What to Focus on During Shoulder Season

During this October’s Coaches’ Counsel Q&A, an HVAC Contractor in Oklahoma asked:

“I want to know what to focus on during shoulder season for my contracting business?”

Darrel Yashinsky of Contractor University’s Next Level Coaching program explained that if he has one install team, he wants that one team to be busy every day.

“The first thing we want to try is to build service and maintenance to try and generate action for replacements,” said Yashinsky. He went on to explain that taking care of these needs, at a reasonable price to the customer, helps to educate customers and build their loyalty to your company’s brand.

Shoulder season shouldn’t necessarily be focused on beating last year’s numbers or setting revenue records anyways. Instead, companies can use this time to build their customer’s loyalty and knowledge of HVAC systems, so that when they do want a replacement, they are more ready to buy from you in the busy season.

“Nobody wants to pay the 10K, 15K, or 20K that a new system costs these days, it’s almost like a grudge purchase for some people,” said Yashinsky. “If I can prevent that by fixing something, that is where my head is at initially.”

“For every million dollars in revenue, we’d like you to have 1,000 service agreements,” said Yashinsky. “Those 1,000 service agreement customers will contact whenever there’s a problem.”

Contractor University members can register for upcoming Coaches’ Counsel sessions by visting the Contractor University event calendar.