In this episode of the HVAC School podcast, Bryan and Jim discuss strategies for growing an HVAC business, focusing on the importance of maintenance contracts, consistent service, and effective branding. Drawing from Jim's 15 years of experience running a successful HVAC company in California, they explore how maintenance contracts not only provide consistent revenue but also create valuable training opportunities for technicians.

The conversation emphasizes that maintenance contracts are fundamental to building company value. Jim shares that when he sold his business, the number of maintenance contracts was a key valuation metric. These contracts tie customers to your company, provide consistent work during shoulder seasons, and offer technicians crucial repetitive practice with equipment. Bryan adds that maintenance provides technicians with opportunities to observe normal equipment operation repeatedly, which builds troubleshooting skills through pattern recognition.

Both hosts stress the importance of consistency in growing a business. They note that large, successful HVAC companies aren't always the most technically excellent, but they deliver consistent service that customers can rely on. Jim introduces the marketing concept of "TOMA" (Top Of Mind Awareness), sharing how he used branded coffee bags as thank-you gifts to keep his company in customers' minds even after service calls were completed. The discussion concludes with an examination of White Rogers' contractor branding program, which allows HVAC companies to put their name and logo on thermostats, creating another touchpoint for customer awareness.

Key topics covered:

• How maintenance contracts increase company valuation and create customer loyalty
• Using maintenance as a training ground for developing technician skills
• The importance of consistent processes and documentation when scaling a business
• Creating "Top Of Mind Awareness" (TOMA) with customers through strategic touchpoints
• White Rogers' contractor branding program for thermostats
• Benefits of Sensi thermostats and their app features, including multiple temperature sensors
• Different pricing strategies for customers with and without maintenance contracts
• The importance of documenting extended warranty information on invoices
• How service departments can weather economic downturns better than installation-focused businesses

 

Get contractor branding on your Sensi thermostats today at https://hvacrschool.com/contractor-branding. 

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