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EGIA Contractor University Weekly Update
This Weeks Featured Content
What Attendees Are Saying
Watch Highlight Video
"I loved this conference! I came away with so much information to take my company to the next level!!" – Dan Sommers, Advantage Heating and Air Conditioning
"It's very rare that you can get all these people into a room together at one time -- and really interact with them outside of the breakout sessions. So if you do have a question that's specific to you, you can get an answer. It's really great!" - Kenneth Gibson, Gibson Heating and Cooling
Upcoming Conferences
New Orleans, LA
March 16th & 17th
St. Louis, MO
April 13th & 14th
Philadelphia, PA
May 4th & 5th
Use the complimentary registrations and free hotel stay* that come with your EGIA membership and register today for next week's New Orleans conference!
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* Standard members receive 1 free conference registration annually and Premium members receive 3 free conference registrations annually. Premium EGIA members also receive one 2-night stay at a conference hotel annually. For more information, call 888-213-9320.
HVAC Sales Academy Weekly Show
The Product Demonstration
The Price Objection is one of the most common objections contractors face. As soon as you show your homeowner your prices, the first thing through their mind is always "How do I get this cheaper?" That's what your homeowner's mentality is going in to the closing sequence. So, how do you change that dynamic while building trust, value, and educating your customer all at the same time? By using The Product Demonstration.
HVAC Sales Academy Video
Premium EGIA Members: Log-in at the link below and click on the HVAC Sales Academy box in the Contractor Portal to watch this week's training and learn more about The Product Demonstration.
EGIA Member Log-in
HVAC Business Best Practice Weekly Update
The following training materials have been added this week to the HVAC Business Best Practices online training platform. Premium members can now log-in to the EGIA Contractor Portal to access these resources.
iconTEMPLATE: Sales Presentation Template Pages for Position Cookbook
Utilize these pages to create a cookbook sales book. These are the price and key product pages for each position. The files CAN be linked to organize the prices to export to the powerpoint. Once you create your files and names you can link them for ease.
iconTEMPLATE: Benefits Page - Cookbook Price pages
This is the benefits sheet that follows every single cookbook page. Each price sales page has this sheet detailing your company specific reasons for the benefits.
iconTEMPLATE: Marketing Plan Example Blank Template
Use this tool to develop a set of goals and action plans around your marketing needs. Once you have completed a situational analysis of what needs to be done, in terms of marketing and branding, this becomes a company document to work a plan and build your strategies for greater success. We review these in the Advanced Marketing, Branding and Lead Generation educational workshop.
iconTEMPLATE: Promotions and Call to Action for Marketing & Sales
Use this tool as a planner to establish your costs for all promotions. We then have a percentage we can utilize for budget purposes.
iconDOCUMENT: Technician Communication - Indoor Air Quality Selling Process
Learn from the best as Steve Mores discusses the FOCUS selling and communication process for service technicians within a service call environment. We can all get better at the approach of discussing solutions, by being smarter and more versed on our diagnostic skills and timing. Steve takes a specific approach to helping your technicians and the company learn how to better serve the client and at the same time make some additional sales and earnings in the process.
iconDOCUMENT: Technician Communication and Selling Process - Indoor Air Quality Products
Learn about the FOCUS process here to discussing and communicating indoor air quality solutions to a customer. Many, if not all, companies want their service technicians to promote solutions when appropriate, so in this article Steve walks us through a process proven to work well at leading a client through a proper diagnostic and discussion with no high pressure tactics. Utilize the incredible knowledge Steve has in bringing IAQ to your company service - product forefront, and sell more at the same time.
iconDOCUMENT: The Introduction to Indoor Air Quality
Review the fundamentals within the Indoor Air Quality Business. This is an introduction to the world of IAQ and its possibilities.
iconDOCUMENT: Gross Margin Versus Markup - They Are NOT the Same
Be wary of thinking that choosing a markup and using it to multiply against direct costs will create a sales price that yields the same margin as what you believe that markup to be. They are not the same at all and in fact vary wildly. Read about the differences here, and understand how to choose the correct markup to yield your price and a margin you expect. An example is 1.66667 markup creates a 40% gross margin - study and make sure you are pricing accurately to make a profit.
iconDOCUMENT: Aligning Your Company Financials with Operations
Most companies cannot take advantage of information simply due to the fact their financials do not reflect what is truly happening inside the company's operations. What we aspire for is our data to be timely and accurate, and reflect real life what is/has happened to our company so we can make the most informed decision. This article describes why and the process of how a company can create alignment and make better decisions.
iconDOCUMENT: Overview Slides of Marketing Ideas
Utilize these slides as a planning tool along with the marketing plan, to identify your specific marketing needs within your company. A deep dive yearly review of the big ideas, why we do certain practices and marketing processes is always an effective method to determining your yearly, monthly and weekly lead plan.
iconDOCUMENT: The 7 Commandments of Financial Success
The seven (7) commandments of financial success break down the basic principles in capturing key information to make decisions. While most are not complicated, the commandments require some level of discipline to implement and this is the bigger challenge in leadership. However, use this information as a guidepost for establishing financial best practices and set your company on a course to sustained financial success.
iconDOCUMENT: Promotions - The Slow Season Profits Checklist
Use this checklist to develop your own, and define your slow season checklist plan to make money even in the off periods.
iconDOCUMENT: Timing of Financial Reports and Why
Timing is a common question. When should you be receiving your company reports and data? This will vary depending on your goals, and to some degree competency, but no later than the 5th of the month after a close in an accounting period. Learn why.
iconDOCUMENT: Managing A Company's Business Mix is Crucial to Profitability
Understand the basics of pricing and financial management in determining the mix of business you may want to maximize your profitability.
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Upcoming EGIA Contractor University Educational Workshops
Below is a summary of the EGIA Contractor University educational workshops that are scheduled during the month of March. Premium members can pay for the cost of attending these events by utilizing their EGIA Contractor University savings account funds that they earn each month as a result of their membership investment. For a full list of workshops, visit www.egia.org/events.
MAR 21 — Customer Service Representative Coaching – Philadelphia, PA
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MAR 21-22 — Advanced Branding, Marketing & Lead Generation – Dallas, TX
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MAR 22-23 — The Invincible Replacement Sales Professional – Chicago, IL
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MAR 22-23 — Technician Communication & Selling – St Louis, MO
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MAR 23-24 — Service Operations Excellence – Houston, TX
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MAR 28 — Leadership for Entrepreneurs – Sacramento, CA
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MAR 28 — Introduction to Branding & Marketing Excellence – Chicago, IL
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MAR 29-30 — The Invincible Replacement Sales Professional Workshop – Atlanta, GA
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MAR 30 — Leadership for Entrepreneurs – San Diego, CA
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View Full Calendar
For more information contact EGIA Member Services at 866-502-2021
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