Educational Articles

Written by EGIA Contractor University Faculty & Marketplace Partners

To Close More Sales, Make it Personal

By Mike Treas
How do you pick a car for your family? Do you drive onto a lot, tell a salesperson that you need a car and let them choose one for you? Do you trust that they know how you will use the car without even talking to you? Is there an unspoken language that allows that salesperson to know how many kids you have, what sports your family participates in, how long the drive to grandma's house is and how much we want to spend? No.
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Nice Guys and Gals Finish First!

By Mark Matteson
Have you ever heard someone say, "Nice Guys Finish Last!"? Ever been to a funeral for a MEAN guy? Not too many people attending. I have been fascinated by the topic of leadership for over twenty years. I've read books by championship coaches in sports (Bill Belichick, Phil Jackson, Red Auerbach, John Wooden), in business (Jack Welch, Bill Gates, Steve Jobs, Alfred P. Sloan) and politics (Teddy Roosevelt, Abraham Lincoln, Ronald Reagan).
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How to Increase Service Technician Revenue

By James Leichter
Before we cover some ways to increase technician productivity and revenue, we should go over a few key performance indicators used to judge service technician output. Residential service technicians should produce at least $250,000 in annual sales with a 63% or higher gross profit margin. A better way to measure technician output is by annual gross profit dollars. That number is $157,500 annually or $630 gross profit dollars per average man day. Techs should run an average of four service calls per day with an average retail invoice amount of $250 each.
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HVAC Marketing, Branding & Lead Generation

By Gary Elekes
Develop a contractor marketing plan designed to maximize your “Brand” while getting the required leads and reducing your cost per lead.
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Seize an Opportunity or Serve the Customer?

By Drew Cameron
Many contractors are about to roll into their busiest time of year with the warmer weather approaching. Phones will ring off the hook for tune-ups, replacement leads and service repair requests.
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