PROFESSIONAL SERVICE CALL HANDLING & & WORK DELIVERY PROCEDURES:
Commercial/Industrial HVAC/R Contractors gain online access to proven professional service department business systems, processes and forms that have resulted in increased service agreement sales and service department profitability of 45% or more and increased business value of 25% or more.

​​
CS-STEP #1.0 Transform Your Commercial HVAC Service Department
Learning objectives:

  • In this session, you will learn what HVAC Contractors need in their commercial service business to be successful.  
  • You will learn the available service tools, proven business processes, work delivery forms and strategies to increase close rates and decrease the time dedicated to selling and delivering commercial demand service, service agreements and retrofit/quoted service work.


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

  • Most first year subscribers see on average about a 65% increase in service revenue and profitability.
  • ReadyBuilt HVAC provides defined operating written company standards, processes & forms and staff job & implementation training.
  • You and your staff can attend classes anytime, anywhere 24/7.


Who should attend:

  • Anyone responsible for establishing or working anywhere within your commercial service department delivery processes for demand service, service agreements and retrofit/quoted service work.  Typical attendees are all commercial service department staff positions.



CS-STEP # 1.1 The HOTTEST HVAC Pricing & Business Software Solution
Learning objectives:

  • In this session, you will learn how YOU CAN Transform Your HVAC Business in to a Service Powerhouse via the lowest-cost cloud based hvac business operating software clone of a best-of-the-best practice retail residential and/or commercial HVAC service based business
  • You will lean how It is the easiest and fastest means to achieve success available - proven to double your revenues and profits this year


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

  • Itemize repairs
  • Itemize system replacement installations
  • Close the work
  • Assign and schedule work
  • Efficiently route staff to job
  • Complete work using built-in checklist/forms
  • Get paid immediately upon completion
  • Attach pictures and notes to contractor records
  • Functions as a QuickBooks add-on
  • No double accounting entry required
  • Affordable even for a 1 truck company


Who should attend:

  • Anyone responsible for establishing efficient business operations for the company. 
  • Typical attendees are Owners, Operations Mangers, Installation Managers, Sales Managers, Commercial Service Agreement Sales Reps, Service Managers and Key Field Staff Members.



CS-STEP #1.2 Surveying Service Agreement Equipment-System Maintenance Requirements
Learning objectives:

  • In this session you will learn that your primary objective when consulting for your clients should be to determine how the equipment/systems is being maintained and whether the program they have is adequate or is actually being done at all.


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

  • Gain an understanding of how to identify the recommended equipment maintenance tasking procedures that should be periodically performed during the operating period to maintain the equipment to factory fresh specifications.


Who should attend:

  • Anyone responsible for establishing efficient service agreement processes for the company.  
  • Typical attendees are Commercial Service HVAC Business owners, sales managers, sales reps, and service managers.



CS-STEP #1.3 AccuPro commercial Service Agreement Surveying, Estimating & Proposal Writing
Learning objectives:

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


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

  • Understand how service agreement development standardization increases efficiencies while reducing business risk to the company.
  • Understand how to conduct a system/equipment survey.
  • Understand how to establish service agreement labor costs, efficiency factors, and truck and travel cost rates.
  • Understand how to submit requests for service agreement estimating.
  • Understand how to implement service agreement proposal content, format, and writing procedures.


Who should attend:

  • Anyone responsible for establishing service agreement, surveying, estimating, pricing and proposing writing policy and procedures for service agreement work. 
  • Typical attendees are Owners, Operations Mangers, Sales Managers, Commercial Service Agreement Sales Reps and Service Managers.



CS-STEP # 1.4 Pricing Repair Service Hourly Labor Sell and Parts Markups Rates
Learning objectives:

  • In this session, we will learn how to read a financial statement and how to break down your revenue and expenses by product/service to help you establish company pricing rates and policies for demand service work.
  • Benefit objective is to improve profitability and competitiveness by pricing your demand service billable hourly work right.


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

  • Gain the skills to read an income and expense statement.
  • Be able to breakdown financials by product/service category.
  • Establish by work category pricing sell rates.
  • Establish your demand service labor sell rate.
  • Publish your pricing policy and procedures.


Who should attend:

  • Anyone responsible for establishing pricing rates for any work category. 
  • Typical attendees are Owners, Operations Mangers, Sales Managers, Sales Reps, and Service Managers.



