Presented By: Vicki & John La Plant P.O. Box 1552 Pottsboro, Texas 75076 903-786-6262 903-786-9821 fax vle6262@earthlink.net Copyright Vital Learning Experiences, 2005
Some Contractors Still Don t Know About January 2006. Current 10 SEER standard in effect since 1992 will be replaced by a new national energy efficiency standard of 13 on January 23, 2006. 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?
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?
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?
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?
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?
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?
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?
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?
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?
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.
With a Segment of the HVAC Industry Ill-informed Regarding 13 SEER, How in the World Will the Consumer Become Purchase-Ready?... www.help media manufacturer advertising Energy Star utility companies talk OR, YOUR COMPANY USING Lifestyle Selling = Consumer Choices
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
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
Professional Tools make Lifestyle Selling More Effective Non-Technical Language that Educates How many names do you use for this piece of equipment?
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
According to a Survey by Emerson Climate Technologies: 77% of Homeowners with Air Conditioning have Never Heard of SEER Rating
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
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?
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
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
Professional Tools make Lifestyle Selling More Effective Consumer Fact Sheet about 13 SEER And Its Requirements For Comfort
This is Your Customer. How much do they understand about SEER?
Consumer Fact Sheet about 13 SEER From a 3 rd Party
Consumer Fact Sheet about 13 SEER From Your Company
Consumer Fact Sheet about 13 SEER From Your Company
Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program
Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Tell Company Story
Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Licenses & Insurance
Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Family Health Options
Professional Tools make Lifestyle Selling More Effective A Credibility Book or Computer Presentation Program Family Convenience Options
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
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 $152.31 Duct Upgrade $20.90 Humidifier $10.97 $627.07 $329.23 Additional Supply/Return $8.91 UV Light $33.16 $267.42 $994.74 Additional Supply/Return $8.91 Media Filter $7.17 $267.42 $214.99 Condensate Pump $5.44 Electronic Air Cleaner $34.98 $163.35 $1,049.29 Return Air Drop $13.67 Duct Cleaning $10.80 $410.09 $324.09 Heating System Upgrades Convience Options Chimney Liner $7.39 Pro-Vision Thermostat $7.81 $221.60 $234.44 LP Kit for 80% Furnace $3.54 Maintenance Agreement - Heating or Cooling Only $2.97 $106.15 $89.21 LP Kit for 90% Furnace $3.47 Maintenance Agreement - Heating & Cooling $5.95 $103.97 $178.41 LP Kit for 90% Variable Speed Furnace $8.39 Extended Warranty 5 year Labor for furnaces (including Mod), A/C & HP $8.73 $251.57 $261.84 Gas Piping $3.31 Extended Warranty 10 yr Parts & Labor for furnaces& A/C $16.40 $99.16 $492.02 Cooling System Upgrades Extended Warranty 10 year Parts & Labor for Heat Pump & blower coil only $24.60 Secondary Drain Pan $5.20 $738.03 $156.00 Extended Warranty Adder to Upgrade 5 year to 10 year for furnaces & A/C $8.00 $240.02 Monthly Payments Approximate for Qualified Purchasers Presentation & Pricing Format that Provides Options
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 $152.31 Duct Upgrade $20.90 Humidifier $10.97 $627.07 $329.23 Additional Supply/Return $8.91 UV Light $33.16 $267.42 $994.74 Additional Supply/Return $8.91 Media Filter $7.17 $267.42 $214.99 Condensate Pump $5.44 Electronic Air Cleaner $34.98 $163.35 $1,049.29 Return Air Drop $13.67 Duct Cleaning $10.80 $410.09 $324.09 Heating System Upgrades Convience Options Chimney Liner $7.39 Pro-Vision Thermostat $7.81 $221.60 $234.44 LP Kit for 80% Furnace $3.54 Maintenance Agreement - Heating or Cooling Only $2.97 $106.15 $89.21 LP Kit for 90% Furnace $3.47 Maintenance Agreement - Heating & Cooling $5.95 $103.97 $178.41 Extended Warranty 5 year Labor for furnaces LP Kit for 90% Variable Speed Furnace $8.39 (including Mod), A/C & HP $8.73 $251.57 $261.84 Extended Warranty 10 yr Parts & Labor for furnaces& Gas Piping $3.31 A/C $16.40 $99.16 $492.02 Cooling System Upgrades Extended Warranty 10 year Parts & Labor for Heat Pump & blower coil only $24.60 Secondary Drain Pan $5.20 $738.03 $156.00 Extended Warranty Adder to Upgrade 5 year to 10 year for furnaces & A/C $8.00 $240.02 Monthly Payments Approximate for Qualified Purchasers
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
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
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
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
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
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
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
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
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
While the Focus is on SEER for 2006, Don t Forget the Furnace in A Total Home Comfort System
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!
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 $175.50 $1,801.07 $2,883.38 $5,264.99 75,000 BTU $65.98 $101.03 $181.04 $1,979.27 $3,030.77 $5,431.12 100,000 BTU $66.46 $104.43 $189.63 $1,993.81 $3,132.81 $5,688.79 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
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
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
Your Proposal Should Reinforce Total Comfort
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
What is Total Comfort? It can be different for every customer but it has everything to do with LIFESTYLE!