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Welcome to IAQ Series #2 The Details of Great IAQ Process

Welcome to IAQ Series #2 The Details of Great IAQ Process. Your Hosts for Today’s Conference are: Gary Elekes in Nashville, Tennessee Gary Oetker in Plano, Texas. Conference Objectives: Review how the elements of this IAQ training series tie together to form a Great IAQ process.

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Welcome to IAQ Series #2 The Details of Great IAQ Process

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  1. Welcome to IAQ Series #2The Details of Great IAQ Process

  2. Your Hosts for Today’s Conference are: Gary Elekesin Nashville, Tennessee Gary Oetker in Plano, Texas

  3. Conference Objectives: • Review how the elements of this IAQ training series tie together to form a Great IAQ process. • Review the steps to implementing an IAQ process for any contractor.

  4. Agenda for Conference • Review how to use a S.W.O.T. analysis to evaluate your company’s current IAQ capability • Review the various IAQ sales strategies and how this affects the consequent sales process • Review how the IAQ marketing strategies support the sales strategies • Review how to set IAQ goals and how to put together a plan to achieve attain the goals • Review how to implement your IAQ plan

  5. What Makes a Great IAQ Process? 1. Do Your Homework 2. Choose Your IAQ Offerings 3. Choose Your IAQ Sales Strategy & Sales Processes 4. Choose Your Marketing Strategy 5. Set IAQ Installation & Quality Standards 6. Set IAQ Goals & Write Plan 7. Implement IAQ Plan 8. Manage IAQ Day-To-Day

  6. 1. Do Your Homework • Know the Basics • S.W.O.T. Analysis • Strengths • Weaknesses • Opportunities • Threats • Consider Capital Investment Requirements • Consider Competitive Forces • Consider Manpower Requirements

  7. 2. Choose Your IAQ Offerings • Products • Air Cleaning • Ventilation • Humidity Control • Services • Precision Tune Up • Duct Cleaning • Duct Testing • Duct Repair and Renovation • Air Balancing • Determine Your Costs (material/equipment/labor)

  8. 3. Choose Your IAQ Sales Strategy • Existing Comfort Advisors • Bundled With Equipment Replacement • Separate IAQ Offer • Service & Maintenance Technicians • Accessory Sales • Dedicated IAQ Sales & Installation People • Consider Financial Statement Structure • Other Considerations • Pricing • Sales Agreement (compensation details)

  9. 3. Establish Your IAQ Sales Process to Support Sales Strategy (cont). • IAQ In-Home Sales Process • Greeting • Customer Assessment • Technical Assessment • Sales Presentation • Close • IAQ Sales Collateral (Credibility Book, Price Sheets, etc) • IAQ Sales Support (Lead Tracking, Dispatching, Debrief, • Managing Open Leads, Reporting, Etc.) • Financing Options • Post Installation & Customer Referral

  10. 4. Choose Your Marketing Strategies • Marketing to Existing Customers (service strategy) • Technician Set Sales Leads • Direct Marketing to Customer Base • Acquiring New Customers (advertising strategy) • Conventional Advertising & Direct Marketing • Third Party Programs (Duct Upgrade Programs) • Special Offerings • Air Testing Devices

  11. 5. Set IAQ Installation & Quality Standards • IAQ Installation Standards • Add to Existing Installation Standards • Quality Standards • Solicit Customer Feedback • On Site Visits

  12. 6. Set IAQ Goals & Write Plan • Set IAQ Revenue Goals • Set IAQ Gross Margin Goals • Gross Margin Percentage • Gross Margin Dollars Per Man Day • Set IAQ Sales Lead Goals • Set IAQ Closure Rate Goals • Set Goals for Month & For Week • Know Daily Sales & Lead Goals • If You Achieve Daily Goals, You Achieve Weekly & Monthly Goals

  13. Goals

  14. Elements of a Written Plan Identify Goal or Objective Identify Action Steps Identify Who Is Responsible Identify Completion Date Identify Resources Needed

  15. 7. Implement IAQ Plan Discuss Involve Personnel Conclude Get Buy-In on Decisions Commit All Hands in Team Goal Create Idea to reality – stuff! Execute Accountability to do Work Feedback Measurements & Report Adapt Plan Adapt as Needed – Start from the top again

  16. 8. Manage IAQ Daily Activities • Monitor Key IAQ Measurements • Daily Revenue • Sales Leads • Average Sale • Closure Rate • Be Proactive in Adapting IAQ Marketing & Operating Plans to Attain Daily Goal • Take Advantage of Opportunities That May Come Up • Have Fun

  17. Questions & Answers

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