RESIDENTIAL SERVICE AGREEMENTS PART 2:
BUILDING A DYNAMIC & HIGHLY PROFITABLE HVAC RETAIL BUSINESS With Residential Service Agreements 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 second in a series from Ron Smith. We hope you enjoy.
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n the January issue I introduced readers to the lucrative world of service agreements. For the second installment, I will discuss and recommend specific steps required to get your company moving toward a highly successful residential service-agreement program. It is important to start with a structured and organized approach. A high percentage of contractors have a service-agreement program, but a surprisingly small
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A high percentage of contractors have a service-agreement program, but a surprisingly small percentage of contractors have been successful with their programs. percentage of contractors have been successful with their programs. In fact, I have seen many contractors experience service agreement “false starts,” which result in
HVACR BUSINESS FEBRUARY 2022
dwindling enthusiasm for the program. Once you’ve decided to embark on a successful service-agreement journey,
there are several initial steps you must take. Next month, the final installment of this series will help you fine tune your approach. For now, I ask that you focus on this logical and sequential order:
OWNER BUY-IN Without complete commitment and understanding of a service-agreement program by the owner, as well as other company leaders, the program will not succeed. www.hvacrbusiness.com
