|
May
28, 2010
CallSource
31280 Oak Crest Dr.
Westlake Village, CA
818-673-4703 (Direct)
877-DNYSTROM (Cell)
877-288-9001 (Fax)
dnystrom@callsource.com
www.CallSource.com
In This Issue
Upcoming Events/Seminars
NATE
Bootcamp
NATE CORE
Thursday, June 3
3:00 pm - 8:00 pm
NATE Heat Pump
Thursday, June 10
3:00 pm - 8:00 pm
GateWay Community College
South Building
Room SO1340
108 N. 40th St.
Phoenix, AZ 85034
ACCA-AZ June Membership Lunch Meeting
Wednesday, June 16
10:30 Exhibits
11:30 Lunch
Climatec, Inc.
2851 W. Kathleen
Phoenix, AZ 85053
ACCA-AZ
Night at the Diamondbacks!
Diamondbacks vs Cubs
Monday, July 5
1:10 pm Chase Field
ACCA-AZ
2nd Annual Battle of the Contractors and Suppliers Bowling Tournament
Thursday, August 26
Check in: 6:30 pm
Tournament Begins:
7:00 pm
AMF Shea Village Lanes
10870 N. 32nd St.
Phoenix, AZ
(North of Shea Rd.)
$39.00/person
Includes 3 games, shoes,
pizza & soda!
Unless otherwise
noted, all classes will be held in the ACCA-AZ office.
For additional
information on ACCA-AZ events and sponsorships contact:
cjackson@acca-az.org or
call (602) 298-5454
New
Members
C and M Air
Conditioning
Terry Diedrick
PO Box 707
Gilbert, AZ 85299
480-836-7222
Contractor Member
CTS Computer
Technology Solutions
Michael Habros
10820 N. 71 Place
Scottsdale, AZ 85254
480-948-6867
Affiliate Member
Delta BAP Inc.
Pavel Draginov
16614 N. 40th Drive
Phoenix, AZ 85053
602-245-8073
Contractor Member
Knight Air Conditioning
Chuck Knight
515 Carefree Hwy #1277
Phoenix, AZ 85085
602-943-2672
Contractor Member
Not yet an
ACCA-AZ Member?
Learn about the many
money-saving benefits of ACCA
Membership!
Community Involvement
ACCA-AZ
is asking all members to donate food (can be dropped off at the ACCA-AZ
Office) and volunteer if possible at the Paradise Valley
Emergency Food Bank
10862 N. 32nd St.
Phoenix, AZ 85028
602-867-9228
Member Specials
Saturday, June 5, 2010
D-backs vs Rockies @
5:10pm
Giveaway:
Pepsi D-backs
Batting Helmet (15,000)
Super Saturday Game
(Specially discounted tickets):
Infield Box $35 (Reg. $50),
Club Reserve $25 (Reg. $35),
Baseline Reserve $18 (Reg. $25),
Bleachers $8 (Reg. $15)
Friday, June 11, 2010
D-backs vs Cardinals
@ 6:40pm
Post Game Fireworks
Infield Box $45 (Reg. $50),
Club Reserve $30 (Reg. $35),
Baseline Reserve $23 (Reg. $25),
Bleachers $15
Monday, June 21, 2010
D-backs vs Yankees @
6:40pm
Upper Level:
Limited number of tickets available
Lower Level &
Diamond Level: SOLD
OUT
To access the D-backs
Ticket Dugout,
CLICK
HERE and the
instructions will
follow:
Don’t forget to add this
link to your favorites!
CLICK HERE FOR THE
SAFE AT HOME OFFER
Once
you click on the game you want,
make sure to enter the
Special Offer Code, “safe”.
ACCA-AZ Diamond Backs
Account Executive:
P. J. Keene
602-462-4111 or
pkeene@dbacks.com
ACCA-AZ
Air Conditioning Contractors of America - Arizona
Promote Your Page Too
|
Contractors Are
Optimistically Cautious
May 26, 2010
Kevin Holland,
ACCA
The Contractor Comfort Index (CCI) for May 2010 inched
up just slightly over the prior month. The CCI is a measure of contractor
attitudes toward short-term economic growth, and is produced by the Air
Conditioning Contractors of America (ACCA), the nation's largest
organization of heating, ventilation, air conditioning and refrigeration
(HVACR) contracting businesses.
The May
index was 68, up just three points over 65 in April.
"The
CCI tool was introduced in February, so we always keep in mind its
'newness' as it builds a picture over time," said Kevin Holland, ACCA
vice president for business operations and membership. "However, as a
snapshot of current attitudes, it is clear that ACCA members are putting the
'cautious' in 'cautiously optimistic.'"
He
added, "It will be very interesting to see how the index moves
throughout the peak cooling season."
The CCI
is calculated based on a survey of the association's contractor members,
who are asked how positive they feel about new business prospects, existing
business activity, and expected staffing decisions in the short-term
future.
Weighted
and averaged into one number, a CCI of 50 or above reflects anticipated
growth.
The CCI is released
prior to the start of each month; the next index number will be released
during the last week of June.
