Low-bidding pirates, who price HVAC installations just to get work, and at costs that barely meet their overhead, are the bane of quality heating and air conditioning contractors.
Charlie 'Tec Daddy' Greer has the solution. Greer, president of hvacprofitboosters.com, a longtime ContractingBusiness.com contributor ,and national trainer to the HVAC, plumbing and electrical contracting industries, is appearing at Comfortech 2016. During his presentation, the always-engaging Greer will show attendees the strategies they can use to beat low-bidders, while giving residential customers the true quality of installation they need and deserve.
"One of the toughest challenges in a replacement sales situation, is overcoming a price difference of $2,000 or more on a replacement job, in which the competition is supplying the customer with the exact same brand and model number," Greer says.
"The key to succeeding in this situation, is that you must be delivering a superior product, which you probably are," he continues. "The 'product' is not the model of the equipment; the product is your installation. A $2,000 price difference on a residential replacement job is significant, so it almost goes without saying that, as long as your price is fair to begin with, the contractor who charges $2,000 or more less than you are has to be cutting corners somewhere."
Greer will share a technique that teaches HVAC contractors and their teams to "quantify" their "quality."
"I provide a list of common parts and procedures that any good contractor supplies in their installations that the low-bidders don't, how many dollars they add to the final price of the installation, and the dialogue that goes along with it. As a result, customers know what they are getting, feel as though they have options, understand the need for everything on the list, and embrace the fact that they're not being overcharged; they're just getting a complete job that is done properly."
THE KEY MESSAGE OF GREER'S PRESENTATION: Customers don't want to over-pay, but they want a complete job that is done correctly, and they know that costs money.