Complete Retail Residential Replacement Department Training Track

Retail Residential Replacement Department Training Track

Retail Residential HVAC Contractors gain access to proven professional processes and forms for their retail residential equipment replacement department that have resulted in sales close rates up to 68% or more and at gross profit margins that are 15% higher than the competition. There are 9 online sessions available 24/7 right at your desktop in this 7-Step Retail Residential Replacement Department Training Track.

Upon completion of each session we will provide you a link to immediately download the handouts, along with an offer to discuss or request implementation help from your assigned HVAC Business Fitness Coach.

This track includes a retail residential replacement department implementation training track, the "One-Call" professional replacement sales-call handling process for selling techs and comfort advisors, all department procedures, associated forms, and tools, the Home Comfort Certified System equipment installation flat rate price guide, and private coaching support. To view more details on the deliverables and business support services for this track, click here.

Once enrolled into a Ready-Built HVAC Program Package, you will then register for this training track by simply clicking on “Client Login” on the right of the menu bar above. Then enter your User Name (email address) and enter the password we provided you.

RR-STEP #1.0 Home Comfort replacement packaged pricing guide set-up

Learning objectives:

• In this session you will learn how to establish packaged pricing for equipment replacement to increase profitability while achieving higher levels of customer satisfaction.
• When you quote out of the book, the math is already done, the proper selling is right in front of you, and the customer is assured that they are paying the same price everyone else is paying.

Benefits - at the completion of the learning session you will:

• Understand how to close more replacement business at higher margins in order to be profitable without alienating your customers.
• Understand how packaged replacement pricing makes your company and your Comfort Advisors/Selling Techs appear more professional.
• Have the skills to publish and implement a residential equipment replacement pricing system within your selling process.

Who should attend:

• Anyone responsible for establishing residential equipment replacement installations pricing rates by system type. Typical attendees are Owners, Operations Mangers, Sales Managers, Sales Reps, and Service Managers.

RR-STEP #2.0 Marketing residential replacements for profits

Learning objectives:

• In this session you will learn how to identify your company’s residential replacement marketing strategies and associated budgets. This will enable you to systematically implement awareness campaigns embedded within your service call handling processes, as well as tune-up ads and direct mail campaigns to generate, convert, and close profitable leads.
• Benefit objective is to increase profitability through new business acquisition via the most effective and lowest cost marketing channels.

Benefits - at the completion of the learning session you will:

• Understand the importance of replacement lead generation to you and your company’s success.
• Understand the sources of service call and market leads, and how and when to get them.
• Understand how to purchase qualified target customer lists.
• Understand what marketing strategies, promotion campaigns, and professional service call handling awareness procedures to use, and also how and when to use them.
• Understand where to find help with implementing a marketing plan and budget.
• Understand the importance of implementing a lead distribution and tracking process.
• Understand how to qualify leads and assign them to sales reps.

Who should attend:

• Anyone responsible for creating marketing budgets and implementing systematic lead generation programs for any or all work categories. Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.

RR-STEP #3.0 Professional sales call handling process

Learning objectives:

• In this session you will learn how to implement a standard operating procedure for equipment replacement installation surveying, estimating, and proposal writing.
• Benefit objective is to increase profitability by accurately and efficiently gathering customer and scope-of-work job data, decreasing human estimating errors, reducing work related risk liabilities, and by improving customer satisfaction.

Benefits - at the completion of the learning session you will:

• Understand how systematic standardization of the sales-call handling process increases efficiencies, reduces business risk to the company, while increasing profitability.
• Understand how to conduct a system/equipment and data gathering survey.
• Understand job layout and design requirements.

Who should attend:

• Anyone responsible for establishing sales pricing and proposing policy and procedures for residential equipment replacement work. Typical attendees are Owners, Operations Mangers, Sales Reps, Sales Managers, and Service Managers.

RR-STEP #3.1 Closing more at higher margins with the "One-Call" Selling Process

Learning objectives:

• In this session you will learn how to use the proven “One-Call” selling process to increase your close rates, sell at higher gross profit margin levels, and to systematically value-based sell to acquire the business on one call.
• Benefit objective is to increase new business acquisition productivity by reducing the time required for new business acquisition via an effective and logical, step-by-step, best-practice, value-based selling process.

Benefits - at the completion of the learning session you will:

• Understand how to get the customer to participate in the selling process.
• Understand how to systematically identify solutions to enhance the customer's situation for comfort, health, safety, property, and financial needs.
• Understand the importance of why and how you must communicate how you and your company set the standards of performance in your area.
• Understand the purpose of conducting the “Home Use and Livability Survey” and how to raise the competitive bar by using the handout “Which Contractor Best Meets Your Needs.”
• Understand the purpose of conducting a Manual J heat gain/loss measurement versus simply using the capacity of the existing system installation.
• Have the skills necessary to analyze the data gathered to ensure proper equipment sizing and the inclusion of any accessories or system modifications that may be warranted to meet customer requirements.
• Understand how to effectively close with customers 68% of the time using the “One-Call” close process.

