BDR In The News

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Is your team working together to generate top results?

December 18th, 2018

Is your team working together to generate top results?

 

 

bdr-dealer-direct-banner cropped

Does your team understand and support each other’s roles in reaching your company’s goals?

Dealer Direct training from BDR can help you build a company culture that gets everyone on the same page and working toward shared goals.

BDR’s Dealer Direct classes will support:

  • A great company culture
  • Cohesive teamwork
  • Inspiring leadership
  • Improved employee satisfaction and retention
  • Getting your team members aligned with your business plan
  • Becoming the employer of choice

 

Learn more about BDR’s Dealer Direct classes

Here's what one attendee had to say:

We had Dave out to do a Top Gun class at our office this past week and I just wanted to take a moment and thank you and your staff for putting out such a great class.

I had 23 people in the class and not one of them had a single complaint about the class. It was great to watch them walk in Friday morning miserable and not looking forward to sitting in a 16hr "sales" class to an hour later be excited to be there and actively participate in the class. This morning, all the service guys were still talking about it and how they were going to apply what they had learned. I even had three people come up to me today with a list of ideas to keep the momentum moving.

The part that was really eye-opening to me was that we have been talking about most of these items as a company for many years now and getting buy-in has always been difficult. But when explained by a third party, they get what we have been talking about. Plus, Dave probably does a better job at explaining.

The only two things that I am disappointed in was that I did not do this sooner and that I did not have the entire company at the training.

Keep up the good work! Thanks!

Tyler Miner, Redlands Plumbing

 

Consider Dealer Direct Training to help build a company culture that gets results!

Reserve dates to get the entire team on the same page and pushing towards the same goals. Contact Candy Cunningham today to lock in your BDR training class.

 

Candy Cunningham
206.249.0607
candycunningham@bdrco.com

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Come learn to maximize results with your existing labor team!

December 13th, 2018

Discover how to tap the hidden labor capacity in your company!

Labor Management: Retail Focus is back at BDR University on January 15-16, 2019 in Dallas, TX!

 

Join us at Labor Management: Retail Focus to learn how to end call backs, save time, and install more jobs with the same people. You will learn how to complete a retail replacement installation that leads to multiple referrals.

Find out the steps top dealers are using to:

  1. Prepare for an installation
  2. Manage the installation
  3. Complete all post-installation tasks

 

LM red circle

You will also learn BDR’s 360° of Trust™ strategy for ensuring satisfied customers and generating valuable referral leads while completing high quality installations.

 

LM Graphic

This class is registered for 16 CEH's!

“This class was excellent. BDR truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on January 15-16, 2019 in Dallas, TX

Want to learn more? Visit our website to find out the details.

 

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Discover how to build your dream team of employees!

December 11th, 2018

Learn how to find, recruit, and retain employees in a tight labor market so you can build your dream team.

 

                                      SRDE graphic

 

Successfully Recruiting, Retaining, & Developing Great Employees teaches both required and recommended best practices for hiring and retaining employees in a tight labor market.

You will learn:

  • Recruiting processes that will greatly increase the quality of employee you attract
  • Strategies for selecting the right candidate
  • Onboarding processes for integrating new employees into your company culture
  • Tools for creating career paths for your team members with a strong focus on the millennial generation

 

By attending this 2-day class, you will be able to identify key improvements to make to your current hiring and HR processes in order to attract and retain top talent.

This class will conclude with how to minimize turn-over and grow more long-term employees, making it possible for your company to reach its full potential.

This offer will only happen one time this year, so register today for January 24-25, 2019 in Seattle, WA. To learn more about this class, click here.

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Technicians learned valuable Top Gun skills in Atlanta and Phoenix!

December 10th, 2018

Hear from some of our attendees about what they loved at Top Gun Technician Excellence!

 

 

TGTE 1

 

TGTE 2

 

TGTE 3

 

TGTE 4

 

TGTE 5

 

TGTE 6

 

Going into this class, I will admit I was a bit stand-offish. I have been a Service Technician for 18 years. I have never wanted to be a Salesman. I take pride in my repair skills and being able to make my customers happy. After taking this class, I now see this was not a sales course, but a class on how to better serve and communicate with my customers.

Anthony Beck, Jacob’s Heating

 

This class brought fresh perspective to my role as a Technician. I feel a stronger sense of pride in my job.

Michael Moorehead, Welzig H&A

 

Our company has improved its customer service by being able to look outside the box and offer meaningful options to our customers. Over the years, we’ve evolved from 1-2 sentence work orders to complete diagnostics and increased leads to the sales dept. We have been beating our earnings projections yearly, all thanks to the instruction and advice that you have provided us. I see the difference in myself since I have begun BDR training. I look forward to attending additional training from your great company. Thank you very much.

Raymond Holguin, Arizona Comfort Systems

 

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Is Your Team working together to generate top results?

December 6th, 2018

Is your team working together to generate top results?

 

Does your team understand and support each other’s roles in reaching your company’s goals?

 

Dealer Direct training from BDR can help you build a company culture that gets everyone on the same page and working toward shared goals.

 

bdr-dealer-direct-banner cropped

 

BDR’s Dealer Direct classes will support:

  • A great company culture
  • Cohesive teamwork
  • Inspiring leadership
  • Improved employee satisfaction and retention
  • Getting your team members aligned with your business plan
  • Becoming the employer of choice

 

Here's what one attendee had to say:

We had Dave out to do a Top Gun class at our office this past week and I just wanted to take a moment and thank you and your staff for putting out such a great class.

I had 23 people in the class and not one of them had a single complaint about the class. It was great to watch them walk in Friday morning miserable and not looking forward to sitting in a 16hr "sales" class to an hour later be excited to be there and actively participate in the class. This morning, all the service guys were still talking about it and how they were going to apply what they had learned. I even had three people come up to me today with a list of ideas to keep the momentum moving.

The part that was really eye-opening to me was that we have been talking about most of these items as a company for many years now and getting buy-in has always been difficult. But when explained by a third party, they get what we have been talking about. Plus, Dave probably does a better job at explaining.

The only two things that I am disappointed in was that I did not do this sooner and that I did not have the entire company at the training.

Keep up the good work! Thanks!

Tyler Miner, Redlands Plumbing

 

Consider Dealer Direct Training to help build a company culture that gets results!

Reserve dates to get the entire team on the same page and pushing towards the same goals. Contact Candy Cunningham today to lock in your BDR training class.

 

Candy Cunningham
206.249.0607
candycunningham@bdrco.com

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Don’t miss out on Commercial Maintenance Sales on February 20-22, 2019!

December 4th, 2018

Build a commercial maintenance sales process that works and positions you for replacement sales by attending Commercial Maintenance Sales on February 20-22, 2019 in Seattle, WA.

 

CMS graphic

 

Commercial Maintenance Sales will substantially impact the capturing of high-margin negotiated commercial replacement sales, which is accomplished by creating strong, loyal customers through service relationships.

Every $1 of commercial maintenance generates $2-$4 of repair and replacement revenue and can be as high as $13. This can continue for several years after securing the service agreement.

This class is only held once in 2019, so don’t let this opportunity pass you by! Set yourself apart from the competition by registering for Commercial Maintenance Sales on February 20-22, 2019 in Seattle, WA today!

If you’d like some more information on this, click here

Read More

Labor Management: Retail Focus is back! Come maximize results for your existing labor team!

November 29th, 2018

Discover how to tap the hidden labor capacity in your company!

Labor Management: Retail Focus is back at BDR University on January 15-16, 2019 in Dallas, TX!

 

Join us at Labor Management: Retail Focus to learn how to end call backs, save time, and install more jobs with the same people. You will learn how to complete a retail replacement installation that leads to multiple referrals.

Find out the steps top dealers are using to:

  1. Prepare for an installation
  2. Manage the installation
  3. Complete all post-installation tasks

 

LM red circle

You will also learn BDR’s 360° of Trust™ strategy for ensuring satisfied customers and generating valuable referral leads while completing high quality installations.

LM Graphic

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on January 15-16, 2019 in Dallas, TX

Want to learn more? Visit our website to find out the details.

Read More

Discover how to build your dream team of employees on January 24-25, 2019!

November 27th, 2018

Learn how to find, recruit, and retain employees in a tight labor market.

 

 

         SRDE graphic

Successfully Recruiting, Retaining, & Developing Great Employees teaches both required and recommended best practices for hiring and retaining employees in a tight labor market.

  • Recruiting processes that will greatly increase the quality of employee you attract
  • Strategies for selecting the right candidate
  • Onboarding processes for integrating new employees into your company culture
  • Tools for creating career paths for your team members with a strong focus on the millennial generation

By attending this 2-day class, you will be able to identify key improvements to make to your current hiring and HR processes in order to attract and retain top talent.

This class will conclude with how to minimize turn-over and grow more long-term employees, making it possible for your company to reach its full potential.

This offer will only happen one time this year, so register today for January 24-25, 2019 in Seattle, WA.

Read More

Is your team working together to generate top results?

November 15th, 2018

Do you want more revenue from your Technicians & Installers?

BDR dispatches our top Trainers to your place of business to help your team embrace change and accomplish your company's initiatives. This results in driving the profit & growth needed for the longevity of your company.

 

BDR's Dealer Direct classes help:

  • Increase your monthly install truck revenue
  • Increase your monthly service truck revenue
  • Improve your company's working capital
  • Attain a higher close rate
  • Reduce callbacks
  • Maximize cash flow
  • Generate more leads for service and sales

 

Dave DD 1

 

Dave DD 3

 

Dave DD 5

 

Dave DD 6

 

Schedule your team's Dealer Direct Training class now!

 

Here's what one attendee had to say:

This class made me more aware of how important the procedures are to ensure satisfied clients, happy employees, and a profitable business. We have used some of the ideas in the past and some currently, but to put it all together in full implementation would make a world of difference in our business model.

To see that BDR is helping us to achieve a higher standard for the industry is encouraging.


Albie "Chris" Clifton, Air Max, LLC

 

CONSIDER DEALER DIRECT TRAINING!

To maximize your results, build teamwork, and get the most out of every opportunity, consider a Dealer Direct class for your entire team.

Call Candy Cunningham to discover how to reserve your Dealer Direct class that can help you go from good to great. Get complete details and reserve your training dates today!

Candy Cunningham
206.249.0607
candycunningham@bdrco.com


Watch for additional information on how Dealer Direct training can help the cohesiveness of your team and how it will help you challenge the traditional boundaries of our industry.

Learn more about BDR's Dealer Direct classes!

Read More

It’s here! Top Gun Sales Excellence is coming to the BDR U schedule for 2019!

November 14th, 2018

We show you how to reach the top level of industry sales: $2 Million, $2.5 Million, $3 Million, and beyond!

BDR’s first Top Gun Sales Excellence of 2019 will take place on Feb. 6-8, 2019 in Seattle, WA!

 

New TGSE graphic

Top Gun Sales Excellence is a 3-day, hands-on skills training workshop for Retail Salespeople and Owners. Sales Coordinators / Customer Experience Coordinators are also highly encouraged to attend.

This interactive, energetic session will be a detailed, step-by-step implementation workshop of the entire BDR sales process and will include:

  • Video examples
  • Hands-on skills practice
  • Sales tools demonstrations
  • Interactive exercises

In a world where the customer is armed with unlimited access to information, our focus is to provide a retail experience that is uncommon, unexpected, and refreshing! Our goal is to exceed the client’s expectations every time.

We give you a proven process, incorporating the new rules of sales and customer service, so you can succeed, grow in your sales, and grow your income!

Our first session sold out in record time. Space is limited. Sign up today so you don’t miss your chance!

Sound like a class you could grow from? Register now for the second session of 2019 happening on Feb. 6-8, 2019 in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Discover how to build your dream team of employees!

November 8th, 2018

Learn how to find, recruit, and retain employees in a tight labor market.

 

 

RRGE new

 

SDME new

         

Successfully Recruiting, Retaining, & Developing Great Employees teaches both required and recommended best practices for hiring and retaining employees in a tight labor market.

  • Recruiting processes that will greatly increase the quality of employee you attract
  • Strategies for selecting the right candidate
  • Onboarding processes for integrating new employees into your company culture
  • Tools for creating career paths for your team members with a strong focus on the millennial generation

By attending this 2-day class, you will be able to identify key improvements to make to your current hiring and HR processes in order to attract and retain top talent.

This class will conclude with how to minimize turn-over and grow more long-term employees, making it possible for your company to reach its full potential.

This offer will only happen one time this year, so register today for January 24-25, 2019 in Seattle, WA.

Read More

Don’t miss out on Commercial Maintenance Sales on February 20-22, 2019!

November 1st, 2018

Build a Commercial Maintenance Sales process that works and positions you for replacement sales by attending Commercial Maintenance Sales on February 20-22, 2019 in Seattle, WA.

 

CMS graphic

 

Commercial Maintenance Sales will substantially impact the capturing of high-margin negotiated commercial replacement sales, which is accomplished by creating strong, loyal customers through service relationships.

This class is only held once in 2019, so don’t let this opportunity pass you by! Set yourself apart from the competition by registering for Commercial Maintenance Sales on February 20-22, 2019 in Seattle, WA today!

If you’d like some more information on this, click here.

Read More

BDR Team Member Receives Residential System Design for Quality Installation Certificate!

October 31st, 2018

BDR Team Member Scott Tinder expands his skill set by earning the Residential System Design for Quality Installation!

 

Scott Residential Certificate

The Residential HVAC Design for Quality Installation teaches students how to “design quality HVAC systems using Manual J and Manual D” Source: https://www.acca.org/certification/residential-design

Congratulations, Scott!

 

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It’s here! Top Gun Sales Excellence is coming to the BDR U schedule for 2019!

October 30th, 2018

We show you how to reach the top level of industry sales: $2 Million, $2.5 Million, $3 Million, and beyond!

BDR’s first Top Gun Sales Excellence of 2019 will take place on Jan. 30 – Feb. 1, 2019 in Raleigh, NC!

 

New TGSE graphic

Top Gun Sales Excellence is a 3-day, hands-on skills training workshop for Retail Salespeople and Owners. Sales Coordinators / Customer Experience Coordinators are also highly encouraged to attend.

This interactive, energetic session will be a detailed, step-by-step implementation workshop of the entire BDR sales process and will include:

  • Video examples
  • Hands-on skills practice
  • Sales tools demonstrations
  • Interactive exercises

In a world where the customer is armed with unlimited access to information, our focus is to provide a retail experience that is uncommon, unexpected, and refreshing! Our goal is to exceed the client’s expectations every time.

We give you a proven process, incorporating the new rules of sales and customer service, so you can succeed, grow in your sales, and grow your income!

Our first session sold out in record time. Space is limited. Sign up today so you don’t miss your chance!

Sound like a class you could grow from? Register now for the first session of 2019 happening on Jan. 30 – Feb. 1, 2019 in Raleigh, NC!

If you’d like more details on what this class covers, click here.

Read More

Have you heard about Dealer Direct training?

October 25th, 2018

Dealer Direct brings BDR experts to your business to train your team and drive your bottom-line results!

 

 

bdr-dealer-direct-banner cropped

 

WHAT IS DEALER DIRECT TRAINING?

BDR dispatches our top Trainers to your office to help your team embrace change and accomplish your company's initiatives. This results in driving the profit & growth needed for the longevity of your company. By having the training at your business, you save on travel costs and get everyone trained at the same time.

 

WHAT ARE THE DEALER DIRECT TRAINING OFFERINGS?

Top Gun Technician Excellence: Beyond Diagnostics

Teach your Technicians the soft skills they need to provide complete customer satisfaction while positively impacting company profits and employee retention.

Approved for 16 hours of NATE Continuing Education Hours


Top Gun Installer Excellence: Closing the Loop

Close the gap between Sales and Install by improving teamwork and communications between departments, which will result in satisfied customer referrals.

Approved for 16 hours of NATE Continuing Education Hours

 

Labor Management: Retail Focus

Having trouble finding workers? Leverage the workers you have by maximizing their efficiency and eliminating call backs. Improved labor management will result in more referrals and increased profits.

Approved for 16 hours of NATE Continuing Education Hours


Duct Design for Profit & Efficiency

Provide premium installations with properly designed duct systems, resulting in happier customers and greater profits.

Approved for 16 hours of NATE Continuing Education Hours

 

Click here to learn more about Dealer Direct on our website!

 

Here's what one attendee had to say:

"I just wanted to take a quick moment and thank you again for your time and the opportunity for my department as well as for myself to learn from you.

We can lay the framework and foundation for profitable development and growth through attention to detail and exemplary customer service. I am eager to begin taking what we learned and discussed and begin to apply it to our operations and begin to drive the changes we need to make to properly position ourselves for the long run.

Again, thank you so much for everything. It was such a valuable class and I am eager to see the dividends pay off from commitment and investment into the myriad of topics or points discussed."

Charles Wolf, Fire & Ice Heating & Air Conditioning


Unlock your team’s potential and drive maximum profits, with the help of BDR!
 

