Resource Center - Industry Articles
Six Tips for Increasing Employee Retention
by Marci Brand, December 21 2010
It’s more important than ever to not only retain your current employees, but to also choose the right candidates when future employment decisions are being made. This doesn’t have to cost a lot of money and the investment is far less than the cost of high employee turnover. Below is some sound advice on how to increase retention and hire the right person for the position/s you hope to fill. Read More »
Three Simple Ways to Gain Market Share in a Troubled Economy
by Jas Jackson, December 21 2010
A McGraw-Hill study of 600 firms during the 1981-82 recession revealed that businesses that maintained, or increased, their marketing expenditures experienced significantly higher sales during the period after the recession. In fact, these companies enjoyed an average sales growth of 275 percent during the five years after the downturn. But, those who decreased their marketing budgets were forced to settle for an average sales increase of only 19 percent. What does this illustrate? By being proactive, you can thrive while your competition falls by the wayside. Here are three simple ways to gain market share in a troubled economy: Read More »
Customer Service is Dead!
by Tom Asacker, December 21 2010
Back in the day, when customer service was king, I worked after school pumping gas and handing out collectable tumblers at my father’s service station. That’s what they called it back then: A service station, not a gas station. The consistent delivery of fast and friendly service was a significant source of differentiation and, in many cases, a customer’s compelling reason to choose that station. It is strikingly different today. Customers not only pump their own gas (except in New Jersey and Oregon where the law prohibits it), they also scan and bag their groceries, configure their computers, manage their stock portfolios, and check themselves at the airport. On the chance occasion a customer needs assistance, more often than not it’s to have a question answered or a product exchanged. Read More »
Five Ways to Change your Business from a Downturn to an Upswing
by Adams Hudson, November 23 2010
Got all the business you want? Great. You can relax and take a load off. But if you’re living on the same planet where most of the working population is fighting the economic tide, you’re probably looking for more leads…like now. The bad news is that every single one of your competitors is in the same boat. That means that your marketing has to be more efficient and aimed with laser-like precision. The good news is that there are five things you can do right now to change your business economy from a downturn to an upswing. Here’s how to do it: Read More »
The Telephone is Your Livelihood
by Jas Jackson, November 23 2010
The telephone is the most important tool you have when trying to sell an HVAC system. Let’s face it, if the phone doesn’t ring, your call-handlers won’t have an opportunity to set an appointment. If no appointment is set, your team has nothing to install or service. If you don’t install or service a system, you won’t make any money at the end of the month. The sales process begins with Mr. or Mrs. Customer calling your company and telling you their system needs to be serviced or replaced. As a contractor, there are three little things that can make a BIG difference: Read More »
Doubt can be Good for You and Your Team
by Terri Norvell , November 23 2010
What a time of change and transition we are living in. The beginnings of an economic recovery are underway and a whole new year is only days away. Are you uncertain about how to move forward and wary of having too much optimism? Join the group. Read More »
Energy Credits Represent Increased Sales for Smart Contractors
by Adams Hudson, October 19 2010
Those funny government people. We keep hearing how they’re rewarding some companies to the degree they’re failing! I must’ve skipped economics class the day that was explained. Yet my jaw dropped when I read they actually passed the Economic Stimulus Tax Credits virtually assuring that action-oriented HVAC contractors will benefit the most. It’s true. This is probably the only version of a “bailout” you’re going to get! But this one can be a real win-win if you attack the opportunity correctly. Read More »
Invest in Success with eLearning
by Dr. Ann Kwinn, October 19 2010
Skilled employees are an indispensable company resource. And providing your staff with training that improves their sales performance is crucial to their success – and yours. Relevant, cost effective, job-based instruction has been around in the form of eLearning for more than 20 years. While there are still a few people around who believe that training must be delivered in person, more and more people, young and old, are becoming comfortable with getting their training online. Read More »
Taking “Going Green” to the Bank
by Phil Baugh, October 19 2010
Every business choice must be evaluated based on a cost/benefit analysis, especially in today’s economy. The implementation of green business practices is no exception. The good news is that “going green” can have a big impact on a company’s success. Many think that establishing a program to “green” a company means looking for ways to recycle and lower utility bills. While being energy and resource efficient is important for most businesses, utility bills are a small line item on their profit and loss statement. Utility savings alone are usually not enough to get company owners excited about going green. However, green initiatives can generate a number of benefits that most company owners don’t know about but can have a dramatic effect on big ticket items like payroll, human resources costs, and the biggest of them all, top-line sales. There are a number of fundamental things typically involved in greening a company. Not only do they include recycling and reducing energy consumption, but they also include looking for ways to adjust a company’s service or product offerings to include environmental or socially-responsible elements and finding ways to improve the efficiency and the overall quality of the indoor environment within the physical spaces that a company occupies. Arguably, the most important factors of truly successful green strategies are getting employees involved by finding green initiatives that they are passionate about and finding ways to communicate your company’s environmental and socially responsible efforts to your customers. Read More »
How to Get Customers for Free!
by Randall Murphy, September 21 2010
Before we dig into the intriguing and profound world of the word “free,” let me first say that I’m a sales trainer/consultant; I’m not a web designer, but there’s a common oversight when it comes to designing a website. All companies want a website that’s “going to bring in so much business they won’t know what to do with it all,” however, they rarely, if ever, consult with a sales or marketing expert. There are four major components to website design: Coding, graphics, SEO optimization/marketing and the sales pitch. Coding and SEO professionals are now a dime a dozen. A good graphics person is harder to find, and great sales gurus, or web copyrighters, are rare. Read More »
