http://www.hvacchannel.tv/weblog/ en Copyright 2012 Thu, 12 Jan 2012 09:29:41 -0500 http://www.sixapart.com/movabletype/ http://blogs.law.harvard.edu/tech/rss Here are This Spring's On-line Training Classes: Carrier and Bryant dealers who need FAD credits - the approved number of FAD credits are in parentheses. These classes are open to dealers who do not need FAD credits. Profits, P&L’s Pricing, and More (1 Day FAD Business Credit) Practical Business Planning (1 day FAD Business Credit) Grow Your Maintenance Residential Agreements (2 days FAD Business Credits) Grow Your Maintenance Commercial Agreements (2 days FAD Business Credits) Specific course dates, materials, and the enrollment form are next. Profits, P&L’s, Pricing and More (offered twice) Four sessions: February 14, 21, 28, and March 13, 2012 Four sessions: October 9, 16, 23, and 30, 2012 Watch a video overview: http://www.hvacchannel.tv/program_detail.php?ep=3836 Profits, P&L’s, Pricing and More is designed exclusively for Carrier and Bryant dealers to give you the tools you need to understand and profit from the financial side of your business. After these four weeks you’ll recognize when “things don’t look right”. When you complete it, you should know enough to question your accountants, whether they are internal or external to your company. The only way that you can keep your hard earned money is to know that your financial statements are correct each month. You have to know the score and believe the score each month. Are you going to have to do some work? Absolutely. You can’t get this information into your head without putting in some effort. This is four one-hour weekly sessions with critical information, explained in ENGLISH, so you can easily apply it to your business and understand your scorecard. You’ll have practical homework, using your business’ information, or the sample business information, to get ready for the next session. Details about Program: • Each session is 1 hour in length. • As with all on-line programs in this brochure, you do not have to attend the live sessions. More than 80% of the program participants watch the programs in the evenings and on weekends. You don’t have to take time out of your revenue producing days to attend class. Session 1 – Balance sheets, income statements and gross margin analysis Session 2 – Pricing, break even, departmentalization, profitability analysis Session 3 – Short term benchmarking, critical financial ratios Session 4 – Long term trend analysis, cash flow management • Homework is an integral part of this program. You have two options: Use your financial statements or use the sample financial statements with the program. When you use your financial statements Ruth King personally reviews them. They are kept confidential. You also receive: • The Profits, P&L’s, Pricing and More course manual full of examples and explanations of the concepts covered in the on-line sessions • Keeping Score: Financial Management for HVAC Contractors, Ruth King’s 86-page manual written “in English” rather than accountingese • The HVAC Residential Pricing Manual – Ruth King’s manual and templates for determining service rates, overhead, departmentalization, residential replacement prices and more Grow Your Maintenance Agreements - ResidentialSessions: Mar 1, Mar 8, Apr12, May 10, Jun 14, Jul 12, Aug 9, Sep13, Oct 11, Nov 8, 2012 Watch a video overview: http://www.hvacchannel.tv/program_detail.php?ep=4256 Overview Maintenance agreements are essential for a stable, profitable HVAC company. Dramatically increase your residential and/or commercial planned maintenance agreement (PMA) enrollments using a systematic process. Dealers implement what they learn every day. Learning and follow up is accomplished through monthly on-line sessions and reporting results each week. Ruth King reviews all reports and is available by telephone and email for questions/issues as they arise. Here are the dramatic results for 2011 1.31 dealers started the program. 15 Finished. 16 did not. 2. Dealers who completed the program Dealers who did not complete the program 8,663 opportunities 5,420 opportunities 3,784 new maintenance agreements 1,545 new maintenance agreements $3,973,281 in revenue from maint customers $968, 758 in revenue 44% average enrollment rate 29% average enrollment rate 3.The national average closing rate is 30% which was the results of dealers not completing the program. Those who followed the program and completed it averaged 44% - there were four who averaged under 30% and all four were just starting their programs (they had 0 to 50 agreements when they started last March). Of those who completed the program, 3 had 90% or better closing rates. 4. We proved in 2011 that when dealers follow the program - it works! Residential HVAC Program Components 1. Monthly on-line sessions. Different sessions are held for dispatchers and service technicians, customer service personnel, managers and owners. 2. Residential Planned Maintenance Agreement manual. 3. Sample forms and agreements (use is NOT required). 4.Laminated scripts to use when talking with customers and prospective customers. 5.Sample letters to be sent using the instructions accompanying the letters. 6. Tracking forms. 7.Contest and activity plans. Note: So that I can best help you achieve the results you want to achieve, weekly reporting of tracking results is required for FAD credits. With weekly reporting we can spot minor issues and correct them before they become major crises. Sessions include: • The “rules of thumb” – benchmarks for growing your maintenance base • Pricing and marketing • Creating the agreement culture • Establish activity plan and contest • Dispatch and technician responsibilities • Customer objections and follow up • Tracking maintenance agreements • Renewals Grow Your Maintenance Agreements - Commercial Sessions: Mar 1, Mar 8, Apr12, May 10, Jun 14, Jul 12, Aug 9, Sep13, Oct 11, Nov 8, 2012 Watch a Video Overview http://www.hvacchannel.tv/program_detail.php?ep=4256 Commercial HVAC Program Requirements 1. Technicians who can service, repair, and replace commercial equipment. 2. Part time marketing team member. 3. Sales person committed to commercial sales. Commercial HVAC Program Components 1. Commercial Planned Maintenance Agreement program manual. 2. Commercial maintenance agreement pricing template. 3. Equipment survey form. 4. ASHRAE recommended maintenance procedures 5. Maintenance tracking form. 6. Sales person interview process. 7. Sales person commission structure. 8. Sales person tracking form. 9. Marketing letters and mailing instructions. 