Learn more about BDR's Dealer Direct classes!

 

Consider Dealer Direct Training!

Reserve dates to get the entire team on the same page and pushing towards the same goals. Contact Candy Cunningham today to lock in your BDR training class.

 

Candy Cunningham

206.249.0607

candycunningham@bdrco.com

 

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Technicians earn NATE Continuing Education Hours at Top Gun Technician Excellence

October 23rd, 2018

Train your most valuable replacement lead generators: your Technicians. Top Gun Technician Excellence is taking place on November 6-7, 2018 in Atlanta, GA and November 8-9, 2018 in Phoenix, AZ!

 

 

TGTE graphic

Top Gun Technician Excellence: Beyond Diagnostics is a two-day workshop that will provide Service Technicians with the “soft” skills to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills and learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure.

Technicians will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Increase job satisfaction
  • Increase their overall value to the company

 

This class is registered for 16 CEH's!


"I was more confident in presenting different options to the customer. I would definitely recommend this class to any other Technician."

 - Lance Evans

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA or the November 8-9 session in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Enhance your leadership skills at Lead The Way in Seattle, WA on November 6-7, 2018

October 18th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Seattle, WA on November 6-7, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to become great leaders who can take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

Become the leader that people want to follow!

 

Barry Burnett

 

This will be the last time Barry Burnett teaches Lead the Way.

Don’t miss your chance to learnfrom one of the industry’s 

top leaders.

 

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the November 6-7 in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Turn your Service Department into a profit machine at Service Dispatch University!

October 16th, 2018

Learn the skills that will take your dispatching and service results to the next level at Service Dispatch University on December 6-8, 2018 in Dallas, TX!

 

 

021716_Dispatcher - VHC

This hands-on workshop will give Dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Dispatchers will learn strategies for:

  • Better efficiency in routing
  • Less unapplied time
  • Better customer service skills and tools
  • Enhanced communication skills with the team and the clients
  • Improved scripting for consistent delivery

 

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the December 6-8, 2018 in Dallas, TX!

If you’d like more details on what this class covers, click here.

Read More

BDR’s 2018 Fishing Trip was a smashing success!

October 12th, 2018

The BDR Team and clients are back from BDR’s much anticipated, annual fishing trip to Englefield Bay in coastal British Columbia!

 

 

FT 1

 

This one-of-a-kind fishing event with the BDR partners Barry Burnett and Bruce Wiseman offered fishing excursions nestled between a breathtaking mountain scape and the fish-rich coastal waters where the water is still as glass.

 

FT 2 resized

 

Attendees enjoyed phenomenal food and great service during meals while networking with and learning from other top dealers from across the country.

 

FT 3

 

Does this sound like an experience you want to take part of?  Register today for next year’s fishing trip, taking place August 18-21! Contact Angie Swartz at angieswartz@bdrco.com or call at 206.870.1880!

Read More

Labor Management: Retail Focus is back! Learn how to maximize results from your existing labor team!

October 11th, 2018

Labor Management: Retail Focus is back at BDR University on November 13-14, 2018 in Dallas / Fort Worth, TX!

Labor Management: Retail Focus teaches attendees the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

Learn the strategies top contractors use to save time, install more jobs, and generate referrals without adding people.

Find out how to more effectively estimate labor hours and make sure your team has everything they need with BDR’s segmented inventory strategy.

This class has been completely reconceived for today’s retail market.

LM Graphic

green box lm

NATE 16 big

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

-Steve Woodring

Wade Heating & Cooling

Register today to claim your seat on November 13-14, 2018 in Dallas / Fort Worth, TX!

Want to learn more? Visit our website to find out the details.

Read More

Attendees learned how to eliminate lost time and install more jobs at Labor Management in Phoenix!

October 11th, 2018

BDR recently delivered its completely revamped Labor Management: Retail Focus class in Phoenix, Arizona.

 

 

 

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Hear from some of our attendees about what they loved at Labor Management!

I have attended several BDR training classes and this was the most comprehensive, relevant, and inspiring content. The class downloads are always a tremendous asset in initiating change and growth.

Randal Lee, Advanced Air

 

What I liked most about this class was the evidence-based presentation and stories to outline the points. The experience is evident through the presentation.

Kyle Porter, Pyramid Heating & Cooling

 

What I liked most about this class was that it identified improvement possibilities as well as reinforced to lower level management our vision moving forward.

Scott Friesen, Advanced Air & Metal Inc.

 

Does this sound like something you and your company can benefit from? Register today for our next session of Labor Management on November 13-14 in Dallas, TX! This is the last session for 2018! Click here to learn more about it!

Read More

Profit Launch, BDR’s Business Planning Workshop, is selling out!

October 9th, 2018

Don't miss joining us this fall for BDR's exclusive Business Planning Workshop, Profit Launch. Currently, four of the remaining six are sold out and seats are rapidly dwindling!

 

Selling out 1

Never in the history of Profit Launch have we had this many sessions sold out this early in the year!

Selling out 3

If you’ve never been to Profit Launch, there is still space in our January 23-25 session and our January 30-February 1 session! Click here to register today!

Selling out 4

Don’t miss your chance to build your plan for personal and business freedom! Contact Angie Swartz today at angieswartz@bdrco.com or 206.870.1880 ext. 1120 to claim your spot at Profit Launch in January!

Read More

BDR Coaches Corner: Improving Operational Efficiencies in Install with Mike Maynard!

October 5th, 2018

Is your Install department running as smoothly as you’d like, or do you suffer through miscommunications, inefficiencies, and call backs?

 

Learn techniques for improving your Operational Efficiencies in Installation by reading this article from BDR Head Coach Mike Maynard.

 

Mike Maynard Profit Alert

 

Improving Operational Efficiencies

 

Having the proper structure in place directly impacts your operational efficiencies throughout your entire organization. Ask yourself a few key questions:

· Does your company struggle with communication amongst its departments?

· Are each of the departments getting daily completions? 

· Do they have what they need to complete their work effectively and efficiently?

· Do you have an organization chart for your company?

 

Where do we start in improving our operational efficiencies?  Let’s begin with the organizational chart and work through job descriptions. The first move is to hire someone to manage the labor of either the install or the service department. For this article, we will focus on 3 key actions items for install.

 

  1. We must develop the job description for the Install Manager. From that point, we need to develop the remaining job descriptions. By having written job descriptions, we have the ability to manage our time better and to list out the many daily job duties and tasks. While there will be many daily duties, we must decide which ones are the most important and complete those tasks first. This is a key step in time management and is the equalizing factor in all businesses.

 

  1. We should all start out each day with a To Do list that helps the company work flow. Many things that managers do or don’t do affect the work of many others and the profitability of the company. When job tasks are defined properly, it enhances the ability of everyone to get their job done as well.

  

  1. Start staging jobs. Instead of our Installers having billable time on the job, they may be pulling their own materials. This could lead to a WILL CALL at a supply house which would cost you. The only way we make money is by having our people working on job sites that we get to bill customers for. The more unproductive time we have, the more we drive up our overhead percentages and decrease Gross Profit.

 

The reality is this goes on every day in many companies. If we are going to be profitable going forward, we need job descriptions with the daily duties and important tasks outlined. Sketch out these workflows with timelines and identify any potential areas where miscommunications or bottlenecks could take place. Examples include:

 

· Review install time cards by 8am

· Process all previous day’s job packets and submit to accounting by 9:30am

· Call in all unfinished work items by 11am 

 

Notice how the timelines impact other departments. By creating these daily workflows, you will drive more daily completions which holds team members accountable and lets them grow into leadership roles. This ultimately frees you up as the owner to continue leading the company forward. Wahoo!   

 

Mike Maynard

Profit Coach and Trainer 

Read More

Enhance your leadership skills at Lead The Way in Seattle, WA on November 6-7, 2018

October 4th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Seattle, WA on November 6-7, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to become great leaders who can take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

Become the leader that people want to follow!

         Barry Burnett

This will be the last time Barry Burnett teaches Lead the Way. Don’t miss your chance to learn from one of the industry’s top leaders.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the November 6-7 in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Turn your Service Department into a profit machine at Service Dispatch University!

October 2nd, 2018

Learn the skills that will take your dispatching and service results to the next level at Service Dispatch University on December 6-8, 2018 in Dallas, TX!

 

 

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This hands-on workshop will give Dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Dispatchers will learn strategies for:

  • Better efficiency in routing
  • Less unapplied time
  • Better customer service skills and tools
  • Enhanced communication skills with the team and the clients
  • Improved scripting for consistent delivery

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the December 6-8, 2018 in Dallas, TX!

If you’d like more details on what this class covers, click here.

Read More

Technicians earn NATE Continuing Education Hours at Top Gun Technician Excellence

September 28th, 2018

Top Gun Technician Excellence is taking place on November 6-7, 2018 in Atlanta, GA and November 8-9, 2018 in Phoenix, AZ!

 

 

TGTE graphic

Top Gun Technician Excellence: Beyond Diagnostics is a two-day workshop that will provide Service Technicians with the “soft” skills to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills and learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure.

Technicians will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Increase job satisfaction
  • Increase their overall value to the company

 

NATE 16


"I was more confident in presenting different options to the customer. I would definitely recommend this class to any other Technician."

 - Lance Evans

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA or the November 8-9 session in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Labor Management: Retail Focus is back! Learn how to maximize results from your existing labor team!

September 25th, 2018

Labor Management: Retail Focus is back at BDR University on November 13-14, 2018 in Dallas / Fort Worth, TX!

Labor Management: Retail Focus teaches attendees the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

This class has been completely reconceived and redone for today’s retail market.

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

green box lm

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on November 13-14, 2018 in Dallas / Fort Worth, TX!

Want to learn more? Visit our website to find out the details.

Read More

Installers and Technicians learned how to improve efficiency at Labor Management in Atlanta, GA!

September 21st, 2018

Hear from one of our attendees about what they loved at Labor Management!.

 

 

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LM class 2

 

"Prior to joining the BDR Profit Coach program, our method for loading jobs was to have the Install crews pick and load their own jobs. This was a very tedious process lasting nearly two hours per job while the crews always loaded far more materials than necessary and always forgot some things.

While attending Profit Launch, we learned about “Job Staging” and “Inventory Control” and I decided to implement these processes. Since implementation, we have cut the Install crews loading time from two hours down to 15 minutes resulting in more productive installs and more profit for the company.

At the same time, we reworked our inventory sheets and changed from taking inventory once a year to once a month. With BDR’s help, we’ve been able to reduce the amount of time to take inventory from three days to six people to 4-5 hours for one person and reduce our inventory by 40%, thereby helping our bottom line significantly.

None of this would have happened without the knowledge and assistance from the Profit Coach program. I can’t say enough about their ability to help any and all HVAC contractors.

Thank you, Barry, for making your company available to us."

Alan Ferguson, Ferguson Heating and A/C

 

Does this sound like something you and your company can benefit from? Register today for our next session of Labor Management on November 13-14 in Dallas, TX! Click here to learn more about it?

Read More

Need a business boost? Bring a BDR trainer to work with your team!

September 20th, 2018

BDR dispatches our top Trainers to your place of business to help your team embrace change and accomplish your company’s initiatives. This results in driving the profit & growth needed for the longevity of your company.

 

BDR - Dealer Direct Banner

We have options to fit your company’s most critical training needs. Don’t wait as available dates for 2018 are almost gone!

CLASS CHOICES


Top Gun Technician Excellence: Beyond Diagnostics

Teach your Technicians the soft skills they need to provide complete customer satisfaction while positively impacting company profits and employee retention.

Approved for 16 hours of NATE Continuing Education Hours


Top Gun Installer Excellence: Closing the Loop

Close the gap between Sales and Install by improving teamwork and communications between departments, which will result in satisfied customer referrals.

Approved for 16 hours of NATE Continuing Education Hours


Labor Management: Retail Focus

Having trouble finding workers? Leverage the workers you have by maximizing their efficiency and eliminating call backs. Improved labor management will result in more referrals and increased profits.

Approved for 16 hours of NATE Continuing Education Hours


Duct Design for Profit & Efficiency

Provide premium installations with properly designed duct systems resulting in happier customers and greater profits.

Approved for 16 hours of NATE Continuing Education Hours


Learn more by visiting our Dealer Direct page!

All classes are approved for NATE Continuing Education Hours

 

Here's what one attendee had to say:

I want to thank you for recommending Dave Consulo for the Top Gun Technician Excellence Training.

He came to our location and had our entire team of 18 employees (Shop Staff, Technicians, Apprentices, Office Staff, Owners) at attention for both days. This is one of the first Trainers we have had in over 30 years of business that had all attendees engaged throughout his delivery of educational and enlightening information! I highly recommend this class!

Thank you, Dave, for productively delivering this information to our crew!
Lori Basnett, Basnett Plumbing, Heating, & AC

Consider Dealer Direct Training! Reserve dates to get the entire team on the same page and pushing towards the same goals. Contact Candy Cunningham today to lock in your BDR training class.

 

Candy Cunningham          |          206.249.0607          |          candycunningham@bdrco.com

 

 

 

Read More

Technicians earn NATE CEHs at Top Gun Technician Excellence.

September 18th, 2018

Top Gun Technician Excellence is taking place on November 6-7, 2018 in Atlanta, GA and November 8-9, 2018 in Phoenix, AZ!

 

 

TGTE graphic

Top Gun Technician Excellence: Beyond Diagnostics is a two-day workshop that will provide Service Technicians with the “soft” skills to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills and learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure.

Technicians will learn to:

  • Reduce callbacks
  • Improve revenue replacement lead generation
  • Increase job satisfaction
  • Increase their overall value to the company

This class is registered for 16 CEH's!
"I was more confident in presenting different options to the customer. I would definitely recommend this class to any other Technician."

 - Lance Evans

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA or the November 8-9 session in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Hear about how our Structural Sales: Part 2 class went last month in Dallas, TX!

September 14th, 2018

Attendees built their company’s sales process and learned new selling skills at Structural Sales: Part 2 in Dallas, TX.

 

 

SS 2 Aug 18 1

 

SS 2 Aug 18 2

 

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“I have been in this industry for 15 years and sales for 5 years and I have never had a training that made more sense. This is the most focused training and most detailed and on topic training that you can receive.”

Ryan Williams, RSP Heating & Cooling

 

“After attending Structural Sales Part 1, my average sale has increased. BDR training works and encourages me to be the best. The trainers are very motivating.”

Frank Hainley, Environmental Systems Associates

 

“What I liked most about the class was the concept of building trust to secure an investment”

Matthew Spidle, Comfort Master Inc.

 

“What I liked most about the class was learning the concepts of a streamlined sales process from beginning to end”

Joshua Moore, Gateway Heating & Cooling

 

“Absolutely wonderful class packed with realistic takeways that can be implemented immediately to further our business”

Luke Goettl, Goettl’s High Desert Mechanical

 

“What I liked most about the class were the tools to implement better sales and work towards more referrals”

Eric Kirkpatrick, T.N. Bowes

“I loved Barry’s motivation to go be better and win”

Garry Winger, Kellermeier Plumbing and Heating

 

“It gave me tools to improve my day to day process”

Derek Ellington, McCollough Heating & Air

 

“This is a “must have” motivational seminar for the entire circle of the company. From referral to referral, this class will remind you why everyone is important to the sales process. Barry was exciting and informational. Wahoo!”

Tabby Farror, RSP Heating & Cooling

 

Missed out on Structural Sales workshops this year? They will be back in 2019!

In the meantime, get your doctorate in sales by attending Top Gun Sales Excellence in December! Register today as there are only five spots left!

Read More

Dispatchers gained tools and strategies at Service Dispatch University last month in Seattle, WA!

September 14th, 2018

Hear from some of our attendees about what they loved at Service Dispatch University!

 

 

SDU blog 1

 

SDU blog 2

 

SDU blog 3

What I liked most about this class was the hands-on approach with the different exercises. I learn the best through watching other people physically perform.

Colin Doran, Edelman Inc.

I loved the knowledge, energy, and enthusiasm that was delivered. Very informative.

Justin Conte, DWC Mechanical Inc

I loved working as a group and doing role play.

Juanita Featherstone, Trouth Air Conditioning

What I loved about this class was meeting different personalities with a wide variety of knowledge and the way the coaches would approach each table to assist.

Arjany Henrquez, Fireside Home Solutions

SDU blog 4

There were a lot of different options about increasing efficiency and performance but an emphasis on tailoring it to your company.

Dani Miller, Air Tech Heating

This class opened my eyes on many different ways to approach customers and deal with their issues and keep them as clients.

Steve Lamb, Air Tech

SDU blog 5

Very motivational! Super cool the value it gives to the jobs we do daily! Interactive! Fun to talk to others and be able to relate, share ideas, etc.

Katie Lake, Climate Control Company

I just love the energy of the class and how excited I am about my job when I leave. This class shows me how much control I have over growing my career rather than just becoming complacent.

