Arkansas HVACR NewsMagazine May 2019

S tate, National, Chapter News Feature Story

appearance, attitudes…

behavior uniforms,

and IDs,

Bob Gee Robert Gee & Associates Managing For Success A check list for success in the HVAC business… If you want to take your company to the next level, here are some questions to ponder. 1. Do you have a plan for your business? The number one reason small businesses fail or under- perform is the lack of a plan. Planning starts with understanding where you are today…Point A and where you want your company be at a date certain in the future…Point B. Point B represents what you want your company to look like in one year?...five years?...ten years? The plan addresses what you will have to do to get from Point A to Point B. Proper planning prevents poor performance. Your plan should cover how to maximize the four outcomes that determine the success of your company: Profitability. Productivity. Employee development and retention. Customer Satisfaction. 2. What is your image? The customer will not buy your product or service until they first buy you and your company . What affects your image in the eyes of your customers and potential customers? Your personnel’s

business Your trucks…signage, appearance, place. Your approach to selling…. recommending what is in the customer’s best interest. The value you place on lifetime customer relationships…after service and after sale follow-up . The customer’s confidence in you will be determined by the level of your professionalism. Training is an investment…not a cost. Involving your people in all phases of your company. Treating employees as associates of the organization. Showing team members how important they are to the future of the company. Training, educating and stretching your employees. 4. How productive is your sales effort? Nothing really happens in your business until somebody sells something. It takes these skills to improve your sales closing rate. • Technical (product benefit knowledge…and a customer-based sales model.) Your greatest asset is the undeveloped potential of your people. cards. 3. Are you developing an effective team? You can’t move from Point A to Point B without a strong team.