August 7, 2018 - Volume 38
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Sales Seeds vs Sales Leads”

Sales leads are the lifeblood of any contracting company. But they don't just fall out of the sky. So how can you grow them yourself?

David Holt of NCI joins Weldon Long to close out his ongoing series on performance measurement. This week, David explains the idea of identifying sales seeds through performance measurement early on and then, down the line, cultivating them into sales leads.

Plus, more on how to navigate the "Sales Hallway" with your customer, respond to their objections -- and come out on the other side with a closed deal and a satisfied customer.

Watch the Show

Watch now before it enters the EGIA members-only archive on 8/13.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on After-Hours Service Calls

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.

Take this month's survey on After-Hours Service Calls and be entered for a chance to win a $100 Visa or Mastercard gift card.

Take the Survey Now
July’s Contest Winner
Congratulations to David LeRoy of David LeRoy Plumbing in New Cumberland, PA, for winning last month's $100 gift card
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Free Snippet from the Weekly "Ask the Experts" Conference Calls

How important are service contracts for growing my business?


Service agreements are how we refer to those. We try to teach the technicians to, nomenclature-wise, make sure the customer understands that it’s a club agreement or, we call them USA agreements. We try to not use the word “contract.” And as we look at how important that is to the business...

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Register & Submit Your Own Questions for the Next "Ask the Experts" Conference Calls for Alliance and Premium EGIA Members

Register for Monday 8/13
10am Pacific (1pm Eastern)
Register for Monday 8/20
10am Pacific (1pm Eastern)
EGIA Podcast
“Mastering Sales & the 75% Close Ratio”

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.

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Listen Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Recently, we surveyed contractors about their Inventory Management. Below is the result from one of the questions we asked:

Does your company have a formal, data-driven forecasting process to attempt to ensure the correct inventory is on hand?

While every contracting company carries some inventory, only 17% of surveyed companies use a formal, data-driven process to forecast how much they should have on hand, while 83% simply estimate. Of course, not having equipment when you need it can cost you sales, but holding excess inventory is likewise going to impact your bottom line by occupying capital you could be allocating elsewhere while increasing the many fixed and variable costs associated with warehousing. In a perfect world, you’d have zero inventory on-hand while the supplier never misses an order. Short of that however, you should at least proactively incorporate data in order to forecast as accurately as possible. Some considerations include:

checkmark Previous sales history -- What products have sold in the past? What quantities? What time of year?
checkmark External influences like utility rebate programs or distributor pull-through programs
checkmark Planned growth
checkmark Planned marketing initiatives and associated demand changes
checkmark New equipment models and models that will become obsolete, according to distributor or manufacturer

Log-in to access last month’s research summary report on Inventory Management, as well as the full Snapshot Survey archives.

Log-in Now

Visit the interactive Contracting Best Practices Library on for training and education resources on inventory management, material handling and more.

EGIA Podcast
“Operating Software”

On, JD asked:

“We have recently begun the implementation of a new operating system that will incorporate both the mechanical and electrical divisions of our company. There is some hesitancy due to, of course, fear of change! My question is whether any of you have changed operating platforms or made other significant changes to your operation and if so how you 'sold' the rest of your organization on the idea that it was the best move for the company.”

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

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Sign Up Now to Secure a Seat

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

View Full Event Schedule
EGIA Podcast
20 Students Selected for Their Passion & Commitment to Industry

The EGIA Foundation has selected its first-ever class of scholarship recipients, a group of students who will be pursuing education in an HVAC-related field at an accredited two-year college, vocational or technical school, or other approved institute during the 2018-19 academic year!

One of the EGIA Foundation’s core activities, the scholarship program helps to improve the ongoing workforce shortage in the home services industry by awarding twenty $2,500 scholarship to select dedicated individuals who are currently seeking education to better prepare themselves for a career in the industry.

Learn More
Meet The Recipients
EGIA Podcast
“Air Balancing and Energy Savings”

For five decades air balancing has been specified by mechanical engineers on nearly every commercial project. In recent years, air balancing has moved into the energy efficiency market as a method of verifying the operating performance of both residential and commercial HVAC systems.

Let’s take a look at how new air balancing reports are placing manufacturer specifications and measured field data side-by-side to prove how efficient an installed system is operating.

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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.

Join As An Alliance Member
Learn More
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
EPIC 2018
Sign Up for the Waiting List

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.

Join the Waitlist
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Service Agreement Training

Service Agreement training is one of the 10 core areas of curriculum available through EGIA Contractor University. 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 service agreement training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Service Agreement Class Demo
HVAC Sales Academy Video
Service Agreement Intro Video
Industry Leading Financing Available for Contractors
Avis Car Rental

With approximately 5,450 locations in more than 165 countries, Avis operates one of the best known car rental brands in the world. Avis, one of the rental industry's top innovators, is known worldwide for its unrivaled customer loyalty.

Special Offer for EGIA Members:
Up to 25% off your rental plus bonus offers like dollars off, complimentary upgrades or a free weekend day.
HVAC Sales Academy Video
More About This Offer
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