CS-STEP #2.0 Commercial Service Lead Generation Strategies
Learning objectives:

  • In this session, you will learn how to identify your company’s commercial lead generation strategies and associated systematic awareness campaigns to your target markets to generate and convert profitable commercial service agreements, projects and demand service leads to close.
  • Benefit objective is to increase profitability through new business acquisition via the most effective least cost lead generation channels.



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

  • Learn the importance of lead generation to you and your company’s success.
  • Learn the sources of leads and how and when to get them.
  • Learn how to purchase qualified target customer lists.
  • Understand what lead generation strategies and promotion campaigns to use and when.
  • Learn where to find help with implementing a lead generation plan and strategies.
  • Learn the importance of implementing a lead distribution and tracking process.
  • Learn how to qualify leads and assign them to sales reps.
  • Learn how to report weekly market development tasking to goal and pending quoted work backlog.


Who should attend:

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



CS-STEP #2.1 Segmenting Commercial HVACR Industry into Target Groups
Learning objectives:

  • In this session you will learn that commercial, industrial and institutional industries are different and each have unique mechanical needs
  • You will also learn how to uniquely match your solutions to their unique needs in order for you to sell more equipment/system applications 


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

  • Gain an understanding of the importance of profiling industries segments and your competitors within each in order to identify your own competitive advantages and positioning of your offering  to win more business.


Who should attend:

  • Anyone responsible for identifying target markets for commercial service work. 
  • Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers. 



CS-STEP #2.2 Understanding Building Owner-Operator Roles & Responsibilities
Learning objectives:
In this session you will learn that building owner/operators have unique roles and responsibilities that you can identify and incorporate into your proposed offerings to close more business.

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

  • Gain an understanding of the importance of developing long term relationships. 
  • Your main objective is to best match your service options to meet Building Owners/Operators prospect wants and needs.   
  • Knowing your prospect’s key organizational functions and responsibilities helps you better position your services. 
  • Building Owners/Operators are always searching for ways to save their company’s money or to do their jobs better.


Who should attend:

  • Anyone who is responsible for commercial sales.
  • Typical attendees are Commercial Service HVAC Business owners, sales managers, sales reps, and service managers.



CS-STEP #2.3 Assessing Your Company’s Capabilities
Learning objectives:

  • In this session you will learn how prospecting is lead generation that sets appointments for selling maintenance agreements, projects and demand service work.
  • You will also learn whom to call within each industry, as well as, how to handle objections to appointment setting..


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

  • Gain an understanding of how to “clone” your best customers and to identify where other similar businesses just like them are located.


Who should attend:

  • Anyone who is responsible for commercial sales. 
  • Typical attendees are Commercial Service HVAC Business owners, sales managers, sales reps, and service managers.



CS-STEP # 2.4 Maintenance Selling - Prospecting Strategies
Learning objectives:

  • In this session you will learn how to assess your competencies and capabilities and then to identify and match them to target markets to go after that represent the highest economic potential.


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

  • Gain an understanding of the importance of profiling industries segments and your competitors  within each in order to identify your own competitive advantages and positioning of your offering  to win more business.


Who should attend:

  • Anyone who is responsible for commercial sales. 
  • Typical attendees are Commercial Service HVAC Business owners, sales managers, sales reps, and service managers.



CS-STEP #3.0 Proper Customer Care Call Handling and Dispatching Processes

Learning objectives:

  • In this session, we will learn how to implement best in class call handling procedures for all service work categories through a well-organized customer care department.
  • Benefit objective is to increase profitability that achieves higher levels of customer satisfaction.


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

  • Understand what the roles and responsibilities requirements of dispatcher/customer care.
  • Understand how to how to mobilize the field service labor management function.
  • Understand how to develop customer call handling procedures for both the dispatcher and field service technician.
  • Understand how to develop and implement call back procedures.
  • Understand how to develop and implement after hours emergency standby procedures.
  • Understand what field and internal forms are required to implement effective external/internal communication and workflow procedures.


Who should attend:

  • Anyone responsible for establishing appropriate customer care procedures for any or all work categories. 
  • Typical attendees are Dispatchers/Customer Care Managers, Owners, Operations Mangers, General Managers, and Service Managers.



CS-STEP #3.1 Professional Service Agreement Sales Call Handling Process
Learning objectives:

  • In this session, you will learn how to use the proven service selling process to increase your service agreement 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 lowering the time required for new HVAC service agreements, projects and repair services business acquisition via a step-by-step, effective and logical, best-of-the-best practice value based selling process.