10 Proposal format. Note: So that I can best help you achieve the results you want to achieve, weekly reporting of tracking results is required for FAD credits. With weekly reporting we can spot minor issues and correct them before they become major crises. Sessions include: • The “rules of thumb” – benchmarks for growing your maintenance base • Pricing • Creating the agreement culture • Establish activity plan and contest • Dispatch and technician responsibilities • Customer objections and follow up • Tracking maintenance agreements • Renewals • Marketing Are you going to have to do some work? Absolutely. Building a maintenance agreement culture takes time and continuous effort. You can’t do this simply by watching the programs. You have to take the program information and execute it in your business. Enrolling less than 5 additional residential agreements or 1 commercial agreement will pay for your investment in this program. Or, increase your flat rate hourly rate by $5 per hour. This will cover all of your program and marketing expenses and add less than a dollar to most repairs. If you have the Profit Strategies flat rate system, this system includes quarterly updates free of charge. Practical Business Planning Four sessions: October 8, 15, 22, and 29, 2012 Watch a video overview: http://www.hvacchannel.tv/program_detail.php?ep=4056 Practical business Planning is designed exclusively for Carrier and Bryant dealers to give you the tools you need to write, implement, and track your company’s business plan. During this class you write a 3-page business plan that you can use every day to guide your business operations. After these four weeks you’ll have a realistic marketing plan, a realistic budget, and document that helps you achieve the goals you want to achieve. Are you going to have to do some work? Absolutely. You can’t get this information into your head without putting in some effort. This is four one-hour weekly sessions with critical information, explained in ENGLISH, so you can easily apply it to your business. You’ll have practical homework, using your business’ information to get ready for the next session. How does the Program Work? You participate in these sessions from the convenience of your home, office, or on the road...anywhere a connection to the Internet exists. The sessions are live on HVACChannel.tv. You have the opportunity to ask questions and participate through calling in or chatting in to Ruth King, the facilitator. And, chat messages are totally anonymous. No one, not even Ruth, knows who is asking the question. You can feel comfortable asking any question…no one knows it’s you (unless you put your name at the end of your question). If you miss a live session or want to review it, the sessions are recorded so that you have access to them 24 hours per day. When you register, you'll receive a password and instructions on logging in for the sessions. Details about Program: • Each session is 1 hour in length. • You do not have to attend the live sessions. More than 80% of the program participants watch the programs in the evenings and on weekends. You don’t have to take time out of your revenue producing days to attend class. Session 1 - Overview, goal setting, establishing where you are now and where you want to go Session 2 – Marketing/advertising realities, social media, client definition Session 3 – Financial budgets Session 4 – Putting the plan together. implementation, tracking • You can watch each program as many times as you’d like. If you miss something the first time, the programs are available to watch again at your convenience. • Homework is writing a 3-Page Business Plan which must be submitted for those who need FAD credit. Who is Ruth King? Ruth King, an HVAC industry veteran with over 25 years helping contractors with growth and financial issues, leads all classes. She personally reviews your financial statements (your option) and homework. She is available to answer questions and give guidance. All participants receive her cell phone number so they can contact her evenings and weekends – whenever they have a question. Here’s what Carrier and Bryant dealers say about Ruth’s Classes “To be honest, I was not too excited about this course. But I thought it would be an easy way to get my CFAD training in. I did not want to hear one more person tell me this difference between mark and margin. This has been VERY good. I am a service tech turned small business owner (20 years ago) with no accounting background what so ever. I quickly went to every school I could find, but in recent years I got tired of conventions and schools. After 4 hours in your training, I have also learned that I have gotten lazy. You have forced me to look at my business and especially my use of labor. I had gotten “wimpy” and decided that is just the way things are in a recession. But that is going to change!” “I normally don’t get jazzed about this stuff but I’m jazzed.” “I’ve been through other financial classes. With yours I really got it for the first time. The light bulb finally went off.” “I was in your P&L class last month and I have to say I loved it, I'm not worried about the FAD credits as much as I am about getting this straight in my head. Thank You for what you have done for me already.” “I just wanted to drop you a line and thank you. It is the best money I ever spent. I now understand how to read my financial statements and what the income statement and balance sheet mean. Funny when you buy QuickBooks no one really explains things the way you do.” “Thank you Ruth for being so patient with me. I am working with what I am finding are not good financials – but I guess that is what this class is for, to open our eyes. And believe me, mine have been opened. I am the daughter-in-law of our owners and we’re in for a lot of changes thanks to you.” How to participate in On-Line Classes: Call us at 877-520-4321 or 770-729-0258. We’ll take your registration on the telephone. Or, complete the form below and fax it to us at 678-969-2791. Or, email to ruthking@hvacchannel.tv Name ____________________________________________________ Company Name ____________________________________________ Street Address _____________________________________________ City _____________________ State __________ Zip Code__________ Telephone Number ________________________ Email Address: ___________________________ $397 – Profits P&L’s Pricing and More February Session $ __________ $397 – Profits P&L’s Pricing and More October Session $ __________ $397 - Practical Business Planning $ __________ $997 – Grow Your Maintenance Agreements – Residential $ __________ $997 – Grow Your Maintenance Agreements - Commercial $ __________ TOTAL $ __________ Credit Card:  Visa  MasterCard  American Express Card Number ____________________________________________ Expiration Date _______________________Security Code ________ Name on the Card _________________________________________ Signature __________________________________________________ Billing Address (if not same as above) ___________________________ __________________________________________________________ Upon receipt of your enrollment, you will receive the course information for that course. Questions? Call 877-520-4321 or 770-729-0258. Fax this completed page to 678-969-2791 or email it to ruthking@hvacchannel.tv ]]> http://www.hvacchannel.tv/weblog/2012/01/internet_training_classes_1.html http://www.hvacchannel.tv/weblog/2012/01/internet_training_classes_1.html Thu, 12 Jan 2012 09:29:41 -0500 ruthking@hvacchannel.tv) for more information and to enroll in class. Not a Carrier, Bryant, or ICP dealer? Call us. We may have some options for you too. ]]> http://www.hvacchannel.tv/weblog/2011/09/get_a_better_understanding_of.html http://www.hvacchannel.tv/weblog/2011/09/get_a_better_understanding_of.html Wed, 28 Sep 2011 16:25:41 -0500 Here’s What We Learned in 2010 1. With focus you can achieve any maintenance agreement goal that you set. 2. The national average closing rate is 30%. Last year’s contractors averaged over 40% with some averaging over 50%. Residential HVAC and/or Plumbing Program Components 1. Residential Planned Maintenance Agreement manual. 