November 6, 2018 - Volume 51
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Exceeding Customer Expectations”

It's not just about meeting the customer's expectations. Many companies will do that. It's about exceeding those expectations -- giving them that exceptional "WOW" experience. But how?

This week, Weldon Long and Gary Elekes tackle that very question to ensure every homeowner has that unrivaled customer experience every time.

Plus, in the Q&A section, we're talking the best financing offerings -- and incorporating them into the sales presentation -- and how to properly spiff salespeople and service techs.

All that and more, on this week's episode of Cracking the Code.

Watch the Show

Watch now before it enters the EGIA members-only archive on 11/12.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Free Snippet from the Weekly "Ask the Experts" Conference Calls

If you had a crystal ball, how do you see our business in 10 years? What changes does the contractor need to embrace today in order to be prepared for the future?


I do believe there’s going to be some substantial changes in the next 10 years. It’ll be probably driven a lot around the technology enhancements that we’re running right now with respect to, you know, 10 years ago essentially …

Read More

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

Register for Monday 11/19
10am Pacific (1pm Eastern)
Register for Monday 11/26
10am Pacific (1pm Eastern)
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Choosing Equipment Brands

Sure, your company is selling service and expertise -- the solution to a problem -- but the equipment itself is still a big part of every industry company's business. So how do you decide what brand to sell? Should you offer a variety, or vet out a single brand that you think is in your client's best interest? In this month's Snapshot Survey we're asking all about choosing equipment brands to learn what practices are being implemented across the industry -- and why.

Take this month's survey on Choosing Equipment Brands and be entered for a chance to win a $100 Visa or Mastercard gift card.

Take the Survey Now
October’s Contest Winner
Congratulations to Michael Mattioni of Mattioni, Plumbing, Heating and Cooling, in Downington, PA, for winning last month's $100 gift card
EGIA Podcast

EGIA recently surveyed our member companies to gauge overall interest in a potential discounted health benefit program for their employees and found overwhelming support from those who participated. We are moving forward in the process of building a discounted employee health benefit program that we can deliver to our member contractors.

In order to create this program, we need your help collecting additional census data on your employees to assist us in crafting a competitive and beneficial program. No names or contact information are needed, and by providing your complete employee census data at by Friday, November 9th, you will be entered into a drawing for a $500 visa gift card!

Submit Employee Census Data
EGIA Podcast
“How the $100 Million HVAC Company Was Built”

Less than 15 years ago, Parker & Sons did $7 million in sales. In 2018, they'll surpass $100 million. How did they accomplish such incredible growth?

In the latest episode of Contractor Coffee Club, Parker & Sons owner Paul Kelly joins host Mark Matteson to explain exactly what he's done, what his company focuses on, and what they continue to strive for in order to reach those heights ... and continue that growth.

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Listen Now
EGIA Podcast
“Software Suggestions – Growing Pains”

On, Harry asked:

Looking for ideas on software and/or online bookkeepers for data input and financial statements for our business. I am too small to add more internal overhead and cannot see if we are profitable to even do so. Some ideas please.


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
In last month’s Snapshot Survey, we asked contractors about overcoming seasonality. Below is the result from one of the questions:

In a typical year, does your company layoff (or hire) seasonal employees?

Once an all-too-common occurrence, seasonal layoffs have decreased to some degree in recent years as more and more companies have put an emphasis on seasonal initiatives and year-round planning to prevent the practice. When asked if they hire or layoff seasonally, 82% of contractors we surveyed said they do not, against 18% that do. Most companies identify finding good people to hire as the primary issue they’re facing, so ensuring that, when the right person is hired, they don’t need to be let go during the offseason is of paramount importance. At the same time, someone who isn’t worth keeping throughout the year may not be an ideal hire just because it’s July, either. Some best practices to flatten the seasonal cycles and keep employees busy all the time include putting an emphasis on service agreements all year, so techs can focus on maintenance during slow seasons, as well as seasonal marketing initiatives to drive business when it doesn’t happen organically.


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

Log-in Now

Visit the interactive Contracting Best Practices Library at for training and education resources on marketing campaigns, service agreements, and other tools that can help businesses overcoming seasonality.

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

More of the Fall 2018 slate of educational workshops are reaching capacity, but don’t worry, there will be plenty more opportunities to experience the one- to two-day game-changing educational experiences that are garnering rave reviews industry-wide: We have officially announced the Spring 2019 Workshop Calendar!

Twenty-five more acclaimed live educational workshops have been added to the calendar beginning in January, on topics like marketing, financials, customer service, sale, service agreements and much more!

As always, registration is free for EGIA Premium Members!

View Full Event Schedule
EPIC 2018
Save Your Spot at the Industry’s Preeminent Education Event

EPIC2018 is in the books but, after it sold out three months in advance, you don’t want to wait to reserve your spot for EPIC2019.

Next year’s conference will take place October 3-4 at the Bellagio in Las Vegas, and will be built upon the same foundation that made EPIC2018 such a success: a commitment to helping individuals and companies grow and improve, access to industry experts and world-renowned keynote speakers, and unrivaled networking opportunities!

Don’t wait, lock-in your spot today!

Pre-Register Now
EGIA Podcast
Bridging the HVAC Employment Gap Now Available Online

The EGIA Foundation’s new industry research report, Bridging the HVAC Employment Gap, is now available, following a special advance launch last month at EPIC2018.

The EGIA Foundation, a 501(c)(3) nonprofit dedicated to improving the future of the home services workforce, partnered with market research firm Decision Analyst for the wide-ranging, comprehensive project that included surveys and in-person interviews with everyone ranging from contractors and manufacturers to high school students, parents and educators.

The final published report investigates the root causes of the HVAC industry’s ongoing workforce shortage, and uncovers conclusions and solutions to help move the industry forward toward a brighter future.

Download your free copy of Bridging the HVAC Employment Gap today, or request a print version for a small donation.

Get The Report
Industry Leading Financing Available for Contractors
Smart Fleet

A family-owned GPS tracking and fleet management solutions company, Smart Fleet has been providing excellent customer service in 42 states and Canada for the last decade. Smart Fleet reduces labor and fuel costs, increases productivity and accountability, enhances customer service, reduces insurance costs, offers real-time fleet visibility and much, much more!

Special Offer for EGIA Members:
Exclusive discounted pricing on equipment/hardware
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In-Home Sales

In-Home Sales 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 in-home sales training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
In-Home Sales Class Demo
HVAC Sales Academy Video
In-Home Sales Intro Video
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