Ashton Hedgecock, North Texas Air

SDU blog 6

Does this sound like something you and your company can benefit from? Register today for our next session of Service Dispatch University on December 6-8 in Dallas, TX! Click here to learn more about it?

Read More

Enhance your leadership skills at Lead The Way in Seattle, WA on November 6-7, 2018

September 13th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Seattle, WA on November 6-7, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to become great leaders who can take their company forward.

Lead the Way: Dynamic Leadership Skills helps you develop the skills to be a dynamic leader who can communicate your vision for your company’s future and inspire your team to do what it takes to reach your common goals.

Become the leader that people want to follow!

This will be the last time Barry Burnett teaches Lead the Way. Don’t miss your change to learn from one of the industry’s top leaders.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the November 6-7 in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

New statistics show its tougher than ever to hire HVAC Technicians and Installers

September 12th, 2018

Did you know it took 98 days to hire a new Technician in 2017? Recent statistics from Recruit4Business tell us that, in 2018, it takes 174 days. Hiring an Installer took 114 days in 2017 and now takes 161 days in 2018.

 

 

stats

With the statistics telling us it may take twice as long today to fill an open Technician or Installer position, it is more important than ever to fully utilize and leverage the employees you do have.

How do you leverage your existing crews?

  • Take some time to review and tighten your procedures.
    • Tightened procedures can decrease the time spent on tasks and reduce call backs.
    • Be sure to involve your team in creating or updating procedures.
  • Standardize truck stock.
    • Having your trucks’ inventory standardized removes stress and lost time, while eliminating the need for workers to leave the job site.
  • Invest in training your team.
    • Team members who receive training learn how to perform their job more efficiently and how to interact with customers more effectively.
    • Training collectively increases the value of your team.

While it is harder to hire Technicians and Installers today, by implementing these suggestions, you can become the preferred company to work for, helping you retain workers and attract new ones.

BDR Training Team

Learn more about BDR’s Labor Management training

Read More

BDR’s 20-year anniversary is in the news!

September 11th, 2018

 

BDR Celebrates 20th Anniversary

Driving profit & growth for customers

across the United States and Canada for 20 Years.

 

BDR Logo (2)

 

SEATTLE, Washington, August 8, 2018 – Business Development Resources (BDR), a leading provider of business coaching and training services for HVAC and plumbing contractors in the United States and Canada, is proud to announce its 20th anniversary. BDR helps customers increase the profitability and efficiency of their businesses to prime by offering a variety of personalized coaching and training services tailored to the needs of contractors, distributors, and manufacturers.

Founded in 1998 by Bruce Wiseman and Barry Burnett in Seattle, Washington, BDR has empowered over 1500 clients with the industry expertise and information needed to drive profit and growth in their businesses. “We have passionate heartfelt caring for all of our clients,” said Barry Burnett, BDR Co-Owner and Training Leader. “We will do anything in our power to help them succeed.”

“There are no shortcuts in business,” said Bruce Wiseman, BDR Co-Owner & Company President. “We provide our clients with proven, time-tested strategies that work for all those involved in the contracting supply chain: Manufacturer, Distributor, Dealer, and Homeowner.”

Twenty years in, BDR and affiliates have grown to 90 employees located throughout the United States and Canada, including 25 coaches and 12 trainers. This collection of top talent possesses unrivaled industry experience.

“One of our core values is teamwork,” said Wiseman. “It is reflected in the quality of classes that we offer, the service we provide in our coaching programs, and our culture as a whole. We recognize that no one person’s efforts are enough—it takes the collaboration of people, skill, and inspiration to get the job done. We are stronger because of our team.”

BDR provides personalized coaching focused on profitability, structure, service, sales and labor management. Currently BDR hosts 200+ business training classes annually with 25+ different classes to offer. BDR presents specialized workshop-style curriculum through BDR University, offered regularly in Seattle, Phoenix, Atlanta, Dallas, and Raleigh. This year close to 1,000 attendees will descend on Seattle for Profit Launch.  In its 14th year, Profit Launch is BDR’s industry leading business planning workshop.  Attendees leave with their very own completed five-year business plan.

For more information on BDR coaching and training programs, visit  www.bdrco.com.

About BDR

Founded in 1998, BDR is a leading provider of business coaching and training for HVAC contractors across the United States and Canada. BDR helps customers navigate the complex nuances of the contracting business through personalized coaching, onsite training and BDR University workshops. Through teamwork, BDR improves the profitability and efficiency of its clients to the most flourishing state while maintaining an environment that fosters unequaled team member growth and success.

 

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Profit Launch, BDR’s Business Planning Workshop, is selling out!

September 11th, 2018

Don't miss joining us this fall for BDR's exclusive Business Planning Workshop, Profit Launch. Currently, five of the 8 scheduled Profit Launch sessions are sold out.

 

 

Selling out 1

 

Selling out 2

 

Selling out 3

 

Selling out 4

Never in the history of Profit Launch have we had this many sessions sold out this early in the year!

If you’ve never been to Profit Launch, there is still space in our September 19-21 session and our January 23-25 session! Click here to register today!

Don’t miss your chance to build your plan for personal and business freedom! Contact Angie Swartz today at angieswartz@bdrco.com or 206.870.1880 ext. 1120 to claim your spot at Profit Launch either in September or January!

Read More

Labor Management: Retail Focus is back! Come maximize results for your existing labor team!

September 6th, 2018

Labor Management: Retail Focus is back at BDR University on Sept 18-19, 2018 in Phoenix, AZ!

 

Labor Management: Retail Focus teaches attendees the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

green box lm

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Sep 18-19, 2018 in Phoenix, AZ!

Upcoming sessions include Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

Read More

It’s here! Top Gun Sales Excellence is coming to Seattle!

August 28th, 2018

BDR’s first Top Gun Sales Excellence takes place on December 11-13, 2018 in Seattle, WA!

 

 

Max Sales Dial

Top Gun Sales Excellence is a 3-day, hands-on skills training workshop for Retail Salespeople and Owners. Sales Coordinators / Customer Experience Coordinators are also highly encouraged to attend.

This interactive, energetic session will be a detailed, step-by-step implementation workshop of the entire BDR sales process and will include:

  • Video examples
  • Hands-on skills practice
  • Sales tools demonstrations
  • Interactive exercises

We show you how to reach the top level of industry sales: $2 Million, $2.5 Million, $3 Million, and beyond!

In a world where the customer is armed with unlimited access to information, our focus is to provide a retail experience that is uncommon, unexpected, and refreshing! Our goal is to exceed the client’s expectations every time.

We give you a proven process, incorporating the new rules of sales and customer service, so you can succeed, grow in your sales, and grow your income!

This is a workshop that your Sales Team will want to come back to again and again each year to ensure they are at the top of their game.

Sound like a class you could grow from? Register now for the Dec 11-13 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Is Your Team working together to generate top results?

August 23rd, 2018

Does your team understand and support each other’s roles in reaching your company’s goals?

 

 

bdr-dealer-direct-banner cropped

BDR’s Dealer Direct classes will support:

  • A great company culture
  • Cohesive teamwork
  • Inspiring leadership
  • Improved employee satisfaction and retention
  • Getting your team members aligned with your business plan
  • Becoming the employer of choice

Here's what one attendee had to say:

We had Dave out to do a Top Gun class at our office this past week and I just wanted to take a moment and thank you and your staff for putting out such a great class.

I had 23 people in the class and not one of them had a single complaint about the class. It was great to watch them walk in Friday morning miserable and not looking forward to sitting in a 16hr "sales" class to an hour later be excited to be there and actively participate in the class. This morning, all the service guys were still talking about it and how they were going to apply what they had learned. I even had three people come up to me today with a list of ideas to keep the momentum moving.

The part that was really eye-opening to me was that we have been talking about most of these items as a company for many years now and getting buy-in has always been difficult. But when explained by a third party, they get what we have been talking about. Plus, Dave probably does a better job at explaining.

The only two things that I am disappointed in was that I did not do this sooner and that I did not have the entire company at the training.

Keep up the good work! Thanks!

Tyler Miner, Redlands Plumbing


Consider Dealer Direct Training!

Reserve dates to get the entire team on the same page and pushing towards the same goals. Contact Candy Cunningham today to lock in your BDR training class.

Candy Cunningham
206.249.0607
candycunningham@bdrco.com

Read More

Technicians earn NATE CEHs at Top Gun Technician Excellence

August 21st, 2018

Top Gun Technician Excellence is taking place on November 6-7, 2018 in Atlanta, GA and November 8-9, 2018 in Phoenix, AZ!

 

 

TGTE graphic

Top Gun Technician Excellence: Beyond Diagnostics is a two-day workshop that will provide Service Technicians with the “soft” skills to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills and learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure.

Technicians will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Increase job satisfaction
  • Increase their overall value to the company

This class is registered for 16 CEH's!


"I was more confident in presenting different options to the customer. I would definitely recommend this class to any other Technician."

 - Lance Evans

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA or the November 8-9 session in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Jeff Plant achieves John C Maxwell Leadership certification!

August 17th, 2018

Jeff Plant, BDR Head coach and Leadership trainer, is now a certified John C. Maxwell Coach, Teacher, Trainer, and Speaker.

 

 

Jeff Plant Cert

He is licensed to use 6 different curriculums and programs including Becoming a Person of Influence, Leadership Gold, and 15 Invaluable Laws of Growth.

Jeff Plant joins Paul Grizzle as the second BDR Team Member to achieve this accomplishment.

Congratulations, Jeff!

Read More

Enhance your leadership skills at Lead The Way in Seattle, WA on November 6-7, 2018

August 16th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Seattle, WA on November 6-7, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to become great leaders who can take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the November 6-7 in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Profit Launch, BDR’s Business Planning Workshop, is selling out!

August 14th, 2018

Don't miss joining us this fall for BDR's exclusive Business Planning Workshop, Profit Launch. Currently, five of the 8 scheduled Profit Launch sessions are sold out.

 

 

Selling out 1

 

Selling out 2

 

Selling out 3

 

Selling out 4

If you’ve never been to Profit Launch, there is still space in our September 19-21 session and our January 23-25 session!

Never in the history of Profit Launch have we had this many sessions sold out this early in the year!

Don’t miss your chance to build your plan for personal and business freedom! Contact Angie Swartz today at angieswartz@bdrco.com or 206.870.1880 ext. 1120 to claim your spot at Profit Launch either in September or January!

Read More

BDR Team Member receives Critical Thinking Certificate!

August 10th, 2018

BDR Team Member Angie Swartz expands her skill set by earning the Critical Thinking Certificate!

 

 

Angie certificate

The Critical Thinking Certificate “outlines a series of techniques to help you develop your critical thinking skills…reveals how to define the problem you’re trying to solve and then provides a number of critical thinking tools…” Source: Learning.linkedin.com

Congratulations, Angie!

Read More

Labor Management: Retail Focus is back! Come maximize results for your existing labor team!

August 9th, 2018

Labor Management: Retail Focus is back at BDR University on Sept 11-12, 2018 in Atlanta, GA!

Labor Management: Retail Focus teaches attendees the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

 

 

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Sep 11-12, 2018 in Atlanta, GA!

Upcoming sessions include Sep 18-19, 2018 in Phoenix, AZ and Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

Read More

Register today for Structural Sales: Part 2 before seats are filled!

August 7th, 2018

Mark your calendar to attend Structural Sales: Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX.

 

 

Max Sales Dial

Structural Sales: Part 2 is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson).

Retail Salespeople will learn how to:

  • Maximize the potential of each sale
  • Endear themselves to the customer
  • Capture a referral
  • Sell $3M+ annually
  • Build an outstanding client base that continually generates referrals
  • Generate a great income

Attendees will walk away from class knowing the best practices of the top-producing retail salespeople in the nation.

Register for Structural Sales – Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX today! Spots are filling, so make sure to secure yours!

If you’d like more information, click here

Read More

BDR’s Coaches Corner: Creating A Successful Fall Contest For Your Team

August 3rd, 2018

Creating a Successful Fall Contest For Your Team

“If you make it fun, they will come!” This was my motto as a fitness instructor. Let’s face it; most people dislike exercise. I figured out a way to successfully draw people back into my classes, and I have taken the same approach with my team in the HVAC industry.

 

 

Catherine Bares PA

How can we drive our teams to ask for reviews or referrals and make it fun? Glad you asked! We can create contests that the entire company can participate in. To win a game, the entire team must participate.

Create Written Rules of Engagement

For a team to win, only 1 person on the team can have 0 points. Outline how teams will be picked.

Create Point System

Assign points to everything that earns a spiff

  • All system Enhancement products
  • Reviews
    • 4-star reviews
    • 5-star reviews
  • Referrals
  • Lead Generation
  • Leads Sold
  • Dialing for Dollars
    • Capturing an appointment

Determine Prize Choices

If creating teams, everyone on the winning team gets to choose from a variety of prizes. For large prizes, stretch the contest out over 3 months. For smaller prizes, stretch the contest out over a month or a week. It could be as simple as a Certificate of Achievement celebrated at our weekly meetings for: most improved for the week, largest dollar sale, or most “featured” products sold. (At times, you may want to extend a contest if the minimum is not met.)

Create A Marketing Campaign for The Team

  • Use visual scoreboards
  • Communicate the status daily
  • Create a “family” driven contest by sending out letters to spouses, families, and significant others detailing the contest, rules of engagement, and prizes. 
  • Create a “Success Corner” story in the company newsletter

Determine Team Criteria

Every team will have 1 of the following:

  • Demand Service Technician
  • Junior Technician
  • Office person
  • Installer
  • Install Helper

Group contests can help create a unified front that gives everyone a sense of purpose. If contests are created for individuals, it can create envy which can cause a disgruntled environment, and in turn, slowly sabotage motivation and success rates. It’s important to share experiences and focus on how the team members have achieved their successes. Hold open sharing sessions during regular company meetings, and remember, “Everyone longs to belong.”

 

Catherine Bares

Service Profit Coach

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Service Dispatch University is now approved for 24 NATE CEHs!

August 1st, 2018

Service Dispatch University has been approved for 24 NATE CEHs!

 

 

NATE - Website

Need to catch up on NATE CEHs? Attend Service Dispatch University next month in Seattle on August 23-25 to learn critical Dispatching skills and gain Continuing Education Hours!

Register today!    |     Learn more today!

Read More

Technicians earn NATE CEHs at Top Gun Technician Excellence

July 31st, 2018

Top Gun Technician Excellence is taking place on November 6-7, 2018 in Atlanta, GA and November 8-9, 2018 in Phoenix, AZ!

 

 

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Top Gun Technician Excellence: Beyond Diagnostics is a two-day workshop that will provide Service Technicians with the “soft” skills to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills and learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure.

Technicians will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Increase job satisfaction
  • Increase their overall value to the company

 

This class is registered for 16 CEH's!
 

"I was more confident in presenting different options to the customer. I would definitely recommend this class to any other Technician."

 - Lance Evans

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA or the November 8-9 session in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

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Enhance your leadership skills at Lead The Way on November 6-7, 2018

July 26th, 2018

New to the BDR University 2018 schedule: Lead The Way: Dynamic Leadership Skills is coming to Seattle, WA on November 6-7, 2018!

 

 

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Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to become great leaders who can take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the November 6-7 in Seattle, WA!

If you’d like more details on what this class covers, click here.

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Profit Launch, BDR’s Business Planning Workshop, is selling out!

July 25th, 2018

Don't miss joining us this fall for BDR's exclusive Business Planning Workshop, Profit Launch. Currently, five of the 8 scheduled Profit Launch sessions are sold out!

 

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Never in the history of Profit Launch have we had this many sessions sold out this early in the year!

Don’t miss your chance to build your plan for personal and business freedom! Contact Angie Swartz today at angieswartz@bdrco.com or 206.870.1880 ext. 1120 to claim your spot at Profit Launch!

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Build your business plan with BDR to achieve business and personal freedom!

July 24th, 2018

Build a plan for greater freedom and a better future!

 

 

061118_Freedom Chalkboard Steps

Profit Launch is BDR's exclusive Business Planning Workshop that helps contracting companies from across the nation develop a comprehensive business plan encompassing all departments: front office and back office operations, marketing, advertising, sales, service and leadership development.

At this powerful and motivational session, you will work side-by-side with the BDR Coaching Team to build your five-year strategic business plan. After 3 days of intense instruction and application, you will take home a completed business plan that will be your roadmap to business and personal freedom and a better future.

With BDR’s help, my management style went from finding out what our employees are doing and stopping them...to putting a plan together and helping them. My managers run the business now and just provide guidance and motivational speaking.”

Mike Douglas, Owner, Advent Air Conditioning, Residential Contracting Business of the Year 2014, Contracting Business Magazine

Hear from a dealer who has come to Profit Launch and achieved incredible results:

Joshua Davis, General Manager at AccuTemp

AccuTemp video

Sound like a class that you or someone you know could benefit from? Register Now for Profit Launch in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Labor Management: Retail Focus is back! Come maximize your existing labor team!

