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This page last updated on Friday, June 13, 2003 |
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Headlines: CHARLIE
GREER GOES INTERNATIONAL: RUNS PLUMBING CALLS IN CANADA!
CHARLIE GREER INDUCTED INTO NATIONAL REGISTER'S
WHO'S WHO IN EXECUTIVES AND PROFESSIONALS
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CHARLIE GREER GOES INTERNATIONAL:
RUNS PLUMBING CALLS IN CANADA!
I worked with an elite group of twelve techs in a company with about twenty-five service techs in total. This works much better than packing the room full of every warm body in the building, which is what most of my clients want to do. I ran calls with five techs, one day each. My first official visit to Canada. This company is located in Hamilton, Ontario. I found the selling no different in Canada than anywhere I've been in the United States of America. Initially, this company was attempting to sell a Plumbing Service Agreement for $99 that provided customers with a very small, inconsistent discount. At least they were trying to, with very little success. I tried it myself on Monday, but to no avail. Step number one was to reduce the price of the Plumbing Service Agreement to $69. That helped tremendously. My conversion ratio for service agreements went from 0% to over 60% overnight. Their next step is to re-print their price books to reflect a full 15% discount for service agreement customers, which I will remind you costs nothing. If you need help on setting up a price book click here. For the record, the people of Canada, from the techs I worked with to the customers we served to just people in general, were friendly, cordial and all around nice. Here are my final results:
*Average dollars per hour is the total dollars generated divided by the number hours I would have been paid for that week had I been working on an hourly wage. This takes into consideration windshield time, "no-shows," traffic jams, call-backs, etc. Click here for more information on Charlie Greer's One-on-One Field Training for Service Technicians
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CHARLIE GREER INDUCTED INTO NATIONAL
REGISTER'S WHO'S WHO IN EXECUTIVES AND PROFESSIONALS! National Register's Who's Who in Executives and Professionals is a successful publication, which acknowledges people for their individual achievements. National Register's highlights thousands of people each year in the publication which is indexed by industry and profession. Participating members of the publication are placed in the directory in their area of specialty among their peers and colleagues.
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CHARLIE GREER ARTICLE APPEARING
IN THE AIR CONDITIONING, HEATING
& REFRIGERATION NEWS! What is the biggest challenge facing contractors today? The most popular answer to that question is the shortage of qualified help. In the June 2, 2003 issue of the NEWS (also available online in the NEWS Extra Edition), I tackle that problem. The article is called, "Solving Your Biggest Problem." Check it out! I've been publishing industry-related articles for ten years and I've never published an article that has gotten so many and so varied responses. Here's what one disgruntled reader had to say: "In the article written by Charlie Greer the only thing he said that made sense was raise your prices and make higher margins."I cannot believe the News printed such a moronic article. The last thing he said was your customers need you more than you need them. "I truly believe in charging high prices for the great service my company provides but I have never looked at it as a way to run off my customer base. "If you choose to run these type of letters you may run off a few of your customers also. Starting with me." On the other had, here's the opinion of another reader: "What a great article! We have been absolutely going crazy because we can't get enough good service techs and have been at a loss as to the direction to go. We will be discussing this article at length on our Saturday meeting. Believe me, we have plenty of bad customers to hand off to some competition."If you think these readers got emotional about my last editorial, wait til they read my next! I'll keep you posted on when it's due for publication. It's tentatively titled, "Do You Really Want to Provide 24-Hour Service?" The NEWS.is the weekly publication that is the source for up-to-date info on what's going on the the HVACR industry. The NEWS runs a Charlie Greer article nearly every month. If you're not a subscriber, you're missing out! |
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