2. Sample forms and agreements (use is NOT required). 3. Laminated scripts for dispatchers to use when talking with customers and prospective customers. 4. Sample letters to be sent using the instructions accompanying the letters. 5. Tracking forms. 6. Contest and activity plans for the challenge period. The on-line sessions will give you all of the information you need to establish the contests and activity plans. 7. Dispatchers and new technicians should watch the programs aimed at their positions. After 2011 you should be able to replicate the plans and contests without guidance. 8. Automatic monthly energy saving tips sent through email. Dispatchers enter your customers’ email addresses (private and secure to you) into your Leads Solution data base. Thank yous and monthly emails automatically go to your customer base. Residential HVAC and/or Plumbing Program Options: 1. Monthly billing rather than annual billing. 2. Service Frequency through Profit Strategies. 3. Purchase of sample forms and agreements through Right Path Marketing. 4. Purchase of direct mail postcards and letters through Right Path Marketing. Note: So that I can best help you achieve the results you want to achieve, weekly reporting of tracking results is recommended. With weekly reporting we can spot minor issues and correct them before they become major crises. Commercial HVAC Program Requirements 1. Technicians who can service, repair, and replace commercial equipment. 2. Part time marketing team member. 3. Sales person committed to commercial sales. Commercial HVAC Program Components 1. Commercial Planned Maintenance Agreement program manual. 2. Commercial maintenance agreement pricing template. 3. Equipment survey form. 4. ASHRAE recommended maintenance procedures 5. Maintenance tracking form. 6. Sales person interview process. 7. Sales person commission structure. 8. Sales person tracking form. 9. Marketing letters and mailing instructions. 10. Proposal format. Note: So that I can best help you achieve the results you want to achieve, weekly reporting of tracking results is recommended. With weekly reporting we can spot minor issues and correct them before they become major crises. On-line sessions Session 1 (In the library - watch at your convenience) • Why do this? • The “rules of thumb” – benchmarks for growing your maintenance base • Pricing • Designing the right program for you • Creating the agreement culture • Establish activity plan and contest March 10, 2011 • Dispatch responsibility – the questions to ask your customers • Technician responsibility – educate the customer (part 1) April 7, 2011 • Customer education (part 2) • Customer objections • Technician activities in the field as they relate to maintenance May through December – First or Second Thursday of each month – approximately 30 minutes • Tracking maintenance agreements • Customer follow up • Renewals • Program issues as they arise All programs are archived in the HVACChannel.tv library and are available for viewing at your convenience through December 31, 2011. Investment: Residential HVAC and/or plumbing: $897. Commercial HVAC: $897. Both residential and commercial: $1597. (save $200) One way to pay for your investment: Increase your flat rate hourly rate by $5 per hour. This will cover all of your program and marketing expenses and add less than a dollar to most repairs. If you have the Profit Strategies flat rate system, this system includes quarterly updates free of charge. To join the challenge, complete the commitment form below and fax it to me at 678-969-2791 or email to ruthking@hvacchannel.tv. We look forward to hearing your success stories! Ruth Ruth King 770-729-0258 ruthking@hvacchannel.tv Business Name: __________________________________________________________ Contact Name: __________________________________________________________ Shipping Address:_________________________________________________________ City/State/Zip Code: ______________________________________________________ Telephone Phone: ( ) __________________________ E-mail address: __________________________________ I am investing in:  Residential HVAC and/or Plumbing $897  Commercial HVAC $897  Both residential and commercial - $1597 (save $200) # of Residential Agreements ____________________ # desired by December 31, 2011 ________________ # of Commercial Agreements _________________ # desired by December 31, 2011 ______________ What do you call your agreements ______________________ Person to call regarding follow up ____________________________ Phone number ____________________________________________ Billing Information: Card Number_______________________________ Security Code ________________ Name on Card_______________________________ Expiration Date ________________ Signature (Required) __________________________________________ Date_______________ ]]> http://www.hvacchannel.tv/weblog/2011/02/join_the_challenge_to_exponent.html http://www.hvacchannel.tv/weblog/2011/02/join_the_challenge_to_exponent.html Fri, 11 Feb 2011 08:30:33 -0500 “I was ready to throw everything at Mike (his Carrier TM) when he told me that I had to take this class. However, now I’m enjoying it and learning a lot.” “I normally don’t get jazzed about this stuff but I’m jazzed.” “I’ve been through other financial classes. With yours I really got it for the first time. The light bulb finally went off.” “I just wanted to drop you a line and thank you. It is the best money I ever spent. I now understand how to read my financial statements and what the income statement and balance sheet mean. Funny when you buy QuickBooks no one really explains things the way you do.” “It’s been very rewarding and I promise to apply this to my own company. We are cleaning up the balance sheet and starting 2010 with a road map, and a clear direction for the first time.” From a company controller: Thank you for