July 19th, 2018

Labor Management: Retail Focus is back at BDR University on Sept 11-12, 2018 in Atlanta, GA!

 

 

Labor Management: Retail Focus teaches attendees the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Sep 11-12, 2018 in Atlanta, GA!

Upcoming sessions include Sep 18-19, 2018 in Phoenix, AZ and Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

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BDR raises a toast to 20 years of driving profit and growth!

July 13th, 2018

BDR raises a toast to 20 years of driving profit and growth!

Founded on June 11, 1998 by Bruce Wiseman and Barry Burnett, BDR is the leading provider of business coaching and training for contractors across the United States and Canada.

BDR has grown to 53 employees and 525 active coaching clients. BDR hosts 200+ business training classes annually in 30 topics that span all operational business functions . Specialized workshop curriculum is offered through BDR University in Seattle, WA, Phoenix, AZ, Atlanta, GA, Dallas, TX, and Raleigh, NC.

Here’s to the next 20 years!

 

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BDR’s Coaches Corner: Creating your Internal Training Schedule

July 13th, 2018

Creating your Internal Training Schedule

Creating an internal training schedule is a great time to see what areas of our business could use some extra coaching. It is also a great time to reward our employees with training opportunities that will take them and our company forward in new directions!

 

ChrisKochPA

Hold a Team Meeting to see what your employees desire to change or create. This can be tied into your monthly feedback meetings to see where people are looking for additional attention, or desire to grow professionally and technically.

Determine Areas to Focus On

· Call backs and warranty calls for both Service and Installation

· New Lifetime System Enhancements. This creates an opportunity to update the accessory brochure with new offerings and seasonal promotions.

· New equipment that is coming out in the next three to six months.

· Major updates or design changes to existing equipment

· Customer Service. Most employees will benefit from a refresher here.

· Office functions, processes and software changes/updates.

· Any areas or new markets you want to go after to grow the business.

Remember our mantra when selling Lifetime System Enhancements:

                Inform—Make our clients aware of what is available

                Educate—Answer any client questions

                OfferWhen they are excited about an item, we offer it to them to purchase and install in their own home or business

Get it on the calendar! Schedule the training sessions, every other week or more frequently as needed over the next four to six months. This shows your dedication to the training and creates an expectation that the trainings will be held and everyone will attend and participate.

Assign presenters for each training session. This may include your lead technicians training on technical issues, utilizing your Territory Manager and Distributor on any new equipment or changes and Lifetime System Enhancements, and using your Service and Installation Technicians to train on certain accessories.

In your first meeting, have your staff draw from a hat to determine which Lifetime System Enhancement they will present to the Team. Update the training calendar with these assignments.

The key is to identify all the areas our businesses could use some fine tuning or major changes, and then to document the training schedule, expectations, and completions! It’s important to always be thinking ahead so that we can prepare our Teams for the future, and set our company and clients up for success.

One of the most important things we can do is train our employees. Our Service and Installation Technicians will be very hesitant to present a Lifetime System Enhancement to a customer if they do not feel confident in answering any questions from the customer. It’s our responsibility as Owners and leaders of our companies to get them the training they need to ensure their success!

Chris Koch

Head Coach

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Register today for Structural Sales: Part 2 before seats are filled!

July 12th, 2018

Mark your calendar to attend Structural Sales: Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX.

 

 

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Structural Sales: Part 2 is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson).

Retail Salespeople will learn how to:

  • Maximize the potential of each sale
  • Endear themselves to the customer
  • Capture a referral
  • Sell $3M+ annually
  • Build an outstanding client base that continually generates referrals
  • Generate a great income

Attendees will walk away from class knowing the best practices of the top-producing retail salespeople in the nation.

Register for Structural Sales – Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX today! Spots are filling, so make sure to secure yours!

If you’d like more information, click here.

Read More

Turn your Service Department into a profit machine at Service Dispatch University!

July 10th, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on August 23-25, 2018 in Seattle, WA!

 

 

Dispatcher-Recommended Classes

This hands-on workshop will give Dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Dispatchers will learn strategies for:

  • Better efficiency in routing
  • Less unapplied time
  • Better customer service skills and tools
  • Enhanced communication skills with the team and the clients
  • Improved scripting for consistent delivery

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the August 23-25 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

BDR’s Business Planning Workshop, Profit Launch is coming soon!

July 2nd, 2018

Our team is getting ready for the start of a new business planning season at Profit Launch that begins in September. We can’t wait to help you build the strategic business plan that will help make your dreams a reality. All we need is you!

 

Want some more information? Click here!

 

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It’s here! Top Gun Sales Excellence is coming to Seattle!

June 28th, 2018

Top Gun Sales Excellence takes place on December 11-13, 2018 in Seattle, WA!

 

 

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Top Gun Sales Excellence is a 3-day, hands-on skills training workshop for Retail Salespeople and Owners. Sales Coordinators / Customer Experience Coordinators are also highly encouraged to attend.

This interactive, energetic session will be a detailed, step-by-step implementation workshop of the entire BDR sales process and will include:

  • Video examples
  • Hands-on skills practice
  • Sales tools demonstrations
  • Real-world sales situations

In a world where the customer is armed with unlimited access to information, our focus is to provide a retail experience that is uncommon, unexpected, and refreshing! Our goal is to exceed the client’s expectations every time.

We give you a proven process, incorporating the new rules of sales and customer service, so you can succeed, grow in your sales, and grow your income!

We show you how to reach the top level of industry sales: $2 Million, $2.5 Million, $3 Million, and beyond!

This is a workshop that your Sales Team will want to come back to again and again each year to ensure they are at the top of their game.

Sound like a class you could grow from? Register now for the Dec 11-13 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

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The BDR Team gathers for bi-annual team development training!

June 27th, 2018

The month of June was the time for our semi-annual company meetings at the BDR Headquarters in Seattle, WA!

 

 

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As a team, we encouraged each other to raise the bar on our performance to better serve our clients for years to come.

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We also celebrated BDR’s 20 years in business by having our cake and eating it too. 

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Each team member left pumped and ready to return to our clients with re-ignited energy and purpose!

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Turn your Service Department into a profit machine at Service Dispatch University!

June 26th, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on August 23-25, 2018 in Seattle, WA!

 

 

Dispatcher-Recommended Classes

This hands-on workshop will give Dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Dispatchers will learn strategies for:

  • Better efficiency in routing
  • Less unapplied time
  • Better customer service skills and tools
  • Enhanced communication skills with the team and the clients
  • Improved scripting for consistent delivery

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the August 23-25 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Earn NATE CEHs while improving your customer service skills at Top Gun Technician Excellence.

June 21st, 2018

Top Gun Technician Excellence is taking place on Nov 6-7, 2018 in Atlanta, GA!

 

 

TGTE graphic

Top Gun Technician Excellence-Beyond Diagnostics is a two-day, skills class that will provide Service Technicians with the “soft” skills to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills and learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure.

Technicians will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Increase job satisfaction
  • Increase their overall value to the company

 

This class is eligible for 16 N.A.T.E. Continuing Education Hours


"I was more confident in presenting different options to the customer. I also understand more on why the company I work for changes what they do. I would definitely recommend this class to any other Technician."

 - Lance Evans

 

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA!

Upcoming sessions include November 8-9 in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Build your business plan with BDR to make your dream company a reality!

June 19th, 2018

Build a plan for greater freedom and a better future!

 

 

Success Chalkboard Steps-Recommended Classes

Profit Launch is BDR's exclusive Business Planning Workshop that helps contracting companies from across the nation develop a comprehensive business plan encompassing all departments: front office and back office operations, marketing, advertising, sales, service and leadership development.

At this powerful and motivational session, you will work side-by-side with the BDR Coaching Team to build your five-year strategic business plan. After 3 days of intense instruction and application, you will take home a completed business plan that will be your roadmap to freedom and a better future.

With BDR’s help, my management style went from finding out what our employees are doing and stopping them...to putting a plan together and helping them. My managers run the business now and just provide guidance and motivational speaking.”

Mike Douglas, Owner, Advent Air Conditioning, Residential Contracting Business of the Year 2014, Contracting Business Magazine

Hear from a dealer who has come to Profit Launch and achieved incredible results:

Joshua Davis, General Manager at AccuTemp

 

AccuTemp video

 

Sound like a class you could benefit from? Register Now for Profit Launch in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

BDR celebrates 20 years!

June 13th, 2018

The team that made it all happen!

 

 

 

Team photo

One of BDR’s core values is teamwork. It reflects in the quality of classes that we offer, the service we provide in our coaching program, and the culture of BDR as a whole. It is an integral function of how BDR operates. No one person’s efforts are enough – it takes a collaboration of people, skill, and inspiration.

As Walt Disney once said “whatever we accomplish belongs to our entire group. A tribute to our combined effort.” Who can disagree with Disney? Not us!

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BDR celebrates 20 years!

June 12th, 2018

Our customers are why we do what we do. We love hearing their success stories! Here are some success stories from the first 20 years of BDR:

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“This has been without a doubt one of the best classes I have attended. This is material that needs to be implemented yesterday and stressed forever.”

JNJ Heating & Air Conditioning, Jay Vanderwiel, 9/30/2017

 

“Every time I finish a BDR class, I have so much motivation to take back to the office. It's the "little" stuff which turns out to be the "BIG" stuff to separate us from our competitors!”

Brad Merchant, Bruce Thornton Air Conditioning, LLC, 4/25/2018

 

“If you want to be successful in business, you must be willing to train and implement. BDR will give you the tools, and their coaching team will hold you accountable!”

Joel Berson, Air Flo Heating Co, 5/11/2018

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BDR celebrates 20 years!

June 11th, 2018

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Today marks BDR’s 20th anniversary of driving profit and growth. To celebrate, we’d like to share this video with you. Wahoo!

BDR Capabilities Overview

 

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Labor Management: Retail Focus is back! Come maximize your existing labor team!

June 7th, 2018

Labor Management: Retail Focus is back at BDR University on Sept 11-12, 2018 in Atlanta, GA!

Labor Management: Retail Focus teaches attendees the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

 

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Sep 11-12, 2018 in Atlanta, GA!

Upcoming sessions include Sep 18-19, 2018 in Phoenix, AZ and Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

Read More

BDR’s Coaches Corner: Labor Management Strategies

June 6th, 2018

Labor Management Strategies

 

Your company’s main stream of profit is likely generated through the sales of new equipment.  Once the sale is made, the only way that revenue can be recognized is by installing the product. This process requires Installers (revenue generators). As your main means of producing profit for your business, it is imperative that we maximize their potential to install each sold piece of equipment as efficiently as possible. Focus and attention on management can be the difference between breakeven and double-digit net profit. Let’s look at the top three tactics to implement before summer demand season to ensure your maximum profit potential!

 

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1. The Art of the Start

Try and separate yourself from the day–to-day routines that we can fall in to and take an “outsiders” look at your operation first thing in the morning. What do you notice? Analyze your install team as they come into the shop in the morning.  Some of the items you should observe:

o Was time spent at the shop after “clocking in?”

o Were the trucks pre-loaded?

  • If not, was the job staged in an identifiable area specific to the installer, crew, and/or
  • were all materials pulled from stock?

o Was the job packet created?

*See item #2 for Job Packet Content*

o Was the client called the day before and the installers arrival confirmed with a set arrival time?

o Are the vehicles fueled up?

o Were the expectations for the day made clear to each crew?

o Is GPS installed in all vehicles?

o Are any stops made between the shop and the customer’s home?

  • Supply house
  • Hardware store
  • Gas station
  • Fast food

 

2. Job Packet Content

Communication is consistently identified by most companies as an area that needs improvement. The installation job packet acts as our primary means of communicating the information from the Home Solution Advisor to the Installers on the project. Review the existing information included in your existing job file. If a job packet doesn’t exist, create one to include the following items.

o Copy of the contract with the customer’s signature

o Pictures

*It’s important to meet as a team to establish what specific pictures sales should be taken for our installers.

o Copy of pull sheets

o Copy of equipment/ materials ordered

o All applicable checklists

o Materials used sheet

o Permits

o Duct layout

o Drawings

o Printed driving directions

o Invoice (If Installers are collecting)

 

3. Truck Inventory

Your goal should be to standardize the Installers’ truck inventory and stocking levels. This will need to be specific to the types of jobs that our trucks or vans will be sent to and repeatable from truck to truck. If your install trucks or vans bounce from one type of install to another, try creating specific totes with items relating to a specific project type.

 

An example would be a gas piping tote. This would contain items like black iron fittings and a nipple tray along with Teflon tape and pipe dope. I suggest you utilize your distributor to help with organizing bin stock, tote, and replenishment strategies.

Meet with your Install team members to set adequate stocking levels and content as well as truck and van layouts that are repeatable throughout the fleet.

 

Shaun Weiss

Head Coach

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Register today for Structural Sales: Part 2 before seats are filled!

June 5th, 2018

Mark your calendar to attend Structural Sales: Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX.

 

 

SS-1_Max Sales Thumbnail

Structural Sales: Part 2 is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson).

Retail Salespeople will learn how to:

  • Maximize the potential of each sale
  • Endear themselves to the customer
  • Capture a referral
  • Sell $3M+ annually
  • Build an outstanding client base that continually generates referrals
  • Generate a great income

Attendees will walk away from class knowing the best practices of the top-producing retail salespeople in the nation.

Register for Structural Sales – Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX today! Spots are filling, so make sure to secure yours!

If you’d like more information, click here.

Read More

The Blue Angels exemplify teamwork

May 30th, 2018

One of BDR’s core values is teamwork. It reflects in the quality of classes that we offer, the service we provide in our coaching program, and the culture of BDR as a whole. It is an integral function of how BDR operates. No one person’s efforts are enough – it takes a collaboration of people, skill, and inspiration.

 

 

Blue Angels teamwork

The Power of Teamwork: Inspired by the Blue Angels

 

Naturally, when we come across this video of the Blue Angels, we know that not only does it accurately reflect our values, but that we want to share it with you, our BDR customers!

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For our 20th Anniversary, BDR looks back at yearbook photos from our early years!

May 24th, 2018

BDR is counting down until it celebrates its 20th anniversary on June 11, 2018! We looked through some old photos in preparation for the big day, and we wanted to share a couple with you now. These are in true yearbook fashion.

 

                    barry_old         Barry Burnett

Voted "Most likely to be an industry icon"

 

Bruce_old        Bruce

Voted "Most likely to lead a company"

 

kim_old        Kim Archer

Voted "Most likely to help clients create a business plan"

 

Angie Swartz - Cropped     ASwartz - Business Photo 1 - Edit

Voted "Most likely to build long-term client relationships"

 

Stay tuned for more next month!

 

 

 

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Candy Cunningham Receives the ACCA Residential Design certification!

May 24th, 2018

Candy Cunningham receives the ACCA Residential Certification!

 

 

Candy ACCA cert

This certification is for Residential Design for Quality Installation. It consisted of units in Manual J8, Manual D, and Manual S.

Congratulations, Candy!

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Build your business plan with BDR to make your dream company into a reality!

May 22nd, 2018

Profit Launch has been added to the BDR University schedule in Seattle, Washington!

 

 

Success Chalkboard Steps-Recommended Classes

 

Profit Launch is BDR's exclusive business planning workshop that helps contracting companies from across the nation develop a comprehensive business plan encompassing all departments: front office and back office operations, marketing, advertising, sales, service and leadership development.

At this powerful and motivational session, you will work side-by-side with the BDR Coaching Team to build your five-year strategic business plan. After 3 days of intense instruction and application, you will take home a completed business plan that will drive your business profit and growth for years to come.

 

With BDR help, management style went from finding out what our employees are doing and stop them...to putting a plan together and helping them. My managers run the business now and just provide guidance and motivational speaking.”

Mike Douglas, Owner, Advent Air Conditioning, Residential Contracting Business of the Year 2014, Contracting Business Magazine

 

“Able to leave the business and it runs smoothly for me, which I’m thrilled about. Appreciate BDR and what they have done last 4-5 years.”

Rob Brown, B & C Mechanical Services

 

I took over a family owned business 12-years ago doing Plumbing, Heating and Cooling. Last year we wrote our first business plan at Profit Launch. My coach Gary helped us set some goals that I thought were unachievable, but we are on target so far. Another Wahoo is our financials were a mess and my financial coach helped us organize them and I can see where our money is going now and I know where to work on our business now.”

Charles Grimes, Charcool Heating & Cooling

 

Sound like a class you could grow from? Register Now for Profit Launch in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Dispatchers gained tools to drive revenue at Service Dispatch University last month in Atlanta, GA!

May 18th, 2018

After our Service Distacher University session in Atlanta, GA, hear from some of our attendees on how clear and helpful this information is!

 

 

“This was my first BDR class and it was outstanding. The trainers were extremely personable and the wealth of knowledge I received was amazing. I’m new to the HVAC industry and dispatching and found this experience to be very informative. Thanks so much for a great class.”

