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HVACPro Commercial Service Agreement Sales Rep Job Training

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 Job Description

This position is accountable for HVAC service sales activities and customer relationships between Company and its commercial, industrial, and large institutional clients.  This position aims to implement the Company’s service sales and lead generation plan through direct customer sales, sales support, and coordination of trade allies and other sales channels as part of an overall territory plan.  In addition, this position is accountable for all commercial service agreement estimating, pricing, and service agreement and project proposal development functions between Company and its clients.

HVACPro Online Classes

#0 HVACPro Overview:

  1. Review how to implement a strategic business action plan
  2. Review how you only need employees in your business to process your book of business.
  3. Review how the company operating and work delivery processes are for employees to follow step-by-step.
  4. Review how you only need managers in your business to manage your people to process.
  5. Review the importance of staffing up to 100% utilization of available labor to prevent higher operating costs versus the competition.
  6. Subscription provided or purchase these documents:
    1. N/A

       

#1P2 –  Introduction to EasyPrice Commercial HVAC Service Agreement Surveying, Estimating & Pricing & Proposal Writing Program:

  1. Review the need to standardize the commercial HVAC service agreement surveying, estimating, and pricing process.
  2. Review the customer transaction & system/equipment survey forms.
  3. Review the EasyPrice commercial HVAC service agreement estimating program.
  4. Review proposal writing procedures for pricing strategy on older large tonnage contracts to Lock‐in Projected Future Repairs.
  5. Review locking in projected repair revenue pricing strategy.
  6. Review the purpose and proposal template set-up
  7. Subscription provided or purchase these documents:

     

Product

ID

 

1003

EasyPrice Service Agreement Sales Call Opportunity Assessment Form

Mechanical rooms or central plant areas are logical starting points for multi-facility or multi-story facilities. Starting at the mechanical room or central plant gives the salesperson a better picture of how the conditioned air or water is distributed throughout the facility(s). Understanding how the HVAC/R system is distributed enables the salesperson to look for and ask pertinent questions related to system operating and maintenance tasking requirements.

 Product

ID

1004

 

EasyPrice Service Agreement Estimating & Pricing Program MS Excel

Service managers and commercial Sales Reps use this software to perform the step-by-step functions of a professional service agreement surveying, estimating, and pricing procedure. The benefit objective is to increase profitability by implementing a professional approach to accurately and efficiently gathering customer and scope of work job data, decreasing estimating human errors, reducing work-related risk liabilities, and by improving the customer’s understanding of how service agreement proposal development standardization increases efficiencies while reducing business risk to the company. Includes a complete set of 72-built-in equipment and filter estimating labor and material standards for packaged RTU, built-up systems, central plant heating/cooling, and associated equipment. This software tool is provided in original MS Excel format.

  #2P1 Segmenting Commercial HVAC Service Target Markets for Sales Efficiency:

  1. Segmenting Commercial HVAC Markets is More Effective than Generic Marketing.
  2. Medium and Large Government Building Buyer Profile & Sales Positioning.
  3. Commercial Building Buyer Profile & Sales Positioning.
  4. Industrial Building Buyer Profile & Sales Positioning.
  5. College/University Building Buyer Profile & Sales Positioning.
  6. Healthcare Building Buyer Profile & Sales Positioning.
  7. Understanding Building Owner/Operator Roles & Responsibilities.
  8. Subscription provided or purchase these documents:

     

Product

ID

1007

Receive the industry Profiles and Understanding Building Owner/Operator Roles & Responsibilities profiles in MS Word

This document provides you with all industry profiles as well as the buyer job responsibilities  and duties profile as shown in course and enables you to add other industries or update the provided industry and client buyer job description profiles.  

