EGIA Contractor University


How to Effectively Use Financing to Improve Your Sales and Profitability

Recorded: January 26, 2016

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What do the country’s top home improvement contractors all have in common? The things that often come to mind first are quality workmanship, excellent customer service and compelling marketing. These are all true, however, in today’s marketplace where the average US homeowner has only $3,800 in their bank account, another key factor that differentiates the top contractors from the rest of the pack is their ability to effectively integrate financing into their sales process.

With the perceived confusing nature of financing and hundreds of programs to choose from, many home improvement businesses still prefer not to deal with consumer financing unless they have to. With that said, contractors that have not “bought in” to consumer financing programs and mastered the art of presenting them to their customers are leaving thousands upon thousands of dollars on the table each and every week.

With an effective and engaging professional buyer guidance process objections are a thing of the past and make the choice to do business with you the obvious one. Word of mouth will truly drive referrals as customers become ambassadors.

During this webinar, attendees will discover:

  • The most effective ways to communicate and present financing options to your customers during the sales process
  • Proven strategies and best practices for increasing your close ratio and average job size by leveraging financing
  • The best financing options currently available for home improvement contractors and how to choose the right program for your business
  • The different types of customers in the marketplace and what kind of financing offer is the most effective for each type

Presenter Bio

Eric Howarth

Vice President of Contractor Services, EGIA

As General Manager of EGIA's Contractor Marketplace and Consulting Services, Mike is responsible for developing and executing EGIA's enhanced member benefit and training offerings. Mike focuses on delivering exceptional training options to EGIA Members along with building relationships with vendor partners to help EGIA members reduce their overall costs of doing business. Mike has been the owner of, and consultant to, HVAC, Plumbing and Electrical contracting businesses for over 25 years, was the President of one of the industry's first HVAC training affinity groups and led the development of the first Vendor Rebate programs in the industry. Mike has a undergraduate degree in Computer Science and Accounting from Utah State University, is a CPA and has an MBA in Marketing and Finance from the J.L. Kellogg Graduate School of Management at Northwestern University.