Terri Folz, SSB Heating and Cooling

 

“What an amazing opportunity to be a part of. I am excited to use these tools to help our Service Center grow. It was wonderful to have the opportunity to finally meet Jennifer. I’m looking forward to continued growth while working together.”

Sarah Burton, Fire & Ice

 

“I thought the class was very useful to my daily, monthly, and yearly revenue. The strategy that BDR uses is very updated.”

Kris Ultrino, NETR

 

“I love how this class directly relates to HVAC and helps me see exactly how it fits in with my workplace.”

Shilo Vojta, Air-Tech Services

 

“The SDU class was excellent. I have a much better understanding of zoning, proper scheduling, importance of saving time each day, scripting, and reporting. We want to go back and make our team an efficient machine while providing excellent service to our clients and customers.”

Cindy Clarke, WA Air Conditioning

 

Does this sound like something you and your company can benefit from? Register today for our next session of Service Dispatch University on August 23-25 in Seattle, WA! Click here to learn more about it?

Read More

Labor Management: Retail Focus is back! Come and get reinvigorated and refocused!

May 17th, 2018

Labor Management: Retail Focus is back at to BDR University on Nov 13-14, 2018 in Dallas / Fort Worth, TX!

 

 

Labor Management: Retail Focus teaches Dealers the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation Team needs to know to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us, and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

Read More

Register today for Structural Sales: Part 2 on August 28-29, 2018 before seats are filled!

May 15th, 2018

Mark your calendar to attend Structural Sales: Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX.

 

 

Max Sales Dial

Structural Sales: Part 2 is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson).

Retail Salespeople will learn how to implement a structured sales process to:

  • Maximize the potential of each sale
  • Endear themselves to the customer
  • Capture a referral
  • Sell $3M+ annually
  • Build an outstanding client base that continually generates referrals
  • Generate a great income

Attendees will walk away from class having learned the actions of the top-producing retail salespeople in the nation are using.

Register for Structural Sales – Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX today! Spots are filling, so make sure to secure yours!

If you’d like more information, click here.

Read More

BDR’s Coaches Corner: Positioning your Sales Team to Win

May 11th, 2018

Positioning Your Sales Team to Win

Positioning is the process of continually placing your company in the path of opportunity to be the obvious choice.  This concept is one of the foundational items for each step of the sales process. 

 

 

Jim Corcoran PA

Positioning teaches us the importance of completing processes with a consistent continuity and flow to achieve a desired result.  Before we look at the first few steps in the sales process, let’s consider a few of the benefits of having a defined sales process

  • Your company is “positioned” as the right choice in the marketplace- reducing or eliminating competition by differentiating yourself through a value based offering
  • Every sale results in a satisfied client and “positions” you to receive a referral
  • Increasing lead quality through a higher percentage of referral leads to higher average tickets and closing ratios

BDR’s Recommended Sales Process

1. Incoming Call

2. Customer Interview

3. Set the Appointment

4. Lead Research

5. Communication to the H.S.A.

6. Sales Appointment

7. Post Proposal Actions

8. H.S.A. Return Trip

9. Post Return Trip Actions

Even though there are 9 steps in the sales process, the discussion below will focus on steps 1 through 3 and provide examples of positioning and putting your company in the path of opportunity.

1. Incoming Call

· Use a pleasant voice in a non-hurried manner and answer the phone by the third ring

· Thank them for calling…give the company name and your name (In case you are disconnected)

· Talking on the phone may be the first contact you have with a customer- Make it count! 

  • They have a reason that they called so make sure we listen to that purpose, prior to imposing our motives on them.

2. Customer Interview

Before setting the appointment, the customer interview is a crucial phase in setting the expectations for the Home Solutions Advisor’s (H.S.A.’s) visit to their home.  It occurs in 3 phases.

· Phase 1 - Collect the base contact information

  • Name, address, lead source, best number and time to reach the client.
  • Sales related questions- what type of system do you currently have?  Do you have a maintenance agreement?  Have you done any research?  Have you ever purchased a system before?

· Phase 2 – Open ended questions

  • Engage the customer the customer to interact with your Customer Experience Coordinator and gain additional information to better prepare the H.S.A.
  • What issues are you having?
  • What are you looking to replace?
  • Who in the home suffers from allergies?
  • What accessories do you have?

· Phase 3 – Value Building Statements

  • Allow your Customer Experience Coordinator to plant seeds for additional products and services along with reassuring the client they made a great decision to call your company.
  • We have highly trained technicians and installers who are NATE certified.
  • You made a great decision by calling us!
  • Almost all our clients are taking advantage of our no interest financing.

Setting the Appointment

Once the interview is completed, the next step is to schedule and confirm an appointment.  This step builds momentum and sets client expectations for when the H.S.A. and install teams are working in the home.  Positioning phrases at this step communicate our unique points of value or help to paint a picture in the client’s mind of what to expect.

· “I have you scheduled to meet with John- he is very knowledgeable and values your input as he develops solutions for you to consider.”

· “John will measure your home to be sure your system is sized properly.”

· Our install team will treat your home with respect and care by wearing shoe covers and using drop cloths in the areas they are working.”

It is also important to e-mail or text a bio with the photo of the H.S.A. to the client before arriving at the home.  Benefits of the bio include-

· Puts customer as ease – Gives them familiarity with the H.S.A.’s photo and back ground information before arriving.

· Educates and informs client on financing and accessories

· Reminder of appointment date and time

As the Customer Experience Coordinator confirms the day and time for the appointment he or she should ask for permission to call the client the next day after sales appointment to ensure they are 100% satisfied.  This will set the expectations of the next step.

During the sales and installation process, many team members interact with our clients.  Review your process with your coach to make sure your Customer Experience Coordinator has the necessary structure and tools to deliver the ultimate customer experience.  Wahoo!

Jim Corcoran

Profit Coach

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Turn your Service Department into a profit machine at Service Dispatch University!

May 10th, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on August 23-25, 2018 in Seattle, WA!

 

 

Dispatcher-Recommended Classes

This hands-on workshop will give Dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Dispatchers will learn strategies for:

  • Better efficiency in routing
  • Less unapplied time
  • Better customer service skills and tools
  • Enhanced communication skills with the team and the clients
  • Improved scripting for consistent delivery

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the August 23-25 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

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Labor Management: Retail Focus is back! Come and get reinvigorated and refocused!

May 9th, 2018

Labor Management: Retail Focus is back at to BDR University on Sept 11-12, 2018 in Atlanta, GA!

 

 

LM Graphic

Labor Management: Retail Focus teaches Dealers the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to know to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Sep 11-12, 2018 in Atlanta, GA.

Upcoming sessions include Sep 18-19, 2018 in Phoenix, AZ and Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

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It’s here! Top Gun Sales Excellence is live!

May 3rd, 2018

Top Gun Sales Excellence takes place on December 11-13, 2018 in Seattle, WA!

 

 

Max Sales Dial

Top Gun Sales Excellence is a 3-day, hands-on, skills training workshop for Retail Salespeople and Owners. Sales Coordinators / Customer Experience Coordinators are also highly encouraged to attend.

This interactive, energetic session will be a detailed, step-by-step workshop of the entire BDR sales process with:

  • Video examples
  • Hands-on skills practice
  • Sales tools demonstrations
  • Real-world sales situations

In a world where the customer is armed with unlimited access to information, our focus is to provide a retail experience that is uncommon, unexpected, and refreshing! Our goal is to exceed the client’s expectations every time.

We give you a proven process, incorporating the new rules of sales and customer service, so you can succeed, grow in your sales, and grow your income!

We show you how to reach the top level of industry sales: $2 Million, $2.5 Million, $3 Million, and beyond!

Sound like a class you could grow from? Register now for the Dec 11-13 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

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Earn NATE CEHs while improving your customer service skills at Top Gun Technician Excellence.

May 1st, 2018

Top Gun Technician Excellence is taking place on Nov 6-7, 2018 in Atlanta, GA!

 

 

TGTE graphic

Top Gun Technician Excellence-Beyond Diagnostics is a two-day team building class that will provide Service Technicians with the “soft” tools to perform their job better.

Through a series of breakouts, Technicians will develop improved customer communications skills, learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure. This process will help Technicians:

  • Reduce callbacks
  • Improve revenue generation
  • Increase job satisfaction
  • Increase their overall value to the company

This class is eligible for 16 N.A.T.E. Continuing Education Hours.

Sound like a class you could grow from? Register now for the November 6-7 session in Atlanta, GA!

Upcoming sessions include November 8-9 in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

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The wait is over! Register today for Structural Sales: Part 2 on August 28-29, 2018!

April 26th, 2018

Mark your calendar to attend Structural Sales: Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX.

 

 

Max Sales Dial

Structural Sales: Part 2 is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson).

Retail Salespeople will learn how to implement a structured sales process to:

  • Maximize the potential of each sale
  • Endear themselves to the customer
  • Capture a referral
  • Sell $3M+ annually
  • Build an outstanding client base that continually gives them referrals
  • Generate a great income

Attendees will walk away from class having learned all the actions the top-producing retail salespeople in the nation are using.

Register for Structural Sales – Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX today!

If you’d like some more information on this, click here.

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Turn your Service Department into a profit machine at Service Dispatch University!

April 24th, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on August 23-25, 2018 in Seattle, WA!

 

 

Dispatcher-Recommended Classes

This hands-on workshop will give dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Major objectives:

  • Develop and refine dispatching and scheduling techniques that improve labor management, enhance customer service, and drive revenue
  • Improve customer service skills through the development of scripts and phone etiquette skills
  • Understand and apply reporting that will track your service department’s daily performance through BDR’s 8 for 10 database

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the August 23-25 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

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BDR is NATE certified for three more classes!

April 20th, 2018

BDR is proud to announce three more classes are eligible for NATE CEHs!

 

NATE - Website

  • Pre-Wall 1: 4 Steps to $1 Million in Revenue (16 hours)
  • New Path to Profit (16 hours)
  • Successful Service for Today’s HVAC Contractor (8 hours)

These classes join the following BDR training classes that are already NATE certified:

  • Duct Design for Profit & Efficiency
  • Labor Management: Retail Focus
  • Managing & Growing Service Profitably
  • Residential Maintenance
  • Top Gun Technician Excellence
  • Top Gun Installer Excellence

Register for a BDR class today and take a step toward your certification! Contact Candy Cunningham at candycunningham@bdrco.com or 206-870-1880 to learn more!

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Our Lead The Way class in Phoenix inspired our students to up their leadership game!

April 19th, 2018

During BDR’s recent session of Lead The Way, attendees rose to the challenge and renewed their commitments to improve their leadership skills to benefit their companies and team members.

 

 

LTW-Apr 2

Hear from some of our attendees on how they benefited from the class!

 

“Great class. Really helped me understand how the company operates and needs to operate. Opened my eyes to leading outside my scope of work.”

Jomikia Chandler, Bruce Thornton Air Conditioning

 

“Great time spent! Gained the knowledge to go from good leader to a great leader. Can’t wait to share with the management! Really will give us a competitive advantage in the market place. Thank you.”

Kevin Howard, Howard Air

 

I have 5-10 large (3 star) takeaways to work on.”

Randy Keys, Schaal Heating & Cooling

 

“I needed to re-up within our company. Going through the class has fired me up to be the “Leader of Change Within.” That’s my mission. Thanks for a great class!”

Jan Williams, Williams Heating and Cooling

 

LTW-Apr 1 

“I came to Phoenix to my first BDR class not knowing what to expect. This class has completely made me a believer and I feel it gave me the tools I needed to manage my office more efficiently.”

Stephanie White, Innovative Air Solutions

 

“What an amazing class. I was optimistic about it before I attended it. Now I can’t wait for the next class and my future of becoming a better leader.”

Dan Wolters, Air Conditioning Services

 

“BDR focuses on the “how” of the business from the people to the financials and more. They help you evaluate all aspects of the business and the leaders’ contributions to the overall success, and how to empower others to represent the brand. They are a great resource to become/remain competitive in the market place.”

Jennifer Jacob, Jacob Heating & Air

 

“Just another in a long line of industry leading ideas from the master of getting it right. Phenomenal class – increase class offerings of this annually, I’ll sign up every year.”

 

Robert Currie, Innovative Air Solutions

 

LTW-Apr 3

 

Could you benefit from these strategies?

If you want to learn how to be the leader your company deserves, one that can develop a vision for your team and lead them toward your company’s goals, stay tuned!

We’ll be hosting our next Lead The Way class soon! If you’re interested in signing up for this upcoming session, contact Angie Swartz at angieswartz@bdrco.com.

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BDR’s Accounting & Office Management class had rave reviews!

April 19th, 2018

Hear from some of our attendees on how clear and helpful this information is!

 

 

AOM 1

“I don’t come from an accounting background, so this class helped show me why we do the things we do as bookkeepers.”

Rich Kabat, Bookkeeper

 

“I’ve never taken an accounting class, I was always taught by others – never strong at math but good with a calculator. I feel that I better understand how to protect the owners’ assets and how important it is to be timely!”

Crystal Torres, San Marcos Air Conditioning

 

“I liked the tools given to me to take a company’s pulse and understand what it means and how to react to it.”

Adam Merritt, ABT Mechanical

 

AOM 2

“Kim makes what can be tedious or difficult to understand easy and shows enthusiasm for the topic! Our owner and bookkeeper can now speak the same language (accounting) and understand how to use financials to drive up profit.”

Melanie Gilchrist, Allred Heating Cooling Electric

 

“As always, Kim Archer is awesome. The passion and enthusiasm is contagious! BDR is the best thing that’s happened to our company. Our revenue, gross profit, and net profit have increased every year since becoming BDR Profit Coach clients. Each time I attend a BDR class, I leave excited to get back, make changes, and watch the business grow. Thanks, BDR!”

Adriane Woodrum, Quality Service Company

 

We hope you’ll join us when Accounting & Office Management returns in 2019! If you can’t wait until then, consider joining us at Profit Launch this Fall! Learn more here.

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Build your business plan with BDR to turn your vision for your company into a reality

April 17th, 2018

Profit Launch has been added to the BDR University schedule on September 19-21 in Seattle, WA!

 

 

Success Chalkboard Steps-Recommended Classes

 

Profit Launch is BDR's exclusive business planning workshop that helps contracting companies from across the nation develop a comprehensive business plan encompassing all departments: front and back office operations, marketing, advertisnig, sales, service, and leadership development. At the end of this 3-day session, each company leaves with a complete, printed business plan that will drive their profit and growth for years to come.

At this powerful and motivating session, you will work side-by-side with the BDR Coaching Team to build your five-year strategic business plan. After 3 days of intense instruction and application, you will take home a completed business plan.

Sound like a class you could grow from? Contact Angie Swartz at angieswartz@bdrco.com for more information!

If you'd like more details on what this class covers, click here.

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BDR’s Coaches Corner: Industry knowledge to take your company forward

April 13th, 2018

Marketing for Your Service Department: Don’t wait, build a brand today

“Many HVAC companies have marketing plans and advertise their services using direct mail, phone directories, online positioning, television, and radio ads. Marketing involves identifying the intended market demographics, and placing the message (or brand) of the company in such a position to intersect with the prospect at the time service is required.

But if you wait until your need for service calls is upon you and hope the advertising piece you’ve quickly cobbled together will arrive at just the right time, to just the right prospect that just happens to need you right now, your chances are not very good they’ll contact you over any other HVAC company that comes up in their Google search!

However, if you focus your ongoing efforts on building a brand and reputation that stays connected to the market you will find your service team in a more natural position of being the obvious choice to call. The following marketing tactics are proven and effective so make sure they are part of your marketing mix too.

 Dynamic online presence (discussed below)

 Building quality reviews (discussed below)

 Social media buzz (Twitter, Facebook, Instagram, etc.)

 Email campaigns (Constant Contact)

 Outbound survey calls

 Newsletters

 Yard signs

 Community involvement

The first step is to review your current online presence because it takes time to make revisions. Then, ask your coach to assist in developing a plan including these tactics. They can help you create or review your procedure to ensure quality reviews. Remember, quality reviews go hand in hand with your online presence. Outbound survey calls are also critical to developing and maintaining good client relationships. 

Building a brand is a process that requires consistent focus and attention. It’s hard work, but worth it to acquire quality leads that develop into on-going clients who help you grow your business now and into the future.”

Stay tuned for our next article from another industry expert on the BDR Team!

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November 2018 BDR University classes are live!

April 12th, 2018

Check out our November schedule. The classes will fill fast – register today!

BDR U Logo for Website

Top Gun Technician Excellence

November 6-7 in Atlanta, GA

Learn More | Register Now

 

Top Gun Technician Excellence

November 8-9 in Phoenix, AZ

Learn More | Register Now

 

Labor Management: Retail Focus

November 13-14 in Dallas / Fort Worth, TX

Learn More | Register Now

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Labor Management: Retail Focus is back! Come and get reinvigorated and refocused!

April 10th, 2018

Labor Management: Retail Focus is back at to BDR University on Sept 11-12, 2018 in Atlanta, GA!

