To the Point: Trending Topics, Articles and Updates for Contractors From Around the Web — July 2019


The Pointman Team
July 30, 2019
minutes to read

The home services industry is constantly evolving, and that’s clear from our latest roundup of must-reads for residential plumbing, HVAC and electrical contractors. From how to put a succession plan in place to ways to approach the impending tech shortage, there is plenty here that will help you grow your business and stay informed. 

Here are some recent articles that stood out to our team.

Running Your Business

“Planning For The Future: Succession Planning for Contractors” (ACCA Now)
If you run a family business, you need a succession plan in place. Read some stories about how successful companies like Stack Heating, Cooling & Electric set up a smooth transition.

“How Do You Lead? Identify Your Leadership Type” (Forbes)
What type of leader are you? Find out using some simple steps to determine your leadership type and the types of those around you.

Job Tips

“6 Characteristics of Successful Tradespeople” (LinkedIn)
“Blue Is the New White” author Josh Zolin breaks down some common characteristics shared by successful skilled trades workers. (Sign up now to watch Josh’s interview with the Pointman team.)

“Contractors Share Tips to Avoid Technician Burnout as the Heat Waves Hit” (The NEWS)
Summer is a very busy time for HVAC businesses. Check out some tips from contractors for avoiding burnout.

Customer Delight

“3 Reasons Why Turning Your Existing Customers Into Repeat Customers Is So Important for Your Business” (Pointman)
Focusing on existing customers and encouraging their repeat business is paying off for many home service business owners. Explore three reasons why in this Pointman blog post.

“Soft Skills for HVAC Technicians” (Contracting Business)
Rodney Koop, New Flat Rate founder and CEO, offers technicians some helpful tips for improving soft skills.

Industry News

“Tariffs and Their Impact on the HVAC Industry” (
Increased tariffs are having a direct impact on the HVAC industry, affecting both manufacturers and contractors, as well as homeowners. 

“Soon-to-be Discontinued AC Refrigerant May Mean Skyrocketing Prices” (KSHB)
Important news for HVAC contractors: Residential air conditioning units could be using a refrigerant that will soon stop production.


“The Push Toward Gender Diversity in the HVAC Industry” (Facility Executive)
An HVAC company president explains how the landscape of the HVAC industry is shifting and evolving, providing avenues to career success for both men and women. 


“‘We Are Progressing in a Very Positive Direction’” (Pumper)
Veteran plumbing company owner Mike Stairs says he is upbeat about the industry’s future. However, challenges include recruiting young people to work in the field. 

“The Gray Tsunami” (HVAC Today)
Is there an impending tech shortage in the HVAC industry? National Comfort Institute editor-in-chief Mike Weil says yes, and he believes the answer lies in a new approach to education. 

Did You Know?

“You Can Thank a Western New Yorker for Inventing Air Conditioning” (WGRZ-TV)
Pointman is proud to be based in Western New York. Here’s a unique local connection to the home services industry: WNY native Willis Carrier is credited as the inventor of the modern-day air conditioning system.

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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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