Monday, March 8, 2010

Spring Training Opportunities With The Service Roundtable

The Service Roundtable is offering two Spring Training opportunities. The first is the Retail Sales Academy with Joe Cunningham March 22-26. This is a great program for your HVAC salespeople to get them in mid-season form so they close more early season sales at higher margins.

The second is the New Orleans Roundtable. This is for owners and managers of plumbing and HVAC companies. The focus is taking your business to a higher level. Emceed by legendary contractor, Ron Smith, the meeting features incredible speakers and powerful peer-to-peer information exchanges.

Write-ups and links on both meetings are below:

The Retail Sales Academy

This intensive, hands-on, interactive program will provide attendees with the skills necessary to become a high impact, low pressure, technically savvy replacement salesperson even with no prior industry experience. This program is proven to take a person from zero to a competent closer in just one week. The topics covered in this program are:

  • Understanding The In-Home Sales Psychology
  • Learning About the HVAC System
  • Understanding Security Issues
  • Uncovering The Prospect’s Needs & Wants
  • Removing Sales Objections Up-front
  • Implementing a 5 Step Sales Process
  • Performing The Heat Load and Security Analysis
  • Choosing The Proper System For Individual Applications
  • The “Why Your Stuff” Story
  • Building Customers For Life
  • Creating Referrals
These time-tested techniques result in the most successful salespeople in the HVAC industry with high closing ratios and a high-end product and add-on mix. The program has proven to be highly effective with industry newcomers that possess little or no industry knowledge. This course will cover the complete 5 Step Selling Process with an emphasis on creating an atmosphere of trust and education so prospects choose to buy full higher efficiency systems and appropriate add-ons with a one-call close.

Click For More Information (pdf)

New Orleans Roundtable

Unlike other contractor meetings, the New Orleans Roundtable is focused on contractors interacting with each other.

Keynote Message: From Zero to 100… Million Dollars

Ken Goodrich and his team may be the most successful PHC service and replacement contractors in the country. From his starting point as a tech on a truck, Ken assembled an all-star team, built and sold, not one or two or three, but SIX different companies to consolidators. No one else has done that. If contracting were a sport, Ken would be contracting’s Lance Armstrong.

Ken keynotes the New Orleans Roundtable, where he shares the incredible wild ride he started after he sold his last business to ARS. The new owners at ARS brought Ken and his management team on board and commissioned them to grow the Southwest Division. They did.

In a few short years, Ken and his team took the business to more than $100,000,000, serving 10 major markets with over 250 service trucks. Some of the growth was through acquisition, but most was organic. In 2009, while many contractors struggled across the country, especially in the markets Ken served, Ken’s team grew their operations over 100% year-over-year. That’s right. They doubled their size in 2009. And they did it with high double digit profitability!

In his keynote, Ken will share his story. He will tell you how he became fabulously wealthy in the plumbing and air conditioning industry. Ken says it’s not magic. It’s about the team and about a system. He will share how he built the team and explain the business systems and methods they developed to take run-of-the-mill plumbing and HVAC companies to unprecedented levels of sales and profitability, as well as share his experiences and viewpoints of industry consolidation. While Ken may have accomplished more than most in the PHC service and replacement business, he says that anyone can match his accomplishments with a few simple strategies.

You cannot miss this keynote.

From Zero To Profits In 60 Seconds… The Incremental Steps to Huge Success

Joe Cunningham describes the slight unobtrusive, small, step-by-step process it takes to transform the small service company into a fully functioning profit machine. Joe will help you build a “menu for success” implementation calendar.

Joe is the founder of Successtrack Network and was one of the PHC industry’s first “Million Dollar Men,” single-handedly selling in excess of 1 million dollars worth of HVAC equipment per year in the highly competitive Houston, Texas market in the 1980’s.

Joe went on to develop sales and marketing programs for the plumbing and air conditioning manufacturers and distributors. Joe was also a key distributor and training program developer and trainer for Retrotec Infiltrometer Systems and helped introduce many contractors to solving “whole house” problems helping them to consistently set themselves apart from and outsell their competitors on a regular basis.

Joe was President of the country’s most highly acclaimed HVAC training facility, Future University. He produced and directed the first ever nationally televised training series for the HVAC industry, was involved in the first wave of industry consolidation, has developed proprietary training programs for the HVAC, Plumbing and IAQ industry, is a Strategic Training Ally for major manufacturers and is one of the service industry’s most respected professionals.

Joe’s step-by-step, easy-to-implement processes and procedures have helped thousands of contractors nationwide increase their sales, develop new markets, maximize their opportunities and grow their businesses in any economic climate.

Maximum Company Value, Maximum Personal Wealth

Brandon Jacob knows more about buying and selling contracting companies than anyone in electrical, HVAC, and plumbing. A Certified Public Accountant and Certified Valuation Analyst, Brandon worked on more than 100 transactions involving companies representing total revenue exceeding $850,000,000. Brandon has bought, sold, and valued companies with American Residential Service, ServiceMaster, and more intensely, as an independent consultant. Today, he is the industry’s “go to guy” not only for consolidators, utilities, and contractors seeking acquisitions, but for contractors looking to make their companies more attractive and valuable as acquisition candidates.

At the New Orleans Roundtable, Brandon will share the steps you can take to maximize your company’s value. The actions Brandon recommends will improve your business performance whether you intend to sell your business or pass it along to heirs. Brandon will show you how to earn more now and in the future. The steps Brandon recommends apply to any size company and lead to maximum personal wealth.

Bring your ideas to share and your problems to solve.

We will have brainstorming and ideation Roundtables. We will create Roundtable Boards of non-competitive companies to discuss and solve your greatest business problems. We will feature a dynamic keynote speaker, terrific speakers, and a brief update on what’s new from the Service Roundtable.

The New Orleans Roundtable will be held in the historic, 4 Diamond Hotel Monteleone, located in the middle of the city’s French Quarter. Don’t wait. Our last meeting, the Las Vegas Roundtable, sold out and we turned people away. Reserve your place today!

Click For More Information

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