taking the time to put this program together. After completing all four segments, I would highly recommend it to anyone working within the HVAC industry.” “I have enjoyed and learned so much during your sessions. I am excited about implementing some of these procedures.” “Thank you for the class. Learned a lot. Never really paid too much attention to all this. Long as bills got paid I thought we were doing ok. After this, looks to me we were walking a fine line. With the new knowledge and a little luck I think I can make things look a lot better in the future.” “I watched your first week’s video last night after the Super Bowl. You did a great job and I think this will be valuable for NAME DELETED and a couple of other people in our little company. I have a 4 year business degree and I am about 2/3 of the way through my MBA. I have also attended a handful of financial seminars for our industry over the last 15+ years. I like your approach better than any other I have seen. You are very correct when you say that you are not taught this stuff in college courses.” “Thanks for your class and the help. This spread sheet really shows how inconsistent my company has been. I will do my best to use the tools that you have taught me to make my company consistent and profitable.” “The class is awesome, I am getting a lot out of the 1 1/2 classes that I watched and our brief conversations. (FYI- I am very impressed with your level of expertise, professionalism and the ease in which you "teach" the information, you never speak down to your attendees but you make it simple to follow, AND I speak from a newbee in the HVAC field but I have years of teaching experience in a mainly male field ( mine was law enforcement).” Many owners enrolled their children (or managers) who will be taking over their business: “I really enjoyed your class. I learned so much from it. My Dad even said I have told him things he didn't know. We are going to redo our departmentalization based on your class.” “I made my son go through the classes. He was working in my business and didn’t have a clue how much things cost. You really opened his eyes. Thank you.” “Thank you Ruth for being so patient with me. I am working with what I am finding are not good financials – but I guess that is what this class is for, to open our eyes. And believe me, mine have been opened. I am the daughter-in-law of our owners and we’re in for a lot of changes thanks to you.” Since 1987 I’ve helped thousands of HVAC business owners and managers avoid financial mistakes, grow, and achieve the goals they want to achieve. Profits, P&L’s, Pricing and More is designed exclusively for Carrier and Bryant dealers to give you the tools you need to understand and profit from the financial side of your business. After these four weeks you’ll recognize when “things don’t look right”. When you complete it, you should know enough to question your accountants, whether they are internal or external to your company. The only way that you can keep your hard earned money is to know that your financial statements are correct each month. You have to know the score and believe the score each month. Are you going to have to do some work? Absolutely. You can’t get this information into your head without putting in some effort. This is four one-hour weekly sessions with critical information, explained in ENGLISH, so you can easily apply it to your business and understand your scorecard. You’ll have practical homework, using your business’ information, or the sample business information, to get ready for the next session. How does the Program Work? You participate in these sessions from the convenience of your home, office, or on the road...anywhere a connection to the Internet exists. The sessions are live on HVACChannel.tv. You have the opportunity to ask questions and participate through calling in or chatting in to Ruth King, the facilitator. And, chat messages are totally anonymous. No one, not even Ruth, knows who is asking the question. You can feel comfortable asking any question…no one knows it’s you (unless you put your name at the end of your question). If you miss a live session or want to review it, the sessions are recorded so that you have access to them 24 hours per day. When you register, you'll receive a password and instructions on logging in for the sessions. Details about Program: • The live sessions are October 5, 12, 19, and 26, 2010. Each session is 1 hour in length. Depending on the number of participants and the geographic locations of the participants, classes may be held at 10 AM Eastern and 2 PM Eastern time. The exact times will be given to enrollees a week before class. • You do not have to attend the live sessions. More than 50% of the program participants watch the programs in the evenings and on weekends. You don’t have to take time out of your revenue producing days to attend class. October 5 – Balance sheets, income statements and gross margin analysis October 12 – Pricing, break even, departmentalization, profitability analysis October 19 – Short term benchmarking, critical financial ratios October 26 – Long term trend analysis, cash flow management • You can watch each program as many times as you’d like. If you miss something the first time, the programs are available to watch again at your convenience. • Homework is an integral part of this program. You have two options: Use your financial statements or use the sample financial statements with the program. When you use your financial statements Ruth King personally reviews them. They are kept confidential. • Homework (for those who need FAD credit) is due December 1, 2010. You also receive: • The Profits, P&L’s, Pricing and More course manual full of examples and explanations of the concepts covered in the on-line sessions • Keeping Score: Financial Management for HVAC Contractors, Ruth King’s 86-page manual written “in English” rather than accountingese • The HVAC Residential Pricing Manual – Ruth King’s manual and templates for determining service rates, overhead, departmentalization, residential replacement prices and more And, most important: Ruth King, an HVAC industry veteran with over 20 years helping contractors with growth and financial issues, personally reviews your financial statements (your option) and homework. She is available to answer questions and give guidance. Your investment: $397 – per company More than one person per company can participate in the programs for the same investment How to participate in Profits, P&L’s, Pricing and More: Call us at 877-520-4321 or 770-729-0258. We’ll take your registration on the telephone. Or, complete the form below and fax it to us at 678-969-2791. Or, email to ruthking@hvacchannel.tv YES! I want to enroll in Profits, P&L’s, Pricing and More: Name ____________________________________________________ Company Name_____________________________________________ Street Address _____________________________________________ City _____________________ State __________ Zip Code__________ Telephone Number ________________________ Email Address: ___________________________ Dealer Number: ___________________________ Distributor: _______________________________ For the homework:  I will use my financial statements (fax to 678-969-2791)  Please send me the sample financial statements Class investment:  $397 – Profits, P&L’s, Pricing and More $ __________ Credit Card:  Visa  MasterCard  American Express Card Number ____________________________________________ Expiration Date _______________________Security Code ________ Name on the Card _________________________________________ Signature __________________________________________________ Billing Address (if not same as above) ___________________________ __________________________________________________________ Upon receipt of registration you will be emailed the password to attend the program, the course manual and Keeping Score: Financial Management for HVAC Contractors. Questions? Call 877-520-4321. Fax this completed page to 678-969-2791 or email it to ruthking@hvacchannel.tv ]]> http://www.hvacchannel.tv/weblog/2010/08/profits_pls_pricing_and_more_b.html http://www.hvacchannel.tv/weblog/2010/08/profits_pls_pricing_and_more_b.html Thu, 26 Aug 2010 13:28:36 -0500 5. Make sure you have the latest version of Adobe Flash Player installed and running on your computer. You can run a check here: http://kb2.adobe.com/cps/155/tn_15507.html August 17th — Day Before Live Videocast 1. Be sure to test your connection a day in advance to ensure that you are ready to host your event. August 18th — Day of the Live Videocast 1. Connect at least 20 minutes prior to the videocast. 2. Videocast set-up: • Visit www.forwardthinking.honeywell.com • On the home page, click on the World Premier Videocast Icon • Enter username: transform and password: honeywell • The show will start automatically at the designated time **For the first 30 days after the live show, the program can be accessed for additional use exactly the same way the live show was. Connectivity Troubleshooting 1. Before, during, or after the program, if you are experiencing any problems, call: HVAC Channel. TV Customer Care Group at 1-877-520-4321. Be sure you print these instructions and have them available when you call.]]> http://www.hvacchannel.tv/weblog/2010/08/honeywell_2010_product_release.html http://www.hvacchannel.tv/weblog/2010/08/honeywell_2010_product_release.html Fri, 13 Aug 2010 13:35:13 -0500 http://www.hvacchannel.tv/program_detail.php?ep=3632 Be different. Help your customers be more comfortable in their home and generate non-seasonal revenue! Order below: Limex Pricing Promo Code ____________ Single units – Shipping NOT included: Home Kit: $49.97 each # desired _________ 2-Pack Bulbs: $29.97 each # desired _________ Spray: $19.97 each # desired __________ Case Pricing (24 units per case) – Shipping Included: Home Kit (2-Pack Bulbs and Spray - 24 kits per case) # Cases ______________ 1 case - $1097 2-9 cases - $1074 each 10-19 cases - $1044 each 20-29 cases - $1014 each 30+ cases - $984 each 2-Pack Bulbs - 24 per case (48 bulbs) # cases desired: ____________ 1 case - $697 2-9 cases - $684 each 10-19 cases - $664 each 20-29 cases - $644 each 30+ cases - $624 each Spray - 24 per case # cases ____________ 1 case: $474 2-9 cases - $464 each 10-19 cases - $454 each 20-29 cases - $444 each 30+ cases - $434 each Shipping for non case items is $5.95 + $1.00 per item. International shipping is quoted separately. Return Policy: No Refunds – Exchanges only with 10% restocking fee YES! I want to invest in the Limex Products: Name _____________________________________________________________________ Company___________________________________________________________________ Shipping Address ____________________________________________________________ City _____________________ State __________ Zip Code__________ Telephone # _______________________Email: ___________________________________ Home Kit # Cases_________ Total Price __________ Home Kit # single items _______ Total Price __________ 2-Pack Bulbs # Cases ______________ Total Price __________ 2-Pack Bulbs # single items __________ Total Price __________ Spray # Cases __________ Total Price __________ Spray # single items ______ Total Price __________ No Shipping in US for case quantities; Shipping for non case items ($5.95 + $1.00 per item) $ __________ GA customers add sales tax @ 6% $ __________ TOTAL $ __________ Credit Card Orders: Card Number ___________________________ Expiration Date __________________________ Security code ___________________________ Signature ___________________________________________ Billing Address (if not same as above) _______________________________________________ Send this order form and your payment to Business Ventures Corporation, 1650 Oakbrook Drive, Suite 405, Norcross, Georgia 30093 or email to brendabethea@bventures.com Questions? Call 877-520-4321 or fax to 678-969-2791 ]]> http://www.hvacchannel.tv/weblog/2010/03/what_makes_you_different_1.html http://www.hvacchannel.tv/weblog/2010/03/what_makes_you_different_1.html Mon, 22 Mar 2010 12:24:10 -0500 Being wealthy is a system. Being poor is a system. Which would you prefer? If you answered being wealthy, then you need to learn the easy system. Learning the system is really easy. Implementing the system doesn't take a lot of time either. This manual gives you the system and a simple calculator. It is your choice to implement it, follow the rules, and become wealthy and prosperous. Three ways to get this $3.99 manual and calculator: 1. Download this Piggy Bank app from the Apple Store: Getting Started with Wealth and Prosperity http://itunes.apple.com/us/getting-started-wealth-prosperity/id3590621831?mt=8 2. Call us at 877-520-4321 and we'll take your order over the phone. 