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

  • Learn the importance of why and how you must set the standards of performance in your area.
  • Understand the purpose of conducting the service agreement Customer and Equipment Survey to not only get technical scope, but also to obtain service agreement proposal options and positioning information to better help you close more service agreements.
  • Gain the skills necessary to analyze data gathered to insure proper equipment maintenance tasking and system services that may be warranted to meet customer requirements.
  • Learn how you will meet with customer after the survey to explore their purchase options to reduce operating costs, improve the quality of their program, or help the customer achieve their financial, personal, technical, and timing objectives.
  • Learning how to effectively close the customer 68% of the time using proven closing techniques.


Who should attend:

  • Anyone responsible for selling commercial service agreement, retrofit projects, and design-build project work.  Typical attendees are Sales
  • Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers. 



CS-STEP #3.2 Qualifying the real, worth and win of a service agreement deal
Learning objectives:

  • You will learn in this session how to develop a set of pre-call probing questions to effectively identify if the Service Agreement opportunity is real, worth it, and winnable.  This section develops your ability to quickly qualify and prioritize Service Agreement deals by greatest return on your time, and what will maximize your company’s profits.   We provide you with a proven method to determine a deals percent probability of close.


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

  • You will also gain an understanding that growing the Service Agreement business via the salesperson’s sales opportunity funnel is like the plant business.  Like the plant, each prospect Service Agreement needs scheduled periodic attention to grow from seed (opportunity) to full bloom (sale).  If you forget a step, or select plant varieties (opportunities) that you can’t sell (close profitably) you will discover your oversight many months down the line.  By then, however, it’s too late.


Who should attend:

  • Anyone responsible for selling commercial service agreement, retrofit projects, and design-build project work.  Typical attendees are Sales 
  • Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers. 



CS-STEP #4.0 Professional Service Call Handling Process
Learning objectives:

  • In this session you will learn how to implement a superior customer care/dispatcher and service call handling process within your commercial service department.


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

  • You will also gain an understanding of the step-by-step professional service-driven technician call handling process to help you achieve 100% customer satisfaction.


Who should attend:

  • Service managers, Customer Care Dispatchers, Technicians.



CS-STEP #4.1 Efficient Demand Service Written Standard Procedures
Learning objectives:

  • In this session we will learn how to implement standard residential demand service operating procedures that are simple to understand and provide a powerful tool for taking control of the quality of demand service work and job satisfaction.
  • Benefit objective is to provide huge performance and revenue improvement gains 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 demand service 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 demand service work. 
  • Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers. 



CS-STEP #4.2 Efficient Service Agreement Written Standard Procedures
Learning objectives:

  • In this session we will learn how to implement standard commercial service agreement operating procedures that are simple to understand and provide a powerful tool for taking control of the quality of demand service work and job satisfaction.
  • Benefit objective is to provide huge performance and revenue improvement gains 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 service agreement 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 demand service work. 
  • Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.



CS-STEP #4.3 Efficient Quoted Repair Written Standard Procedures
Learning objectives:

  • In this session we will learn how to implement standard commercial quoted repair operating procedures that are simple to understand and provide a powerful tool for taking control of the quality of service agreement work and job satisfaction.
  • Benefit objective is to provide huge performance improvement gains 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 quoted service 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 demand service work. 
  • Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.



CS-STEP #5.0 Stocking Service Truck Inventory for Profits
Learning objectives:

  • In this session we will learn the importance and how to implement demand service truck and company inventory control policies and procedures for all work categories.
  • Gain an understanding of the inventory control benefits to improve cash flow timing, reduce expense overruns, and to assure customer satisfaction.


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

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


Who should attend:

  • Anyone responsible for establishing inventory controls for truck stock, non-truck stock, tools, and service agreement equipment and materials. 
  • Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.



CS-STEP #6.0 Daily Labor and Opportunity Conversion Performance Benchmarking
Learning objectives:

  • In this session we will learn how to establish daily labor productivity benchmarks, average service revenue service ticket benchmarks and daily service call conversion rates benchmarks for service agreements, IAQ/system enhancements, and replacement leads to help you proactively improve your businesses performance.  You will also learn how to establish a daily call tracker and Technician/Tune-up Specialist post call debriefing to efficiently gather and report daily performance by department and individual Technician/Tune-up Specialist.
  • Benefit objective is to help you to systematically improve revenue and profitability by driving business performance benchmarks in positive directions.


