November 20, 2018 - Volume 53
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Driving Revenue with Promos During Slow Seasons, Part 2”

Promotions are the key to driving revenue during the slow seasons -- a concept we covered last week. But how do you fit those marketing activities into your budget?

Gary Elekes is back with us this week, to continue the conversation on how to grow offseason revenue using promotions. Plus, Q&A on where the industry is going, and what contractors need to prepare for over the next five years.

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 11/26.

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

What vacation benefits should we offer to long-term employees?


That’s a tough one, because each company has a financial constraint, and how the company wants to set up its benefits program has a lot to do with the ability of the company to set-up its benefits program. If you had unlimited resources, obviously, you’d pay 100% of the benefits and you’d set-up a benefit program and vacation policy that allowed you to maximize recruiting. But if you’re in a position, like most of us are, where the cost of benefits is pretty much escalating year after year, you have to make some decisions about what you can afford as a business. That goes back to your costing, pricing, your ability to …

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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 11/26
10am Pacific (1pm Eastern)
Register for Monday 12/3
10am Pacific (1pm Eastern)
EGIA Podcast
“The 10 Qualities of Industry Leaders”

Mastering sales is the theme on the latest episode of Contractor Coffee Club. This time, host Mark Matteson shares the 10 most proven strategies embraced by industry leaders across the board -- strategies that result in unrivaled success and, in one particular case, a 95% close ratio.

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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
“SEO & Internet Marketing Help”

On, Larry asked:

“I have struggled for several years to get a good SEO company and someone to help with social media marketing. Anybody have recommendations?”


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

Industry Leading Financing Available for Contractors
iMarket Solutions

iMarket Solutions empowers business by helping them build a compelling online presence, then leveraging that presence to run marketing campaigns through a variety of media including traditional and paid online advertising.

You'll maximize local organic search results and generate more leads, while decreasing your overall cost per lead.

Special Offer for EGIA Members:
No set-up fees for any iMarket Solutions services
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In August 2014, we surveyed contractors on Customer Discounts. Below is the result from one of the questions we asked:

Please select all of the ways customers can receive a discount from your company.

When we asked contractors how their customers were able to qualify for discounts, the most common answer was “Coupons”; however, many contractors also selected “Other” and then wrote-in that they offer discounts when customers sign-up for ongoing service agreements. Offering discounts when customers sign-up for service agreements is a great example of how to use discounts as a way to increase revenue. Other good reasons to offer discounts include:

  • Seasonal discounts to drive sales during the slow months
  • Bundled deals to increase the size and scope of the project
  • Pre-pay discounts to help manage cash-flow issues


Log-in to access the Snapshot Survey archives – more than six years of industry research data – including last month’s summary report on overcoming seasonality.

Log-in Now

Visit the interactive Contracting Best Practices Library on for training and education resources on pricing, marketing and principles of discounting.

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 than twenty-five live educational workshops are available 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
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Technician Communication & Selling Training

Technician Communication & Selling 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 technician communication & selling training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Tech Selling Class Demo
HVAC Sales Academy Video
Tech Selling Intro Video
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