3. Send a check for $3.99 payable to Business Ventures Corporation to 1650 Oakbrook Drive, Suite 405, Norcross, GA 30093. Include your email address and phone number in case there is a problem. We will email you the manual and calculator. ABOUT THE AUTHOR Ruth King is a seasoned entrepreneur who writes from experience having owned seven businesses in the past 25 years. She is presently the Founder and CEO of Ribbon, the Internet Broadcasting Network, profitabilitychannel.com, and Business Ventures Corporation, award winning companies dedicated to helping small businesses and their owners succeed. Her book, The Ugly Truth about Small Business, won the 2006 USA Best Book Award for Entrepreneurship. Ruth is passionate about helping people achieve their goals, teaching adults to read, and running marathons. ]]> http://www.hvacchannel.tv/weblog/2010/03/download_the_piggy_bank.html http://www.hvacchannel.tv/weblog/2010/03/download_the_piggy_bank.html Fri, 12 Mar 2010 08:12:54 -0500 301 Day Maintenance Agreement Growth Challenge February 18, 2010 through December 15, 2010 Everyone knows that a strong maintenance agreement base decreases seasonality, increases cash flow and increases replacement sales. Would it be ok to increase your maintenance agreement base by 20%, 50% or even 100% this year? Maintenance agreements are essential for a stable, profitable HVAC company. Dramatically increase your residential planned maintenance agreement (PMA) enrollments using a systematic process. This program uses traditional elements in a non-traditional way. First, this program is not a one day seminar where you go to a specific location, get information, go back to your office and forget 90% or more of what you learned. You implement what you learn every day. Learning and follow up is accomplished through monthly on-line sessions and turning in results each week. I review all homework and I am available by telephone and email for questions and issues as they arise. Explode your maintenance agreement growth this year. For more information http://www.hvacchannel.tv/program_detail.php?ep=3503 or call 877-520-4321 ]]> http://www.hvacchannel.tv/weblog/2010/01/explode_your_maintenance_agree.html http://www.hvacchannel.tv/weblog/2010/01/explode_your_maintenance_agree.html Wed, 20 Jan 2010 16:08:40 -0500 Financial statements are a tool. The first few times they are confusing. However, when you work with them the light bulb goes off and they become easy to read. Make sure that you start 2009 with proper financial statements – correct these seven deadly mistakes so you make good business decisions based on sound financial information. 1. Negative cash. Your banker is not going to allow you to have a negative cash balance in your checking account for long. Negative cash on your balance sheet means that you've written more checks than you have money in the bank. Some bookkeepers are notorious for doing this. They print out all of the checks and then wait until the cash comes in to pay them. This totally distorts both your cash and your accounts payable. 2. Inventory on your balance sheet is an even number. If your balance sheet says that inventory is $1,500, this is a dead give away that the inventory is a "guessed" number. You need accurate inventory figures to know if you have too much money tied up in inventory. 3. A balance sheet that doesn't balance. When the balance sheet doesn't balance, warning bells should be going off in your head. No bookkeeper who knows bookkeeping should ever give you a balance sheet that doesn't balance. And yes, I've seen plenty of them! If you bookkeeper can't pass my bookkeeping test, he or she shouldn't be doing books for your company. Anyone who doesn't have the test and would like it, please email me at rking@ontheribbon.com. 4. Negative payroll taxes payable. The likelihood that you overpaid your withholding taxes by thousands of dollars is slim to none. If you see negative financial withholding on your balance sheet, then something was probably entered wrong...and that means two things were entered wrong. 5. Negative loan balances. Again, the likelihood that you paid more than the bank required to pay off your loan is slim to none. If you see negative loan balances on your balance sheet, then look for the entries that are wrong. 6. No rent (or utility bill, etc.) or extremely high rents. This usually means that one month has double overhead expenses and another month has no overhead expenses. One month you earned a great profit - no expenses. One month you earned no profit or were at a loss - double overhead expenses. Both months financial statements are wrong. Make sure that the overhead that you expect in each month is there. 7. Inconsistent gross margins. If a department's gross margin widely varies from month to month the most likely cause is a sale in one month and expenses against that sale in another month. Make sure that you match sales and expenses in each month! (There are other reasons that I will cover in future Contractor Cents). Start 2009 on the right foot with proper financial statements! For a free copy of Ruth King’s 86-page manual, Keeping Score: Financial Management for Entrepreneurs, send an email to rking@ontheribbon.com. http://www.hvacchannel.tv/weblog/2008/12/seven_dead_giveaways_that_your.html http://www.hvacchannel.tv/weblog/2008/12/seven_dead_giveaways_that_your.html Tue, 30 Dec 2008 14:11:33 -0500 The Ugly Truth about Small Business, learn these critical survival strategies for success: 1. Pick yourself up, dust yourself off, and keep going. All entrepreneurs face terrible days. Have the confidence that when bad things happen, you can face them, deal with them, and get through them. You never know how long the terrible things, the dark days, will last. However, you know that there is light at the end of the tunnel at some point. You continue towards that light and eventually you will emerge. 2. Learn to deal with your emotions. When the terror hits we react emotionally first. Find a way to release the emotions quickly so that you can start thinking logically again. Try to address the problem. What can I do immediately? What can I do tomorrow? Next week? Next month?” And, do what you can do every day to solve the problem. 3. Find a physical way to deal with the on-going stress. Even though the emotion of the situation doesn’t last long, getting through the dark days can take weeks, months, or even years. This can be extremely stressful on you. You have to find a way to decrease the effects of stress on you. Exercise helps a lot of entrepreneurs. I started running at the age of 44 and ran my first marathon three weeks before my 46th birthday. I often say that I would be a basket case if I didn’t run. For me, running gets rid of the stress. Many other entrepreneurs run, bicycle, or do some form of exercise. One took up karate and is going for her black belt. The exercise helped them deal with the inevitable hard times. Many times it is during exercise that entrepreneurs get the ideas that help them through the rough days. It helped decrease the effects of stress. 4. Believe in what you are doing. Time after time entrepreneurs told me that the belief in what they were doing got them through the dark days. Every time something bad happened, they reminded themselves why they were doing what they were doing and continued on. At each obstacle remind yourself that it is important and continue through. If you truly believe that what you are doing is important, this belief alone can help you through the dark days. 5. Be flexible. First write the plan to resolve the situation. However, realize that the likelihood of following that plan to the letter is nil. You have to learn to be flexible. If a specific situation doesn’t happen, you need to have a plan to go around it, go through it, or go in a totally opposite direction. 