Pointman Blog

Top 10 Reasons why Home Services Companies use SWRemote

Posted by Luke Collard on Jun 2, 2016 3:55:27 PM

 

 

We recently concluded a survey with our plumbing, HVAC, and electrical company customers with the end-goal of creating a list of 10 reasons why they outfit their service technicians with SWRemote.

 

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Topics: Service Technicians, Business Case, Sales, Mobile Technology, Consumables

The Importance to Get Customers to Actively Decline Work

Posted by Greg Dooley on May 18, 2016 10:10:32 AM
One thing I noticed as of late is the importance that contractors place on getting customers to actively decline work they don’t want performed. This not only gets the customers to understand the contractor may strongly recommend something, but also protects the contractor if something were to come up in the future related to this work. However, I find that many contractors aren’t tracking this information within a field you can follow up on at a later time; I think that is a big miss.  Especially if they simply get a signature next to it on the invoice and file it away to never return.
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Topics: Sales, Customer Service, Mobile Technology

4 Things that can make your Service Team Superior

Posted by Andy Bagner on May 12, 2016 2:24:28 PM
Over the past couple of weeks many people across different social media channels have been
posting a collection of 10 things that require zero talent.  You may have seen these listx before; the message behind these lists is that anyone can make a tremendous difference in the success of their life and their profession. This has led me to reflect back to when I was a HVAC service technician. I believe for a service techician to be superior in thier career they must follow four things from this list:
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Topics: Sales, Customer Service

3 Reasons HVAC Service Agreements Get Rejected

Posted by Luke Collard on Apr 29, 2016 12:01:36 PM

 

What does your service manager say when you ask how many HVAC service agreements your company has? Is that number reviewed monthly? Is it accurate? Is the number of HVAC service agreements growing, staying flat, or declining year over year? How do you improve the numbers?  Let's look at the 3 main reason HVAC Service Agreements get rejected by potential customers.

 

 

 

 

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Topics: Sales, Service Agreement

How to Create Value with Your Club Memberships

Posted by Greg Dooley on Apr 12, 2016 4:59:28 PM

INTRODUCTION:

A couple of weeks back I talked about how to properly charge for a service fee. This week I want to use a lot of the same principles but this time talk about the ever-important maintenance club Field_Service_Software_ClubMemberships.pngmemberships most contractors offer.

 When I discuss pricing with customers we eventually touch on their maintenance agreement memberships, or club memberships for short. Typically I work with customers to ensure their templates and pricing are correct in their back office system so that technicians can sell them properly out in the field. When doing so, I usually take a look at the different types of memberships they have and run down a handful of questions with them to make sure they are getting the best value, without over-complicating a good thing.

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Topics: Maintenance Agreements, Sales, Business Owners

3 Ways to Tune-up Your Profits Before Busy Season

Posted by Luke Collard on Apr 6, 2016 12:45:33 PM

INTRODUCTION:

Opening Day for Major League Baseball is upon us and The Masters is this week, which means one thing, summer is coming.  For many companies,  summer means busy season and in order to maximize your revenue, here are 3 things you should examine before busy season kicks in to full swing.

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Topics: Sales, Service Agreement, Business Owners

What should I charge for a Service Fee?

Posted by Greg Dooley on Mar 31, 2016 1:14:59 PM

INTRODUCTION:

It’s an honest question, and one I receive quite often. Let me begin by explaining where this comes from. Part of my day-to-day job responsibilities is to work with contracting companies to implement mobile software for their field technicians, this includes working with them to setup the price book, decide best practices for the technicians, and to then ultimately train their team to utilize the system, During which, this question pops up.

 I usually answer it with a series of questions back to get them to think a bit about what they are trying to accomplish, and we will get to those questions in just a little bit, but before we do, I have a short exercise I want you to do with your team. Now this can be just a question you pose to a few managers, a couple of dispatchers, or best yet, your service techs in the field. Ask them, “What do we charge for our Service / Dispatch / Diagnostic Fee?”

 I promise you, the answers will be telling. First off, a few of them will have to think, maybe some will look at a price sheet, maybe others will guess, and some will know. But, there will be inconsistencies, and isn’t that scary?  This is a fee you charge on most calls, how is it your team isn’t on the same page here? Let’s discuss further.

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Topics: Sales, Mobile Technology

Selling Your Boss on Mobile Technology

Posted by Luke Collard on Mar 2, 2016 11:02:51 AM

INTRODUCTION:

Your industry is hyper-competitive and you know that for your company to be able to compete, your company needs better processes and more organization.  Your boss doesn't want to hear about ideas that would take money out of his bank account, but would rather hear about ideas that would grow his company.  To convince your boss mobile technology is the right investment, demonstrate this business case.

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Topics: Business Case, Sales

Master the upsell with SWRemote

Posted by Steve Kiernan on Feb 18, 2016 10:27:54 AM

INTRODUCTION:

Upselling is a key sales technique that offers the potential to greatly increase your business’s revenue. One problem you face as a business owner is getting your technicians to actually upsell when they are out on calls. Make upselling easy for them by providing mobile technology which will support their efforts and provide the confidence your technicians need to go after the sale on every job.

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Topics: Sales