Lifestyle Selling = Consumer Choices

Transcription

1 Presented By: Vicki & John La Plant P.O. Box 1552 Pottsboro, Texas fax Copyright Vital Learning Experiences, 2005

2

3 Some Contractors Still Don t Know About January Current 10 SEER standard in effect since 1992 will be replaced by a new national energy efficiency standard of 13 on January 23, Equipment manufactured after that date must meet the 13 SEER standard. How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

4 Industry information Estimates that 30% of Residential Replacement Installations are High Side Only Some Bubbas call that cuttin and runnin. How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

5 Manufacturers speculate that Poor Quality Installation of 13 SEER Systems will create a significant amount of service work in 2007, 2008 and 2009 How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

6 Some contractors still do not know that a 13 SEER unit is larger with 30% increase in dimension with 50% increase in volume is a matched coil system is line set size dependent may require a new indoor air handler is txv How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

7 Some contractors still do not know that a 13 SEER unit will increase efficiency by 30% will cost more. How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

8 Some contractors still do not know that 50 million people suffer from allergies that 20 million people suffer from asthma How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

9 Who is going to tell the customer that 13 SEER is a DOE government mandate? is embedded with high efficiency characteristics? is Energy Star rated but may require 3 rd party testing after installation? How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

10 How does a Consumer know to Choose an HVAC company for a 13 SEER unit installation that has an installation department that is NATE certified, is code compliant, is capable of duct inspections, performs blower door testing, follows installation standards. How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

11 How does The Consumer Become Educated About 13 SEER? Is Your Team of Employees Ready to Reassure the Customer that we measure and test conduct load calculations examine duct for proper size and leakage use state-of-the-art test equipment & tools are safety minded check volume and velocity of air flow How Does This Impact Your Company and Its Profits? How Does This Impact Your Sales Presentation?

12 How is the Consumer Going to Know that She Still Has Choices in a 13 SEER World? Because You & Your Team of Employees will: Ask Her Questions about Her Life-Style & Educate Her About Her Choices.

13 With a Segment of the HVAC Industry Ill-informed Regarding 13 SEER, How in the World Will the Consumer Become Purchase-Ready?... media manufacturer advertising Energy Star utility companies talk OR, YOUR COMPANY USING Lifestyle Selling = Consumer Choices

14 Lifestyle Selling in a 13 SEER World is about customer education is about hvac company differentiation is about value added service is about your profits Lifestyle Selling Identifies the Uniqueness in Each Customer

15 Effective13 SEER Lifestyle Selling requires Professional Tools Non-Technical Language that Educates A Credibility Book or Computer Presentation Program A Company Information Sheet Consumer Fact Sheet with 13 SEER Requirements Presentation & Pricing Format that Provides Options

16 Professional Tools make Lifestyle Selling More Effective Non-Technical Language that Educates How many names do you use for this piece of equipment?

17 Mrs. Jones, a 13 SEER unit will save you a lot of money. What is he talking about? I sear steaks. What does that have to do with air conditioning? Non-Technical Language that Educates

18 According to a Survey by Emerson Climate Technologies: 77% of Homeowners with Air Conditioning have Never Heard of SEER Rating

19 I don t understand this SEER thing. I know it has to do with efficiency. But what is it anyway? Mrs. Jones, SEER is a government mandated efficiency standard. All air conditioners are measured by the same standard. The term SEER stands for Seasonal Energy Efficiency Ratio. A higher SEER unit requires less electrical consumption to satisfy your home s demand for cooling. So you get the get the cooling You need with reduced utility bills. Non-Technical Language that Educates

20 Professional Tools make Lifestyle Selling More Effective A Company Information Sheet Build an Image What is your Company s Character? What is your Company s Core Value? What does your Company Stand For? What is your Company Passionate About? What is Unique or Special about your Company?

21 Professional Tools make Lifestyle Selling More Effective A Company Information Sheet EXERCISE Describe what your company stands for. EXAMPLES Service 365 Days a Year Family Values Well-Stocked Trucks 24 hour service Great Employees Our Word

22 Professional Tools make Lifestyle Selling More Effective A Company Information Sheet EXERCISE Write a short statement incorporating your Core Value. EXAMPLES Our Family of Employees will take care of your Family. Service 8 days a Week 25 Hours a Day With 40 Years Experience We back our WORD with a Money Back Guarantee

23

24

25 Professional Tools make Lifestyle Selling More Effective Consumer Fact Sheet about 13 SEER And Its Requirements For Comfort

