Archives for March 2020

How to Increase Your Pricing for Contracting Businesses

 

When you’re in the early years of your contracting business or experiencing tight finances, it can be tempting to market your services with low prices. That’s because you can always find customers who are willing to pay less for what’s usually low-quality work. 

But if you take this approach, it makes it much harder for you to run a profitable business.

Increasing your pricing doesn’t necessarily mean losing business. Most customers who want high-quality work will invest a little more to get it, and those are the customers you want. 

If you’ve ever looked into HVAC business growth strategies, you’ve probably heard the following: “Want to make more money? Charge more money!”

That sounds like an easy solution, but is it one that actually works? The truth is, it can. If you’re on a flat-rate pricing system, then increasing your pricing isn’t as dramatic as you’d think. 

Let’s Talk Numbers 

If your internal hourly rate is $140/hour, then it yields a 15% net profit, or a profit of $21.00/hour.

Now, let’s say you have two service techs that bill out 50% of their time, or roughly 1,000 hours per year. That means your projected profit per year is $42,000 ($21.00/profit per hour x 1,000 billed hours per tech x two service techs = $42,000).

This calculation obviously doesn’t consider parts, sales, and the corresponding markup, but it does give you a general idea of where you’d be at.

If this is the case for you, you can easily bump up your hourly rate by $10.00/hour. Price changes can reflect overnight on laptops and smartphones, and the change can take place the very next day with no additional investment required. Then, the added $10.00/billed hour is all net profit.

With a simple price increase like this, your net profit can jump from $42,000/year to $62,000/year. That’s a huge difference!

If it’s a one-hour call, do you really think the customer is going to complain (or even notice) an additional $10.00? No! But you will notice an additional $20,000/year. 

You can steadily increase your pricing every year so you can continually increase your profits. In the meantime, you can think about how the extra money will benefit your business. Consider the new equipment you could purchase, the tech bonuses you could give, and so forth. 

An Alternative Way to Increase Your Profits 

When it comes to increasing your pricing, it doesn’t all have to go back to labor. Remember, your overhead has to be covered by either labor or material markup, or a combination of both.

 

If you increase material markup, you can charge less for labor. If you decrease material markup, you have to increase the labor rate to make up that difference.

 

The problem comes in if you decrease one without increasing the other. When you do that, you just give away profitability. So if you need to increase your pricing to increase your profitability, consider raising one and leaving the other the same. 

 

If you increase your material markup slightly without changing your labor rate, your

profitability will go up. If you increase your material markup by 1 or 2%, then increase your pricing 1 or 2%.Then, your pricing will go up by 2-4%.

 

When it comes to increasing your profits, it doesn’t have to be all labor or all material markup. You can use a combination of both for a quick and easy way to increase your profits!

Other Tips for Increasing Your Pricing 

When you have loyal customers who have used your contracting business for many years, you don’t want to increase your prices without a word and run the risk of losing them. And if you’ve never increased your prices before, there are a few things you should know before you make the move and start improving your profitability

Make sure the price increase is reasonable. 

There’s a difference between upping your hourly rate by $10 and upping it by $20. Remember that your customers are people just like you, and you wouldn’t be happy if you were hit with such a huge price jump. So keep that in mind and make sure the price increase you settle on is reasonable — and justifiable.  

Time the increase appropriately. 

Timing really is everything, and you want to set new prices in a way that keeps people coming back. You can do this by increasing pricing during peak times and letting current customers to get upgrades at old prices. Giving people time to adjust also makes it easier to stay busy during the transition period. 

Note how it affects your contracting business.

Pay attention to exactly what happens when you increase your pricing. Are you able to work a little less? Are you able to give your techs a little more? Are your customers still happy? Pricing increases have many benefits, but there can be downsides, too, if it’s not done right, so it’s important to note how it affects your business. 

What’s Your Contracting Business’s Next Move? 

At Grandy & Associates, we know that building a profitable and successful contracting business can be overwhelming, even with HVAC business help. When it comes to increasing your pricing and finding other ways to successfully run your contracting business, we know how to help. To learn more, give us a call today at 877-202-8891 or sign up for our next profit planning workshop! 

 

Why You Should Try Sales Training

Many HVAC business owners want to improve their bottom line. But before you can do that, you have to invest in your business. One way to do this is through HVAC continued education, such as sales training. When your team has the knowledge and tools they need to increase sales numbers, your business is going to benefit in a big way. 

The Big Idea 

Every call, or appointment, has the potential to be a sale. At the end of your conversation with a customer (or potential customer), you’re either going to win their business, or lose it. Of course, the goal is to win a majority of the time so your business is profitable. 

But how do you get there?

It all starts with a skilled salesperson who can confidently present a product or service, share its features and benefits, offer upsells, and answer objections. When done right, the interaction will turn into a sale and your closing percentage will increase, bringing you one step closer to meeting your projections and more!

To make this the status quo for your business, you have to send your team through sales training courses that will equip them with everything they need to close deals, and close them more often. 

Sales Training Options

We believe that education is valuable and all contractor businesses can be profitable. That’s why we’ve developed sales training courses that teach teams to improve their selling techniques, skills, and processes so they can help businesses improve their bottom line. 

We have many sales training options that are available both online and in-person.

