Adhering to our proven operating and work delivery standard procedures have made the best commercial HVAC/R service businesses prosper is the key to your business’s success—and to you and yours personally. Over the last 20+ years, thousands of our clients have used our today’s best-of-the-best HVAC/R operating and work delivery standard procedures, tools, forms, and call handling documents to ensure consistency, protect their business’s profitability, and more importantly its good name.
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1001 |
Service-Right Flat-Rate Price Guide You can order the Service-Right HVAC or Plumbing or as an Electrical repair guide. Includes upload data for QuickBooks™ or for your field management software. Subscription consists of the following online training and resources: • Technician Fix-Right Flat Rate USER Instructions. • Professional service call handling process. • Technician Service Call Handling Soft Skills for Proper Customer Communications. |
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1002 |
Technician/Installer Onsite Hourly Truck and Travel Costs & Pricing Calculator Program in MS Excel This document is used by service and replacement management to calculate the upfront per-trip truck and travel rate for your upfront repair and replacement price guides. This document is provided in MS Excel format with results printed on your local printer. |
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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. |
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1004
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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 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. |
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1005
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Install-Right Project/Design-Build Sales Call Opportunity Assessment Form This Installed-Right Project Design-Build On-site Opportunity Assessment Survey Form assists the project Sales Rep in identifying the transaction and scope of work and communicate that their company is the best choice to do the job. Installed-Right Project Survey objectives are to help the Sales Rep: • To identify the customer’s comfort, health, safety, business, risk management, and financial transaction requirements. • To minimize the business risk associated with the transaction and make a reasonable profit above the delivery cost. • To provide the means to project a professional image. • Systematically gather customer & technical info. • To provide the means to demonstrate performance via your best practice project installation approach. • To educate and move the customer from the lowest cost option to the BEST option. To provide the means to complete the sales call and close the transaction in 2 sales calls or less. |
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Product ID
1006 |
EasyPrice Commercial/Industrial Project Single Divisor Pricing Calculator MS Excel When setting service pricing for your HVAC business, you need to understand that there are two types of business costs – direct and indirect or overhead costs. Direct costs are the cost of goods sold required to deliver work from a lead to job closeout. It includes parts, equipment, materials, ductwork, permits, labor, and vehicle expenses. Business owners typically price their work where most projects represent 60% or higher in equipment, materials, and subs. On the other hand, the indirect or overhead cost keeps the lights on and sustainable. Your overhead costs include your mortgage/lease/rent, utility expenses, admin and sales salary, uniforms, employee training, and trash removal. You need an accurate pricing method to compete on large or multi-phase jobs. The single divisor pricing method uses an average overhead recovery which can overprice a job. |
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| 1007 | EasyPrice Dual Rate Overhead Project Pricing Calculator MS Excel This job pricing method utilizes two overhead rates for subcontractors, equipment, and materials and one for direct labor. The main reason to use this method is that overhead is more accurately distributed based on the percentage of install labor to non-labor and materials direct costs on a job. Overhead is allocated higher for projects; most of the job is installation labor versus equipment, materials, and subcontracts. Overheads are less where installation labor is small than non-labor and direct material costs. |
| 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 make them aware 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. |
| 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: Identify capabilities as derived from your and your staff’s experience and expertise.Identify packages of offerings based on your staff capabilities.Identify target markets that fit your capabilities.Obtain a target commercial business list of owner-occupied industries.Import into a contact management program (e.g., Outlook).Set specific weekly goals for the number of prospects contacted, called, mailed & follow-up.Set specific weekly new business appointments.Clean target group list with decision makers names.Mail introduction letter and line card.Follow-up to identify the client scope of work and develop proposals.Set an appointment to present and close the business.Reporting lead generation performance to a business development plan. |
| Product ID 1010 | Performance Tasking & Quotaing & Reporting in MS Excel To report Actual Sales Tasking Plan to Quota Performance for: Sales Tasking Quotas – 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 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 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. Project Performance Measurement – At the end of each day/week, the Sales Rep’s total actual Projects and total Projects 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. |
| 1011 | Install-Right Project/Design-Build Sales Call Opportunity Assessment Form This Installed-Right Project Design-Build On-site Opportunity Assessment Survey Form assists the project Sales Rep in identifying the transaction and scope of work and communicate that their company is the best choice to do the job. Installed-Right Project Survey objectives are to help the Sales Rep: To identify the customer’s comfort, health, safety, business, risk management, and financial transaction requirements. To minimize the business risk associated with the transaction and make a reasonable profit above the delivery cost.To provide the means to project a professional image. Systematically gather customer & technical info.To provide the means to demonstrate performance via your best practice project installation approach.To educate and move the customer from the lowest cost option to the BEST option.To provide the means to complete the sales call and close the transaction in 2 sales calls or less. |
