Here
is a question you need to ask yourself as a business owner. Are you really
committed to the success of your company? In other words, what are you willing
to do to have success in your business? Now don't take my words the wrong way.
I am only talking about legally, ethically, and morally. My experience is most
owners are too busy with the day to day stuff, too tired, too uncommitted to
challenge themselves and their team. Perhaps this will inspire you to challenge
yourself and your team.
The
owners of Thornton & Grooms are committed to rapidly grow their maintenance
agreement base to keep the Technicians busy and provide opportunities for
future business. A maintenance agreement customer is much more likely to have
work done by that company and have replacement work done by that company. They
may not get further quotes or at least will get fewer competitive quotes.
Thornton & Grooms long term goal is 20,000
agreements by 2021. That is a “big
audacious goal” that will change the structure of Thornton & Grooms. It
will reduce their marketing to non-customers. It will allow them to have at
least a dozen Preventative Maintenance Technicians who can grow into full NATE
certified Service Technicians. Since these agreements also include a plumbing
maintenance inspection, they will also grow on the plumbing side of the
business.
 |
| Matt, Mike, and Dave getting shaved! |
So
how did they go about being fully engaged and committed towards this goal? They
challenged their Technicians on the HVAC and plumbing side of the business. If
the Technicians could sell 240 maintenance agreements in 5 weeks, they would
shave the heads of the owners, Matt, Mike, and Dave. With a full commitment by
all employees, they sold 262 maintenance agreements in the five week period. So
guess what happened last Friday morning. Yes the heads were shaved!
It’s
that time of year to plan ahead for 2013, to set “big audacious goals” that you are totally committed to and engaged
in achieving. If you go to our website, www.SayYesToSuccess.com,
and
click on “Free Stuff” there are
forms there to help you put together your goals for 2013. Be fully committed
and engaged in 2013! In fact start today and set goals for the remainder of
2012.
Change or be left behind, you have to decide.
Dan has been in the service industry for nearly 50 years. He has operated a large plumbing, heating and air conditioning service company and for the past 12 years has helped small companies in the service business to grow and prosper. Contact him at Dan@SayYesToSuccess.com.