Labor Management: Retail Focus teaches dealers the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

 

LM Graphic

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to know to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Register today to claim your seat on Sep 11-12, 2018 in Atlanta, GA!

Upcoming sessions include Sep 18-19, 2018 in Phoenix, AZ and Nov 13-14, 2018 in Dallas / Fort Worth, TX.

Want to learn more? Visit our website to find out the details.

 

 

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BDR’s Annual Profit Coach Fishing Trip is coming soon!

April 6th, 2018

We’re getting excited about our upcoming fishing trip! Every August, we go with some of our clients to fish the coastal waters of Canada and return loaded with salmon and halibut. It’s a lot of fun and a great time to celebrate business successes and share future ideas. We can’t wait until August!

 

2010-Fishing-Contest-Winner

 

Fishing Trip Trophy

 

Salmon Winners

 

Find out more about this eagerly anticipated event here!

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Business Development Resources anticipates its 20th anniversary!

April 5th, 2018

BDR is anticipating its upcoming 20th anniversary on June 11, 2018!

 

 

BDR Logo - Transparent

We have been driving profit and growth for our clients for two decades. We are anticipating this milestone in our company. Be sure to watch for more to come in the next couple months!

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Lead The Way in Raleigh inspired business owners to enhance their leadership skills!

April 4th, 2018

During the first session of Lead The Way: Dynamic Leadership Skills in 2018, attendees learned to develop the balance between leadership and management. This includes communicating their vision to their team and inspiring their team to do what it takes to reach their common goals.

 

LTW Mar 3

Among the topics were knowing their leadership role, developing the vision, becoming the process and procedure champion, and making great decisions.

LTW Mar 2

Hear from some of our attendees on how valuable this information is!

“It gave us the opportunity to focus on leadership with our management team. It also re-energized me to be more aware of what happens if I don’t make a decision. Want to focus on completions and celebrating!”

Fay Brown, Comfort Master, Inc.

“I would highly recommend this seminar for any HVAC business owner or manager. I found it highly informative and tailored to the HVAC business!”

Doug Garrison, DWC Mechanical

“I got a fresh look at what a leader is. This class was very powerful and informative. I learned a lot. I have a lot of great ideas now and I plan to continue working on my implementation plan. I understand how critical it is that I grow as a leader so that I can lead our company over the next wall.”

Russell Dean, North Texas Air

LTW Mar 1

“I liked seeing the importance of consistent leadership and getting reminders on how to maintain that consistency.”

Steele Williams, O’Brien Service

“Best nontechnical class I’ve ever been in!”

Ned Wentworth, HVAC Unlimited

LTW Mar 4

Could you benefit from these strategies?

If you want to learn these timely strategies as you hire, train, raise up, or assign group projects to gain revenue, it’s not too late to attend! Watch for announcements for future sessions!

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Save your company thousands by making the right hire with BDR's Human Resources class!

April 4th, 2018

Did you know that the cost of a bad hire can be as high as $240,000? (source: Forbes) With this number in mind, how valuable is it to find the “right” employee the first time? With blue color workers in short supply, and workers overall hard to find, recruiting and retaining great employees is more important than ever.

 

Build & Retain - Diverse Team -resived

BDR understands the challenges facing employers and wants to help you. BDR’s Recruiting & Retaining Great Employees course will give you strategies for recruiting the right employees and retaining them once you have them on board.

If you want to avoid the common hiring mistakes and learn how to become the “employer of choice” that people want to work for, register today for Recruiting & Retaining Great Employees on April 12, 2018 in Phoenix, AZ!

To learn more about this class and what will be covered, click here!

 

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Prepare your business for the future at Build to Sell, Build to Keep in Dallas on May 3-4, 2018

April 3rd, 2018

Don’t miss the opportunity to attend Build to Sell, Build to Keep: Building A Company With Great Value on May 3-4, 2018 in Dallas / Fort Worth, TX! This class only happens once this year and will help you secure your company’s future.

 

BSBK graphic

Build to Sell, Build to Keep: Building a Company with Great Value is a two-day class that will give you the tools and information to build value in your current company while preparing for a potential future sale or transfer to a family member.

Attendees will learn how to:

  • Improve net profit
  • Build a corporate structure that frees up the owner
  • Implement a diversification strategy that includes offering high efficiency equipment and accessories
  • Complete a detailed analysis of their current company
  • Build a plan to maximize their company’s strengths and improve their weaknesses.

 

“Besides identifying company weaknesses and focus points, it gave me a timeline of figuring out what a good timeline is and when you start planning the process.”

~ Dave Nerthling

 

The time to start maximizing the value of your company, freeing up the owner’s time, and preparing for a successful future sale is now.

Register today for May 3-4 in Dallas / Fort Worth, TX! This class is only offered once this year – don’t miss your chance!

If you’re interested in more information, click here.

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Have you heard about BDR’s new workshop for retail sales professionals?

March 30th, 2018

Top Gun Sales Excellence, BDR’s new annual training workshop for retail sales professionals, is on its way!

 

 

Max Sales Dial

This interactive, energetic session will be a detailed, step-by-step workshop of the entire BDR sales process, using video examples and hands-on skills practice with sales tools and real-world sales situations.

This class will be held in Seattle and limited to 25 attendees. Stay tuned for the date and more details about this much anticipated course!

Click here to email Angie Swartz and add your name to the Interest List! You’ll be placed on a marketing email list to receive more details as they become available!

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Labor Management: Retail Focus is returning to BDR University!

March 29th, 2018

Labor Management: Retail Focus is returning to BDR University on Sept 11-12, 2018 in Atlanta, GA!

 

 

LM Graphic

Labor Management: Retail Focus teaches dealers the opportunity cost of a lost labor hour, as well as how to leverage their existing crews into the most productive and efficient revenue and referral generating team possible.

After completing this course, you will have the knowledge you need to become the chosen company to work for in town, attracting the best Installers as employees.

You will also learn the “soft skills” your Installation team needs to know to ensure satisfied customers and generate valuable referral leads as they complete high quality installations.

This class is registered for 16 CEH's!

Register today to claim your seat on Sep 11-12, 2018 in Atlanta, GA.

Want to learn more? Visit our website to find out the details.

Upcoming sessions include Sep 18-19, 2018 in Phoenix, AZ and Nov 13-14, 2018 in Dallas / Fort Worth, TX.

“This class was excellent. Barry truly relates everything presented in a way that matters to us and sold the importance of implementing topics that were taught. I’m leaving this class with a tablet full of notes and things to do better. Great start, endless ideas for us to implement which we will start doing immediately.”

Read More

Turn your Service Department into a profit machine at Service Dispatch University!

March 27th, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on August 23-25, 2018 in Seattle, WA!

 

 

 

Dispatcher-Recommended Classes

This hands-on workshop will give dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Major objectives:

  • Develop and refine dispatching and scheduling techniques that improve labor management, enhance customer service, and drive revenue
  • Improve customer service skills through the development of scripts and phone etiquette skills
  • Understand and apply reporting that will track your service department’s daily performance through BDR’s 8 for 10 database

 

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the August 23-25 session in Seattle, WA!

If you’d like more details on what this class covers, click here.

Read More

Learn strategies to find and hire great employees!

March 22nd, 2018

Recruiting & Retaining Great Employees, taking place on April 12, 2018 in Phoenix, AZ, focuses on how to improve your hiring process so you can find long-term employees.

 

 

 

Build & Retain - Diverse Team -resived

Recruiting & Retaining Great Employees will teach both required and recommended best practices for hiring and retaining employees in a tight labor market. The class will cover detailed processes that will greatly increase the quality of employee you attract and retain. You will also learn process for integrating new employees into your company culture, with a strong focus on the millennial generation. By attending this class, you will be able to identify the improvements you can make in your current hiring and HR processes to attract and retain top talent.

Hear what past attendees had to say:

“I love that Aaron tells you exactly what to do, step by step.” – Christina Hendricks, Ballard Natural Gas Service

“We currently don’t have an approved process for hiring. After this, we are going to implement these methods.” – Dave Knight, Climate Control

“I’m excited about getting a better handle on recruitment.” – Bob Goodrich, Danco Comfort Services

“Brought out aspects I never considered as a new Service Manager” – Chris Day, Ultimate Heating & Air

This is the last session of this class for 2018, so register today!

This class is led by Aaron Schuh, a Certified Senior Professional in Human Resources. He has direct experience in hiring and placing over 4,000+ employees for all positions within the HVAC industry.

If you’d like some more information on what all is covered in this class, click here.

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Only 3 weeks before Lead The Way in Raleigh, NC on March 27-28, 2018!

March 20th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to develop their leadership role to take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the March 27-28 in Raleigh, NC!

If you’d like more details on what this class covers, click here.

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Dealer Direct Q&A with Mike Maynard Day 5: What is your favorite part of the Dealer Direct format

March 16th, 2018

This week was all about Dealer Direct. Learn about the fastest growing part of BDR!

 

 

Mike Maynard DD

Yesterday, Mike Maynard answered the question “How does great labor management support sales?”

Today’s question: WHAT IS YOUR FAVORITE PART ABOUT THE DEALER DIRECT FORMAT?

Mike’s Answer: With dealer direct you are in that company’s environment and usually people are more open. Plus, the dealer can have many more people in the class then if they had to send their people out. You can see the faces of people light up as they see the concepts we show and understand what is in it for them. Employees who may have never been sent to a BDR training class get a firsthand opportunity to learn how the best of the best operate their companies. As a Trainer, I get the opportunity to impact more people’s lives doing a class specific for that company. For me it is the payback I am able to give for the blessings I have had from this industry

That concludes our week of Dealer Direct Q&A! If you’re ready to take the leap, contact Candy Cunningham at candycunningham@bdrco.com and capitalize on the opportunity to teach, encourage, and motivate your team toward profit and growth!

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Dealer Direct Q&A with Mike Maynard Day 4: How does great labor management support sales?

March 15th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

 

 

Yesterday, Mike Maynard answered the question “What are the benefits of having this class at a dealer’s place of business?

Mike Maynard DD

Today’s question: HOW DOES GREAT LABOR MANAGEMENT SUPPORT SALES?

Mike’s Answer: Any company that has been through Labor Management and adopts the practices and principles of labor management quickly sees upside. When we are able to get control of our labor, in either service of install, the number of hours we have to sell goes up. Think what happens when we save 2 hours a day for a replacement job. That comes up to 10 hours in a week. When you take that out over a year’s time, we are talking about an additional 500 hours for installs. Ask yourself how many additional jobs could you install in 500 hours with great labor management?

With great labor management, we are able to install more great jobs and gain more referrals from delighted customers. On the service side, if we are able to cover more calls with the same number of Technicians, it gives them the ability to capture more sales leads for our Home Solution Advisors.

Great labor management helps us maximize our sales efforts and results.

Stay tuned for Mike’s answer to tomorrow’s question: “What is your favorite part about doing the dealer direct format?”

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The wait is over! Register today for Structural Sales: Part 2 on August 28-29, 2018!

March 14th, 2018

Mark your calendar to attend Structural Sales: Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX.

 

 

Max Sales Dial

Structural Sales: Part 2 is an in-depth look at the total company sales process and the detailed role of the Home Solutions Advisor (Retail Salesperson).

Retail Salespeople will learn how to implement a structured sales process to:

•       Maximize the potential of each sale

•       Endear themselves to the customer

•       Capture a referral

•       Sell $2.5M+ annually

•       Build an outstanding client base that continually gives them referrals

•       Generate a great income

Attendees will walk away from class having learned all the actions the top-producing retail salespeople in the nation are using.

Register for Structural Sales – Part 2 on August 28-29, 2018 in Dallas / Fort Worth, TX today!

If you’d like some more information on this, click here.

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Dealer Direct Q&A Day 3: The benefits of having this class at a dealer’s place of business?

March 14th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

 

 

Mike Maynard DD

Yesterday, Mike Maynard answered the question “What is your labor management background?

Today’s question: WHAT ARE THE BENEFITS OF HAVING THIS CLASS AT A DEALER’S PLACE OF BUSINESS?

Mike’s Answer: When a dealer holds a training class at their place of business, it can be personalized to their company and team. It allows the owner to be able to have all of their people in the same room hearing the same thing and coming up with the right solutions for their company. The employees contribute and participate as they are more relaxed being in an environment that is familiar to them. Plus, there are no travel costs! When a company can get everyone on the same page at one time the movement forward is huge and the chances of going back to our old ways are greatly reduced. We can get more implemented at a faster rate!

Stay tuned for Mike’s answer to tomorrow’s question: “How does great labor management support sales?”

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Dealer Direct Q&A with Mike Maynard Day 2: What is your labor management background

March 13th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

 

 

Mike Maynard DD

Yesterday, Mike Maynard answered the question “Why is labor management important to a dealer today?

Today’s question: WHAT IS YOUR LABOR MANAGEMENT BACKGROUND?

Mike’s Answer: Before I sold my company, we were running 13 service technicians and 20 install crews doing both residential installs and service as well as residential new construction. I understood the value of each hour of those 40 plus revenue producers’ time. A wasted hour can never be resold. Our Service Technicians came to the office once a week for meetings. RNC materials were all delivered to the job site by an outside vendor, and our replacement jobs were staged each and every day by our warehouse people so our workforce was able to get to the job as quickly as possible. For many years, I was responsible for the install side of the company and worked closely with my Service Manager to uphold the policies in the service department.

When I work with clients on Labor Management, I share my experience plus what I’ve learned from other dealers to help them build a personalized labor management system that works for them.

Stay tuned for Mike’s answer to tomorrow’s question: “What are the benefits of having this class at a dealer’s place of business?”

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Mike Maynard answers your questions about BDR’s Labor Management course

March 12th, 2018

This week is all about BDR’s Dealer Direct training program where we bring our classes to your place of business. Our focus this week is Labor Management!

 

 

Mike Maynard DD

We asked Mike:

Question: WHY IS LABOR MANAGEMENT IMPORTANT TO A DEALER TODAY?

Mike’s Answer: In today’s employment environment, Technicians and Installers are harder to find than ever. So with labor shortages, we need to make sure the company is doing everything possible to maximize every hour of labor our employees have each and every day. The average install department wastes about 2 hours per day and many service departments bill out less than four hours in an eight-hour day. If a company can reduce lost time, think about all of the additional hours we have to generate revenue. In business it comes down to how many hours do we have to generate revenue. In business, it comes down to:

1)    How many hours do we sell?

2)    Are we maximizing each one of those hours?

Great Labor Management is crucial to make sure we maximize both our revenue opportunities and our labor force.

Stay tuned for Mike’s answer to tomorrow’s question: “What is my labor management background?”

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Hear about Commercial Maintenance Sales went in Seattle!

March 9th, 2018

During our 2018 session of Commercial Maintenance Sales, attendees learned best practices for driving high-margin negotiated commercial replacement sales while building a profitable maintenance client base.

 

Hear from some of our attendees on how valuable this class is:

 

“What I liked most about this class was the high level of interaction.”

Ryan Stewart, Henry Heating & Cooling

 

I loved the structured roadmap that I can follow to be successful and profitable.”

Doyle Wells, AirCo

 

I enjoyed the structure of the sales process.”

Robb Ginn, Day & Night Air

 

CMS 2

 

CMS 3

 

CMS 4

 

CMS 5

 

CMS 6

 

CMS 7

 

If you didn’t get to join us this time, Commercial Maintenance Sales will be back in February of 2019!

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Retail Salesperson beats the competition by selling value

March 9th, 2018

Joe Dudley, a Retail Sales Professional in Alaska, recently attended BDR’s Structural Sales class. Here’s what he had to say about the impact of the class on his sales results:

 

 

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The first four days after I came back from [Structural Sales], I sold 7 out of 9 jobs.

I’m still reminded of one of the jobs on a daily basis. Our best competitor and another decent competitor were going after the same sale.

I got the job because I did what the others weren't willing to do and I communicated what I was doing! The customer said I was the only one who actually went down into their crawl space and that I communicated thoroughly with them.

Even though our competitors had a lower price, they didn’t communicate value, which I learned how to do at the Structural Sales class. Because I did a great job communicating my value, the customer was willing to buy from me even though my price was higher.

Great Retail Sales Professionals sell on value, not price, like Joe does!

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Build your company value for a future sale with Build to Sell, Build to Keep in Dallas

March 8th, 2018

Don’t miss the opportunity to attend Build to Sell, Build to Keep: Building A Company With Great Value on May 3-4, 2018 in Dallas / Fort Worth, TX! This class only happens once this year and will help you secure your company’s future.

 

 

 

 

 

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Build to Sell, Build to Keep: Building a Company with Great Value is a two-day class that will give dealers the tools and information to build value in their current company while preparing for a potential future sale.

 

Dealers will learn how to improve net profit, build a corporate structure that frees up the owner, and implement a diversification strategy that includes offering high efficiency equipment and accessories. Attendees will complete a detailed analysis of their current company and build a plan to maximize their strengths and improve their weaknesses.