| Product ID 1012 | Technician Repair Call Check-in Opportunity Assessment Form In most cases, when the technician first arrives on a repair call, the system is dead. The system cannot speak for itself, so you must interview the customer about the patient. An Opportunity Assessment Survey form is needed to enable the technician to learn about the customer, the problem or issue, and other areas that may present opportunities to improve. Customers commonly desire improved comfort, health, safety, property, and financial situation. After confirming the purpose of the call and making introductions, the technician uses the script located at the top of the form. |
| 1013 | Technician Repair or Maintenance Call Check-Out Opportunity Assessment Forms Entitled System Condition Report. This form lets the customer go forward with recommendations to save money or help avoid catastrophic failures. This form allows the company to continue communicating post-call with the customer to “harvest more opportunities” that need attention. The technician and the customer must sign off as presented and received. At the end of the call, the technician reviews anything they have checked off that still “needs attention” on our System Condition Report to help the customer post-call become more comfortable, safer, and healthier and save money. The technician returns the System Condition Report to the service manager for pricing work and follows up with the customer on the recommended work that needs attention. When used with Microsoft Office and the obtained customer’s email address or cell phone number, this form enables the contractor to continue post-call harvest opportunities that remain to need attention. | ||
1014 | Proactive Repair Call Handling Tasking Procedures Service managers and repair technicians use this standard procedure document to perform the step-by-step functions of a professional service call handling procedure and forms from a lead to sold repair customer checkout. This document is provided in original MS Word format to be printed on your local printer. | ||
| 1015 | Proactive Service Agreement Sales Call Handling Tasking Procedures Service managers and commercial Sales Reps use this standard procedure document to perform the step-by-step functions of a professional service agreement call handling step-by-step procedure from a lead to sold agreement. This document is provided in original MS Word, Excel, and Acrobat PDF format to be printed on your local printer. | ||
| Product ID 1016 | Proactive Project/Design-Build Trust-Selling Standards Procedures The commercial Sales Reps use this selling standard procedure to perform the step-by-step functions of professional project/design-build sales and operations from a lead to booking a sold replacement job. This document is provided in original MS Word, Excel, PowerPoint, and Acrobat PDF format to be printed on your local printer. | ||
| 1017 | Project/Design-Build Statement of Qualification Package Sales reps and operations managers use this document. This document is provided in original MS Word format to be printed on your local printer. | ||
| 1018 | Service Agreement Sales First Call Handout Presentation Commercial Sales Reps use this promotional tool on a request for service agreement bid/estimate/quote to overcome 4-common sales objections systematically, (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.. | ||
| 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. | ||
| 1020 | Project/Design-Build Sales Frist Call Sales Handout Presentation Commercial Sales Reps use this promotional tool on a request for a project bid/estimate/quote to overcome 4-common sales objections systematically, (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. | ||
| 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. | ||
| 1023 | Service Repair Work Delivery Standard Procedures Includes step-by-step work delivery tasking standards from a lead to repair 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. | ||
| 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. | ||
| 1025 | Project/Design-Build Work Delivery Standard Procedures Includes step-by-step work delivery tasking standards from a lead to Project/Design-Build 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. | |
| 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. | |
| 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. | |
| 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: Greeting the Customer Identify How Customer Will Pay for Today’s WorkInforming the Customer of Response Time:Identifying the Lead SourceReminding the Customer of What Happens NextCalling the Customer to Confirm Arrival TimeCalling to Reschedule AppointmentIf a Solution Requires a PlanCallback With a Plan | |
| 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. | |
| 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 DescriptionCommercial Sales Rep Job DescriptionService & Maintenance Technician Job DescriptionHVAC Installer Job DescriptionGeneral Manager Job Description Operations Manager job description Sales Manager Job DescriptionService Manager Job Description Installation Manager Job DescriptionHuman Resource Manager Job Description Comptroller Job DescriptionProject Manager Job DescriptionAssistant Service Manager Job DescriptionHVAC Technician Instructor-Trainer Job DescriptionLead Service & Maintenance Technician Job DescriptionReceptionist/Customer Care Specialist Job DescriptionOffice Manager Job Description Accounts Payable Job Description Accounts Receivable Job Description Truck Driver/Warehouse Supervisor Job Description | |
| 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. | |
| 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. | |
| 1034 | Customer Care Call Handling Inbound and Outbound Script This script includes a professional standardized way to greet and respond to customer inquiries. The script includes greeting the customer, identifying if they are interested in a service agreement, annual service agreement renewal reminder, identifying how the customer they pay for today’s work, informing the customer of response time, identifying the lead source, calling the customer to confirm arrival time, managing the price of today’s service, calling to reschedule an appointment, handling upset callers. This document is provided in original MS Word format to be printed on your local printer. | |
