Start Getting Ready For The Season

By Robin Stevens, Internal Operations Coach

Part 2 in our series on preparing your contracting business for start of the next season.

Time goes by so fast and before you know it the kids will be back in school, Labor Day will have gone by and the stores will start putting out holiday merchandise. It seems like every year they put holiday merchandise out earlier and earlier trying to get consumers through their doors. Many businesses don’t start preparing for the fall and winter season until it’s too late and they end up missing out on opportunities. Here are some steps to take to maximize your fall and winter success.

  • Meet with your technicians, office staff and sales people to make a list of what worked great last season and what did not. This initial meeting is a fact finding meeting only as you are not looking to solve everything today.
  • Break the list down by priority and who in your organization is best suited to work on each task. Let’s say one of the items is to update the sales book for equipment installs. This is a task that the sales person and someone in your office could do together. The sales person can gathering the information that needs to be updated and the person in the office can put the books together to ensure everyone has the same information.
  • Identify the technicians or sales people who need more training on the different types of equipment you sell. Now is the time to get that scheduled with your vendors. Scheduling this sooner than later will help set the team up to win and give them more confidence in speaking to the products being offered.
  • Just because your HVAC service technicians can service equipment does not mean they understand what it takes to install a new system. In order to keep your gross profit margins from slipping it is crucial they completely understand all aspects of an install because it is more than just getting a price on a piece of equipment. So take this time to get your installers and sales people together to help educate them on the following items; sizing the unit, venting, piping, rewiring, filters and permits. The installer is a great resource because they can identify things the selling technicians are missing when bidding jobs.
  • Start working on your marketing plan. Go back and look at stats to see which lead source brought in the most calls. Design your plan and decide when the best time is to start each campaign. You want to run your initial campaign as the weather starts to change, but before it gets too cold.

Do everything you can to be proactive in maximizing the fall and winter season by educating your team so they can better educate the client which in turn will be a windfall for Company, Team Member and Client.


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