The number of High-Performance contractors across North America is growing. These contractors have decided to take HVAC service and installation to the next level. What is that level? Put in basic terms:
High-Performance HVAC professionals test, diagnose, and improve HVAC systems – and most importantly, they don’t just promise better performance, they prove it!
How do you prove the systems you work on perform at the best level they can? By testing your work using direct measurements - and documenting the results.
It’s estimated High-Performance Contractors make up less than 5% of the HVAC industry, which means there’s still plenty of opportunity. If anything, we have a long way to go. You may be one already, or perhaps you’re working on it. It starts with getting the right training and tools for your team.
'They will need to have good service or installation skills, but it’s equally important to describe in great detail how their work would be different, and what is expected of them.'
One of the biggest challenges for next-level contractors is recruiting and training sales professionals, technicians, and installers who have the desire and expertise to test and diagnose HVAC systems, and provide the right solutions for their customers.
By asking the right questions, you may find that the men and women who want to take it to the next level are right under your nose. But sometimes you must reach outside your organization to find technicians who want to take it to the next level.
Recruiting and Training Techs with The Right Stuff
When recruiting personnel for this new opportunity the key is finding professionals who want to be more than just an average tech or installer. It starts with your messaging when placing ads in places like Indeed (indeed.com), ZipRecruiter (ziprecruiter.com), or engaging HVAC recruiting organizations like Hire Dimensions (hiredimensions.com).
When writing an ad, be specific about what you are looking for. Describe what is expected of a High-Performance technician or installer, and the kind of training they would receive.
Make sure it doesn’t sound like every other “Tech Wanted” ad out there. Sure, they will need to have good service or installation skills, but it’s equally important to describe in great detail how their work would be different, and what would be expected of them.
We’re a very hands-on industry. Techs love their toys – I mean tools. Provide details on the type of testing they will be doing -- and the tools they’ll be using.
When recruiting internally, you can paint the same picture. In fact, you’ll have a better opportunity to share your vision in a face-to-face conversation. You may find many of your existing techs have been looking for this type of opportunity.
One key to success is keeping your promises. If you make the decision to truly be performance-based, you can’t just give it lip service. If you do, it will fade and die very quickly. Once you start, you must stick with it and support your team every step of the way. If you don’t have the time to do this on a regular basis, the next best thing is empowering a champion within your organization to keep the fire burning.
High-Performance Contracting Resources
If you’re not yet a High-Performance Contractor and want to learn more about how to become one, there are many online resources where you can learn more, including NationalComfortInstitute.com/pro, and whypbc.com.
If you are a tech or installer reading this article, and you’re ready for the next level, seek out High-Performance contractors. Where do you find them? Look around your market for telltale signs of HVAC contractors who promote themselves as professionals who measure and improve performance.
Another great place to find these companies is on National Comfort Institute’s (NCI) consumer-facing website, myhomecomfort.org. Here you can enter your zip code and find contractors in your area with who have techs trained and certified to diagnose HVAC system performance problems and provide their customers with real solutions.
You could say High-Performance service, sales, and installation is an industry within the HVAC industry. There’s no better time than now to step up to this next level. Now you can not only promise, but prove you are the best of the best!
Dominick Guarino is CEO of National Comfort Institute (NCI), (www.nationalcomfortinstitute.com), one of the nation’s premier Performance-Based™ training, certification, and membership organization, focused on helping contractors grow and become more profitable. You can reach him at ncilink.com/ContactMe. For more info on Performance-Based Contracting™ go to WhyPBC.com or call NCI at 800/633-7058.