6. Rely on people you trust outside the business. Most of the time when someone asks us how business is, we say, “Great”, even if we don’t have a clue where next week’s payroll is going to come from and sales are slow. As a rule, entrepreneurs don’t trust anyone when discussing their business. And, even if we are doing great, we don’t want anyone to know how great. If your business is a partnership, you still need to find outsiders whom you can discuss situations with. The outsiders can provide perspectives that even the partners can’t see because they are in the day-to-day running of the business with you. Finding people you trust is critical. These are colleagues and true friends who you can rely on to listen and provide support and comfort as you are going through the dark days. For some entrepreneurs it is their spouse. For others, they tell their spouse nothing about the business. Find people you can be brutally honest with. These associates should also be brutally honest with you. They can provide a sounding board, advice, and encouragement as you are going through the terror. 7. Make a list. When you put things on paper you often see the realities of what is happening. Lists help a lot. You can put your thoughts down on paper. You can often see that things aren’t as bad as they appear in your imagination. All entrepreneurs go through terror. You go through fear of the unknown. Eventually the unknown becomes known. Then the dark days turn into light. Sometimes the darkness lasts for minutes, other times for years. Have faith that you will get to the light. ]]> http://www.hvacchannel.tv/weblog/2008/12/critical_survival_strategies.html http://www.hvacchannel.tv/weblog/2008/12/critical_survival_strategies.html Wed, 24 Dec 2008 10:44:45 -0500 ruthking@hvacchannel.tv ) if you'd like a free copy each week). I found this one from 2003. Here’s what I wrote then. I was amazed that it is still applicable today. Here’s what I wrote in 2003: The economy is uncertain. No one has a crystal ball. So how do you prepare and keep your business moving in a positive direction? Some people are focused on doing only the things that they have to do to get by right now. Others are forging ahead and not allowing the political climate to affect how they act. Obviously, you want to find those who are not afraid of spending money. However, spending money still has to make sense. The likelihood is that people may stop spending a lot of money on things that they think may be discretionary. Or, they may spend money on their houses rather than traveling which would be good for our businesses. Either way, now is the time to change your marketing focus. In uncertain economic times most people are concentrating on ways to saving money. They want to decrease costs. So, your message to them must be how they can save money by using your services. How do your service agreements save them money? How do they lessen the fuel costs increases that most everyone has experienced this winter? All of the information that you give to the customers must focus on things that they are interested in right now. And, that is writing smaller checks to utility companies. Your service technicians must focus on saving money. Sure, the other benefits of replacing systems and service agreements still apply. However, the customer is likely to discount them now and not use them as a reason to buy simply because they are focused on decreasing costs. Back to 2008: Perhaps we go through uncertain economic times every five years? The reality is that we are in a cyclical business and will always have good times and slower times. In 2008, consumers think air conditioning is a necessity; not a luxury. Like gasoline, people have to have it. They may not be buying 18 SEER equipment. However, they are still buying. Service has been very strong in most areas this year. I’ve seen more compressor replacements this year than last. I’ve seen more “fix it” than “replace it” too. Whether it is service or replacement, people are still buying. Remember to get one new customer per day. Continue your service agreement generation programs. Your stable customer base will take you through the good economic times and the slower economic times. ]]> http://www.hvacchannel.tv/weblog/2008/07/preparing_for_uncertain_economic_times.html http://www.hvacchannel.tv/weblog/2008/07/preparing_for_uncertain_economic_times.html Tue, 29 Jul 2008 15:52:27 -0500 About 10 days ago I had the opportunity to sit in the back of a meeting room watching a presentation to Atlanta mortgage brokers. I realized that there are 40% less brokers in Atlanta than there were a year ago and about 40% of the market has dried up. The presenter asked, “How many of you are having better year in 2008 than you did in 2007"? In a room of about 75 people 6-7 hands went up. About 10% were having better years than they did in the past! Why? These 10% realized the market had dramatically changed. Instead of fighting the market, wishing that it would change to “the way it was”, and bemoaning the differences, these people found a way to take advantage of the changed market. They changed their attitudes. They changed the way they looked at the market and found a way to satisfy the new needs of the market. Ten percent were doing even better! They weren’t listening to the doom and gloom of the media. They were creative and found a way to increase their business; even in a “down market”. In crazy economic times there are always some who survive, thrive, and do incredibly well. It’s all about attitude. So how do we thrive in crazy economic times in the HVAC industry? 1. Keep your attitude positive. This is probably the most important, and perhaps the hardest thing to do. Turn off the negative news. Listen to positive audio CD’s and read positive, uplifting stories. Don’t get caught up in the negative spiral. 2. Ok you say. Being positive won’t increase my revenues. You’re right. Be proactive rather than reactive. If the telephone isn’t ringing, call customers and prospective customers. The phone will start ringing. What are you going to do for customers that saves time and cuts their costs? You’ve got the attention of commercial and residential customers with these two benefits. They want to save time and cut costs now more than ever. 3. Keep marketing. Those monthly postcards do work. Will they produce phenomenal results the first month? Not unless you just happen to hit the market exactly right. However, over a year to two year period you will see dramatic results. Keep going, even in the slower times of the year. 4. Give out as many business cards as possible. When was the last time you gave your business card to the manager or owner of the restaurant that you regularly go to? Your service technicians and inside employees need cards too. They meet people all the time who could use your company’s services. 