5 Reasons You Need to Start Offering Financing

Monthly Payments

Financing is key to closing more of your heating and air job proposals and it is really simple to start offering. Here are five reasons why you need to start offering your customers financing options.

1. Everyone Finances Almost Everything Already.

Cars, houses, boats, cell phones, gym fees, streaming apps, etc. Why not HVAC? It’s the norm. Financing is no longer taboo.

First, it helps your customer avoid writing a big check. Second, many will use a credit card, and financing helps your customer avoid 17-24% credit card interest and instead get a more affordable option with lower monthly payments. Continue reading “5 Reasons You Need to Start Offering Financing”

Is “Good, Better, Best” Always…Best?

When it comes to HVAC replacement sales, there’s no shortage of opinion and advice about the best way to win the job. For decades, the conventional wisdom has centered around the “good-better-best” sales process.

There are certainly good reasons for the popularity of this technique — and we will explore some of those reasons below. But, sometimes there is much more to a sales strategy beyond the conventional industry wisdom.

Adapt your HVAC sales technique to your customers’ unique situation.

Let’s take a look at a few alternative ways to think about your sales techniques. Spoiler alert: you won’t hear us say, “This is the best way to sell!” We have worked with many successful HVAC contractors who have many different ways of closing sales.

Rather, our goal is to help you learn tips that you can apply in a variety of scenarios to help you grow your business.

Blame it on Beer

The Best Beer

Selling by offering good-better-best options is not unique to HVAC. In fact, the concept gained popularity after an experiment conducted by an MIT professor who spent time at a bar in the Boston area.
Continue reading “Is “Good, Better, Best” Always…Best?”

Power Up Your HVAC Pricing Strategy

Man looking at paper surprised

As an HVAC contractor, managing your pricing has always been an important part of your business, but this past year had made it more critical than ever. Many contractors we have spoken to recently have described the perfect storm of challenges facing their businesses:

  • Strong demand for services, but continued lack of skilled labor
  • Equipment shortages creating delays and disruptions
  • Inflationary pressures increasing the cost of doing business

If you don’t play close attention to your pricing strategy, these factors can damage your profits and growth prospects.

Dial in Your Pricing Strategy

When your costs increase, whether it’s equipment or labor, it’s critical to have a strategy for how you incorporate those costs into your business. HVAC businesses are not alone in dealing with this problem. We’ve scanned the web for some expert advice, and found a few that are worth your time.

Continue reading “Power Up Your HVAC Pricing Strategy”

Get Personal with Digital HVAC Sales Techniques

Selling with digital tools does not have to be impersonal.

People looking at their mobile devices

It’s true: there is something special about a firm handshake and looking your customer in the eye. Especially when you’re discussing a large investment in a new HVAC system for their home.

But it’s also a misconception that going digital with your customer communications translates to being less personal. In fact, digital tools can help you further personalize your customer interactions in surprising ways!

Why Personalize?

A. Differentiate from the Competition

Your customers are often reviewing multiple proposals, and some may have lower prices than yours. By adding a personal touch, like a customized message to your customer, you set yourself apart from the other proposals your customer received. Continue reading “Get Personal with Digital HVAC Sales Techniques”

Save Time with Enhanced Ductwork and Diffusers in Commercial HVAC Installations

Commercial HVAC systems do an excellent job of conditioning indoor air.  But targeting the delivery of that conditioned air is a job that TRUaire® has been perfecting for over three decades.  That’s just one reason why TRUaire is readily recognized as a leading manufacturer of high-quality grilles, registers, and diffusers (GRD) for the commercial HVAC market.

Continue reading “Save Time with Enhanced Ductwork and Diffusers in Commercial HVAC Installations”

Tech Tips: What Every New HVAC Technician Should Know

Three simple tips for anyone who wants to be an HVAC tech

Haller Enterprises

Being new in any industry is daunting — but especially in the trades, where experience is invaluable. Many skills must be learned first-hand on the job and can take years to develop. However, experienced HVAC professionals have a wealth of industry knowledge and skill to share for the benefit of new technicians entering the field.

Seasoned technicians recently shared some trade skills and unique insights into how apprentices can set themselves up for success. Let’s look at three tips every new technician needs to consider before heading out on the job.

While more advanced tools are typically provided by employers few reliable everyday essentials in your tool kit will ensure you’re always prepared on the job.

Continue reading “Tech Tips: What Every New HVAC Technician Should Know”

Nashua: Premium Tape, The Professionals’ Choice.

For over 60 years, contractors have trusted Nashua tapes for their toughest jobs. Nashua delivers quality tape products for general purpose applications, building and construction, and HVAC. The Nashua brand is recognized by consumers for its adhesion strength, quality, and consistency.

Did you know?

The current International Code Council standards (IRC & IMC), which are updated every three years, specifically require the use of tapes “listed” and “labeled” in accordance with 181A-P for Fiberglass Duct Board and 181B-FX for Flexible Duct installations. Underwriters Laboratories is an independent safety certification company that writes these 181 standards.  Nashua Tape proudly partners with UL to ensure our products are LISTED and that they  tested and regularly audited to ensure consistent compliance with the performance and safety standards set forth by the code.
Continue reading “Nashua: Premium Tape, The Professionals’ Choice.”

Series: Learn How to Use the Website Like A Pro – Tip #11 Specials and Promotions

Top four ways to stay up to date with ECMD Promotions

East Coast Metal Distributors is dedicated to bringing you the best products and promotions. However, we know that staying up to date with each promotion can be a tedious task. Every month we feature something different; be it tools, parts, equipment, or other categories; and we encourage you to take advantage of these sales while they last. We work hard to highlight each promotion on multiple channels to ensure that all of our customers hear about our promotions.  Below, we list the top four ways you can stay up to date with our promotions:

Continue reading “Series: Learn How to Use the Website Like A Pro – Tip #11 Specials and Promotions”

What is the Resideo Pro PERKS Loyalty Program & Who Can Join?

The Resideo Pro PERKS Loyalty Program is a tier-based rewards program that offers your company the ability to earn points with every dollar spent on Resideo products, along with a collection of benefits that can help you reinvest in your business.

The program is open to all contractors in the HVAC, Electrical, and Plumbing industry. And right now, Resideo is running a special promo for East Coast Metals customers — sign up for Pro PERKS by May 31, 2021, and you could win $1,000 in PERKS points.

Continue reading “What is the Resideo Pro PERKS Loyalty Program & Who Can Join?”

Series: Learn How To Use Our Website Like A Pro – Tip #2 View Inventory & Stock Levels

See inventory levels anytime, anywhere. Login to your account to view up to date inventory at your local branch.

Making sure the product you sell to your customer are in stock is an important part of any sale, which is why we make it easy to view inventory levels right from our website or mobile app. Login to your online account at www.ecmdi.com to see inventory at your local or nearby branch. No more calling your salesperson or branch to see if your products are in stock.

Green lettering, indicates that the item is available for purchase at your local branch. Click on the “Stocked At” drop down to select your local branch or nearby branch to view inventory that is stocked closest to you.

Working over the weekend or after our normal business hours? No problem! You can check inventory levels and have the system ready for pickup the next business day.

We hope this helps you look up inventory on our website like a pro. Still have questions? Contact your local branch or salesperson and we can help set up additional training on our website for you and your staff.