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2017 BDR Training - Maximizing Profits through Lifetime Clients: Residential Maintenance

Class Description

Maximize Profits Through Lifetime Clients shows dealers how to create a company that no longer runs from “hot to cold” by weatherproofing their business with a well-managed, profitable maintenance agreement program that internal customers believe in, offer, and close. Through a well-developed maintenance program, dealers will be able to stabilize profits and cash flow in their companies and develop a long-term client base instead of one-time customers. Attendees will also be able to develop their lead replacement pool and retain a consistent labor force by providing work year round. Residential Maintenance provides a way to tie clients that value quality and service back to your company.

Class Outline

  1. Class Mission
  2. Renewal & Payment Strategies
  3. Pricing A Profitable Agreement
  4. Strategies for Maximizing Profit
  5. Managing, Scheduling & Dispatching
  6. Team Training
  7. Marketing Plan
  8. Growth Plan
  9. Implementation

About the instructor

Jennifer Shooshanian brings her vast knowledge and experience as a service manager to BDR’s training program. She helps dealers appreciate their service department as a profit center, not just a necessary evil. Jennifer started in the HVAC industry at Jacobs Heating & Air in 1991. Her experience includes new construction and retro-fit, but her specialty and passion is service. She ran Jacobs service department for 6 years. During this time, the service department’s revenue and net profits increased by over 50%, using fewer technicians than when she started.

Who Should Attend

Key players in the service department, Owners, Service Managers, Dispatchers, Lead Service Technicians

Date Time Location Cost Instructor
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October 11-12, 2017 Wed. 9-5, Thurs. 7:30-4:30 6565 Exchequer Dr. Baton Rouge, LA 70809 $755 Jennifer Shooshanian

2017 BDR Training - Becoming a World Class Retail Organization Through Structural Sales - Part 2

Class Description

Implementing the Sales Process is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson). Topics covered include: preparing for the sales call, conducting the sales call, and the steps to follow after the sales call. The class has a special focus on how to become a $2.5 Million + salesperson. Attendees will walk away from class having learned all the actions the top producing retail salespeople in the nation are using.

Class Mission

Implement a structured retail sales process focused on communicating the value & benefits of the dealer’s company & the products it represents to the consumer in a manner that:

  1. Positions the company as the right choice
  2. Builds perceived value above price

Class Mission for the Retail Salesperson:

Implement a sales process to:

  1. Maximize the potential of each sale
  2. Endear yourself to the customer
  3. Capture a referral
  4. Sell $2.5M+ annually; Generate a great income
  5. Build an outstanding client base that continually gives you referrals

About the instructor

Barry Burnett joined BDR as a partner in 1998. As an instructor of proven business principles, Barry works to raise the bar of performance in the heating and cooling industry by teaching others the techniques and strategies that he developed as a successful dealer and distributor. Barry founded B & B Heating and Air Conditioning in Redmond, Washington in 1977. In 1988, Contracting Business named B & B Residential Contractor of the Year. By 1991, B & B had gone from sales of $500,000 to more than $15,000,000.

Who Should Attend

Owners, Divisional Managers, Sales Professionals, Sales Coordinators

Date Time Location Cost Instructor
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October 17-18, 2017 Tues. 9-5, Wed. 7:30-4:30 5191 Hickory Hill Rd. Memphis, TN 38141 $755 Barry Burnett

2017 CE Mid South Fall Training Survey

The main purpose of this form is to allow CE MidSouth to communicate technical training schedules and information by email directly to the person at your company that is in charge of getting your technicians, installers, and even sales people to technical training classes. The emails will only be used for that purpose and when emails are sent all recipients will be blind copied so that no email addresses are seen by any other recipients.

In the class offerings listed please select how likely you would be to send participants to or attend these classes.

This information will aid in Carrier Enterprise MidSouth in providing you with the training you most desire for your technicians. Your feedback is greatly appreciated.

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