DAY 1 – MARKETING, SALES, PRODUCTION, AND EFFICIENCY

Module 1: Marketing, Advertising, and Lead Generation

This module covers the basics of marketing, the many media outlets for marketing, ideas for advertising, and lead-generation techniques.

Module 2: Sales

This module provides techniques for increasing sales, including call handling, sales presentations, sales management, and customer satisfaction. It describes the sales cycle in detail, from the initial contact through to completing the installation and asking the satisfied customer for a referral.

Module 2 includes a Sales - Self-Assessment Workshop - This workbook provides you with a system to rate your performance in each step of your sales presentation. Each section briefly describes the essential activities of one step, presents a self-assessment form for you to rate yourself, and then describes some ways that you can improve your performance in key areas related to that step.

Module 3: Production and Efficiency Indicators

This module explores the relationship between profit, labor, and overhead. It describes several key indicators that help measure the productivity of your business.

DAY 2 – SYSTEMS, STANDARDS, AND THE NEW CONSTRUCTION MARKET

Module 4:  Inventory, Warehouse, and Vehicles

This module shows you how to set up an efficient warehouse and manage inventory to help you achieve quality installations, on-time delivery, and increased profits. It also describes how to get your fleet in order and maintain optimum stocking levels on your vehicles.

Module 5:  Job Setup, Scheduling, and Labor Management

This module describes best practices for job setup, scheduling, and labor management that will help you maintain a smooth, profitable installation process.

Module 6:  Installation Standards, Job-Site Management, and Post-completion

This module describes how to develop your installation manual to guide job-site management and how to conduct a post-completion evaluation of each job.

Module 7:  Residential New Construction

This module covers the most important aspects of new construction, including market segments, sales, estimating, system design, and labor management.

DAY 3 – THE INSTALLATION COURSE

Module 1: Company Values

I will show you how to create a value system.

Module 2: Preparation

Solid preparation is the key to the flawless execution of ductless mini-split installation. I’ll show you how it’s done.

Module 3: Arrival at the Home

This is where a job can go sideways in a hurry without the proper training.

Module 4: Inside the Home

A Step-by-step guide to everything we do inside the home, including soft skills.

Module 5: Outside the Home

A step-by-step guide to everything I do outside the home to ensure a smooth installation.

Module 6: System Start-Up

Don’t fumble this key privileged moment with your customer. See how I scripted this down to the last detail.

Module 7: Last Stretch to the Finish Line

Everything has gone perfectly up until now. Set your company apart again and delight your customer.