Who should attend:

• Anyone responsible for selling in-home residential equipment replacement work. Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.

RR-STEP #4.0 Efficient written standard procedures for replacements

Learning objectives:

• In this session you will learn how to implement standard operating procedures for residential replacement that are simple to understand and provide a powerful tool for taking control of the quality of replacement work and job satisfaction.
• Benefit objective is to provide huge gains in performance and revenue improvement that bring the entire work team together in a mutually productive way to do the best job possible with the company's resources.

Benefits - at the completion of the learning session you will:

• Understand how to mobilize for replacement work.
• Understand how to develop and implement effective interdepartmental communication and delivery procedures.
• Understand how to develop manpower and resource scheduling procedures.
• Understand how to implement effective material scheduling and billing procedures.
• Understand how to develop and implement field labor optimization strategies.
• Understand how to implement effective quality control procedures.

Who should attend:

• Anyone responsible for establishing delivery processes for residential replacement work. Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.

RR-STEP #5.0 Stocking installation inventory for profits

Learning objectives:

• In this session you will learn the importance of, and how to implement, inventory control policies and procedures for replacement work equipment and material.
• You will gain an understanding of the benefits of inventory control to improve cash flow timing, reduce expense overruns, and to ensure customer satisfaction.

Benefits - at the completion of the learning session you will:

• Have the skills to publish and implement appropriate replacement installation inventory cost controls within each work category.
• Be able to conduct on-going evaluations of, and to update, your inventory control procedures.
• Have a company tool and inventory control process that minimizes costs while reducing your employee’s risk of injury.

Who should attend:

• Anyone responsible for establishing replacement work inventory controls for truck stock, non-truck stock, tools, and for installations equipment and materials. Typical attendees are Owners, Operations Mangers, General Managers, Installation Managers, Parts Managers, and Service Managers.

RR-STEP #6.0 Daily labor and opportunity conversion performance benchmarking

Learning objectives:

• In this session you will learn how to establish daily installation labor productivity benchmarks to help you proactively improve your businesses performance.
• You will also learn how to establish a daily call tracker and a post-work debriefing for Crew Chiefs/Installers to efficiently gather and report daily performance by department and by individual Crew Chief/Installer.
• Benefit objective is to help you to systematically improve revenue and profitability by driving business performance benchmarks in a positive direction.

Benefits - at the completion of the learning session you will:

• Understand what daily installation performance benchmarks are and why they are needed.
• Understand how to establish daily labor and opportunity conversion benchmarks to help you stay on track.

Who should attend:

• Anyone responsible for responsible for service profitability. Typical attendees are Owners, Comptrollers, Operations Mangers, and Service Managers.

RR-STEP #7.0 Paying Crew Chiefs/Installers for Profits

Learning objectives:

• In this session you will learn how to create proven financial compensation and non-financial reward plans for Crew Chiefs/Installers to motivate them towards higher levels of positive labor cost variance on all job categories.
• Benefit objective is to increase profitability that achieves higher levels of customer satisfaction.

Benefits - at the completion of the learning session you will:

• Have the skills to increase installation labor productivity that improves moral through compensation and reward programs.
• Be able to create performance incentives to achieve positive labor cost variance on all job categories.
• Be able to establish by work category the monitoring, measuring, and reporting of performance benchmarks to identify individual performance improvement initiatives.

Who should attend:

• Anyone responsible for establishing appropriate Crew Chiefs/Installers labor incentives for all service and project work categories. Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.

RR-STEP #7.1 Paying Replacement Salespeople for Profits

Learning objectives:

• In this session you will learn how to create proven financial compensation plans for residential replacement sales reps to motivate them towards higher levels of close rates and profit performance.
• Benefit objective is to increase profitability that achieves higher levels of productivity at higher estimated gross profit margins.

Benefits - at the completion of the learning session you will:

• Understand why compensation is so important in establishing effective sales teams.
• Understand how to design, implement, and evaluate a compensation plan.
• Understand how to incorporate the different types of expenses and transportation into the plan.
• Understand how to develop a proper compensation plan to achieve company objectives.
• Understand how to estimate your cost of sales on jobs.

Who should attend:

• Anyone responsible for establishing sales compensation plans for Comfort Advisors/Selling Techs of residential equipment replacement installation work. Typical attendees are Owners, Operations Mangers, General Managers, Sales Managers, Service Managers, and Replacement Salespeople.