26 This is Your Customer. How much do they understand about SEER?

27 Consumer Fact Sheet about 13 SEER From a 3 rd Party

28 Consumer Fact Sheet about 13 SEER From Your Company

29

30 Consumer Fact Sheet about 13 SEER From Your Company

31 Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program

32 Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Tell Company Story

33 Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Licenses & Insurance

34 Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Family Health Options

35 Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Family Convenience Options

36 Now don t ya ll throw out that baby with the bath water! The voyage of discovery lies not in seeking new horizons, but in seeing with new eyes. A New Perspective On Good, Better, Best My Grandmother Marcel Proust

37 Professional Tools make Lifestyle Selling More Effective Installation Price Sheet Recommended or Code Required System Upgrades Enhancements for Total Home Comfort Basic System Upgrades Health Options Disconnect/Electrical Upgrade $3.02 Carbon Monoxide Detector $5.08 $90.72 $ Duct Upgrade $20.90 Humidifier $10.97 $ $ Additional Supply/Return $8.91 UV Light $33.16 $ $ Additional Supply/Return $8.91 Media Filter $7.17 $ $ Condensate Pump $5.44 Electronic Air Cleaner $34.98 $ $1, Return Air Drop $13.67 Duct Cleaning $10.80 $ $ Heating System Upgrades Convience Options Chimney Liner $7.39 Pro-Vision Thermostat $7.81 $ $ LP Kit for 80% Furnace $3.54 Maintenance Agreement - Heating or Cooling Only $2.97 $ $89.21 LP Kit for 90% Furnace $3.47 Maintenance Agreement - Heating & Cooling $5.95 $ $ LP Kit for 90% Variable Speed Furnace $8.39 Extended Warranty 5 year Labor for furnaces (including Mod), A/C & HP $8.73 $ $ Gas Piping $3.31 Extended Warranty 10 yr Parts & Labor for furnaces& A/C $16.40 $99.16 $ Cooling System Upgrades Extended Warranty 10 year Parts & Labor for Heat Pump & blower coil only $24.60 Secondary Drain Pan $5.20 $ $ Extended Warranty Adder to Upgrade 5 year to 10 year for furnaces & A/C $8.00 $ Monthly Payments Approximate for Qualified Purchasers Presentation & Pricing Format that Provides Options

38

39

40 Installation Price Sheet Recommended or Code Required System Upgrades Enhancements for Total Home Comfort Basic System Upgrades Health Options Disconnect/Electrical Upgrade $3.02 Carbon Monoxide Detector $5.08 $90.72 $ Duct Upgrade $20.90 Humidifier $10.97 $ $ Additional Supply/Return $8.91 UV Light $33.16 $ $ Additional Supply/Return $8.91 Media Filter $7.17 $ $ Condensate Pump $5.44 Electronic Air Cleaner $34.98 $ $1, Return Air Drop $13.67 Duct Cleaning $10.80 $ $ Heating System Upgrades Convience Options Chimney Liner $7.39 Pro-Vision Thermostat $7.81 $ $ LP Kit for 80% Furnace $3.54 Maintenance Agreement - Heating or Cooling Only $2.97 $ $89.21 LP Kit for 90% Furnace $3.47 Maintenance Agreement - Heating & Cooling $5.95 $ $ Extended Warranty 5 year Labor for furnaces LP Kit for 90% Variable Speed Furnace $8.39 (including Mod), A/C & HP $8.73 $ $ Extended Warranty 10 yr Parts & Labor for furnaces& Gas Piping $3.31 A/C $16.40 $99.16 $ Cooling System Upgrades Extended Warranty 10 year Parts & Labor for Heat Pump & blower coil only $24.60 Secondary Drain Pan $5.20 $ $ Extended Warranty Adder to Upgrade 5 year to 10 year for furnaces & A/C $8.00 $ Monthly Payments Approximate for Qualified Purchasers

41 Begin with a Basic 13 SEER Comfort Package Then Enhance the Package Based on the Customer s Lifestyle Ms. Homeowner, concerned with Monthly Budget Ms. Homeowner with Children Ms. Homeowner with Pets & Grandchildren

42 Begin with a Basic 13 SEER Comfort Package Then Enhance the Package Based on the Customer s Lifestyle Ms. Homeowner, the Professional Ms. Homeowner, Concerned Environmentalist Ms. Homeowner, Wants to Stay Ahead of the Jones Ms. Homeowner, retired

43 Ms. Homeowner, concerned with Monthly Budget 14 SEER Heat Pump At $177 a month With maintenance agreement Efficiency Choices 16 SEER Heat Pump At $223 a month With maintenance agreement Convenience Choices Extended Warranty - 5 year parts & labor OR 10 year parts & labor

