Submitted by: Susan Glover
Those people who haven t created or perhaps supervised a service commitment program can easily underrate the complications involved in scheduling along with handling all the components. Factors can certainly end up unmanageable in short order.
Businesses with less than a few hundred HVAC service agreements could very well use a manual management method. Typically the inclusion of a spreadsheet will also help in keeping a record of history and planning future work. It s a smart idea to do excessive record keeping due to the fact that each of the HVAC service contracts could very well generate thousands of dollars in service, repair and replacement sales throughout the length of the commitment.
A properly engineered software solution is the ideal way to go; however, if you’re establishing a new program for the first time, you can find yourself distracted learning software. Postpone the software program option until you have mastered the other factors. Program results will come from promoting sales expertise in addition to supplying top-quality service. If you’ve got applicable software, use it. In cases where you don t, make use of a manual process to get the business operational in advance of expending several months studying different software.
What you must know:
Number of HVAC service contracts. Measure your development and success.
Number of tune-ups, done/to be done. (Two inspections for each of the HVC service agreements)
Number of tune-ups to be completed on a monthly basis.
Earned income. Acknowledge earnings exclusively for inspections performed.
Unearned revenue. (tune-ups not yet performed)
Details of the equipment included within every service commitment.
When you are marketing and advertising single inspections for your marketing strategy, you intend to transform all tune-ups into new HVAC service contracts. Never make use of a single inspection as the first tune-up of the contract. All new service commitments will provide two inspections with the second to be carried out at the end of the HVAC service agreements. This permits the brilliantly prepared PTS to renew the agreement during the final tune-up at which time the commitment is expiring. You do not really want six months left following the final inspection, at the conclusion of the commitment. There is far more urgency on the home owner’s part to renew, because the contract is expiring. The PTS is going to renew far more agreements when compared to a phone call or letter. The PTS gets a reward or spiff for every renewal.
Record the new HVAC service agreements in your spreadsheet and schedule the next two tune-ups paying particular attention to the amount of work for each month. You would like to equalize the workload. You can use a different tab on your spreadsheet for each month.
Put a duplicate of your finalized contract form in a 12 pocket, monthly, expandable folder. File the agreement under the month of the upcoming inspection. At the beginning of every month pull the HVAC service contracts for that month out of the expanding folder. Do a comparison of the paper contracts with the spreadsheet. Schedule and complete the tune-ups and put the copy back in the expandable file for the subsequent inspection. Revise the spreadsheet record.
If the PTS is unable to renew the contract, you should go and visit the homeowner yourself to see why. Determine some sort of countermeasure to be put into practice to boost renewals.
Utilize the street address for HVAC service contracts and service files. Label files street name , street number , City , State , zip code . Individuals move, however the equipment normally remains at the same address. The service commitment is actually written for each piece of equipment and isn’t transferred. Write new HVAC service agreements for any of your customers that move.
Generate just one agreement for each address, itemizing all of the equipment at that address.
When you get ready to purchase software to manage your service replacement business, check back with us for suggestions.
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