5. Resolve not to have “all of your eggs in one basket.” If one customer has more than 20% of your business, you may be in trouble if that customer goes out of business or decides to use a competitor. Find other customers. Your positive attitude will help you do all of this and have a better 2008 than you did in 2007. http://www.hvacchannel.tv/weblog/2008/07/its_all_about_attitude.html http://www.hvacchannel.tv/weblog/2008/07/its_all_about_attitude.html Tue, 22 Jul 2008 09:01:54 -0500 Oren Harari keynoted a conference that I attended last week. He talked about the fact that most businesses (and definitely a lot of businesses in our industry) live in “commodity hell”… his words, not mine. When we do something different to differentiate ourselves from our competition, within a few months our competition has discovered our differentiator and has started to copy it. Differentiation gone. Back to “no difference” in the customer’s mind. Customer satisfaction is a commodity response to a commodity industry. You need to “lead your customer to an impossible place.” The words, “Wow, dazzle, thrill, delight” should be answers to your customers’ experience with your company. So, how do you do it when information about our companies, our competitors, and sometimes our customers is available to anyone who knows how to use the Internet search engines? According to Dr. Harari, our Achilles Heel is sticking to what generated profits in the past. Our challenge in the copycat economy is to keep ahead of the imitators who are definitely watching us. What does that mean? The customer is looking for something that will justify in her mind to use our company’s services rather than a competitor’s. All she has to do is look in the Yellow pages, make a few telephone calls, and see the “sameness” of all the contractors listed. Even if you say “We don’t use the Yellow pages” you need, at the very least, a line listing, so that your current customers know where to find you. So what can you do that’s different, can be done at a competitive price and will wow a customer? Talk to your customers when you don’t need to. This means emails, postcards, and phone calls to remind them to change their filters. Many contractors do newsletters. Make a long term commitment to continually stay in touch with your customers. If you find an article or a white paper with information that will help them stay more comfortable in their homes…send it to your customers. Most will appreciate your thinking of them. What is the customer experience like? How does a customer get greeted when she calls on the telephone? What is the technician doing to educate her, keep her home neat and clean? Check the batteries in her smoke detector? There are many, many ways that you can differentiate your company from your competition. It takes work and keeping ahead…because your competition is lazy and soon will be copycatting your new actions…making you come up with something new to stay ahead of the pack. We can stay in the pack, grumbling about prices, technician Shortages, and the weather. Or we can differentiate, get noticed by our customers who appreciate and will pay for the value we provide. This will generate more revenues and profits and a lot less grumbling. The choice is yours. Note: Oren Harari’s book, “Break from the Pack: How to Compete in a Copycat Economy,” is available at all bookstores. http://www.hvacchannel.tv/weblog/2007/03/living_in_a_copy_cat_economy.html http://www.hvacchannel.tv/weblog/2007/03/living_in_a_copy_cat_economy.html Thu, 15 Mar 2007 12:36:43 -0500 I recently came back from the AHR trade show which showcases many of the manufacturers and suppliers to the HVACR industry. The talk of the show was a company called, “The Big Ass Fan Company.” That's right. A unique name. It gets your attention because it uses the word "Ass". Everyone was talking about this company. The name created the buzz. Attendees had to stop at the booth to see the “Big Ass Fans.” While they were there they received information about the fans and were qualified as to their likelihood of being a company client. If you stopped by on Monday, you were also treated to Refrigerator Perry, a former offensive guard for the Chicago Bears football team. It was definitely a memorable experience. The company achieved what they needed to achieve: stand out and be noticed by potential fan purchasers in a sea of competition. My guess is that someone took a look at their fans (and yes, they are big) and said, “That’s a big ass fan.” The name stuck. You, as a contractor, are not likely to forget the name. It’s bold. It’s descriptive. If you are looking for fans you probably will remember the company’s name. It’s memorable. I am not suggesting that you name your company like The Big Ass Fan Company. Our clients wouldn’t appreciate the name. I am asking you to create something memorable to define your company. By being memorable, your company’s name will stick in their brain and be easily recalled when they need your services. What name can you use that's memorable for your customers? http://www.hvacchannel.tv/weblog/2007/02/whats_in_a_name.html http://www.hvacchannel.tv/weblog/2007/02/whats_in_a_name.html Wed, 28 Feb 2007 15:07:41 -0500 By: Ruth King, Channel Manager I heard a speaker who asked us “Do you want sales volume or profits?” His comment…Volume is vanity. Profits are sanity. I agree. Contractors brag about their sales…almost no one brags about their profits. If you look at the industry averages stated by Robert Morris and Associates Annual Statement Studies, our industry net profit is less than 5%….and that is the average. Many contractors are losing money each year. The average is a nickel on each dollar. Not much. There are some really profitable contractors who generate profits over 20% per year. Some contractors look at those profitable contractors and say that they are stealing from the customer. Perhaps they are jealous. Is it stealing to earn 2 dimes for every dollar? I don’t think so…as long as you are providing value for the customer. Your goal should be to take care of the customer. Provide value to the customer. It costs money to provide good quality…training employees, top benefits to attract the best, and top equipment to properly install, diagnose, and repair customers’ equipment. If you truly believe that you are taking care of the customer and the customer believes that you are, then you should have a net profit over 5% and preferably over 10%. If you don’t, then it’s time to do something different…sometimes it is raising prices. Sometimes it is doing a thorough diagnostic…sometimes it is other activities. We’ll cover these and more over the next few weeks. Remember, volume is vanity. Profits are sanity. Sales or Profits? http://www.hvacchannel.tv/weblog/2007/01/sales_or_profits.html http://www.hvacchannel.tv/weblog/2007/01/sales_or_profits.html Wed, 17 Jan 2007 11:27:04 -0500