Designed to allow a company to develop a business and operating plan for the year ahead. In addition to conducting a full review of all the company business processes, we will work to then prioritize the company goals. Once we have established all the relevant goals, we can then create a plan.

The plan will consist of a Financial plan, Marketing Plan, Production Plan, and a Human Resources Plan.

We will create a working budget that transcends a one time budget and becomes an operating platform for your company. We will also design a lead forecast, sales, sales closure rates, estimated marketing budget to create those leads, and a forecast for labor an crews, techs maintenance.

We will review all methods of pricing, market and cost based, the methods you may enjoy implementing to increase your sales, as well as consumer promotions for your slower transition shoulder seasons, a break-even calculation, and how to be sure we are making a profit and positive cash flow in any given period.

In workshop we will create a positioning cookbook price system, and analyze how this can be used in your own company. Whether you already have a set price book or not this analysis is essential to know how a company can sell utilizing overhead per crew day, and combining marketing practices in the slower periods.

Finally we will cover all aspects of service management, developing tech lead turnovers and sales, service agreements, accessory sales, and marketing to gain access to new service clients both digitally and also via traditional media.

SUCCESS WEEK AGENDA
(8:00am-5:00pm-Day 1 & 2, 8:00am-3:00pm-Day 3)

DAY 1

• Opening Remarks & Agenda Review
• Company Evaluation Processes and Business Review – BUSINESS EVALUATOR™
  • Detailed company evaluations performed individually
  • Detailed Strategic Discussions
  • Detailed GAP Analysis of each individual Company
    • Leadership Practices & Strategies
    • Company Performance – Financial Strategies & Goals
    • Service & Maintenance Operations Practices & Strategies
    • Residential Add-On Practices & Strategies
    • New Home Construction Practices & Strategies
• Define the Company Change & Priorities Planning List

Group Training – The Improvement & Change Process in a Company

• Identifying Gaps – Gap Analysis – Focus the Priorities on the Key Company Issues
• The Planning Process – How to Take the Plan and Make a Reality

Leadership & Forming a Company Operating Plan

• Establishing a Vision for Your Company
• Working Exercise to create a Vision
• Core Vales & Operating Philosophies
• Working Exercise to Create Company Core Values & Culture
• Establishing Company Goals for 2019
• Working Exercise to Define Company Goals for Plan
• Key Company Benchmarks – Discussion –
• Working Exercise for Prioritization & benchmark of company against model company data
• Prioritizing Goals/Actions, & Strategies, and Implementation Steps for Marketing, Human Resources, and Operational Production Planning
• Defining & Completing Company Action Plans for Key Company Performance Goals
• Revenues/Margins/Growth Rate/Profits/S.G.A. Costs/Key Changes 2018-19

DAY 2

Financial Planning & Mapping

• Financial Review
  • Evaluation of Current P&L and Statements (Ratios and Interpretation)
    • Case Study Evaluation off Industry Models by Segment
    • Your Company Evaluation
      • Ratios and Performance Measures/Outcomes
      • Cash Flow of Company
  • Defining Specific Financial Goals, Strategies, Actions
  • Service Department Pricing, Efficiency, Production, GP$ per hour
  • Market Segment Financial Analysis
    • Residential Replacement Analysis
      • Residential Add-On Benchmarks (GP$ per Crew) and Why
      • Retrofit Pricing Analysis (Cookbook) and Group Exercises
      • Your Company Benchmarks for Replacement
    • New Home Analysis
      • Construction Benchmarks (GP$ per Crew) and Why
      • Pricing Analysis and Group Exercises (Dual OH)
      • Your Company Benchmarks
• Budgeting and Forecasting Performance
  • Group Training –
    • Using the Budget Software Tool
    • Production Tools & Forecast to Actual Software Tools
    • Slowest 3 Month Model for Overhead Tool
  • Individual Exercise –
    • Creating your company Production Plan for Labor
    • Creating Slowest 3 Month Model – Shoulder Seasons
    • Creating Your Budget for 2018 using Software
  • Establishing and Writing Financial Action Plans

DAY 3

Service & Maintenance Department Planning

• Service Department Benchmarking & Analysis – the Profitability Models
  • Dealing with Service Revenue Seasonality – Flattening the Sales Curve
    • Over Ten Processes/Program
• Define and Review the Service Department Better Practices
  • Dispatching
  • Hiring, Recruiting, Training
  • Pricing and Labor Management
  • Customer Service Practices for Improved Service
  • Maintenance & Technician Selling/Turnover Models
  • Vehicle Replenishment
• Service Agreement Models & Maintenance Department Better Practices
  • Types of Agreements
  • Pricing & Positioning of Agreements
  • Pricing Model
• Establishing & Writing Service & Maintenance Department Action Plans

Service & Maintenance Department Planning

• External Marketing Review –
  • Creating Referrals in your Company
  • Media & Advertising
  • Lead Planning & Forecasting
• Internal Marketing – Communications, Leadership, & Training
• Operational Marketing – Establishing Processes supportive of Marketing
  • Flat Rate
  • Maintenance Agreement Processes
  • Service Technician – The Perfect Service Call Process

Executing the Company Plan

• Group Training Session – Using a Flawless Execution Model
• Closing Comments

Topics Covered:

• Work to prioritize the company goals.
• Create financial, marketing, production and human resources plans.
• Create a working budget that becomes an operating platform for the company.
• Design lead forecasts, sales, sales closure rates, estimated marketing budgets, and a forecast for labor an crews, techs maintenance.
• Develop a break-even calculation to ensure you are making a profit and positive cash flow in any given period.
• Cover all aspects of service management, developing tech lead turnovers and sales, service agreements, accessory sales, and marketing to gain access to new service clients both digitally and also via traditional media.

What to Bring (Dealers):

• Departmentalize above if possible
• Detailed COST of Goods Sold breakdowns
• Current Balance Sheet – year to date
• Year to Date Income Statement (profit and Loss)
• All payroll reports by employee class year to date summarized
• Marketing Materials – used to present to consumers/advertising
• A BUDGET if you have one – departmental if available
• Invoices
• Time card
• A job Cost report – 1 as a sample
• Your business plan if you have one
• All Goals for the coming year and next quarter
• Your employee on-boarding and training plan
• Your pay plans for technicians/installers
• Your pricing models – for service and installation
• Your Chart of accounts – a print out of detailed accounting
• Your Web Metrics from your Digital Dashboard
• Your cost per lead, cost per click if SEM is used
• Your conversion processes in CSR land, stats
• Your company average ticket, average closure rate – ALL Departments, service, plumbing, HVAC Install
• Number of maintenance agreements
• Maintenance agreement plans and selling materials
• A LAPTOP with Working EXCEL – IPADS wont suffice.

Who Should Attend?

• Owners of Trade Businesses