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Maximizing IAQ Success: Steps to a Great Indoor Air Quality Process

Learn the detailed process of achieving excellent indoor air quality (IAQ) with strategies for implementation, sales, marketing, setting goals, and daily management. Discover how to assess, offer, and enhance IAQ services to meet customer needs effectively.

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Maximizing IAQ Success: Steps to a Great Indoor Air Quality Process

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  1. Welcome to IAQ Series #2The Details of Great IAQ Process

  2. Your Hosts for Today’s Conference are: Gary Elekesin Nashville, Tennessee Gary Oetker in Plano, Texas

  3. Conference Objectives: • Review how the elements of this IAQ training series tie together to form a Great IAQ process. • Review the steps to implementing an IAQ process for any contractor.

  4. Agenda for Conference • Review how to use a S.W.O.T. analysis to evaluate your company’s current IAQ capability • Review the various IAQ sales strategies and how this affects the consequent sales process • Review how the IAQ marketing strategies support the sales strategies • Review how to set IAQ goals and how to put together a plan to achieve attain the goals • Review how to implement your IAQ plan

  5. What Makes a Great IAQ Process? 1. Do Your Homework 2. Choose Your IAQ Offerings 3. Choose Your IAQ Sales Strategy & Sales Processes 4. Choose Your Marketing Strategy 5. Set IAQ Installation & Quality Standards 6. Set IAQ Goals & Write Plan 7. Implement IAQ Plan 8. Manage IAQ Day-To-Day

  6. 1. Do Your Homework • Know the Basics • S.W.O.T. Analysis • Strengths • Weaknesses • Opportunities • Threats • Consider Capital Investment Requirements • Consider Competitive Forces • Consider Manpower Requirements

  7. 2. Choose Your IAQ Offerings • Products • Air Cleaning • Ventilation • Humidity Control • Services • Precision Tune Up • Duct Cleaning • Duct Testing • Duct Repair and Renovation • Air Balancing • Determine Your Costs (material/equipment/labor)

  8. 3. Choose Your IAQ Sales Strategy • Existing Comfort Advisors • Bundled With Equipment Replacement • Separate IAQ Offer • Service & Maintenance Technicians • Accessory Sales • Dedicated IAQ Sales & Installation People • Consider Financial Statement Structure • Other Considerations • Pricing • Sales Agreement (compensation details)

  9. 3. Establish Your IAQ Sales Process to Support Sales Strategy (cont). • IAQ In-Home Sales Process • Greeting • Customer Assessment • Technical Assessment • Sales Presentation • Close • IAQ Sales Collateral (Credibility Book, Price Sheets, etc) • IAQ Sales Support (Lead Tracking, Dispatching, Debrief, • Managing Open Leads, Reporting, Etc.) • Financing Options • Post Installation & Customer Referral

  10. 4. Choose Your Marketing Strategies • Marketing to Existing Customers (service strategy) • Technician Set Sales Leads • Direct Marketing to Customer Base • Acquiring New Customers (advertising strategy) • Conventional Advertising & Direct Marketing • Third Party Programs (Duct Upgrade Programs) • Special Offerings • Air Testing Devices

  11. 5. Set IAQ Installation & Quality Standards • IAQ Installation Standards • Add to Existing Installation Standards • Quality Standards • Solicit Customer Feedback • On Site Visits

  12. 6. Set IAQ Goals & Write Plan • Set IAQ Revenue Goals • Set IAQ Gross Margin Goals • Gross Margin Percentage • Gross Margin Dollars Per Man Day • Set IAQ Sales Lead Goals • Set IAQ Closure Rate Goals • Set Goals for Month & For Week • Know Daily Sales & Lead Goals • If You Achieve Daily Goals, You Achieve Weekly & Monthly Goals

  13. Goals

  14. Elements of a Written Plan Identify Goal or Objective Identify Action Steps Identify Who Is Responsible Identify Completion Date Identify Resources Needed

  15. 7. Implement IAQ Plan Discuss Involve Personnel Conclude Get Buy-In on Decisions Commit All Hands in Team Goal Create Idea to reality – stuff! Execute Accountability to do Work Feedback Measurements & Report Adapt Plan Adapt as Needed – Start from the top again

  16. 8. Manage IAQ Daily Activities • Monitor Key IAQ Measurements • Daily Revenue • Sales Leads • Average Sale • Closure Rate • Be Proactive in Adapting IAQ Marketing & Operating Plans to Attain Daily Goal • Take Advantage of Opportunities That May Come Up • Have Fun

  17. Questions & Answers

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