 #2P2 Commercial HVAC Service Lead Generation Strategies and Organizational Tactics:

  1. Review the Commercial HVAC Service Lead Generation Strategy and Tactical Plan.
  2. Review how to overcome common HVAC service vendor sales objections effectively.
  3. Review the 10 commandments of sales time management.
  4. Review of organization staffing and outsourcing option for implementing commercial HVAC service lead generation program.
  5. Subscription provided or purchase these documents:

     

 Product

ID 

1008

Commercial HVAC Contractor Introduction Letter & Line Card Templates

You lead with the offer to provide them with a competitive price for their outsourced mechanical maintenance services. You inform them of your other replacement, retrofit, and design-build capabilities. You provide them with your MECHANICAL SAFE-GUARD MAINTENANCE PROGRAM  & Customized letter & line Card to better Position the company as an industry HVAC expert.

Product

ID

1009

Commercial Lead Generation Outbound Sales Call Script

Lead generation is about building your customer base by retaining and adding new customers. Lead generation is essential to consistently acquire new commercial business through the design, production, and direct marketing tasking efforts within your sales area. Marketing is the same thing as lead generation, which is the process of systematic customer awareness communications. The process involves using a 12-step lead generation implementation plan:

1.      Identify capabilities as derived from your and your staff’s experience and expertise.

2.      Identify packages of offerings based on your staff capabilities.

3.      Identify target markets that fit your capabilities.

4.      Obtain a target commercial business list of owner-occupied industries.

5.      Import into a contact management program (e.g., Outlook).

6.      Set specific weekly goals for the number of prospects contacted, called, mailed & follow-up.

7.      Set specific weekly new business appointments.

8.      Clean target group list with decision makers names.

9.      Mail introduction letter and line card.

10.  Follow-up to identify the client scope of work and develop proposals.

11.  Set an appointment to present and close the business.

12.  Reporting lead generation performance to a business development plan.

Product

ID

1010

Performance Tasking Quota & Reporting in MS Excel

To report Actual Sales Tasking Plan to Quota Performance for:

  • Sales Tasking Quotas – It is the Sales Manager identifies that sets Sales Rep tasking plan quotas for service agreements and jobs by individual Sales Reps.
  • Demand Service Performance Measurement – At the end of each day/week, the Sales Rep’s total actual new account Demand Service and total sold to date agreed by the Service Manager and reported to the Sales Rep and the Sales Manager on a Job Authorization form and posted on Sales Goal Board by the Sales Manager.
  • Service Agreement Performance Measurement – At the end of each day/week, the Sales Rep’s total actual Service Agreements and total Service Agreements sold to date are agreed by the Sales Rep and recorded to the Sales Manager on a Job Authorization form and posted on the Sales Goal Board by the Sales Manager.
  • Project Performance Measurement – At the end of each day/week, the Sales Rep’s total actual Projects and total Projects sold to date agreed by Sales Rep and recorded to the Sales Manager on a Job Authorization form and posted on Sales Goal Board by the Sales Manager.

 #2P4 Commercial Service Agreement & Project Sales Opportunity Assessment Forms:

  1. Review the EasyPrice commercial service agreement onsite customer and equipment opportunity assessment forms.
  2. Review EasyPrice project/design‐build onsite customer and equipment opportunity assessment forms.
  3. Subscription provided or purchase these documents:

     

Product

ID

1018

Service Agreement Sales First Call Handout Presentation

This promotional tool is used by Commercial Sales Reps on a request for service agreement bid/estimate/quote to systematically overcome 4-common sales objections, (1) What makes your company different, (2) What regulatory compliant approach you will use to obtain the lowest possible price, (3) Why your Company has to set the standard of performance in the area, (4) What the customer can expect before, during, and post-service agreement execution. This promotional piece is provided in original MS PowerPoint format to be printed on your local printer..

Product

ID

1019

Commercial Service Agreement Short Form & Long Form Proposal Templates

Commercial Sales Reps use this promotional and service agreement transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer for only $99.95.

