Designing Effective Home Efficiency Programs

Posted by:

With several discussions over the past two weeks about the program-contractor interface, I thought it would be worthwhile to go back to the archives. Home performance programs have cited difficulty in attracting contractors and getting certain types of projects delivered. Contractors are often hesitant to participate in efficiency programs, especially more comprehensive programs.

A couple years ago, I featured a series of articles on Home Performance program design, focusing on the elements that programs themselves rarely talk about. In addition, ...

Continue Reading →
0

Customer Service Matters

Posted by:

No Booties - mud copyYes, you can air seal around a flue pipe with world-class quality. But that alone isn’t going to drive your business.

In California last week, I had the chance to talk to several consumers who’d recently had HVAC or home performance services. A few were happy. A few were very disappointed. Interestingly, none of the customers discussed the ...

Continue Reading →
0

Does your pricing work?

Posted by:

what pricingLast week I worked with four different contractors and people in two different programs and discussed pricing.

Oh my.

Contractors, can you make sufficient margin selling air-sealing insulation at your current pricing? (Or selling air-conditioning? or any other service you provide? Do you know?) If you can’t, then you’ve got a few choices.

The first is what too many contractors do. They keep selling ...

Continue Reading →
0

Your Operating Plan – An Important Management Tool

Posted by:

Operating Plan SnippetWe’re not even halfway into 2016. And baseball season is just getting underway (and the Cubbies are looking formidable). It’s not too early, however, to consider some as-in-baseball, as-in-life wisdom. Now, he might not have been talking about residential contracting businesses, but Yogi Berra said “If you don’t know where you’re going, you might not get there.”1

While I’m quoting old guys, we’ve also got Ben Franklin’s “If you fail ...

Continue Reading →
0

The most expensive contractor (part 4 of 4)

Posted by:

This is the last of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

How Does This Fit Together?

A lot of homeowners are open to understanding the costs and benefits of a higher-quality job, but only if we are willing and able to inform them. Depending on whose research you read, as few as 10%–15% of consumers use price as their primary deciding factor. I would like ...

Continue Reading →
0

The most expensive contractor (part 3 of 4)

Posted by:

This is Part 3 of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

Building Your Estimate

The starting point of any estimate should be the cost of the plans and permits required to build the project. To apply the concept of unit cost to this part of the estimate, we’ll look at some cost items, starting with the plans and the proposal. Time is money. This ...

Continue Reading →
0

The most expensive contractor (part 2 of 4)

Posted by:

This is Part 2 of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

Determine a Fair Price

Instead of lower prices, try to establish fair prices. Fair prices are based on the true cost of doing business. Start by taking a look at how much it costs to operate your business, and be realistic. The remodeling side of home performance contracting is truly one of the ...

Continue Reading →
0

The Most Expensive Contractor (part 1 of 4)

Posted by:

This is the first installment of a 4-Part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

Not everyone can be the most expensive contractor. The ability to continuously charge the highest prices doesn’t come by accident; it is usually the result of careful planning and execution.

Being the most expensive isn’t a bad thing. Throw away the notion that having the reputation of being most expensive could harm ...

Continue Reading →
0

You Got the Phone Call. Now What?

Posted by:

A coffee-stained napkin is not the best CRM system!

Leads are the starting point. Now you’ve got to help them become buyers. That initial phone call plays an important role in the process.

The phone rings! Congratulations, your marketing worked, and you’ve got a lead. But you can’t sell home performance on the phone. You need to turn that call into an appointment, and ...

Continue Reading →
0

You Got the Phone Call. Now What?

Posted by:

A coffee-stained napkin is not the best CRM system!

Leads are the starting point. Now you’ve got to help them become buyers. That initial phone call plays an important role in the process.

The phone rings! Congratulations, your marketing worked, and you’ve got a lead. But you can’t sell home performance on the phone. You need to turn that call into an appointment, and ...

Continue Reading →
0
Page 1 of 20 12345...»