In the first installment of this two-part series, we examined two of the five essentials for HVACR contractor success, which involved employee retention and training. In Part 2, we will explore some of the other essentials necessary to maintain profitability and market share: overhead, presentation, and lead generation.
While working with HVAC contractor clients, I have found five areas of consistent concern. Some of these areas of concern are handled well by some contractors, but even the true essentials of successfully dealing with these concerns are often misunderstood or glossed over.
of the greatest challenges facing the HVAC contractor today is that of hiring,
retaining, and increasing productivity of employees. The industry must overcome the persistent employee shortage. It starts with increased technician income through increased service charges, and it must include a visible career path.
Our industry is notorious for assuming the consumer will only
buy low price. The contractor may typically be afraid of price. However, this
should not be the reality, as historically 80 percent of consumers will
purchase something of greater value if presented with the choice and a reason
to buy it.
Contractors consistently say that they always offer a higher-efficient product
when giving a homeowner a price. And I believe them. But maybe they should
offer a third price as well for an even higher-efficient product and more
homeowners might purchase the offer that is right in the middle.