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

by

The Pointman Team
May 15, 2019
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2
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At Pointman, we are always on the lookout for the latest news and analysis for residential plumbing, HVAC and electrical contractors. Check out some recent articles exploring why profitability rather than revenue should be your goal, which states pay the plumbers the most and why HVAC maintenance is so important.


Sales and Marketing

Get More HVAC Sales By Making More Friends (The NEWS)
An HVAC technician discusses how he “became an A+ people guy” with the help of Dale Carnegie’s “How to Win Friends and Influence People.”

How to Shift Your Business Focus From Revenue to Profit (Pumper)
While overall revenue growth is important, your long-term goal should be profitability.

The 3 Marketing Shifts No One Wants to Talk About (ACCA Now)
“The one-way marketing monologue is over.” Since the market has changed, your message must change with it.

HR Strategies

Why Hiring Millennials Will Help You Grow Your Business (Pointman)
In the first of a two-part series (read part two here), Pointman’s Andy Bagner outlines why hiring millennials makes so much sense for business owners.

The One Conversation to Have With a Troublesome Employee (Cleaner)
Need to discipline an employee? An adult conversation, rather than a “progressive discipline policy,” could be the best approach.

Job Tips

HVAC Maintenance: Unnecessary? Think Again (Contracting Business)
Recent studies show that clean, well-serviced HVAC systems outperform those that are neglected.

Industry News

Which States Pay Plumbers Top Dollar? (Contractor)
Which states pay plumbers the best wages? The Bureau of Labor Statistics has been gathering data to answer that question.

New Thruway Authority Scholarship Promotes Skilled Trades (WKBW-TV Channel 7)
The New York State Thruway Authority and the State University of New York system are teaming up for a new scholarship program.

Blue-collar Jobs Like Plumbing Pay $90,000 Without a College Degree, and It's Driving More Workers to Trade School (Business Insider)
Blue-collar professionals are earning more than the average salary for white-collar jobs, and don't require a traditional college degree.


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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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