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Owned and Operated Growth

#178 Leveraging Discounts and Inside Sales for HVAC Growth

📅 March 18, 2025 ⏱️ 42:06 🎤 John, Jack

Chapters

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  • 0:00
    Overcoming Slump & Growth
    The hosts discuss their company's impressive 236% year-over-year growth, highlighting strategies used to achieve profitability in typically slow months like February.
  • 0:30
    Achieving Net Profitability
    John shares his company achieved net profitability, with strong gross margins across HVAC installs, service, and plumbing, indicating successful operational adjustments.
  • 1:06
    Strategic Discounts & Bulk Buys
    The discussion moves to using aggressive discounts, like BOGO offers and bulk equipment purchases, to drive sales during shoulder seasons without sacrificing margin.
  • 1:45
    Proactive Shoulder Season Planning
    The hosts emphasize the importance of planning for slow seasons months in advance, using data collection, targeted promotions, and robust outbound strategies.
  • 2:58
    Leveraging Inside Sales
    An in-depth look at the inside sales team's role in filling appointment boards, live closing deals, re-hashing estimates, and driving revenue growth, even for newer technicians.
  • 4:02
    Optimizing Install & Service
    The conversation highlights the need to apply the same strategic rigor to optimizing empty install schedules as is typically applied to service, as install accounts for 80% of revenue.
  • 4:58
    Discounting to Fill Boards
    The hosts explain their approach to strategically discounting services to fill empty install and service slots, emphasizing variable cost structures and vendor negotiations.
  • 5:20
    Outgrowing Costs & Efficiency
    The hosts discuss how their company successfully outgrew its operating costs, spending significantly less while driving substantial revenue growth.

Speakers

J
John
Host
J
Jack
Host

Key Takeaways

✦

Plan for shoulder seasons 6 months in advance by negotiating special pricing with vendors and preparing specific promotions to keep technicians busy.

✦

Implement an inside sales team to re-engage with old estimates, follow up on missed opportunities, and even conduct live closes to improve conversion rates.

✦

Develop a variable cost structure for your business, allowing you to offer aggressive discounts during slow periods without significantly impacting profitability.

✦

Invest in a robust rehash system for all unsold estimates; every lead that doesn't close on the first attempt is a potential sale with follow-up.

✦

Optimize your install schedule with the same urgency as your service schedule, as installation often represents the majority of your revenue.

✦

Consider bulk equipment purchases during off-peak times to secure better pricing, enabling you to offer competitive deals while maintaining healthy margins.

✦

Utilize a 'code system' for dynamic pricing, allowing you to offer discounts (e.g., 20% off) when you have empty slots to fill the board and keep crews working.

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