Guest Blog


Dispatching for Dollars

October 23, 2009
/ Print / Reprints /
ShareMore
/ Text Size+

There is no doubt that a heating and air-conditioning company can live and breathe through their service and maintenance department (the heart and lungs of your company).  I was taught many years ago that you can successfully “recession-proof” your company by building up your service contracts.  Having service and maintenance technicians provide precision tune-ups to contracted customers’ heating and cooling systems will build a customer base and provide steady cash flow for your company. 

There is one piece of this business survival system that often gets overlooked - the dispatch procedure.  Every business has service technicians that are natural lead generators.  These technicians are great because they’ve bought into the philosophy that lead generating benefits everyone (the customer, the company and the technician).  Yet, I often wonder why businesses don’t dispatch their great technicians to customer homes as a sales strategy.

Many companies dispatch based on geography versus opportunity.  Instead of sending the technician to the next maintenance or service call because it’s close to him, why not send him because there’s a 17-year-old piece of equipment that you know he can turn into a lead for your sales department?  The same idea applies for younger pieces of equipment and technicians that are not your natural lead-generators. 

The primary goal for every call should be to make sure the customer gets taken care of properly.  Using strategy during the dispatch process, you can increase your sales revenue and profitability at the same time.  The same approach should apply to emergency service calls where possible.  If your customer service representatives are asking approximate ages of furnace or air-conditioning systems, a decision can be made on which technician goes on which call.  Dispatching for dollars and not geography will make you more money while satisfying the customer.

Read more sales and business strategies on Michael O’Grady’s sales and business resource, http://www.sales-psychology.com and sign up to receive the free sales guide, “7 Strategies to Take Action on Your Greatest Sales and Business Goals”.
You must login or register in order to post a comment.

Maintenance and Repair Billing Technology

Marvin "Coach" Powell
November 1, 2009
There is an absolute revolution for service companies that want to maintain their competitive edge in business related to this very topic. In fact one of my recent clients, Task Technology, is leading the charge to support leading maintenance companies to gain and keep their business growth on track. Their FREE whitepaper can be accessed here http://www.tasktechnologies.com/MaintenanceandRepairServiceCompany.pdf.Remember you heard it here first! "your success is our focus" -Coach Powell

Best Teck For The job

Denis Menard
January 26, 2010
Your article is just a great idea and we will adjust our direction. Yes from location to income

Multimedia

Videos

Image Galleries

2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.

Podcasts

Kyle Gargaro, editor-in-chief of The NEWS, hosted the 2014 ACCA CEO Forum. At the event, six well-known, highly respected company executives, Gary Michel, Ingersoll Rand/Trane; Chris Nelson, Carrier Corp.; Chris Peel, Rheem Mfg. Co.; Rod Rushing, Johnson Controls; Brent Schroeder, Emerson Climate Technologies; and Doug Young, Lennox; provided individual industry outlooks and fielded questions directly from attending contractors. Listen to the entire event on the NEWSMakers podcast. Posted on April 14.

More Podcasts

THE MAGAZINE

ACHRNEWS

NEWS 04-14-14 cover

2014 April 14

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe

SERVICE CALLS POLL

Which statement on service calls best applies to your business?
View Results Poll Archive

HVACR INDUSTRY STORE

plumbing-hvac.gif
2014 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