CONVERTING THEORY INTO PRACTICE
RESIDENTIAL SERVICE AGREEMENTS PART 3 Building a highly profitable HVAC retail business with residential service agreements take more than ideas; it takes proper training and execution. BY RON SMITH This year, in each issue of HVACR Business we’ll be publishing an article from our archive based on popularity and website traffic. This is the third in a series from Ron Smith. We hope you enjoy.
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ith this final article in the service-agreement series, I will present the last steps necessary to position your company as the dominate force in your local market. In the first two articles of this series, we presented service agreements as the solution to obstacles such as the inability to attract and retain good people, difficulty in driving revenues during mild weather periods, and overcoming low-price
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There are two methods for obtaining service agreements. The most effective method is a proactive approach: performing a non-service agreement precision tune-up. competitors in the marketplace. We also presented the importance of avoiding false starts in your service-agreement program by elaborating on the required
HVACR BUSINESS MARCH 2022
commitment by owners and leaders, as well as providing necessary training to all ongoing co-workers. Additionally, we highlighted pricing strategies for both
non-service precision tune-ups and service agreements, and noted the importance of rewarding all co-workers with commissions. To build on previous knowledge, this article will offer procedures for converting service calls and non-service agreement precision tune-ups to service agreements. I also will explain how to market, sell, renew, and continuously train co-workers to achieve the best results in service-agreement programs. www.hvacrbusiness.com