| 1035 | Customer Care Response for “Price is Too High” Objection Used by customer care, receptionist, and dispatchers. This document is designed to inform employees and your customers why we price our services, justifying the price for the customer post service. Includes a professional standardized way to respond to a price objection via letter or email. This document is provided in original MS Word format to be printed on your local printer. | |
| 1036 | Commercial HVAC Service Contractor Organizational Charts Whether you are a one-person or a 200-person HVAC company, both perform the same business operating and work delivery functions. Each business function requires labor tasking to complete. What labor is needed depends on how much labor tasking is necessary to process the company’s book of business. No two companies have the same amount of labor tasking by business or work delivery function due to their mix of business types (e.g., construction, service, replacements, property management, building warranty companies, and others. However, all commercial HVAC companies should be organized in such a way as to compete competitively. | |
| 1037 | Employment Application This job or employment application is an official form given to applicants asking a wide range of questions both about the individual and their skills related to the job. Forms are legally defensible and stand as a way for applicants to introduce themselves to employers. Employees can be justifiably terminated for providing false information on this document that may be found post-hire. his document is provided in original MS Word format to be printed on your local printer. | |
| Product ID 1038 | Employee Counseling Form This document is used by service managers, installation managers, operations, and office managers. This document is provided in original MS Word format to be printed on your local printer. | |
| 1039 | BudgetPro Annual & Monthly Budgeting Calculator One of the critical factors in delivery service is the availability of skilled labor. Retaining and obtaining the right number of employees with the right skill sets is crucial to the service organization. Determining the right mix of employees requires forecasting future revenues by work category. BudgetPro is an annual and monthly labor and material forecasting program designed to automate all work categories’ forecasting and budgeting process. BudgetPro calculator is used by owners, general managers, service managers, installation managers, operations, and office managers. BudgetPro does everything a Guide version does, but more accurately and in a tenth of the time. The BudgetPro program is designed to help you quickly respond to potential new business scenarios. This program is provided in MS Excel format. |
| 1040 | Which Contractor Best Meets Your Needs Questionnaire in MS Excel Typically, when a customer does not sign, obtain the Which Contractor Best Meets Your Needs? Introduce this 20-questionnaire to the customer as a courtesy to our clients. This questionnaire helps the customer not get damaged by using an unworthy contractor. The customer will not even get past the first five questions nine out of ten times. For example, question 4 asks, “Do you perform drug testing to screen employees for hire?”. Explain to the customer the following. Suppose a contractor comes onto your property with an employee under the influence of drugs and gets hurt. In that case, they can sue you personally for allowing them to work on your property stoned. Ouch. Why is this an important question to ask? As proof, when contractors recruit technicians and installers applicants for hire and tell applicants that drug testing is required, only 6 out of 10 applicants return. |
| 1041 | Weekly Sales Performanceing & Reporting in MS Excel The Sales Manager identifies the total number of contacts, intro letters, and follow-up calls to prospect targets generated by day/week by individual Sales Reps and the actual percentage of plan posted on the Sales Goal Board. At the end of each day/week, the number of contacts, intro letters, and follow-up calls to the prospect target is reported by the Sales Rep. on the Sales Tasking Plan form. The results are posted on the Sales Goal Board. At the end of each day/week, the actual percentage of the quota tasking plan as reported to the Sales Manager by the Sales Rep is divided by the Sales Rep’s planned quota for contacts, intro letters, and follow-up calls. The result is posted on Sales Goal Board. |
| Product ID 2007 | Receive the industry Profiles and Understanding Building Owner/Operator Roles & Responsibilities profiles in MS Word This document provides you with all segments as shown in the course and enables you to add other industries or update the provided industry profiles. |
| Product ID 2008 | 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 make them aware 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 2009 | EasyPrice complete service agreement selling system forms integral to segmenting markets, implementing proven lead generation strategies, surveying, EasyPrice Estimating and Pricing Program and to a proactive selling system which includes: Online staff user training classes; #1P2 – Commercial, Industrial, Institutional, Healthcare, College, and University HVAC Service Agreement Pricing Method##2P1 Segmenting Commercial HVAC Service Target Markets for Sales Efficiency#2P2 Commercial HVAC Service Lead Generation Strategies and Organizational Tactics#4P1 Proactive Commercial HVAC Service Agreement Selling Strategies & Tactics#4P2 Review Service Agreement Proposal Agreement Short & Long Form FormatsLive online expert implementation support is available Documents and call handling forms and selling tools: Product ID #1015 – Proactive Service Agreement Sales Call Handling Tasking ProceduresProduct ID #1018 – Service Agreement Sales First Call Handout PresentationProduct ID #1019 Commercial Service Agreement Short Form & Long Form Proposal TemplatesProduct ID #1003 – EasyPrice Service Agreement Sales Call Opportunity Assessment Form in MS ExcelProduct ID #1004 – EasyPrice Service Agreement Pricing Program in Microsoft Excel |