HVAC Business Academy
Keeping your Team in front of Customers
Objective:
Keep the Team in front on Customers all year. Position the Business to deliver consistent and
predictable results all year, through every Business Cycle. Know if your Business is moving
forward every day by measuring results against pre-determined performance benchmarks.
A. Approach
Understand the four Business Cycles and how to approach each Cycle.
B. Prospect
Keep the Business Pipeline full of prospects all year and turn those prospects into future
appointments.
C. Plan
Determine how many appointments are necessary every month and day. Establish a primary
and secondary plan to attract those appointments.
D. Empower your Team
Fill up the Down and Slow Business Cycle Months three to Six months ahead of time with prescheduled appointments.
E. Track, Adapt and Improve
Measure Daily Performance measured against pre-determined Benchmarks in a visible format.
Keep performance results and Benchmarks VISIBLE.
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HVAC Business Academy
Keeping your Team in front of Customers
Approach
Understand the four Business Cycles and how to approach each Cycle.
Demand Season
The Market Place is responsive to advertising because Demand is High.
Down Season
The Market Place is less responsive to advertising because Demand is Moderate.
Slow Season
The Market Place is not responsive to advertising because there is No Demand.
Up Season
The Market Place is responsive to advertising in anticipation of the Demand Season.
Launch Capability Assessment
☐ Keep the Pipeline of Prospects full all year and turn those prospects into appointments.
☐ Fill the Down and Slow Cycle schedules with appointments three to 6 months in advance.
☐ Develop and Implement a Business plan for each Business Cycle.
☐ Keep Daily results compared to Pre-Determined Benchmarks Updated and Visible.
HVAC Contractor Solutions
☐ Ambassador Program
Due By*
_________
Name (Initial)**
__________
☐ Comprehensive Business Cycle Approach Plan
_________
__________
☐ Comprehensive Maintenance Agreement Program
_________
__________
☐ Team Performance Score Board
__________
_________
* Date by which an actionable item will be completed.
** Person accountable to making it happen.
Prospect (Ambassador Program)
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HVAC Business Academy
Keeping your Team in front of Customers
Keep the Business Pipeline full of prospects all year and turn those prospects into future
appointments.
Launch Capability Assessment
☐ Documented Accountability and Expectations
☐ Strategic Ambassador Plan and Controlling Calendar
__________
Due By*
_________
Name (Initial)**
__________
_________
☐ Visibility of Results measured against Benchmarks
_________
__________
☐ Team Accountability Loops
_________
__________
☐ Ambassador Process Training
_________
__________
Launch Resource & Implimentation Requirements
☐ Scripts, E Mails, Press Releases and Presentations
_________
__________
☐ Business Cycle Promotions
_________
__________
☐ Web Site
_________
__________
☐ E Mail Account
_________
__________
☐ Business Cards
_________
__________
☐ Social Media Accounts
_________
__________
☐ Mail Chimp Account
_________
__________
* Date by which an actionable item will be completed.
** Person accountable to making it happen.
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HVAC Business Academy
Keeping your Team in front of Customers
Prospect (Ambassador Program)
Networking Venue Worksheet
Keep the Business Pipeline full of prospects all year and turn those prospects into future
appointments.
☐ Internal Follow Up
 Completed Service Calls
 Open Sales Calls
 Inactive Customers
 Building and Mining your List
☐ Networking
 Homeowner Associations
 Network Referral Programs
 Lead Sharing Groups
☐ Presentations
 Community Centers
 HOA Meetings
 Retirement Centers
 Community Service Groups
☐ Shows
 Fairs
 Festivals
 Home Shows
 Community Events
 Carnivals
☐ Community Service Clubs
 Lions Club
 Optimist Club
 S.E.R.T.O.M.A.
 Rotary
 Chamber of Commerce
 Boy Scouts
 Girl Scouts
 Athletic organizations
☐ Cause Marketing
 Food or Gift Drives
 Donate Services
 % Of sales toward a worthy cause
 Secret Santa
 Meals on Wheels
 Services for the Needy
 Children’s Home
 Disaster response
 Tragedy Response
 Feed the Needy
 Cloth the Needy
 Fight a Disease
☐ Press Releases
 Radio
 Television
 Community Announcements
 Newspapers
 Flyers
 Bulletins
☐ Resource Assessments
 Controlling Calendar
 Benchmarks
 Tracking Mechanism
 Presentations Offers
 Scripts
 Letter or E Mail
 Business Cards
 Mail Chimp Campaigns
 Social Media Set Up
 Web Site Integration
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HVAC Business Academy
Keeping your Team in front of Customers
Plan
Determine how many appointments are necessary every month and day. Establish a primary
and secondary plan to attract those appointments.
Launch Assessment
☐ Determine your monthly Service Appointment Capacity
☐ Determine how many future agreement appointments need to be scheduled in the Down and
☐ Slow Business Cycles to fill 90% capacity
☐ Determine how many incoming calls need to be scheduled in the Up and Demand Months
☐ Develop Marketing campaigns to attract Tine-up and Replacement appointment
appointments during the Up and Down Swing Business Cycle Months
☐ Focus on Filling each Slow Cycle Month with future appointments by selling maintenance
agreements during Up and Demand Swing Months
☐ Determine how many replacement installation jobs your team can complete each month
☐ Determine how many Marketed Leads would be necessary to accomplish this goal
☐ Establish Replacement Lead Benchmarks for each Month
Launch Resource & Implementation Requirements
Due By*
Name (Initial)**
☐ Complete your HVAC Business Cycle Plan (Tool)
_________
__________
☐ Establish all 12 month Benchmarks based upon the plan
_________
__________
☐ Gain Buy in from your Team
_________
__________
☐ Keep Daily Performance results compared to Benchmarks _________
updated and visible
__________
* Date by which an actionable item will be completed.
** Person accountable to making it happen.
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HVAC Business Academy
Keeping your Team in front of Customers
Empower your Team
Fill up the Down and Slow Business Cycle Months three to Six months ahead of time with prescheduled appointments.
Launch Assessment
☐ Proper Agreement Pricing
__________
☐ Bonus Compensation Plan
☐ Buy In From Team
__________
Due By*
Name (Initial)**
_________
_________
__________
_________
☐ Pre-Scheduling Accountability
_________
__________
☐ Visibility of Daily Performance Compared to benchmark
_________
__________
Launch Resource & Implementation Requirements
Due By*
Name (Initial)**
☐ Agreement Format and Forms
_________
__________
☐ Process Checklist
_________
__________
☐ Technician Communication Training
_________
__________
☐ Customer Service Training
_________
__________
☐ Scheduling Process
_________
__________
☐ Call De Briefing Process
_________
__________
☐ Posting and maintaining Daily results
_________
__________
☐ Renewal Process
_________
__________
☐ Administrative Training
_________
__________
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HVAC Business Academy
Keeping your Team in front of Customers
* Date by which an actionable item will be completed.
** Person accountable to making it happen.
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