44 Ms. Homeowner with Children Family Health Choices 13 SEER Air Conditioner with maintenance agreement Convenience Choices Extended Warranty Monthly Payments Comfort Choices Programmable Thermostat 5 media filter Electronic Air Cleaner UV Light Duct Cleaning Dampered Indoor Air Intake Humidifier

45 Ms. Homeowner with Pets & Grandchildren Family Health Choices 13 SEER Air Conditioner with maintenance agreement Convenience Choices Extended Warranty Monthly Payments 5 media filter Electronic Air Cleaner UV Light Duct Cleaning Dampered Indoor Air Intake Comfort Choices Programmable Thermostat

46 Ms. Homeowner, Concerned Environmentalist 14 SEER Air Conditioner with maintenance agreement Efficiency & Refrigerant Choices Indoor Air Health Choices 16 SEER, 410A Air Conditioner With maintenance agreement 5 Media Filter Electronic Air Cleaner UV Light Duct Cleaning Dampered Indoor Air Intake

47 Ms. Homeowner, the Professional 13 SEER Air Conditioner with maintenance agreement Convenience Choices 2 year Maintenance Agreement Extended Warranty Programmable Thermostat 5 Media Filter Electronic Air Cleaner

48 Ms. Homeowner, Wants to Stay Ahead of the Jones 16 SEER Air Conditioner with maintenance agreement Indoor Air Health Choices Electronic Air Cleaner UV Light HRV or ERV Dampered Indoor Air Intake Humidifier Duct Cleaning Efficiency & Refrigerant Choices Convenience Choices Programmable Thermostat Extended Warranty 2 Year Maintenance Agreement 18 SEER, 410A Air Conditioner With maintenance agreement

49 Ms. Homeowner, retired 13 SEER Air Conditioner with maintenance agreement Efficiency Choices 14 SEER Air Conditioner with maintenance agreement Comfort Choices Programmable Thermostat Easy-to-Read Thermostat Humidifier Zoning Upgraded Filtration Convenience Choices Monthly Payments Extended Warranty 2 year Maintenance Agreement

50 While the Focus is on SEER for 2006, Don t Forget the Furnace in A Total Home Comfort System

51 Projections of Increases this Winter Mean Offering Consumer Choices Oil Projected to Increase 31% National Gas Projected to Increase 71% Efficiency & Comfort of Furnaces More Important Than Ever!

52 Offer Total Home Comfort Options with the Furnace Installation Price Sheet Furnace Only Standard Quality Premium 80% Single Stage 80% - 2 Stage 90% Variable Speed Size 50,000 BTU $60.04 $96.11 $ $1, $2, $5, ,000 BTU $65.98 $ $ $1, $3, $5, ,000 BTU $66.46 $ $ $1, $3, $5, Includes Includes Includes Maintenance Agreement Maintenance Agreement Maintenance Agreement 5 Year Mfg Parts Warranty 5 Year Parts Warranty 10 Year Parts Warranty 1 Year Labor Warranty 5 Year Labor Warranty 10 Year Labor Warranty Standard Thermostat Digital Thermostat Programmable Thermostat Upgraded Filtration Premium Upgraded Filtration UV Light

53 Ms. Homeowner, concerned with Monthly Budget 90% Single Stage Furnace At $150 per month With maintenance Agreement Efficiency Choices 90% Variable Speed Furnace At $175 per month With maintenance agreement Convenience Choices Extended Warranty - 5 year parts & labor OR 10 year parts & labor

54 Ms. Homeowner, retired 80% 2 Stage Furnace with maintenance agreement Comfort Choices Programmable Thermostat Easy-to-Read Thermostat Humidifier Zoning Upgraded Filtration Efficiency & Comfort Choices 90% Variable Speed Furnace with maintenance agreement Convenience Choices Monthly Payments Extended Warranty 2 year Maintenance Agreement

55 Your Proposal Should Reinforce Total Comfort

56 The Proposal Provides One More Opportunity to Sell Total Comfort Choices Not Made for Your Home s Comfort Package I / We choose not to include a maintenance agreement with our home comfort package. I / We choose not to include an extended warranty with our home comfort package. I / We choose not to include any health enhancements with our home comfort package. I / We choose not to upgrade or repair our home s duct system to improve our home comfort package. Customer Initials

57 What is Total Comfort? It can be different for every customer but it has everything to do with LIFESTYLE!