age may not be the most important factor when it comes to strategies for engaging your employees. Instead, consider the length of an employee’s tenure.

Careers

How to Become a Skilled Tradesperson (Popular Mechanics)
The demand for trades is strong, and it is growing: “The trades are not merely an alternative to college. A trade is equal to college.”


4. Add-On or Upsell Count and Amount

Here, we’re looking at repairs sold beyond the original reason for the call. Every time you enter a customer’s home your techs have the chance to sell value added work, beyond the repair itself. If you’re training your techs to sell add-on products, don’t you want to know who's doing it well, and who may need a training refresher?

5. Agreement Opportunities/Sales

Maintenance agreements are the key to a consistent client base and essential for keeping your team busy during the shoulder seasons. Every time your technician is in the home of a non-member there is an opportunity to sell. Are they delivering? You need to know.

6. Future Opportunities

Are your technicians talking to customers with forced air heat about the improved comfort that comes with a humidifier? How about the benefits of water softeners or whole-house surge protection? If the customer is interested, but not now, you need to be able to follow up on those opportunities.

How much money do you think gets left on the table just by failing to make a follow-up call to reintroduce an offered product or service? Tracking these opportunities can be the secret to putting more of that money in your pocket. These opportunities are the gold dust that’s hiding in your business. With a little work, there’s a lot of money just waiting to be panned for and earned.

7. Replacement Opportunities/Sales

Repairing a capacitor on a 17-year-old condenser, or the pilot on a 12-year old hot water tank? These are opportunities for replacement, and your techs should be offering that as an option along with the repair itself. You can determine what you consider a replacement opportunity in your business. But regardless of the conditions you establish, you want to know which of your techs is making the most of them. 

And if they didn’t sell? See the previous item. You should be setting this as an opportunity for a follow up.


Have any recommendations for additional information you’ve found to be essential? How do you make sure your team shares these details after each visit? We’d love to know — drop us a line here.

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