To the Point: The ‘Fake News’ of the R22 Phaseout and More November Hot Topics


The Pointman Team
November 29, 2019
minutes to read

Sometimes it’s difficult to discern between fact and fiction, and the R22 phaseout is no exception. As Joanna Turpin, senior editor of ACHR The News, put it in a recent column:

“I would posit that much of the information being published about the R-22 phaseout in local newspapers falls directly into the fake news category. Indeed, I have been astounded by the sheer number of articles that I’ve seen from around the country that contain exaggerations and misinformation (okay, lies) about the phaseout.”

So what’s the truth? Read the full article for answers. Then, dive into the rest of this month’s roundup of articles, videos and podcasts, as chosen by members of the Pointman team. 

Business Strategy

“5 Strategies to Shatterproof Your Service Business” (Service Business Mastery)
Listen to part one of a recent episode from this podcast designed to help owners and managers succeed in business.  

“5 Ways to Winterize Your Home Service Business” (Pointman)
Cold and snow is on the way, and that means it’s time to winterize your home service business. 

“Veterans + Franchising = Business Success” (Contractor)
The attributes of servicemen and servicewomen make them ideal entrepreneurs and franchisees. 

Customer Service

“15 Marketing Strategy Tips To Improve Your Customer Experience” (Forbes)
Members of the Forbes Communications Council offer advice to owners and managers in any industry looking to improve their customer experience.

“How Humidity Affects Comfort” (Contracting Business)
High humidity affects homeowners in winter, as well as in summer. You can increase comfort for your customers by controlling humidity better.

Extra Points

“Ken Goodrich: ‘The E-Myth HVAC Contractor’” (Goettl Air Conditioning & Plumbing YouTube)
Goettl Air Conditioning & Plumbing CEO Kenneth D. Goodrich and author Michael E. Gerber discuss their new book, “The E-Myth HVAC Contractor,” in this video. 

“Mike Rowe: Lack of Shop Classes Is Why We’re $1.6T in Student Debt” ( Business)
"Dirty Jobs" host Mike Rowe believes that the loss of shop classes and alternative education is one of the reasons U.S. student loan debt continues to rise.  

“What Brand of Glove Are You Using?” (Humans of Home Service Instagram)
As the weather gets colder, you’re probably thinking about jackets and gloves. What kind of gloves are you using? Recommend your favorites in the comments of this Instagram post.

Human Resources

“Are You Doing Enough to Keep Your Employees?” (Pumper) 
The managing partner of a plumbing company in South Carolina explains how benefits and perks can keep employees engaged — and happy to stay on your team. 

“Glassdoor: 2020 Will Kick Off a 'Culture-first Decade'” (HR Dive)
According to a new survey from Glassdoor, recruiting in the coming year will be shaped by the start of a "culture-first decade.”

Sales & Marketing

“6 Tips for Selling HVAC to Baby Boomers Versus Millennials” (The Refrigeration School)
As the two largest living generations, Baby Boomers and Millennials account for a large portion of HVAC customers. Selling to each requires a different approach. 

“Pricing Your Service Contracts: Three Tips for Greater Accuracy” (Future of Field Service)
Home service companies often find service pricing to be a stumbling block. Here are some tips for informed service pricing.

Software Matters

“How Technology Can Help Hotel Facility Managers Reduce Maintenance Costs” (Hotel Technology News)
Outsourcing HVAC, plumbing and electrical services is helping many hotels keep down overhead costs.

“Schools Want to Control Costs, Showcase Sustainable HVAC Solutions” (ACHR The News)
School districts are looking for HVAC systems that provide more control and efficiency.

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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