Thriving in the New Normal: Week 10 – Managing replacement sale

Managing replacement sales during the high demand season with disruptions to labor, equipment, and material to complete the job

Goodman’s Dealer First philosophy has never been more critical than it is right now. We are committed to providing your business with the support and value it needs to maintain your small business goals.

Please join us on Friday, May 22nd, at 12:00 PM CST for the 10th in our 16-week series, How to Thrive in the New Normal.

REGISTER HERE

You can view all Thriving in the New Normal broadcasts at www.goodmanbusinesstoolbox.com, www.amanabrandbusinessacademy.com, or www.franklinhvacuniversity.com. Select Dealer > Training Resources and look for the Thriving in the New Normal logo.

In sessions 10, managing replacement sales during the high-demand season with disruptions to labor, equipment, and material to complete the job, you will learn how to effectively manage your customers’ expectations, your job board and cashflow when disruptions in business happen.

  • Business Disruptions – An opportunity for reinvention

When disruption in labor, equipment, material happens, and the winning business models and ecosystems have not been established there are a couple of guidelines to follow. Experiment with pilots and partnerships to find the right value proposition for your customers. Determine into which business opportunities revenue is flowing to and focus on those areas that are bringing in the most revenue. Participate in industry groups in order to learn from others and influence the direction of the industry.

  • Customer for Life – Customer Development

Once a customer has been acquired and retained, a company can increase customer profitability by deepening the relationship. As a rule, it costs eight to ten times more to acquire a new customer than to sell additional products and services to an existing customer. Customer development is especially important when there is intense competition among companies and when acquisition costs are high. Three main concepts help organizations garner growth from existing customers: share of wallet, cross-selling, and upselling, and redefining business.

  • Marketing Plan- Gap Analysis

The difference between the current business state and desired business state is your Gap analysis. This is so important when determining what impact disruption is having on your business and identifying where the greatest opportunities may be. Once you have identified the problem, it is much easier to be able to focus on the solution. You will learn how to conduct a gap analysis and the process for identifying the best solutions.

The Sales Lab

  • Customer Reaches Out – ecommerce

What are ecommerce and should your site have an ecommerce solution? As disruption continues to be a factor what processes can you automate by adapting technology to your benefit. So often we sell time for money but what services can you leverage in order to break this vicious cycle. Learn how top tech companies have broken this code and how you can do the same in your own business.

CI Web Group Inc.

  • Appointment Made – rescheduling appointments, upselling, and cross selling

When your ability to perform work is disrupted due to circumstances out of your control, what do you do? You need to make the most out of every single contact that you have with your customers. Learn how companies are doing this by booking more appointments, upselling, and cross selling and even by managing the job board as they reschedule appointments in order to maximize productivity and serve customers to the best of your ability.

Power Selling Pros

  • Problem Identified – Pre-Sold situation

Toilet paper, Bikes, and yes HVAC we are in a pressed situation. Just what is a pressed situation? This is when you are unable to provide a service due to a lack of labor, equipment, or materials. We will give you 5 strategies to keep your customers happy and let them get the system that they need and want without having to compromise on their Health, Safety, Comfort, or Energy concerns.

High-Performance HVAC Today – Free magazine subscription

National Comfort Institute (NCI) – Free Trial Membership

  • Problem Solution – KPIs for Sales & Install, People are buying differently

Buying habits are constantly evolving however the measurements used to determine opportunities and success remain constant. Learn what you should be measuring and how these buying habits are changing and what you should do about it.

Pro Comfort Advisor

  • Compensated for Services – Cashflow through financing

Whenever business is disrupted managing cash flow is one of your most important endeavors. The EGIA financing clearing house has some unique products that are not available from anywhere else that will help you be able to better manage your cash flow as you work to best serve your customer base.

EGIA Financing Clearing House

  • Embrace Technology

Now is the time to identify the process for every transaction within your business! Use technology to help increase your business’s overall efficiency. What manual process does your company utilize that could be automated? Review your current business operation methods and identify those that can be improved with technology.

  • Thank and Encourage your People

Your staff is one of your most valuable assets. They may have concerns, need reassurances, and want to know how they can help. They need to hear from you. Even in these unprecedented times, find ways for employees to enjoy their workplace and take time to recognize extraordinary efforts.

Be sure to join us on Friday, May 22nd, at 12:00 PM CST for the 10th in our 16-week series, How to Thrive in the New Normal.

REGISTER HERE

This event is hosted by the Goodman Business Toolbox, Amana Brand Business Academy, and Franklin HVAC University.

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