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

  • Understand what daily 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, Comptroller, Operations Mangers, and Service Managers.



CS-STEP #7.0 Paying Crew Chiefs and Installers for Efficiency
Learning objectives:

  • In this session we will learn how to create proven financial compensation and non-financial reward plans for Technician Specialists that motivate them towards higher levels of positive labor cost variance on all job categories as well as to increase opportunity sales conversion on all service calls.
  • Benefit objective is to increase profitability that achieves higher levels of customer satisfaction.


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

  • Gain the skills to increase field 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.
  • Understand how incentives help encourage Technicians Specialists to systematically identify customer and system needs and to provide your customers with solution options such as maintenance agreements, system enhancements, and equipment replacements and upgrades.
  • Understand the power and the need of profit based incentive plans to labor and quality control management.
  • Establish by work category monitoring, measuring, and reporting performance benchmarks to identify individual performance improvement initiatives.


Who should attend:

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



CS-STEP #7.1 Paying Commercial Sales Reps for Profits
Learning objectives:

  • In this session we will learn how to create proven financial commercial sales rep compensation plans for commercial service sales reps that 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 reimbursement into the plan.
  • Understand how to develop a proper compensation mix in the total compensation plan.
  • Understand how to estimate cost of sales on jobs.           


Who should attend:

  • Anyone responsible for establishing sales compensation plans for commercial service agreement, retrofit projects, and design-build project work. 
  • Typical attendees are Owners, Operations Mangers, General Managers, Sales Managers, and Service Managers. 




PROFESSIONAL PROJECT/DESIGN-BUILD SALES & WORK DELIVERY PROCEDURES:

Commercial/Industrial HVAC/R Contractors gain online access to proven professional design-build/project department business systems, sales and project delivery processes and forms that have resulted in increased project close rates of 35% or more.        


​CP-STEP #1.0 ProjectPro retrofit/Design Build pricing program set-up
Learning objectives:

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


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

  • Understand how project development standardization increases efficiencies while reducing business risk to the company.
  • Understand the different estimating requirements for service jobs, equipment replacements, and for design build projects.
  • Understand how to conduct a system/equipment survey and data gathering.
  • Understand job layout and design requirements.
  • Understand how to establish project labor costs, efficiency factors, truck and travel cost rates, and why and how to apply risk proficiency factors.
  • Understand how to implement project estimating procedures.
  • Understand how to implement project proposal content, format, and writing procedures for service jobs, equipment replacements, and for design build projects.


Who should attend:

  • Anyone responsible for establishing sales pricing and proposing policy and procedures for project or design-build work.  
  • Typical attendees are Owners, Operations Mangers, Sales Managers, Sales Reps, and Service Managers.



CP-STEP #2.0 Marketing retrofit/design-build for profits
Learning objectives:

  • In this session you will learn how to identify your company’s commercial retrofit/design build marketing strategies and associated systematic awareness campaigns to your markets to generate and convert profitable project leads to close.
  • Benefit objective is to increase profitability through new business acquisition via the most effective least cost marketing channels.


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

  • Learn the importance of lead generation to you and your company’s success.
  • Learn the sources of leads and how and when to get them.
  • Learn how to purchase qualified target customer lists.
  • Understand what marketing strategies and promotion campaigns to use and when.
  • Learn how to qualify leads and assign them to sales reps.
  • Learn how to report weekly market development tasking to goal and pending quoted work backlog.


Who should attend:

  • Anyone responsible for identifying target markets and implementing systematic commercial lead generation programs for all commercial work categories. 
  • Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.



CP-STEP #3.0 Professional sales call handling process
Learning objectives:

  • In this session you will learn how to use the proven selling process to increase your retrofit/design build project close rates, sell at higher gross profit margin levels, and to systematically value based sell to acquire the business.
  • Benefit objective is to increase new business acquisition productivity by lower the time required for new business acquisition via effective and logical step-by-step best practice value based selling process.


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

  • Learn the importance of why and how you must set the standards of performance in your area.
  • Understand the purpose of conducting the service agreement or project Customer and Equipment Survey.
  • Understand the purpose of conducting Manual N heat gain/loss measurement versus simply using existing system installation capacity.
  • Gain the skills necessary to analyze data gathered to insure proper equipment sizing and inclusion of any accessories and any system modifications that may be warranted to meet customer requirements.
  • Learn how you will meet with customer after the survey to explore their purchase options to reduce operating costs, improve the quality of their program, or help the customer achieve their financial, personal, technical, and timing objectives.
  • Learning how to effectively close the customer 68% of the time using proven closing techniques.


