Would you believe I am a decent fortune teller and psychic? Seriously, I’m pretty darn good at predicting the future! I can predict with a lot of certainty that in the month of July you will be very, very busy, and sometime near the end of Fall/Winter season next year, I see your company slowing down dramatically. (That will be $10 bucks thank you…)
If you want even more proof of my psychic ability, this should convince you. I also predict that you’re not buying my claim that I can really see into the future. (WOW! Forget fortune telling! With circular logic like that, I missed my true calling to go into politics.)
Ok… so maybe you think it’s obvious that HVAC guys are busy in July and slow in Feb/March. However, from the way I see companies manage their maintenance agreements—it obviously isn’t that obvious! From my perspective, when it comes to creating and managing maintenance agreements, the execution for most companies when they finally decide to do maintenance agreements is based on the, “READY… FIRE… AIM!” approach to management. Here, let me describe it to you:
Once upon a time there was a company called ABC Heating and Cooling …
ABC Heating and Cooling
was a fairly new HVAC company that survived its first year in business. The company had heard from everyone they talked to that the key to success in HVAC is that “You’ve got to have maintenance agreements,” Unfortunately, ABC Heating and Cooling
either didn’t hear (or weren’t told) the rest of the formula that says, “… the agreements you sell need to be scheduled when you’ll need the work!” So, eager to be successful and get a lot of maintenance agreements, ABC Heating and Cooling
goes back and ‘spiffs’ their technicians a bunch of money to sell ‘agreements’.