 

Topics Include:

 

•Pros and cons of different buyer types

•How to increase company value and potential sales price

•Reducing risk

 

The time to start maximizing the value of your company, freeing up the owner’s time, and preparing for a successful future sale is now.

Interested in growing in your knowledge of accounting? Register now for May 3-4 in Dallas / Fort Worth, TX! This class is only offered once this year – don’t miss your chance and register today!

If you’re interested in more information, click here.

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August 2018 BDR University classes are live!

March 7th, 2018

Check out our August schedule!

 

BDR U Logo for Website

Service Dispatch University

August 23-25 in Seattle, WA

Learn More | Register Now

 

Structural Sales – Part 2

August 28-29 in Dallas, TX

Learn More | Register Now

 

If you have any questions before registering, contact Angie Swartz at 206-870-1880 or angieswartz@bdrco.com.

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Enhance your leadership skills at Lead The Way in Raleigh, NC on March 27-28, 2018

March 6th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to develop their leadership role to take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the March 27-28 in Raleigh, NC!

If you’d like more details on what this class covers, click here.

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BDR had a great time at the ACCA IE3 Tradeshow!

March 2nd, 2018

BDR had a great time at the ACCA IE3 Tradeshow!

 

 

 

IE3 1

 

IE3 2

 

IE3 3

 

IE3 5

 

IE3 7

 

The BDR Team enjoyed attending some break outs and wants to give a special mention to the following BDR clients who presented as well that we had the privilege of seeing along the way:

Steve Lauten, Total Air & Heat Co

Edward McFarlane, Haller Enterprises

Brian Bovio, Bovio Heating Plumbing Cooling Insulation

Angela Hines, Rubino Service Company

Joshua Davis, AccuTemp Services

John Waldorf, Estes Services

Joel Heller, Estes Services

The BDR Team was also excited to have Barry Burnett speak at a breakout of his own. Barry spoke on the topic of Top Business and Sales Strategies for the Next Decade.

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Paul Grizzle achieves John C Maxwell certification!

March 2nd, 2018

Paul Grizzle, BDR Head coach, is now a certified John C. Maxwell Coach, Teacher, Trainer, and Speaker. He is licensed to use 6 different curriculums and programs including Becoming a Person of Influence, Leadership Gold, and 15 Invaluable Laws of Growth.

 

Way to raise the bar! Congratulations, Paul!

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Turn your Service Department into a profit machine at Service Dispatch University!

March 1st, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on April 26-28, 2018 in Atlanta, GA!

 

 

Dispatcher-Recommended Classes

 

This hands-on workshop will give dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Major objectives:

  • Develop and refine dispatching and scheduling techniques that improve labor management, enhance customer service, and drive revenue
  • Improve customer service skills through the development of scripts and phone etiquette skills
  • Understand and apply reporting that will track your service department’s daily performance through BDR’s 8 for 10 database

Hear what past attendees had to say:

I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

Sound like a class you could grow from? Register now for the April 26-28 session in Atlanta, GA!

If you’d like more details on what this class covers, click here.

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BDR’s Top Gun Technician Excellence class in Dallas was a success!

February 27th, 2018

During our first session of Top Gun Technician Excellence for 2018, attendees learned the “soft” tools to perform their job better.

 

Some of the takeaways include:​

  • Learning how to develop repeat clients
  • Being better positioned to help company growth and offer repair options, accessories, and maintenance agreements
  • Receiving a lot of key tips to help communicate with clients in the field

 

TGTE 1

 

Hear from some of our attendees on how valuable this information is!

 

“I expected a good class due to the fact that my company sent me on a flight from Utah to attend, but the training I received far exceeded my expectations. I’m not one to take notes even when asked to, but I took a lot of notes even before they started asking us to. There are many things I will take home with me, not just for me but ideas to share with the company as well.”

Benjamin Forsyth, Just Right Air

“I am very happy that I attended this class. The instructors have a true passion for excellence in the industry, backed by years of knowledge and experience in the field. If more individuals took the time to improve the companies in HVAC, the industry would look much better to the general public. Thanks for what you do, BDR!”

Eric Mize, Ree Mechanical

As a young tech in the field for only two years, this class has helped to jump me much further in my ability to bring greater client service than just trial and error in the field. I honestly think every business owner and lead tech in the HVAC field should take this course.”

Casey Cleveland, Ree Mechanical

This class was great as all of BDR’s classes are. I think it really helped our technician to see the direction we are taking the company.”

Trey Morgan, Morgan Air Services

 

TGTE 2

 

Our industry is very important to me and my family. It’s how my wife and I feed our family It’s nice to know BDR and their instructors care as much as we do. This gives us hope, thank you BDR. Keep it up.”

Derek Drew, Advent Air

30 years in the field and I thought I was saving my clients money by just fixing what was wrong. Not giving any upgrades because I thought they didn’t need them. How wrong was I!! Wish I had this 30 years ago. Thank you, BDR, for removing the blinders off my eyes.”

Tom Lovett, JK Mechanical

This is my second time attending the class. I implemented the techniques taught in the class and was able to double our existing maintenance contracts over the past year. Coming to the class a second time really helped hammer home the fact that if you implement the techniques taught, it works!!”

Josh Gibson, Kappler Mechanical

 

Could you benefit from this technical training?

If you want to learn these timely strategies, our upcoming sessions are Nov 6-7 in Atlanta, GA and Nov 8-9 in Phoenix, AZ! Sign up for our Atlanta session here or our Phoenix session here!

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Master the financial side of your business with Accounting & Office Management

February 27th, 2018

Learn how to set up an accounting system that supports your goals for profit and growth for your business at Accounting & Office Management on May 3-4, 2018 in Dallas / Fort Worth, Texas.

 

 

021317_Accounting Tablet_AOM

 

Accounting & Office Management is designed to educate owners and bookkeepers on the fundamentals of accounting and office management.

This course will review the proper methods and procedures of accounting, including general ledger maintenance and financial reporting. Attendees will work through specific exercises that apply the processes and procedures needed for accurate financial reporting and will learn to properly manage an administrative department.

Join us to learn and gain a clear understanding of how financial reporting is created, the processes that support it, and how to identify areas of opportunity thereby increasing the dealers’ ability to attain double digit net profit and lay a strong foundation for future growth.

Interested in growing in your knowledge of accounting? Register now for May 3-4 in Dallas / Fort Worth, TX! This class is only offered once this year – don’t miss your chance and register today!

If you’re interested in more information, click here.

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Learn strategies to find and hire great employees!

February 23rd, 2018

Recruiting & Retaining Great Employees, taking place on April 12, 2018, focuses on how to improve your hiring process so you can find long-term employees in Phoenix, AZ.

 

 

Build & Retain - Diverse Team -resived

Recruiting & Retaining Great Employees will teach both required and recommended best practices for hiring and retaining employees in a tight labor market. The class will cover detailed processes that will greatly increase the quality of employee you attract and retain. Also covered will be processes on integrating new employees into your company culture, with a strong focus on the millennial generation. By attending this class, you will be able to identify the improvements you can make in your current hiring and HR processes to attract and retain top talent.

 

Hear what past attendees had to say:

 

“I love that Aaron tells you exactly what to do, step by step.” – Christina Hendricks, Ballard Natural Gas Service

 

“We currently don’t have an approved process for hiring. After this, we are going to implement these methods.” – Dave Knight, Climate Control

 

“I’m excited about getting a better handle on recruitment.” – Bob Goodrich, Danco Comfort Services

 

“Brought out aspects I never considered as a new Service Manager” – Chris Day, Ultimate Heating & Air

 

This is the last session of this class for 2018. Register for Recruiting & Retaining Great Employees on April 12, 2018 in Seattle, WA here!

 

This class is led by Aaron Schuh, a Certified Senior Professional in Human Resources. He has direct experience in hiring and placing over 4,000+ employees for all positions within the HVAC industry.

If you’d like some more information on what all is covered in this class, click here.

 

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Develop leadership skills at Lead The Way in Raleigh, NC on March 27-28, 2018

February 20th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018!

 

 

LTW graphic small

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to develop their leadership role to take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

See what a past attendee said:

“The 2-day class was great! Just what I needed to get me back focused on how I can grow and be ready for the next 10 years.”

Sound like a class you could grow from? Register now for the March 27-28 in Raleigh, NC! Upcoming sessions for this class include April 10-11, 2018 in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

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Hear about our recent Dealer Direct experience training Service Technicians!

February 19th, 2018

For those of you who have been following BDR closely the past several months, you may have heard us use the term “Dealer Direct.” Dealer Direct training is a new addition to BDR and one that has had a lot of success. With Dealer Direct, we go right to a dealer’s place of business to help them.

Are you curious about what this “success” looks like? Check out the pictures below from one of Dave Consulo’s recent Top Gun Technician Excellence classes through the Dealer Direct program.

 

Dave DD 1

Practicing putting on shoe covers

 

practicing the initial greeting

Skills practice: Initial greeting with the Homeowner

 

Dave DD 3

Skills practice: Building rapport with the homeowner

 

Dave DD 4

Skills practice: Overcoming objections

 

Dave DD 5

Skills practice: Thanking the customer

The other 3 BDR University classes that are available through the Dealer Direct program are:

·         Top Gun Installer Excellence

·         Duct Design for Profit & Efficiency

·         Labor Management: Retail-focus 

All four classes are eligible for NATE Continuing Education Hours.

Are you interested in hosting a BDR trainer at your work place to teach, motivate, and encourage your team in their customer interactions? Reach out to Candy Cunningham at candycunningham@bdrco.com or visit our Dealer Direct page on our website!

 

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Dealer Direct Q&A with Dave Consulo: Day 5

February 16th, 2018

This week was all about Dealer Direct. Learn about the fastest growing part of BDR!

Yesterday, Dave Consulo answered the question “What is the best part of Dealer Direct for you?”

Our question for today: HOW DO I SIGN UP FOR DEALER DIRECT TRAINING?

Dave’s Answer: Ask your BDR coach for more information or you can contact Candy Cunningham, BDR’s Dealer Direct Specialist to sign up: candycunningham@bdrco.com, 206.249.0607 CST. You can also learn more at www.bdrco.com .

That concludes our week of Dealer Drect Q&A! If you're ready to take the leap, contact Candy Cunningham at the email above and capitalize on the opportunity to teach, encourage, and motivate your team toward profit and growth!

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Dealer Direct Q&A with Dave Consulo: Day 4

February 15th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

Yesterday, Dave Consulo answered the question “How is Dealer Direct different from a standard BDR class?”

 

Our question for today: WHAT IS THE BEST PART OF A DEALER DIRECT CLASS FOR YOU?

Dave’s Answer: As a trainer, the best part of a Dealer Direct class is being able to work with your company’s team. We can do so much more in this setting than we can in a class with multiple companies. We learn, get buy-in, and customize tools and processes to your company so they can be implemented right away. Accessory brochures, maintenance brochures, a dispatching process, you name it, we can help put it in place, get your team excited, and have it ready to roll.

Check in tomorrow to hear the 5th and final, and perhaps most important question for this week of Dealer Direct Q&A: “How do I sign up for Dealer Direct Training!”

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Our new class, Structuring for Profit & Growth for 2018, was a success!

February 14th, 2018

During the first session of Structuring for Profit & Growth for 2018, attendees learned cutting edge content on today’s pressing topics.

 

Among the topics were delivering 360 degrees of trust™ in sales, selling to Baby Boomers through Millennials, how to capture the new “aging in place” market, and successful strategies for managing millennials.

Hear from some of our attendees on how valuable this information is!

“Everyone should take this class! Life changing for you and every one of your employees.”

Sarah Preston, Field Plumbing & Heating

“BDR makes every class a place to make my business better. Since first starting to attend BDR classes, I’ve gained 8 net profit points and understand business at a whole new level.”

Randy Keys, Schaal Heating & Cooling

 

SFPG Feb 1

 

SFPG Feb 1

 

Could you benefit from these strategies?

If you want to learn these timely strategies as you hire, train, raise up, or assign group projects to gain revenue, it’s not too late to attend! Sign up for Structuring for Profit & Growth for 2018 here for March 6-7, 2018 in Dallas, TX today.

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Dealer Direct Q&A with Dave Consulo: Day 3

February 14th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

Yesterday, Dave Consulo answered the question “What Dealer Direct classes are available?”

Our question for today: HOW IS DEALER DIRECT DIFFERENT FROM A STANDARD BDR CLASS?

 

Dave’s Answer: Dealer Direct is different because we are focusing on just your company. This allows us to maximize our time and focus on key action items that are going to drive profitability, promote a great company culture, and achieve your goals. Your team will be able to take what they learn and implement it immediately.

 

Stay tuned for Dave’s answer to tomorrow’s question: “What is the best part of Dealer Direct for you?”

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Dealer Direct Q&A with Dave Consulo: Day 2

February 13th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

Yesterday, Dave Consulo answered the question “What is Dealer Direct?”

 

Our question for today: WHAT DEALER DIRECT CLASSES ARE AVAILABLE?

Dave’s Answer: There are 4 classes available, which are all certified for N.A.T.E. continuing education hours (CEHs). And there are more on the way!

 

  • Top Gun Technician Excellence – Train your Technicians and internal staff to become a dynamic accessory sales and lead generation team. Technicians, Owners, and all Service Department personnel should attend.
  • Top Gun Installer Excellence: Closing the Loop – Train your Installers, Coordinators, and Sales team to work together to deliver a great installation experience for the customer that leads to a referral. Installers, Owners, Install Managers, Install Coordinators, Sales Coordinators should attend both days. Salespeople attend on Day 2 only.
  • Labor Management: Retail-focus – Learn how to leverage your existing crews into the most productive and efficient revenue and referral generating team possible. You will find out how you can become the company that workers want to work for.
  • Duct Design for Profit & Efficiency – Learn how to correctly design a residential duct system using ACCA's Manual D while saving money and labor. Owners and Install Managers should attend to create your company standards for installation and learn how to train your Install team. Lead Technicians and Installers can also attend to get total team buy-in.

Coming soon:

  • Building a Retail Sales Organization – The sales process involves more than just the Salesperson. This class covers everyone’s role in your company’s sales process and will mold your team into a true retail sales organization.
  • Building the Next Generation of Company Managers – As your company grows and your structure changes, team members will move into new roles. Build a management team that can implement your company vision.

 

Stay tuned for Dave’s answer to tomorrow’s question: “How is Dealer Direct different from a BDR standard class?”

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Dave Consulo answers your questions about BDR’s new Dealer Direct training program

February 12th, 2018

This week is all about Dealer Direct. Learn about the fastest growing part of BDR!

We asked Dave:

Question: WHAT IS DEALER DIRECT TRAINING?

Dave’s Answer: Dealer Direct training is when BDR comes to you with a select group of classes that are personalized for your business. There is nothing like getting everybody on the same page and ready to go into the field to successfully implement.

One dealer who hosted a Dealer Direct training had a Technician sell $55,000 in accessories the month after the class. That’s $33,000 in gross profit! They are now in their third year of Dealer Direct training and the results are growing each year. These types of results are what are making Dealer Direct BDR’s fastest growing training channel.

Stay tuned for Dave’s answer to tomorrow’s question: “What classes are available?”

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Don’t forget: BDR will be at ACCA’s IE3 Tradeshow next week!

February 9th, 2018

Don’t forget! BDR is participating in ACCA’s IE3 Tradeshow in Washington DC next week from Monday the 12th to Wednesday the 14th. We’ll be at booth #734 if you want to come by and say hello – we hope you do!

 

IE3 Tradeshow graphic

Be sure to stick around for Barry Burnett’s breakout presentation on Wednesday from 3:15 – 4:15 as he shares Top Business and Sales Strategies for the Next Decade!

For those of you who can’t attend, we’ll be providing a follow-up on how it went, so stay tuned!

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Structuring for Profit & Growth is coming to Dallas / Fort Worth, TX on March 6-7, 2018!

February 8th, 2018

If you sign up for one class in Q1 of 2018, make it Structuring for Profit & Growth for 2018 on March 6-7, 2018 in Dallas / Fort Worth, TX.

 

 

SFPG graphic website

 

BDR firmly believes that Structuring for Profit & Growth for 2018 is a foundational class that every business owner and manager needs to attend.

You will learn critical business concepts such as successful strategies for capturing the sales opportunity with Baby Boomers and managing Millennials. You will leave with actionable strategies that you can apply immediately to improve your business.

 

Here are what past attendees said:

 

 “I have had the pleasure of attending several “industry” coaching avenues. The trainers are phenomenal and the information is based on “real time.” You can go back to your business and utilize the material immediately and realize benefits! I would highly recommend to any Owner / Senior Manager.”

 

“The Structuring for Profit & Growth was the first BDR class I attended. What an eye-opening experience! I can’t wait to start implementing some new procedures to our business and see it grow. I can’t wait to attend another class to learn more. BDR is by far one of the best investments you can make for your company.”

 

Register today and see a positive change in your company!

