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In This Issue:
It’s Time to Insulate Your Own HomeAll of us are obviously excited about AttiCat® insulation. This past summer my husband and I couldn’t wait to upgrade our attic from R 30 to R 70. Living in Colorado, we had cold winters and hot summers. We knew that we could significantly improve not only the comfort of our two- story home but significantly reduce our heating and cooling bills. A short time after we upgraded our attic insulation, my husband was offered and accepted a new position in Charlotte, North Carolina. We were nervous about listing our house after summer and in a down turned market. When we listed our house on the market, we decided to create our own energy enhancement sheet that listed the “unseen” features of our home. Of course, one of the features we listed was our R 70 fiberglass insulation in both attic areas of our home. We also stated the DOE recommended R value, the features of fiberglass over cellulose, and the lifetime warranty for the insulation that was included with our home and posted at the attic entrance. Two weeks after putting our home on the market, our home sold. Our home was not a custom home. We lived in a track home that was very simple. One reason the buyers were drawn to our home was because of its energy efficiency and the lifetime insulation warranty they were inheriting with the purchase of our home. No other home that they were investigating offered such an upgrade much less one where they would be receiving a lifetime warranty. We had created a league of our own without realizing it. Our house quickly left the competition in the dust! If you have not insulated your own home, now is the time to take full advantage of the Personal Use Program. Not only will you receive the comfort and energy saving benefits, you’ll be able to provide honest testimony to your clients about how AttiCat® insulation can immediately affect your home. Who knows—you might need to sell your home quickly one day! Linda BeckAn Incremental Profit StoryThe vast majority of residential HVAC equipment sales, either add-on-replacement or residential new construction, includes basic efficiency products. In good times most contractors can make a living selling these products. But the contractors who are highly successful, even in challenging economic times, who create true wealth for themselves, understand what “incremental profit” means and manage their business to capitalize on this opportunity. This concept is a strategic way of at looking at the bottom line impact of up-selling products and services beyond the basic equipment sale. Incremental profit is the additional net profit generated when any upgrade or add-on product is added to the sale when there is little or no added overhead or labor costs. For example, if you send out 2 installers for a full day to install a basic furnace and/or air conditioner you will make a certain amount of gross profit. When you add a high-efficiency air filter to the job and the installers get it done in the same day there isn’t any additional labor cost or overhead needed to produce that air filter revenue. As a result, all of the “incremental gross profit” from the air filter sale can be considered as “incremental net profit”. Basic Furnace and Air Conditioner Example: Job Selling Price = $5,000 Add a High-Efficiency Air Filter installed in the same day: Air Filter Selling Price = $1,000 Total Net Profit = $750 + $450 = $1,200 = 20% Net Profit on the total job! Good selling. Tom Piscitelli |
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Dealer of the Month
Command Service, an HVAC Company that has been in business in the Chicagoland area for forty years and, more recently, an AttiCat® dealer since last fall, has utilized both old and new communication tactics to grow their clientele and become our March AttiCat® dealer of the month. Joe St. Pierre, the Comfort Advisor, chose an intuitive and assertive way to build AttiCat® customers. They created a packet of information to hand out to homeowners door to door in the same neighborhood they had just gained a customer. The install was actually happening down the street at the time of his house calls. In fact, it also happened to be snowing, so Joe was able to talk with people face to face while they were scooping their snow. How great is the timing on this?! He spoke with them about their houses and trouble with heating the second floor, which was a common theme due to every house in the neighborhood sharing the same builder, and he could give them a solution of adding AttiCat® insulation, just like the neighbor down the street. Good old fashion face-to-face communication has really proven itself as the age-old way to make a sale. On the flip side, Command Service decided to build a Facebook fan page where their clients could join and see what was new and interact with their HVAC service company. With the initial fans and others joining, one new fan just happened to be owner Steve Milliken’s old high school classmate. She found the connection and immediately called Steve. She told him she just put in a new system not too long ago, but would have used him if she had known he was in business. However, now she knows, and will use him from now on. From implementing the Service Tech letter, to personal brochure handouts to new-age Facebook, Command Service really knows how to be successful.
Congratulations to Command Service for their outstanding use of the AttiCat® system and for being our Dealer of the Month! Taylor SiebertNew Photo GalleriesQuestions? Ask us!Do you have questions about best practices, installation procedures, advertising and marketing, or anything else related to AttiCat®? We’re here to help! We have setup a Question and Answer system in the protected Dealers area of our website, so login and post your question. You might just find some other useful info there as well! |
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© Copyright 2009 Specialty Comfort Enterprises. Specialty Comfort Enterprises, LLC |
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