< PreviousHIGH-PERFORMANCE HVAC TODAY20 AUGUST 2021 HVAC SMART MARTHVACTODAY.COMAUGUST 2021 21 Advertiser Index AD INDEX To Subscribe to High-Performance HVAC Today: ONLINE: Visit HVACToday.com/subscribe for a FREE digital subscription. PRINT: 1 year/$72; single copy $7. Canada: 1 year/$92; single copy $9. Payable in advance with U.S. funds. Prepaid subscriptions may be sent to: High-Performance HVAC Today, PO Box 147, Avon Lake, OH 44012. Phone: 440-949-1850; toll free 800-633-7058; or visit HVACToday.com/subscribe to order online. Arzel Zoning Technology, Inc. | www.ArzelZoning.com .................................................... 17 Baker Distributing Company | www.BakerDist.com ........................................................... 11 Duct Saddles | www.DuctSaddles.com ..................................................................................... 20 Goodman Manufacturing | www.GoodmanMfg.com ..................................................... 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Michel Company | www.REMichel.com .......................................................................... 15 Testo | www.testo.com/en-US/ ..................................................................................................... 20 The New Flat Rate | www.TheNewFlatRate.com ................................................................ 21 To Your Success | www.ToYourSuccess.com .......................................................................... 20 United Refrigeration Inc. | www.uri.com ................................................................................... 5 HIGH-PERFORMANCE HVAC TODAY TM Publisher Dominick Guarino Editor-in-Chief and Associate Publisher Mike Weil Art Director Bill Simon Online Development Director Brian Roseman Circulation Manager Andrea Begany-Garsed Go to ncilink.com/ContactMe with your comments and questions.HIGH-PERFORMANCE HVAC TODAY22 AUGUST 2021 ADD IN PERFORMANCE TESTING Here is another low-investment, low-risk business you can add to your existing services: performance testing, system improvements, and duct renovations. These two disciplines work really well to- gether. Imagine how many leads you could generate if your team performs basic static pressure and airflow testing on every home in a large maintenance customer base. Remember: your best source of leads for high performance work are your existing customers, especially maintenance agreement customers. TRAINING IS CRITICAL Good training is critical to success, but the ap- proach is simple. It starts with service techs who have the tools to measure static pressures, inter- pret airflow, and test combustion during every service and maintenance call. These highly skilled techs have the training to ask customers the right comfort questions. When they find opportunities for improvement, which will be most of the time, these techs share the in- formation with your customer in layman’s terms, then offer to bring in your comfort specialist to perform further testing. When you can fix performance problems and right size a system with higher efficiency and bet- ter performing equipment, your customers will be more than satisfied. They will become raving fans and your best source for referrals! The next step is to confirm the appointment and send in a trained salesperson with the right tools and knowledge to offer the right options to im- prove their HVAC system’s performance. This approach will help you obtain more leads to insure a great fall season. What a great way to move you towards building a more prof- itable, sustainable, and valuable business for years to come. I f you own a traditional residential service and replacement HVAC company, the following questions, if answered honestly, will help you determine if your company is prepared for super lead generation this fall: ■ Is your business built around selling as many replacement “boxes” as you can every week? ■ Assuming you pay yourself a salary, rath- er than pulling your income out of “profits,” is your company’s net profit after ALL direct costs and expenses less than 10%? ■ Do you have less than 200 Maintenance Agreements per million dollars in total sales? ■ Is your primary lead generation method for replacement sales from advertising and internet? ■ Do system performance renovation reve- nues represent less than 5% of your total sales? By answering yes to two or more of these questions, you are likely on track to get the same results you’ve been getting, especially in the second bullet point. Our industry still tracks at less than 3% real net profit. Let’s explore some highly-profitable, low-risk services you can add to your existing business: LOOK TOWARDS MAINTENANCE AGREEMENTS The most obvious, and most common profit center adopted by successful HVAC companies is a large maintenance agreement base. Imagine what that could do for your busi- ness! Your seasonal swings would be leveled significantly. You could capitalize on the econ- omies of doing a high volume of maintenance, and the resulting repair work. Plus the leads for replacements would be HUGE! Remember: building a solid agreement busi- ness takes a focused effort with good processes and a strong commitment. Dominick Guarino is publisher of High-Performance HVAC Today magazine and CEO of National Comfort Institute, Inc. He can be reached at domg@ncihvac.com ONE MORE THING... By Dominick Guarino Answer These Five Questions to Increase High-Performance Leads This FallNext >