  

Product

ID

1020

Project/Design-Build Sales Frist Call Sales Handout Presentation

This promotional tool is used by Commercial Sales Reps on a request for project bid/estimate/quote to systematically overcome 4-common sales objections, (1) What makes your company different? (2) What regulatory compliant approach you will use to obtain the lowest possible price, (3) Why your Company has to set the standard of performance in the area, (4) What the customer can expect before, during and after post-service agreement execution. This promotional piece is provided in original MS PowerPoint format to be printed on your local printer for only $99.95.

Product

ID

1021

Project/Design-Build Agreement Proposal Template

Commercial Sales Reps use this promotional and Project/Design-Build transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer.

 

 

Product

ID

1022

Commercial Design-Build Cover Letter and Statement of Qualifications Package in MS Word

A statement of qualifications is an introductory resume section that is a brief outline of your relevant design-build HVAC skills, experiences, and achievements. It uses bullet points to show relevant qualifications tailored to the requirements of the commercial project you are bidding. It should include:

·         Highlight your construction skills and experiences.

·         Quantify your key achievements.

·         Show the prospect why you are an excellent match.
     

#2P5 Qualifying the Close Probability of a Deal:

  1. Review why the need to standardize the sales call handling process.
  2. Review how to qualify the real, worth, and win of deal opportunities.
  3. Review how to guesstimate your probability of a close..
  4. Review how to develop a sound business case for the client.
  5. Subscription provided or purchase these documents:
    1. N/A

       

#2P6 HVAC/R Equipment Maintenance Requirements & Opportunity Assessment:

  1. Review the importance of understanding equipment maintenance and repair requirements to your success.
  2. Review the need to customize maintenance program solutions to meet your customer’s unique requirements.
  3. Review the needed equipment and systems survey tools.
  4. Review the onsite opportunity assessment survey’s primary focus.
  5. Review the various HVAC/R equipment purpose & periodic maintenance requirements.
  6. Subscription provided or purchase these documents:
    1. N/A

#4P2 Review Service Agreement Proposal Agreement Short & Long Form Formats:

  1. Review the commercial Service Agreement Short Form Maintenance Agreement.
  2. Review the commercial Service Agreement Long Form Maintenance Agreement.
  3. Subscription provided or purchase these documents:

 

 Product

ID

1019

Commercial Service Agreement Short Form & Long Form Proposal Templates

Commercial Sales Reps use this promotional and service agreement transaction contract. This promotional piece is provided in original MS Word format to be customized to your business and printed on your local printer for only $99.95.

 #5P2 Service Agreement Work Delivery Tasking Standard Procedures:

  1. Review service agreement work delivery tasking standard procedures.
  2. Review commercial service agreement cover letter and proposal agreement.
  3. Subscription provided or purchase these documents:

 

 

Product

ID

1024

Service Agreement Work Delivery Standard Procedures

Includes step-by-step work delivery tasking standards from a lead to service agreement job closeout. Service managers and operations managers use them. This document is provided in original MS Word format to be printed on your local printer.

 

#5P4 Equipment Start-up Taking & Accounts Receivable/Payable Standard Procedures:

  1. Review equipment start‐up and maintenance tasking standards.
  2. Review management quality assurance standard procedures.
  3. Review accounts receivable and payable standard procedures.
  4. Subscription provided or purchase these documents:

     

 Product

ID

1026

Equipment Start-up &  Maintenance Tasking Procedures

These documents are used by service managers, installation managers, technicians, installers, and operations managers. HVAC service companies use this equipment start-up, text, and verification tasking procedures to adhere to the new ASHRAE standard 180P standards. These tasking procedures help you establish the minimum HVAC inspection and maintenance requirements that preserve a system’s ability to achieve optimum operations. AccuTask includes 136 start-up and maintenance tasking forms for 99.9% of HVAC equipment and systems. These documents are provided in original MS Word format to be printed on your local printer.

