In this October 2023 episode, Richard Rojo, elite dealer program leader, and Jeff Revlett from EGIA discuss the topic of repair versus replace in the HVAC industry. They explore the importance of consistency and communication within a company when it comes to recommending replacement options to customers. Jeff shares recommendations for service technicians on how to bring up the possibility of replacement during a service call, including the use of the 4.5K rule or a point system. They also discuss the pros and cons of technicians selling versus turning over the lead to a comfort advisor or consultant. The conversation highlights the need for technicians to be well-trained and knowledgeable about various factors such as energy efficiency, environmental impact, and financing options.
Download the resources below, courtesy of EGIA Contractor University at mycontractoruniversity.com and take advantage of the 30-day free trial to access even more valuable resources.
Technician Selling: Repair VS Replace Article by EGIA (PDF)
Repair VS Replace Article by EGIA (PDF)
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