ACCA-AZ Spring 2010 Celebrity Golf Tournament
113 golfers enjoyed a great day at the ACCA-AZ 2010 Spring
Celebrity Golf Tournament on Friday, May 14 at the ASU Karsten Golf Course. The event
offered something for everyone. Events included contests for Hole in One,
Longest Drive, Longest Putt made and Closest to the Pin. Special guests,
the Construction Bud Girls helped with the Midway Auto Team Putting Contest and
Raffle Giveaway. Golfers also enjoyed steak, chicken, and free chair
massages from the ladies of SVA Spa & Massage and Tranquil Touch
Massage.
Celebrity golfers included:
- Earl Edwards, Buffalo
Bills, NFL-PA
- Ellie Gibson, LGPA
- Michael Johnson, Phoenix
City Councilman
- Prentice McCray, New
England Patriots, NFL-PA
- Carlton Oats, Oakland
Raiders, NFL-PA
- Jay Taylor, ESPN &
Phoenix Cardinals, NFL-PA
- Larry Walton, Detroit Lions,
NFL-PA
First
Place - AZME/Sigler
Darryl
Royse, ACCA-AZ President; Greg Willie, Kevin Haugen, Jerry Holdaway,
Brad Hoeder, and the Construction Bud Girls
Second
Place - Howard Air
Darryl
Royse, ACCA-AZ President;Kevin Howard,Troy Lees, Matt Callahan, David Bird,
and the Construction Bud Girls
Third Place: Sunstate Equipment, Kinetic Systems, Lapre Scali and Company
Anthony
Scali, Roger Toon, Jim Lidell, Chad Suter (not pictured), and the
Construction Bud Girls
Winners of Contests:
Brad Hoeder- Plasma TV
Winner
Thank you to the ACCA-AZ Celebrity Golf Tournament
Sponsors
Thank you to the 2010 Spring Golf Volunteers
ACCA- AZ May Membership Lunch
Meeting
The May Membership Luncheon held May 26
at the Crowne Plaza Hotel was a great start to the summer. The luncheon
featured Dave Murdough, from Midway
Auto Team. He covered the benefits of fleet management, which could
potentially lower overall costs for contractors.
In addition, Rick Jones, President of SCF Arizona shared important items the ACCA-AZ
members should know:
- Industry trends
- New safety education
offered through www.SCFAZ.com
- SCF pricing improvements
- Employment protection
coverage and what you can expect
from SCF now that the Arizona Legislature will require it to
become a mutual company and how these changes will
benefit policyholders.
Thank you to the
sponsor of the May Membership Lunch Meeting:
Midway Auto Team.
Missed
Calls Are Missed Opportunities
By Jas Jackson, May 28, 2010
The
telephone is the livelihood of any HVAC Contractor. A Contractor’s Brand
is built on the foundation of the first phone call. There is a direct
correlation between appointments set and revenue generated for the
business. It’s simple math: the more conversations Contractors have with
prospective consumers, the more opportunity they have to make the sale,
whether for an installation or maintenance of an existing unit.
Fickle
defines a consumer. When something goes haywire with their equipment, they
want answers and they want it now. You know as well as I, if a consumer
doesn't reach someone when they need to, they’ll make another call to a
Contractor down the street.
Why
give your competition the opportunity to take your business?
To
reduce missed opportunities, route calls throughout the day. Contractors
need to strive for 100% answered telephone calls. If not, you may have just
lost a $10,000 new installation to someone else. If you’re not using
technology to ensure all calls are being answered, you may not be getting
the return you expected from your marketing. For every call that goes
unanswered, additional marketing is needed to hit your target sales.
Let’s look at an average Contractor
with no additional ad spend
~$1.5M in annual revenue
Marketing spend ~3%-7% of total revenue
60% Install, 40% Service
Average HVAC installation selling price ~$7,000
Closing Ratio ~33%
On average, Contractors ONLY answer ~92% of incoming
phone calls
Most missed opportunity calls come in around the lunch
hour (12p-1p) and
after work (5p-6p)
How
much more business could you generate if you increased the number of
conversations by 8%?
Typically,
a Contractor receives roughly 175 phone calls for replacement/retrofit
installations per month. By missing 8% of phone calls, there are 15 missed
conversations. This could be an additional 3 sales or $21,000 per month.
Simply by answering the phone, a Contractor can improve their cash flow,
fill capacity, and hit the growth goals they set forth at the beginning of
the year.
You
can’t manage results; you can only manage the process. It’s time to
begin doing more with what you have and hold your team accountable. Any
Contractor can spend more in advertising to receive more calls, but that
does NOT make you more profitable. Use technology to route calls throughout
the day, whether it’s to a Service Tech, Sales Coordinator, or even
yourself, the Owner. Missed calls are missed opportunities. Answering the
phone is the first step building your brand, becoming more profitable, and
ensuring your success.
Jas Jackson, Director of HVAC for CallSource, (888) 988-HVAC
Sunstate
Equipment 2010 Picnic
It was a great day for a picnic!
Thanks to Sunstate Equipment
for a great event!
|