Product

ID

1027

Accounts Receivable and Payable Standard Procedures

Includes step-by-step accounting receivable and payable standards. General managers and operations managers use them. This document is provided in original MS Word format to be printed on your local printer.

 #5P5 Inventory & Tool Control and Customer Care Standard Procedures:

  1. Review inventory & tool control standards procedures.
  2. Review customer care call handling standard procedures..
  3. Subscription provided or purchase these documents:

     

 Product

ID

1028

Inventory and Tool Control Standards

Includes step-by-step company job and truck inventory control standards. General managers, service managers, and operations managers use them. This document is provided in original MS Word format to be printed on your local printer..

 Product

ID

1029

Effective Customer Care Call Handling Standard Procedures

Arming the dispatcher with a professional standardized way to great and respond to customer inquiries to include:

2.      Greeting the Customer

3.      Identify How Customer Will Pay for Today’s Work

4.      Informing the Customer of Response Time:

5.      Identifying the Lead Source

6.      Reminding the Customer of What Happens Next

7.      Calling the Customer to Confirm Arrival Time

8.      Calling to Reschedule Appointment

9.      If a Solution Requires a Plan

10.  Callback With a Plan

 #6 How to Protect the Business with Proper Terms & Conditions:

  1. Review invoices & proposals are both promotional and legal contracts.
  2. Review invoice document ‐ demand service payment & liability protection terms & conditions.
  3. Review proposal document ‐ service agreement payment & liability protection terms & conditions
  4. Review proposal document ‐ project/design‐build payment & liability protection terms & conditions.
  5. Subscription provided or purchase these documents:

     

 Product

ID

1030

Repair, Service Agreement, and Project/Design-Build Terms and Conditions Set

A strong set of terms and conditions is critical. It circumvents any confusion about what you are selling and the transaction terms by which you make the offer. Your payment and liability terms and conditions agreement are both a social and a legal contract. Your terms and conditions establish how you do business in a socially acceptable manner. Still, it is also a legally binding contract between you and your clients.

 #7P1 How to Retain the Best People with Proven Employee Retention Strategies:

  1. Review the five business processes that positively affect employee retention.
  2. Review how to implement step‐by‐step work delivery standard procedures.
  3. Subscription provided or purchase these documents:
    1. N/A

       

#7P2 Implementing Performance-Based Job Descriptions & Monitoring:

  1. Review how to implement performance‐based job descriptions.
  2. Review how to implement labor billable efficiency & productivity monitoring.
  3. Subscription provided or purchase these documents:

     

Product

ID

1032

 

Performance Incentive plan – Office, Technicians & Installer

Service managers and operations managers use this document. This document is provided in original MS Word format to be printed on your local printer.

  

Product

ID

1033

Performance Incentive plan – Commercial Sales Rep

Service managers and operations managers use this document. This document is provided in original MS Word format to be printed on your local printer.

  

 

 

 

 

Product

ID

1031

 

 

 

Complete Set Performance-Based Job Descriptions

These documents are used by general managers, Sales Managers, service managers, installation managers, and operations managers. These documents are provided in MS Word format to be printed on your local printer. Set includes:

·         Dispatcher Job Description

·         Commercial Sales Rep Job Description

·         Service & Maintenance Technician Job Description

·         HVAC Installer Job Description

·         General Manager Job Description

·         Operations Manager job description

·         Sales Manager Job Description

·         Service Manager Job Description      

·         Installation Manager Job Description

·         Human Resource Manager Job Description  

·         Comptroller Job Description

·         Project Manager Job Description

·         Assistant Service Manager Job Description

·         HVAC Technician Instructor-Trainer Job Description

·         Lead Service & Maintenance Technician Job Description

·         Receptionist/Customer Care Specialist Job Description

·         Office Manager Job Description        

·         Accounts Payable Job Description     

·         Accounts Receivable Job Description

·         Truck Driver/Warehouse Supervisor Job Description

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