Flat-Rate Pricing Can Boost Sales

January 15, 2004
/ Print / Reprints /
ShareMore
/ Text Size+
CINCINNATI - Dave Dombrowski wants Excellence Alliance Inc. (EAI) members to be able to control their own pricing system. That's why he took time out from his duties as a district manager with Metro Services/ARS in North Carolina to talk with EAI meeting attendees about flat-rate pricing.

"Flat-rate pricing keeps a consistency to what you are doing," Dombrowski said. "Techs are focused on the tasks and not on the time it takes to complete the job."

Dombrowski acknowledged that the printing cost of flat-rate books can be costly. But he emphasized the positives. "This is a sales tool," he said, referring to the EAI flat-rate system. "It can get the techs to sell more. All of the rates in the book are in addition to the normal diagnostic charge. Use the diagnostic as a real selling tool before moving on to flat-rate pricing. Make sure that you always collect the diagnostic charge. If the equipment is replaced, the diagnostic charge could be a closing tool; it can be waived."

The EAI flat-rate system is a Microsoft Office-based program. Meeting attendees were given a CD-ROM designed to allow them to get a customized program up and running within a few hours of installation. The training includes setting labor rates, markup percentages, and discounts for multiple tasks and service agreements. With the aid of a preset template, contractor members are able to drop in their logo and begin printing. The template is preloaded with the majority of standardized tasks as well as anticipated labor charges.

Publication date: 01/19/2004

Did you enjoy this article? Click here to subscribe to The NEWS Magazine

Recent Articles by John Hall

You must login or register in order to post a comment.

Multimedia

Videos

Image Galleries

2014 World Energy Engineering Congress

Scenes from the 2014 World Energy Engineering Congress in Washington, D.C.

Podcasts

NEWSMakers: Ed Purvis

Emerson Climate Technologies executive president and business leader Ed Purvis discusses HVACR industry trends, the strength of the industry, and Emerson’s new innovation center. Posted on Dec. 26.

More Podcasts

ACHRNEWS

NEWS 12-22-14 cover

2014 December 22

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe

HVAC TECHNICIAN SHORTAGE

In order to bring more people into the trade and produce more technicians, what should the industry do?
View Results Poll Archive

HVACR INDUSTRY STORE

2015.jpg
2015 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

More Products

Clear Seas Research

 

Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.

DON'T MISS A THING

Magazine image
 
Register today for complete access to ACHRNews.com. Get full access to the latest features, Extra Edition, and more.

STAY CONNECTED

facebook icontwitter iconyoutube iconLinkedIn i con