After-hours service calls can be a tricky proposition to juggle. Offering the convenience to your customers can be a big draw, as they know they’ll never be caught without heat or air conditioning. But figuring out how to manage the process and what to pay for it can be difficult. In this month’s Snapshot Survey, we’re asking all about after-hours service calls to get an idea of what’s working in the industry – and what isn’t.

Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson.

In the latest episode of the Contractor Coffee Club podcast, Mark lays out the philosophies and strategies that have helped him achieve unrivaled sales accomplishments -- and can help you, too.

Plus, he discusses recent industry survey data on health benefits, and how benefits and culture factor into recruiting and retention.

How long does your typical in-home sales presentation last for new installation projects?

Log-in to access 5+ years of Snapshot Survey industry research archives, including last month’s summary report on Inventory Management.

Visit the interactive Contracting Best Practices Library on EGIA.org/University for training and education resources on in-home sales, inventory management and more.

On ContractorConnect.org, Anonymous asked:

“Where is the best place to look for a service manager? Where do you hire them? Would it be smart to hire a service manager before hiring technicians? So far in our business we have been running the business and service calls, and we are ready to hire full time techs and managers to keep techs busy but also on check.”

See other contractors’ and consultants’ feedback, and join the conversation yourself, on Contractor Connect – the latest EGIA member benefit free for all members.

EGIA’s acclaimed live educational workshops are back this fall and, as always, registration is free for EGIA Premium Members! Upcoming workshops include:

If you talk to anyone experienced in measuring static pressure, they will admit they’ve dealt with inconclusive and goofy readings that didn’t make sense. This typically results in a frustrating but rewarding day, because they learned something they won’t forget.

Most questionable readings start with overlooking and/or ignoring static pressure measurement basics. To refresh your memory, I thought it would be fun to look at four common mistakes the best in our industry make when measuring static pressure.

EGIA has partnered with National Comfort Institute (NCI), the HVAC industry’s leading technical training organization, to create the High Performance HVAC Alliance which delivers a powerful new joint membership opportunity for contractors. The new alliance membership option includes all the benefits of both EGIA and NCI premium memberships at a significantly reduced rate.

EPIC2018, EGIA’s hotly anticipated contractor conference, is officially sold out!

Featuring can’t-miss keynote presentations from sales psychology expert Connie Podesta and legendary outdoorsman Aron Ralston, who’s harrowing story inspired the Oscar-nominated film 127 Hours, as well as breakout sessions led by some of the industry’s most acclaimed educators, EPIC2018 takes place September 27-28 at the Cosmopolitan of Las Vegas.

While the conference registration has reached capacity, you can now join the waitlist. In the event of cancellations, spots will be filled from the waitlist in the order they joined.

Leadership Training is one of the 10 core areas of curriculum available through EGIA Contractor University, designed to help owners and managers develop their skills that facilitate growth in the company. For each core curriculum topic, online classes, in-person workshops and online library resources (videos, templates, and implementation tools) are available for EGIA members. To learn more about our Leadership Training, watch the intro video below and take the online class demo.