East / Regional Reports

Audit Helps HVACR Contractors Precision Tune Their Businesses

September 14, 2002
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NASHUA, NH — Building Services Institute Inc. (BSI) has launched Performance Enhancement Program (PEP), a contractors’ business development program, to help increase both commercial service agreement and high-margin project business, the company says.

BSI explains that it conducts a two-day PEP audit to review, compare against best practice, and provide a confidential report along with any recommendations to position the contractor for growth.

“We originally developed the … program to help our Platinum-level members implement BSI’s sales, marketing, estimating, proposal writing, and management programs,” states president Wendell Bedell; “but soon it became a evident that a systematic review was much more attractive and useful to help contractors navigate the current complex market conditions.”

The audit focuses on the four key business areas:

1. Marketing — To verify that marketing and selling processes are in place to systematically grow the business;

2. Finance — To assess financial capabilities, pricing procedures, and financing options to maximize company profits;

3. Product/service delivery — To assess the entire service delivery and customer care/retention processes vs. company capabilities and market requirements; and

4. Organizational — To assess the organizational structure, job tasking, roles, and responsibilities in comparison to “best practice,” for efficient, controlled growth.

BSI’s HVACR clients include Harrington Engineering, East Lyme, CT. The audit “enabled us to efficiently integrate the combined service sales and operations of both our existing and a recently acquired company,” stated David Wilkie, Harrington Engineering.

For more information, call 800-240-2823 and ask for a copy of the Membership Overview, or visit www.bsig.net (website).

Publication date: 09/16/2002

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