Thriving in the New Normal Week -5

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Thriving in the New Normal | HVAC Dealer Training Series

How Are HVAC Contractors Thriving?

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, April 17th, at 12:00 PM CST for our 5th of 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 session five, “How are HVAC contractors Thriving?” You will hear how HVAC contractors are
thriving in each of the 7 segments of the HVAC business cycle. Our panelists will interview
contractors in order to understand what your fellow HVAC contractors are doing to not only survive
but to thrive in this new normal

1. The HVAC Business Cycle Revisited?

The HVAC business cycle gives us a picture of the customer journey with an HVAC contractor and
helps you focus on areas for improvement and where the greatest impact can be had. We will
dissect this cycle into the 7 segments to help you identify your greatest opportunity for
improvement during this time of transformation for everyone’s business and the role that they play
in that business.

2. Problem Solution – Communicating and Providing the appropriate solution

There are two segments to providing the proper solution, communicating the solution in a way that
resonates with and is understandable to consumers and then delivering a viable solution in a
profitable and affordable manner. We will learn what contractors are doing both in terms of
communication and delivery as they continue to thrive in this new normal.

Pro Comfort Advisor

3. Compensated for Services – Trends in financing

During this new normal we have seen a huge increase in contractor enrollment and engagement in
financing activity. Best practices continue to be having the ability to offer a no interest no payment
solution along with a low monthly payment as close to $100 per month as possible. You will hear how contractors are taking advantage of the unique financing tools and programs that EGIA and
Goodman/Amana have developed for their contractors.

EGIA Financing Clearing House

4. Customer for Life – Reoccurring Revenue and Lifetime Customer Value

What do you do with customers that are currently signed up with prepaid services and how do you
get more customers signed up during this time of uncertainty? What is the lifetime value of a?
Homeowner and how can you increase your existing customer base during this unprecedented
time that we find our self in.

5. Marketing Plan – How are you redefining yourself during this time

Who are you? This is a question philosophers and marketers alike have been asking since the
beginning of thought. With every major disruption comes a time of discovery and redefining of
one’s self. Here how HVAC contractors are redefining their business, roles within their business
and the solutions that they deliver.

The Sales Lab

6. Customer Reaches Out – Where are you

Consumer behavior has changed drastically and all the things that had worked in the past to attract
customers most likely are not as effective today. Hear how other contractors across the country
are thriving in attracting customer segments that historically were not doing business with them.

CI Web Group Inc.

7. Appointment Made – Momentum

The thing about momentum is that it starts off slowly and begins to pick up speed and sometime
mass as well. Many HVAC contractors have made changes within their customer service
approach and those changes are starting to build momentum in those organizations. Learn what
changes HVAC contractors are making and how these changes are beginning to build momentum
within their organization.

Power Selling Pros

8. Problem Identified – Diagnosing problems in the New Normal

Social distancing creates a unique set of challenges for an in-home service provider. It also brings
new opportunities for us to engage with our customers like we never have before. Learn how your fellow contractors are solving for these challenges and creating a better experience for the
customers that they serve as they uncover many problems that went undiagnosed in the past.

National Comfort Institute (NCI) – Free Trial Membership
High-Performance HVAC Today – Free magazine subscription

9. 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.

10. 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, April 10th at 12:00 PM CST for our 4th of 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.

Sincerely,

Benjamin Middleton
National Sales Training Manager

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