Ready for Summer?

Are You Ready for Summer?

This is the time of year when most of my clients get too busy to talk to me. It's kind of good because it allows me time to get a vacation, learn some new information, do some research and catch up on things around the house.
Since most of you are in the heating and air conditioning business this is the "make it or break it" time of year. I hope you make it . . so I put together a few tips that may help you reach your goals.
1. Set a goal
So many times we jump into the busy season with no planning, no forecasting and no goal setting. Take some time before it really gets crazy to put some thought into what you expect to accomplish this summer as it compared to last summer. Learn from your mistakes from a year ago.

2. Raise your price
Since demand goes up, so should price. Every other business in the world does it, you should too. Every time you go to buy gas or even milk the price is different from the last time you bought it. Set your prices to increase when you're busy and decrease when you're not. If possible attempt to divert non-emergency work to the fall when things slow down and your price is lower. I've had contractors ask me questions like "What if one customer tells another that they paid a lower price?" Your answer should be "My price goes up when I'm busy." I see nothing wrong with that.

3. Use technologies
Over the last few months I've reviewed dozens of technologies to help contractors work more effectively and efficiently. If you have not taken the time to review the various dispatch, pricing, GPS systems and mobile devices in the last two to three years, you are missing out on some very useful systems and products that will more than pay for themselves in a matter of a few weeks. Call me if you want more information.

4. Be customer friendly
Sometimes we get so overwhelmed with business that we forget about keeping time commitments, calling people back, being friendly, thanking them for their loyalty, acting professionally and answering the phone properly. You want these people to remember you for what you did well, not what you did wrong.

5. Be creative in your work schedules
Air conditioning systems fail whenever they want not just during your normal working hours. One of my clients has her technicians work four, twelve hour days followed by three days off one week and four days of the next. This allows them to capture late calls and gives them a nice break during the busy times. They also stagger starting times to begin anytime between 6AM and 11AM. This allows them to provide regular service hours for clients from 6AM to 11PM. Don't be afraid to work people overtime if they want to, it's cheaper than hiring someone.