Written by Steve Mores
Contractors know that in the summer and winter we can make really good money by fixing and replacing heating and air conditioning systems. You also know that if you aren’t really careful, you can give back all of your profits in the spring and fall when the phones aren’t ringing. That is why maintenance agreements are just as important as “the air we breathe”. It’s the lifeblood of your company, which also gives you more opportunities to promote IAQ products and other accessories on every call! Though, some contractors......
Written by John and Vicki LaPlant
This topic makes me think of Indiana Jones played by the great Harrison Ford…you know, Han Solo of Star Wars. Indiana Jones is a professor always looking for the challenge of what no one else had discovered. He survives a lot of difficulties from Nazis to snakes, always in search of the coveted prize.
A number of HVAC, Plumbing, and Electrical contractors are also in search of the prize….it could be sales volume, profitability, industry recognition, selling the company for “BIG BUCKS” as an exit strategy, or creating......
Written by Lynn Wise
Tiger Woods won the Masters on a rainy Sunday in April, finishing the greatest career comeback in the history of golf.
This article isn’t going to compare golfing to running your business. I am not going to compare golf clubs to pipe wrenches or chipping to service agreements. My aim isn’t to show that hard work and perseverance will pay off. This article is about finding your motivation and using it to help you achieve your goals.
Financially and in the record books, Tiger Woods could have quit on top and......
Written by Dave Rothacker
Why should a leader build their company on the basis of a business WHY? Why should a leader understand the purpose behind why they are in business? Does it really make a difference in productivity and effectiveness?
For a doctor to treat an illness or disease, they must understand the disease’s symptoms. Let’s take a look at some of the major symptoms of a business operating without a WHY/purpose.
Written by Chris Elmore
I have had the great fortune to see hundreds of businesses over my career. These businesses spanned all over North America and the United Kingdom. They have also spanned from small “mom and pop” shops to large multimillion-dollar, multi-location businesses. I’ve seen many things and noticed that there are two business types contractors model their business around.
#1: Lifestyle Business that maintains a certain lifestyle today for the owners but nothing for the future.
#2: Prosperous Business that helps everyone in the business achieve their goals and provides for the future.
Written by Danielle Putnam
For nine months, our new company had been bringing in $8 to $10,000 each week from one customer. Have you ever had a customer like that? If so, you know you jump when they call. And this owner of a fortune 500 company had my dad on speed dial. Our customer owned several houses in town and my dad did work at most of them, but the big house as we called it was 19,000 square feet of opportunity. The home was 40 years old and had almost no......
Written by John LaPlant
Recently, Herb Kelleher passed away. He was a co-founder of Southwest Airlines. He was a negotiator, a maverick, and mission focused. He was quoted as saying, “The business of business is PEOPLE.” As the story goes, the Southwest finance guys, the “Bean Counters,” came into Herb’s office one day and said, “Herb, we have a cash position issue; it is not going away so you have a decision to make. Layoff a good number of employees or sell one of your airplanes!” Herb said, “Sell an airplane.”
The bean counters......
Written by Steve Mores
We have all heard the saying, “What if I train my people and then they leave? Or what if you don’t train them and they stay?” There is a lot of validity to those two questions, which leads to another question: Is training an expense or an investment?
Well, I would argue that it depends on the type of training. If you’re talking about a manufacturer’s or distributor’s rep coming into your shop for a B & B session (Bagels and Balloons) without relevant content, that would make it an......
Written by Lynn Wise
I recently received a call from a local HVAC company offering me a $29.00 tune-up special on my air conditioning system. The person calling asked if I was the homeowner and once I said yes, they began to ramble about all the things they would do for $29.00. When the caller stopped talking, I asked, “How long have you been in business?” They did not know what to say and after a pause just said, “A long time.” My next question was, “What type of insurance do you carry......
By Brandon Cockrell, Service Excellence Training
We all know that one person who we consider a little crazy. IE: the thrill seeker who can’t get enough and continues to push boundaries.
The person who likes motorcycles, jet skis, quads, snowmobiles, extreme sports, sky diving, and the list goes on.
Some of these people, I love and admire. The best of the thrill seekers become famous “X-Game” athletes. These people are rare. When you consider your network of friends, family, and acquaintances, how many would you consider to be the daring risk takers?
Risk takers are not......