When it comes to buying HVAC equipment, parts, and supplies, your customers have an ever-growing list of options. Online stores, like WalMart, Amazon, and E-Bay, are trying hard to take business away from you. You’ll never win a price war with big-box stores, so, instead, focus on all the dollars and cents benefits your customers want and Amazon can’t provide.
Your No. 1 job in two-step distribution is to help your customers be successful. You’re not just selling great equipment and parts, you’re selling increased cash flow and profit improvement. For example, it usually takes an hour or more for a technician to leave a job and chase a needed part. If your customized truck-stocking program saved three parts-chasing service techs just two hours each week, you’ve created an additional 300 billable hours per year. If the average service ticket is $500, you contributed up to $150,000 in added cash flow and revenue.