Nearly 50% of home improvement jobs over $5,000 are financed. Successful implementation of financing is much more than simply saying, “We offer financing.” This class will teach attendees how to implement financing into every facet of their business to become profitable. Contractors who use financing on a consistent basis tend to close more jobs and sell more high-efficiency systems.

These half-day programs may help contractors understand the current financial state of the consumer, homeowners’ budget obstacles, and how to help those customers with credit challenges.

Contractors learn how to set up a financing partner and how to fund projects and missed opportunities.

Trainer: Scott Deming

In this full-day immersive training program, contractors will discover how to truly differentiate themselves in a competitive and commoditized market by understanding and following the chronological steps and processes that will enable them to create extreme customer service and deliver the ultimate customer experience. With the use of valuable information, case studies and interactive exercises, attendees will accelerate their understanding of lead generation and lead follow-up, referral strategies, the customer relationship process, as well as leadership and co-worker relationship skills. This course will give contractors a greater understanding of the extreme customer experience, which will help them to create customer loyalty, retain a strong customer base, attract and keep talented workers and lower new customer acquisition costs by lowering their marketing and advertising expenses. With this training program and these lessons, contractors will acquire the necessary tools to achieve sustainable profitability and success.

Trainer: Gary Elekes

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.

Trainer: Gary Elekes OR Drew Cameron

Help dealers understand the need for a marketing plan, marketing calendar, lead forecast and sales forecast and how to create quality leads. This class will also focus on developing better ads, use of financing, yellow pages and advertising as a whole.

Trainer: Russ Horrocks OR Drew Cameron

The Daikin Elite Buying Experience is a one-of-a-kind system that will elevate your company’s status in the consumer’s mind as a “Trusted Authority” and differentiate your salespeople as “Trusted Advisors” to position your company and premium solutions first and foremost in the customer’s mind as offering the quality, value, reliability and uniqueness their desire. Creating a Buying Experience, IS NOT the same as selling. This is not a sales training course. What you will learn is unlike anything you’ve ever heard in the industry. You are embarking a journey that will allow you to change the way people think about your company and your products and consider you in a different light than other contractors that simply want to make a sale. You will love your job, earn people’s respect and appreciation, make a difference in people’s lives and make more money for your efforts.

Contractors learn how to set up a financing partner and how to fund projects and missed opportunities.

Trainer: Drew Cameron OR Russ Horrocks

You previously attended and learned how to Drive Sales and Accelerate Profit by delivering the Daikin Elite Buying Experience (Daikin Sales 101 – a pre-requisite to 201). This course will build on those skills, concepts, psychology and process taught. This event is an immersive and interactive experience with roleplay, problem-solving, and coaching the skills leaned and every part of the process in depth.

The skills and process from 101 will be reviewed and we will openly discuss what you learned and have applied since the initial impact training. You are expected to actively participate and demonstrate a clear understanding and ability to execute what you previously learned.

You will be assigned a collaboration and accountability partner with whom you will work over two days, as well as remotely post-event to follow-up with one another and your trainer.

You will develop a deeper understanding of the material by creating your own style and approach based off the 101 lessons. We will breakup and reunite the class periodically to develop and share insights and learn from one another.

We will also discuss utilizing tools, technology and 3rd party resources as credibility builders in establishing, growing, and maintaining your “Position of Trust” as you migrate from “Anonymous Entity” to “Trusted Provider” and beyond. We will have a expansive conversation about the importance creating customer life impacts and experiences to differentiate yourself and truly connect to your customer’s story.

We’ll shift to applying the knowledge and skills to the process and take turns roleplaying every step of the process so you will be ready to discuss a variety of scenarios and analyze how to best approach them for the best possible outcome. We will also troubleshoot and coach specific situations attendees have experienced since the initial training to understand what yielded success or a lesson.

Lastly, we will do a deeper dive on sharing findings, options, scope expansion, assurances and payment plans, and how to connect your story to the customer’s story in order to provide the greatest life impact and customer experience while achieving maximum performance.

NOTE: Please bring your existing presentation book and materials; any other sales tools; pricebook, investment guide, or pricing software; and any sales forms or agreements, quote forms, etc. so we can customize your utilization or advise on modifications to provide the best customer experience.

Trainer: Gary Elekes

To help the company management team get organized and structured in hiring, recruiting and training practices. Focus on the development of the employees and mid management.

Trainer: Russ Horrocks

This Daikin FIT sales and opportunities training course is designed to help you in the home with real skills and techniques that work with your customers without compromising the opportunity. Sales is not about doing something to your customers, but for them. As sales professionals, our job is to serve the customer and provide quality information regarding the available options homeowners can consider. During this workshop, Russ Horrocks will help your team members understand how to build environments of success while providing the customer an exceptional experience they will be proud to tell their friends, family members, and neighbors about. This course is designed to provide your sales team members with the opportunity to ask Russ Horrocks any questions about situations they would like to see better results from.

While Russ Horrocks can answer questions about the sales process, the real power of this course is understanding how to execute your process better. If it were simply about the process, everyone would produce the same results.

Trainer: Gary Elekes OR Drew Cameron

The goal of this workshop is to have the owners and managers of contracting firms work through a model of success to grow, and demonstrate leadership structure to grow, with examples. The focal points are in showing how to move from a entrepreneurial company to a process driven business that can operate without its primary owners present. The objectives are outlining how to accomplish that end, and define a plan, empower others, create structure without costs, set-up yearly, monthly, weekly and daily activity and reporting.

Trainer: Gary Elekes or James Leichter

Show the dealer how performance based pay (productivity pay) can improve employee morale, increase pay and at the same time improve revenues and profits for the company.

Trainer: Gary Elekes or James Leichter

To evaluate the pricing methods and current pricing for contractors. The goal is for dealers pricing to be cost based, and designed then to properly produce acceptable gross profit dollars to recover overhead, understanding the difference between gross profits and gross margins, target profitability by business segment and increase cash flow to allow growth.

Trainer: Gary Elekes, Drew Cameron, or James Leichter

Discuss in detail the structure of a service agreement program. The workshop will provide the forms, materials, and necessary structure to implement and execute a top performing service agreement process. A discussion will also be around how to control and ensure profitable growth and generate quality leads.

Trainer: Russ Horrocks

The goal of this workshop is to learn and role play communication process, social styles and personalities, how to get along well, how to improve building customer relationships to improve the brand. We also cover in depth the consumer behaviors interests, questioning technique, sales process and selling techniques, and how to use them all. Technicians will learn and have materials to use that can help them sell more equipment, create more leads, create more accessory sales, and sell more maintenance agreements.