Online Training

HVAC 101 Foundations Onboarding

Prepares your new personnel for success, even if they have little to no experience in the HVAC industry. 

 

Communication Is Key

Explores different communication styles and how to apply them to your conversations so you can improve your relationships and your business. 

 

5 Customer Buying Principles

Teaches you how to understand the sale from the buyer’s point of view and close more deals. 

 

Why Do We Need to Charge So Much?

Helps you understand the costs that calculate into your company’s hourly rate and tells you why you need to charge so much to make a profit. 

In-Person Training

HVAC Sales Mastery™

Gives you clarity and confidence in your sales process, allowing you to increase sales and beat the competition. 

 

When you see the positive impact that sales training courses have on your team and profits, you’ll wonder why you didn’t invest in your business much sooner.

Enroll Your Team Today!

Your profits start even before the beginning of the sales cycle — they start with a team who knows how to successfully close a sale. If you’re ready to invest in your business and improve your bottom line by changing the way you sell, enroll your team in our HVAC sales training courses today!

Who Is More Persistent – You or a Squirrel?

By Tom Grandy

Do you have a bird feeder?  If so, you have likely noticed those persistent little rodents called squirrels.  No matter how many times they are run off they continue to come back. I have tried numerous suggestions over the years including several “squirrel proof” feeders.  None of them worked.  As my frustration grew and my patience was disappearing, I visited the feed store one more time determined to spend whatever it took to rid our feeders of squirrels.  I asked the owner a simple question.  “Is there any kind of a bird feeder that will keep the squirrels away?”  Without hesitation, his answer was “No”.  A bit shocked, I asked why?  He then went on to tell me that 80% of a squirrel’s waking hours are spent looking for food.  They are persistent!  

Now let’s think about your business for a moment.  There are at least three areas within your business where being persistence makes a huge difference.  Let’s talk about them.

Receivables

Some of you may be aware of the story in the Bible about the widow and the unjust judge.  The lady’s husband had died and she was asking the unjust judge for legal protection from her opponent.  In those days of Israel, women did not have any rights so the judge said no.  Scripture records that she came back the next day and the next and the next until and I quote, the judge said, “Even though I do not fear God nor respect man, yet because this widow bothers me, I will give her legal protection, otherwise by continually coming she will wear me out.”  Translated, she was bugging him to death! 

There is a reason your customer has not paid their bill.  It is usually the fact that they have a limited amount of funds which exceeds the bills they have to pay.  If you had five bills that were past due and one of the people you owe money to calls you every day asking when you are going to pay the bill, which one are you going to pay first?  Likely the person who calls each day will be first on the list.  Not necessarily because it’s your largest bill or even the one that is most past due.  Persistence pays off. 

If you want to get paid, it’s the squeaky wheel that gets the grease.

Sales

Every company makes numerous sales calls each week.  Hopefully the customer signed on the bottom line before the sales professional left the home or business.  If not, what is your follow up strategy?  Statically, 80% of sales require five follow-up calls after the initial meeting.  44 % of sales reps give up after the initial call!

Our sales philosophy is simple.  Once an individual or organization has shown an interest in a product or service we offer, we call back over and over again.  Each call ends with a question, “When would be a good time to touch base with you again?”.   The process is to simply call back and call back until one of two responses are received, either of which is totally acceptable.  Either the customer purchases the product or schedules the seminar or they tell us they are not interested.  It’s called persistence.  Why is persistence important when it comes to sales?  Because we are simply never anyone’s number one priority.  The irony of the process we use is telling.  Over 90% of the programs we schedule are scheduled when “we” call back.  Seldom does the potential client pick up the phone to call us to schedule a program.

When it comes to sales the same principle of the squeaky wheel applies.  Call back until the sale is made or the potential customer tells you they are no longer interested. 

Selling Vision to Team

Hopefully your company has a specific vision and/or mission.  Do your employees know what it is?  Is it part of their thinking?  Can they comfortably convey that vision/mission to your customers?  If not, it’s YOUR fault.  Owners and/or managers must continuously state and restate the vision to those they have responsibly over.  It has to become habit.  Like receivables and sales, the key is persistence.  Tell the story over and over again until it is a normal part of the employees’ presentation.

When a squirrel wants food, they are persistent.  Their life literally depends on it.  If they are not persistent, well you know the end result.  The principle is the same for your business.  Persistence pays off.  If you are not persistent in asking for the sale, someone or someone else who is more persistent, will.  Guess who wins!

We have two great Website Specials for you this month.  The featured product of the month is our Company Policy Manual.  This is a “must” document for every company.  The good news is that it comes in Microsoft Word so you can add, change, or delete the document to customize it for your company.  The normal investment is $134.95 but this month it’s only $99.95Order today!

Brand New Offering!!!  Our industry acclaimed two-day program called Planning for Profit is now available as an online course.  It literally covers everything you need to know about the business side of our business.  The normal price is $1,495 but this month we are offering it at the special introductory price of only $1,295.  If this program doesn’t make you money…nothing will.  Order today!

Carlyle Compressor Teardown Full Course - Self Paced Online Training

Planning for Profit Workshop

Cashflow and Cashflow Budgeting

Service Managers - Learning Path

Carlyle Compressor Teardown Full Course - Self Paced Online Training

Planning for Profit Workshop

Cashflow and Cashflow Budgeting

Service Managers - Learning Path

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