PALM SPRINGS, Calif. — Ray Isaac speaks from experience when it comes to the topic of extended service agreements. The general manager of Isaac Heating and Air Conditioning Inc., Rochester, N.Y., told attendees of his seminar at the recent convention of the Air Conditioning Contractors of America (ACCA) that his company has 17,000 service agreements, which represent 60 percent of the company’s service sales volume. He told fellow contractors that it is time for them to get on the service agreement bandwagon.
“Six out of 10 consumers will purchase extended service agreements on automobiles and appliances if they are offered,” Isaac said.
Isaac said a service agreement program is a sure-fire way to “lock in a customer for life” — and a way to protect the future interests of the customer from other outside influences. “Make sure you protect yourself. Don’t allow manufacturers to sell agreements to your customers, especially after you have dropped the manufacturer’s product line,” he suggested.