Who should attend:

  • Anyone responsible for selling commercial service agreement, retrofit projects, and design-build project work. 
  • Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.



CP-STEP #3.1 Qualifying the Real Worth Win of Opportunities
Learning objectives:

  • You will learn in this session how to develop a set of pre-call probing questions to effectively identify if the design-build/project opportunity is real, worth it, and winnable.  
  • This section develops your ability to quickly qualify and prioritize project deals by greatest return on your time, and what will maximize your company’s profits.  
  • We provide you with a proven method to determine a deals percent probability of close.


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

  • You will also gain an understanding that growing the design-build/project business via the salesperson’s sales opportunity funnel is like the plant business.  
  • Like the plant, each prospect design-build/project needs scheduled periodic attention to grow from seed (opportunity) to full bloom (sale).  If you forget a step, or select plant varieties (opportunities) that you can’t sell (close profitably) you will discover your oversight many months down the line.  By then, however, it’s too late.


Who should attend:

  • Anyone responsible for selling commercial service agreement, retrofit projects, and design-build project work.  
  • Typical attendees are Sales Managers, Sales Reps, Owners, Operations Mangers, General Managers, Marketing Managers, and Service Managers.



CP-STEP #4.0 Efficient retrofit/Design Build written service standard procedures
Learning objectives:

  • In this session we will learn how to implement standard commercial quoted repair operating procedures that are simple to understand and provide a powerful tool for taking control of the quality of service agreement work and job satisfaction.
  • Benefit objective is to provide huge performance improvement gains 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 quoted service 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 retrofit/design build work. 
  • Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers.



CP-STEP #5.0 Stocking project inventory for profits
Learning objectives:

  • In this session we will learn the importance and how to implement project equipment, materials, and subs inventory control policies and procedures for all work categories.
  • Gain an understanding of the inventory control benefits to improve cash flow timing, reduce expense overruns, and to assure customer satisfaction.


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

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


Who should attend:

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



CP-STEP #6.0 Daily labor and opportunity conversion performance benchmarking
Learning objectives:

  • In this session we will learn how to establish daily labor productivity benchmarks and daily service call conversion rates benchmarks for service agreements, IAQ/system enhancements, and retrofit/design build leads to help you proactively improve your businesses performance.  You will also learn how to establish a daily call tracker and field labor post call debriefing to efficiently gather and report daily performance by department and individual field laborer.
  • Benefit objective is to help you to systematically improve revenue and profitability by driving business performance benchmarks in positive directions.


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

  • Understand what daily 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, Comptroller, Operations Mangers, and Service Managers.



CP-STEP #7.0 Paying retrofit/design build labor for Profits
Learning objectives:

  • In this session we will learn how to create proven financial compensation and non-financial reward plans for Technician/Tune-up Specialists that motivate them towards higher levels of positive labor cost variance on all job categories as well as to increase opportunity sales conversion on all service calls.
  • Benefit objective is to increase profitability that achieves higher levels of customer satisfaction.


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

  • Gain the skills to increase field 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.
  • Understand how incentives help encourage Technicians/Tune-up Specialists to systematically  identify customer and system needs and to provide your customers with solution options such as maintenance agreements, system enhancements, and equipment replacements and upgrades.
  • Understand the power and the need of profit based incentive plans to labor and quality control management.
  • Establish by work category monitoring, measuring, and reporting performance benchmarks to identify individual performance improvement initiatives.


Who should attend:

  • Anyone responsible for establishing appropriate Technicians/Tune-up Specialists labor incentives for all service and project work categories. 
  • Typical attendees are Owners, Operations Mangers, General Managers, and Service Managers. 



CP-STEP #7.1 Paying commercial sales reps for Profits
Learning objectives:

  • In this session we will learn how to create proven financial commercial sales rep compensation plans for commercial service sales reps that 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 reimbursement into the plan.
  • Understand how to develop a proper compensation mix in the total compensation plan.
  • Understand how to estimate cost of sales on jobs.


Who should attend:

  • Anyone responsible for establishing sales compensation plans for commercial service agreement, retrofit projects, and design-build project work. 
  • Typical attendees are Owners, Operations Mangers, General Managers, Sales Managers, and Service Managers. 

COMMERCIAL JOB TRAINING SESSIONS

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