March 9, 2010
AZ Update Sponsored by:
CallSource
31280 Oak Crest Dr.
Westlake Village, CA 91361
818-673-4703 (Direct)
877-DNYSTROM (Cell)
877-288-9001 (Fax)
dnystrom@callsource.com
www.CallSource.com
In This Issue
Upcoming Events
Coil Cleaning Program
Wednesday, March 10th
8:00 am - 10:00 am
FREE
Myth Busting Workers Compensation
Thursday, March 11th
11:00 am - 1:00 pm
Understanding Metering Devices
Monday, March 15th
4:00 - 7:00 pm
Superheat and Subcooling
Tuesday, March 16th
4:00 - 7:00 pm
PAC/APS Trade Ally Program Orientation
Tuesday, March 16 & 18
8:00 am - 10:00 am
March Member Lunch Meeting
Wednesday, March 17th
10:45 am
Registration & Exhibits
11:30 am
Lunch & Program
Crown Plaza Hotel & Conference Center
2532 W Peoria Ave
Phoenix, AZ 85029
Pressure-Enthal/System Operation
Wednesday, March 17
4:00 - 7:00 pm
R410
Thursday, March 18th
4:00 - 8:00 pm
Air Flow Dynamics
Wednesday, March 24th
4:00 - 8:00 pm
NATE CORE (Bootcamp)
Saturday, March 27th
8:00 am - 2:00 pm
ACCA-AZ TradeShow & Green Conference
Tuesday, April 6th
Seminars
9-10 am & 2-3 pm
Main Hall Opens at 10 am
NEW MEMBERS
Two Seasons Heating & Cooling
Denise Schneider – Office Manager
515 E. Carefree Hwy
Suite 360
Phoenix, AZ 85085
623 935-0640
General Member
CallSource
31280 Oak Crest Dr.
Westlake Village, CA 91361
818-673-4703 (Direct)
877-DNYSTROM (Cell)
877-288-9001 (Fax)
dnystrom@callsource.com
Affiliate Member
For additional information on ACCA-AZ events and sponsorships contact:
cjackson@acca-az.org or
call (602) 298-5454
|
ACCA-AZ 2010 February Member Lunch Meeting
The February Member Lunch Meeting was a debut for our new Trade Show location. The sponsors, Empire Metal Products and Pioneer Ford introduced the attendees to new duct software and options on fleet managment. Robert Priess from SRP gave an overview on the new QIP (Quality Install Program).
ACCA-AZ 2010 Tradeshow & Green Conference
Newly Renovated Crown Plaza Hotel & Conference Center
April 6, 2010
Hours: 10am-4pm
Seminars 9-10am, 2-3pm
Title Sponsor- Lennox Industries
Platinum Sponsor- Goodman
Platinum Sponsor- Midway Auto Group
Platinum Sponsor - Pioneer Ford
Gold Sponsor- Federated Insurance
Gold Sponsor-Goodman
Bronze Sponsor- Air Cold Supply
Bronze Sponsor-Goodman
Great Features:
Putting Contest for a 2010 Camaro- Compliments of Midway Auto Group
6 Free Seminars
Over 50 Exhibits
Inspectors Panel
Buses From Tucson, Yuma and Flagstaff (free contractors shuttle to trade show) –Sponsorship Available
Appearances By: The Phoenix Sun Dancers, The Construction Bud Girls, Rhonda Towns of the Rhonda Towns Show
The Telephone Is Your Livelihood
By Jas Jackson, March 9, 2010
The telephone is the most important tool you have when trying to sell an HVAC system. Let’s face it, if the phone doesn’t ring, your call-handlers won’t have an opportunity to set an appointment. If no appointment is set, your team has nothing to install or service. If you don’t install or service a system, you won’t make any money at the end of the month. The sales process begins with Mr. or Mrs. Customer calling your company and telling you their system needs to be serviced or replaced. As a contractor there are 3 little things that can make a BIG difference:
- Know where your leads are calling from
- Ensure that all calls are being answered
- Listen to what is being said over the phone
It’s about You not them
The first thing you can do to improve your business is track your advertising. More often than most contractors like to admit, they have been convinced from marketers that their advertising campaigns will return a great response rate. You’ve heard big promises from Direct Mail companies, the Yellow Pages, and other Media companies alike:
“You’ll get more calls if you just spend $300 per month!”
“Our typical Contractor response rates are 10%!”
“Act now, so I can get you the discount you deserve!”
“Hurry before the price goes up!”
You’ve heard them all. They have you scrambling all over the place because you don’t know what to do. I’ll be frank, what they are trying to do is meet THEIR quota. They’re sales people too. They have to sell a certain amount of ad space per month, otherwise they don’t make money. After they sell you ad space they move on to the next unsuspecting Contractor and repeat the routine.
The marketing company should be filling YOUR quota. By tracking your advertising, you’ll know exactly how many leads were sent your way from each specific ad source. If they didn’t send you the leads you required, you can go back to them to negotiate a better deal:
“Why should I pay you when I didn’t receive any calls?”
“The calls that came in weren’t even leads; they tried to sell me something.”
“We need to renegotiate the price of the ad because you didn’t deliver what you
promised.”
By tracking your advertising, you can begin to gauge which ad sources work best for you. You can cut unnecessary spending on ads that aren’t performing and shift marketing dollars into ads that are. By making your marketing more efficient, you’ll get:
- More calls for the same (or less) ad spend
- Higher qualified leads at a lower cost per acquisition
- More opportunity to set an appointment
Ultimately, you’ll find the right marketing blend that works best for you. This isn’t magic; it’s just a lot of hard work if you don’t have a call-tracking company to do this for you. Julie Howard of Howard Air, an ACCA member, has already begun to track their advertising and has proved to be quite beneficial. If you’d like, contact Julie Howard at jhoward@howardair.com to find out how they do it. Stay tuned next month, when we talk about how to ensure that all calls are answered and marketing dollars aren’t being wasted.
Jas Jackson, Director of HVAC for CallSource, (888) 988-HVAC
Member Updates
ACCA-AZ 2010 Invoice & Payment Policy:
Members in good standing will be invoiced 30 days prior to requested service. Any requested service less than 30 days of event/seminar must be paid prior to the date of the event/seminar to attend. We do accept all major credit cards via phone or secure ACCA-AZ website for your convenience.
ACCA-AZ has moved to:
10211 N. 32nd Street
Suite B2
Phoenix, AZ 85028
602-298-5454 phone
602-298-5455 fax
www.acca-az.org
|
