How to Introduce New Products Into Your Company

This week on ‘Ask the Experts,’ an HVAC Contractor in Minnesota asked:

“I’m trying to build IAQ into my replacement business. How do I introduce new products into my business offering?”

Contractor University faculty member Gary Elekes explained that evaluating a new system in its totality, including IAQ, is widely accepted as standard practice.

“Getting the technicians to buy in is the biggest issue,” said Elekes. “Most of the time, if you have a group of service technicians they are going to be responsible for creating the discussion, doing some evaluation in the home, and having a conversation that’s a part of the service transaction process.”

However, Elekes explained, it’s important to take a bird’s eye view to approaching these situations.

“The more a company owner and a service manager can formulate what I would consider to be a good strategy and a good training and development platform for the techs, the more likely the technicians will be to feel comfortable with products and services that you want to offer.”

Gary Elekes is serial entrepreneur with a passion for helping others become more successful by sharing what he has learned over the past 3 decades working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts

Our faculty members have also answered questions on other topics related to system sales, including How Do I Begin to Grow My Company? and Offering Products and Services for Company Growth.

Hear more from our “Ask The Experts” faculty members on “Cracking The Code,” our weekly web series.

Contractor University members can click here to log in to their member dashboard and submit a question through the Ask the Expert portal.