Every HVAC contractor knows the feeling. By the middle of July, the temperatures are
soaring, the repair calls keep coming, you have warranty calls to deal with, and
technicians are working long hours in difficult conditions. Of course, at the same time,
it’s also the best time of the year to maximize replacement sales and profits.

Sure, the replacement opportunities are there for you every day. The challenge is
making sure your technicians don’t miss these opportunities because they’re tired,
rushed, or simply trying to wrap up the call quickly so they can get to their next call. But
oh man, if your techs aren’t taking the extra 10 to 15 minutes to thoroughly inspect each
system by performing the EverRest Group’s Lead Generator Tasks, you could easily be
missing thousands and thousands of dollars of high-profit replacement sales every day.

EverRest teaches technicians to complete a consistent set of lead-generation tasks
during every service call. But these tasks don’t just uncover replacement opportunities
that you would otherwise overlook—they’re A GREAT BENEFIT TO THE
HOMEOWNER. These tasks can:

• Prevent costly breakdowns by correcting minor problems before they cause
  major component failures.
•  Improve home comfort.
• Reduce energy costs.
• Extend equipment life.

Sometimes the best way to re-focus and motivate your techs to follow EverRest’s
unique and powerful strategy to maximize replacement sales is to throw in some “Random
Incentive Opportunities.”

For example, announce a “Double Incentive” for the next 2 days. If technicians normally
receive a 3% lead incentive, temporarily increase it to 6%. On a $10,000 replacement
sale, that increases the technician’s reward from $300 to $600. This can excite techs
and shake them out of their current tired mental state.

Another effective strategy is to create daily contests with immediate rewards.

Offer $100 to the first technician who generates a qualified replacement lead that day,
and $50 for the second replacement lead. Small cash incentives delivered quickly
create excitement and encourage technicians to stay engaged throughout the day.

Some contractors worry that additional incentives could encourage technicians to
recommend unnecessary replacements.

That’s why the EverRest process includes supervisor verification for major component
failures—whether in person or over the phone—using EverRest’s recommended strategy.

Need a refresher on how that process looks? The EverRest Group website is an
invaluable tool that will walk you and your technicians, salespeople, and administrative
staff through their role and how to execute the process at every level. Still have
questions after completing our training trails and reviewing resources? Reach out to us
so we can get you in touch with your regional director, who is available and eager to
assist you in any way needed.

Individual commissions are important, but an occasional monthly team incentive can
also be powerful for increasing your replacement sales.

The EverRest Group teaches a MONTHLY REPLACEMENT GOAL process that starts
with first establishing clear monthly goals, monitoring progress daily, and making real-
time adjustments. You can implement the EverRest Group’s “Daily Tracking System”
today.

Then, create a team bonus.

For example, if you reach your monthly replacement goal, each technician earns an
extra $1,000.

This approach shifts the mindset from individual success to team success. Technicians
become more invested in helping one another, maintaining consistent processes, and
ensuring the company reaches its collective goal.

The companies that outperform their competition aren’t necessarily working
harder—they’re staying disciplined. By reinforcing your lead-generation process and
adding timely, creative incentives, you can keep technicians engaged, maintain
momentum through the busiest months of the year, and capture opportunities that might
otherwise be missed.

When technicians stay focused, homeowners receive better service, the company
generates more qualified replacement leads, and everyone benefits!

Mandatory Lead Conditions, such as cracked heat exchangers, leaking evaporator
coils, and other qualifying major component failures, should always be confirmed
through an established supervisory review process. The objective is never to create
replacement opportunities where they don’t exist. It’s simply to ensure technicians slow
down enough to identify legitimate opportunities already present.