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A client favorite, Structural Sales – Part 1, was a success!

February 7th, 2018

Attendees were re-energized and found a new perspective at Structural Sales – Part 1!

 

 

 

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Attendees learned how to improve sales and closing rates, increase sales, and generate referral leads while delivering 360 degrees of trust and communicating value over price to the customer.

 

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 “I had checked out of our business. Barry and the BDR Team helped me check back in.” – Kathleen Kappen

 

“This was a great experience. Gave me the tools to do 3 million in sales in 2018. I plan to attend as many classes as possible in the future. I can’t thank you enough for the work you did putting this program together.” – Jason Verbeck

 

“Awesome class! A complete road map to help us successfully add a salesperson.” - Keith Lawrence

 

SS1 post 3

 

“The Structural Sales class gives the perspective of how our biggest revenue department can be affected with customer care. It’s easy to follow and very informatie. Makes you want to return and drive sales with a procedure and process. Barry makes you think and make you feel you can do anything!” -Lexi Dzielak

 

“BDR has really changed our company. Since we have been a part of the coaching and Profit Launch, our business has growna nd become profitable. My husband said he wished he listened to Barry back when we started our business.” – Kim Kappler 

 

Attendees left with a renewed energy and a changed perspective of the importance of each process and procedure and how it affects the company’s success!

 

Read More

BDR’s two new Human Resources classes were a success!

February 6th, 2018

BDR’s brand-new human resources courses, Recruiting & Retaining Great Employees and Successfully Developing & Managing Employees were a success! Attendees learned the best practices for recruiting, onboarding, and retaining great team members.

 

 RRGE 1

  

RRGE 2

 

 “I love that Aaron tells you exactly what to do, step by step.” – Christina Hendricks, Ballard Natural Gas Service

 

“We currently don’t have an approved process for hiring. After this, we are going to implement these methods.” – Dave Knight, Climate Control

 

RRGE 3

 

“I’m excited about getting a better handle on recruitment.” – Bob Goodrich, Danco Comfort Services

 

“Brought out aspects I never considered as a new Service Manager” – Chris Day, Ultimate Heating & Air

 

RRGE 4

 

Attendees left with a renewed energy and written goals and actionable implementation items that they are excited to apply immediately!

Does this sound like something you could benefit from? We have one final session of Recruiting & Retaining Great Employees on April 12, 2018 in Phoenix, AZ. Register today!

Read More

Our new class, Structuring for Profit & Growth for 2018, was a success!

February 6th, 2018

During the first session of Structuring for Profit & Growth for 2018, attendees learned cutting edge content on today’s pressing topics.

Among the topics were delivering 360 degrees of trust in sales, selling to Baby Boomers through Millennials, how to capture the new “aging in place” market, and successful strategies for managing millennials.

Hear from some of our attendees on how valuable this information is!

“I have had the pleasure of attending several industry “coaching” venues. BDR has the best classes that I have ever attended. The trainers are phenomenal and the information is based on “real time.” You can go back to your business and utilize the material immediately and realize benefits! I would highly recommend to any Owner / Senior Manager.”

Bill Howard, Operations Manager

“The Structuring for Profit & Growth was the first BDR class I attended. What an eye-opening experience! I can’t wait to start implementing some new procedures with our business and see it grow. I can’t wait to attend another class to learn more. BDR is by far one of the best investments that you can make for your company!”

Amanda Wade, J.L. Anderson Heating & Cooling

                       

  SFPG 2                           SFPG 1

 

Could you benefit from these strategies?

If you want to learn these timely strategies as you hire, train, raise up, or assign group projects to gain revenue, it’s not too late to attend! Sign up for Structuring for Profit & Growth for 2018 here for March 6-7, 2018 in Dallas, TX today.

Read More

Don’t miss out on Commercial Maintenance Sales on February 22-24, 2018!

February 1st, 2018

Build a Commercial Maintenance Sales process that works by attending Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA.

 

 

CMS Leaderboard 200x200

 

Commercial Maintenance Sales will substantially impact the capturing of high-margin negotiated commercial replacement sales, which is accomplished by creating strong, loyal customers through service relationships.

This class is only held once in 2018, so don’t let this opportunity pass you by! Set yourself apart from the competition by registering for Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA today!

If you’d like some more information on this, click here.

Read More

BDR University’s May 2018 class schedule is live!

January 30th, 2018

Check out our May schedule!

 

 

Build to Sell, Build to Keep: Building a Company with Great Value

(Only held once this year!)

May 3-4 in Dallas, TX

Learn More | Register Now

 

This two-day class gives dealers the tools and information to build value in their current company while preparing for a potential future sale.

Dealers will learn how to improve net profit, build a corporate structure that frees up the owner, and implement a diversification strategy that includes offering high efficiency equipment and accessories. Attendees will also complete a detailed analysis of their current company and build a plan to maximize their strengths and improve their weaknesses.

Build to Sell, Build to Keep: Building a Company with Great Value is only offered once this year – sign up now and don’t miss out on this incredible opportunity!

If you have any questions before registering, feel free to contact Angie Swartz at 206-870-1880 or angieswartz@bdrco.com.

Sign up today and come say hello!

 

Read More

BDR coaching team attends skills training in Seattle, WA to improve skills for a new year

January 26th, 2018

Twice a year, BDR staff come from near and far to meet in Seattle, WA and learn new skills and refine our processes. Forty plus BDR team members attended lectures and workshops led by our various in-house subject experts. We learned a great deal over 3 days!

 

 

SBT picture 

 

Those who are part of the BDR family will know that our cornerstone values encourage teamwork, the need for change, and the highest level of care and concern for our customers. We meet as a team twice a year to make sure we are always improving in order to serve our clients better.

Read More

Learn the financial side of your business with Accounting & Office Management

January 25th, 2018

Learn how to set up an accounting system that supports your goals for profit and growth in your business at Accounting & Office Management on May 3-4, 2018 in Dallas, Texas.

 

 

 

021317_Accounting Tablet_AOM

 

Accounting & Office Management is designed to educate owners and bookkeepers on the fundamentals of accounting and office management.

This course will review the proper methods and procedures of accounting, including general ledger maintenance and financial reporting. Attendees will work through specific exercises that apply the processes and procedures needed for accurate financial reporting and will learn to properly manage an administrative department.

Join us to learn and gain a clear understanding of how financial reporting is created, the processes that support it, and how to identify areas of opportunity thereby increasing the dealers’ ability to attain double digit net profit and lay a strong foundation for future growth.

Interested in growing in your knowledge of accounting? Register now for May 3-4 in Dallas, TX! This class is only offered once this year – don’t miss your chance!

If you’re interested in more information, click here.

Read More

Michael Hunter Receives the Six Sigma certification!

January 24th, 2018

Michael Hunter is BDR’s 6th team member to achieve the Six Sigma Black Belt certification. Michael joins Sarwesh Kumar, Bruce Wiseman, Jeff Turner, Matt MacArthur, and Scott Tinder in this achievement.

Michael Hunter Six Sigma certificate

Six Sigma is a set of management techniques intended to improve business processes by greatly reducing the probability that an error or defect will occur (Source: Oxford English Dictionary).

BDR applies Six Sigma principles and methodology throughout its training and coaching processes to ensure we deliver the highest-quality training, products and resources for our clients.

Read More

Turn your Service Department into a profit machine at Service Dispatch University!

January 23rd, 2018

Learn the skills that will take your dispatching to the next level at Service Dispatch University on April 26-28, 2018 in Atlanta, GA!

 

 

 

Dispatcher-Recommended Classes

 

This hands-on workshop will give dispatchers the tools to be successful at their job and take their dispatching skills to the next level.

Major objectives:

·     Develop and refine dispatching and scheduling techniques that improve labor management, enhance customer service, and drive revenue

·     Improve customer service skills through the development of scripts and phone etiquette skills

·     Understand and apply reporting that will track your service department’s daily performance through BDR’s 8 for 10 database

·     Learn strategies for managing maintenance agreements

 

Sound like a class you could grow from? Register now for the April 26-28 session in Atlanta, GA!

If you’d like more details on what this class covers, click here.

Read More

BDR will be at ACCA’s IE3 Tradeshow in February!

January 19th, 2018

 

 

 

IE3 Tradeshow graphic

 

BDR is proud to announce that we are participating in ACCA’s IE3 Tradeshow in Washington DC on February 12-14. We’ll be at booth #734 if you want to come by and say hello – we hope you do!

Be sure to stick around for Barry Burnett’s breakout presentation on Wednesday from 3:15 – 4:15 as he shares Top Business and Sales Strategies for the Next Decade!

For those of you who can’t attend, we’ll be providing a follow-up on how it went, so stay tuned!

Read More

Develop your leadership skills at Lead The Way in Raleigh, NC on March 27-28, 2018

January 18th, 2018

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018!

 

 

 

LTW graphic small

 

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to develop their leadership role to take their company forward.

Lead the Way: Dynamic Leadership Skills helps Owners & Managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

Sound like a class you could grow from? Register now for the March 27-28 in Raleigh, NC! Upcoming sessions for this class include April 10-11, 2018 in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Earn NATE CEHs while learning new customer service skills at Top Gun Technician Excellence

January 17th, 2018

Top Gun Technician Excellence is taking place on February 15-16, 2018 in Dallas, Texas!

 

 

 TGTE graphic

 

 

Top Gun Technician Excellence-Beyond Diagnostics is a two-day team building class that will provide service technicians with the “soft” tools to perform their job better.

 

Through a series of breakouts, technicians will develop improved customer communications skills, learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure. This process will help technicians reduce callbacks, improve revenue generation, and increase job satisfaction while increasing their overall value to the company.

 

This class is eligible for

16 NATE Continuing Education Hours

 

Attendees will learn to:

       Reduce callbacks

       Improve revenue generation

       Generate replacement sales leads

       Increase their overall value to your company 

 

Sound like a class you could grow from? Register now for the February 15-16 session in Dallas, TX!

If you’d like more details on what this class covers, click here.

Read More

Expand your business with Commercial Maintenance Sales on February 22-24, 2018!

January 16th, 2018

Build a Commercial Maintenance Sales process that works by attending Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA.

 

 

 

CMS - JS

 

Commercial Maintenance Sales will substantially impact the capturing of high-margin negotiated commercial replacement sales, which is accomplished by creating strong, loyal customers through service relationships. These service relationships assist in stabilizing service revenues, allowing for planning and growth of the service department.

Topics Include:

•       Financial Justification

•       Surveying, Estimating, & The Proposal

•       Managing & Owning the Sales Process

•       After the Sale

•       Hiring & Compensating

•       Tooling & Training Plan

•       Implementation

 

Register for Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA today!

If you’d like some more information on this, click here.

Read More

Double dip and attend our human resources classes in Seattle, WA on January 25-26, 2018!

January 12th, 2018

Our two human resources classes this month focus on improving your hiring process so you can find and keep long-term employees!

 

Recruiting & Retaining Great Employees

Build & Retain - Diverse Team -resived

Learn how to manage millennials and integrate new employees into your company culture. By attending this class, you will be able to identify the improvements you can make in your current hiring and HR processes to attract and retain top talent.

Register for Recruiting & Retaining Great Employees on January 25, 2018 in Seattle, WA today!

The next session will take place in Phoenix, AZ on April 12, 2018.

 

Successfully Developing & Managing Employees

SDME - new graphic

You will learn how to develop management processes that cover managing the employee on a daily, weekly, and yearly basis and how to develop long term career paths for their field workers (installers and service techs) from entry level through Mater level, including operational details of how and when to train them.

This class will be here one time only this year so register today for January 26, 2018 in Seattle, WA.

Interested in both classes? Simply register for both classes at the same time and save!

Read More

Build your process for $3M+ in HVAC sales at Structural Sales Part 1!

January 12th, 2018

Begin the new year by attending Structural Sales: Part 1 on January 30-31, 2018 in Dallas, TX.

 

 

Max Sales Dial

 

Structural Sales – Part 1 Develop a structured retail sales process focused on driving tremendous results. You will learn how to increase sales of high efficiency equipment and accessories while generating referral leads and great testimonials.

Past attendees are selling $2.0 million, $2.5 million, and $3.0+ million annually.

Register today!

Read More

Register for Structuring for Profit & Growth on February 6-7, 2018 in Atlanta, GA!

January 11th, 2018

If you sign up for one class in the Q1 of 2018, make it Structuring for Profit & Growth on February 6-7, 2018 Atlanta, GA.

 

BDR firmly believes that Structuring for Profit & Growth is the foundational class that every business owner and manager needs to attend. You’ll learn critical business concepts such as successful strategies for managing Millennials and capturing the sales opportunity with Baby Boomers. You will leave with actionable strategies that you can apply immediately to improve your business.

 

Register today and see a positive change in your company.

 

Future sessions include March 6-7, 2018 in Dallas, TX.

Read More

Last chance to register for January classes!

January 10th, 2018

Our January classes are filling up, but we still have room for YOU!

 

This is your last chance to sign up for our January classes and learn critical business concepts before registration closes. Take this opportunity to learn cutting edge content about how to structure your business, how to succeed

Structuring for Profit & Growth in Phoenix, AZ

Recruiting & Retaining Great Employees in Seattle, WA

Successfully Developing & Managing Employees in Seattle, WA

Structural Sales: Part 1 in Dallas, TX

 

Start improving your future now. Register today and come join us at BDR University!

 

Read More

April 2018 BDR University classes are live!

January 9th, 2018

Check out our April schedule!

 

 

Accounting & Office Management

April 3-4, 2018 in Dallas, TX

Learn More | Register Now

 

Lead The Way

April 10-11, 2018 in Phoenix, AZ

Learn More | Register Now

 

Recruiting & Retaining Great Employees

April 12 in Phoenix, AZ

Learn More | Register Now

 

Service Dispatch University

April 26-28 in Atlanta, GA

Learn More | Register Now

 

If you have any questions before registering, feel free to contact Angie Swartz at 206-870-1880 or angieswartz@bdrco.com.

Sign up today and come say hi!

Read More

Attend Profit Launch to create an actionable business plan to set the course of your future.

December 19th, 2017

Profit Launch is taking place on February 7-9, 2018 in Seattle, Washington!

 

 

PL

 

Profit Launch is BDR's exclusive business planning workshop that helps contracting companies from across the nation develop a comprehensive business plan encompassing all departments, front office and back office operations, marketing, advertising, sales, service and leadership development. At the end of this 3-day session, each company leaves with a complete, printed business plan that will drive their profits and growth for years to come.

At this powerful and motivating session, you will work side-by-side with the Profit Coach and Support Team to build your five-year strategic business plan. After 3 days of intense instruction and application, you will take home a completed business plan.

Sound like a class you could grow from? Register now for the February 7-9 session in Seattle, WA! Registrations for our other sessions are coming soon.

If you’d like more details on what this class covers, click here.

Read More

Attendees learn strategies to drive more revenue at Service Dispatch University in Atlanta, GA!

December 15th, 2017

Through a series of interactive exercises, attendees learned how to improve their customer service and communication skills while reducing drive time and improving revenue at Service Dispatch University.

 

 

SDU post class blog

Here’s what attendees had to say:

 

“I’ve gained a lot of great information. I am excited about implementing these things in our company!” – Carrie Shirk, Goodco Mechanical

“I enjoyed this class and can use ALL of this material to implement in my job. Thank you!” – Colleen Koetsier, Schaafsma Heating & Cooling

SDU 2

 

SDU 3

“I thoroughly enjoyed the instructors’ high energy and positivity. The group activities helped keep me engaged and actively thinking and staying involved. I appreciate the switching of seats so that I may meet new people and get to hear how their business functions.” – Bianca Ozuna, Mr. Wilson Heating & Air Conditioning

“I have learned so many helpful tools to begin driving revenue for our company. I have a refreshed outlook on customer service and handling difficult customers. Please continue to “rock it!” Wahoo!!!” – Sarah Hulbert, Carolina Air Inc.

SDU 4

Service Dispatchers walked away from class excited and motivated to apply the excitement and knowledge they’ve learned to their jobs. One Service Manager is already planning to send another Dispatcher to SDU in April and more technicians to Top Gun Technician Excellence in February after seeing the results of this session.

“BDR classes always show me ways I can improve my processes, and ultimately, revenues. When you feel hopeless, BDR puts hope back into your business.” – Nicole Salemme, Action Lock & Key

SDU 1

Attendees walked away with strategies for:

  • Improving efficiency in routing
  • Reducing unapplied time
  • Improving customer service skills
  • Improving communication skills within their team and clients
  • Creating scripts to empower their team and build consistency

Come be a part of this learning experience at our next Service Dispatch University class next year in Seattle, Atlanta, or Dallas!

Visit www.bdrco.com for more information.

Read More

Get excited about your business again by attending Structuring for Profit & Growth

December 15th, 2017

Our first class of 2018 is a brand-new class for our BDR University offering: Structuring for Profit & Growth on January 23-24, 2018 in Phoenix, Arizona!

 

 

SFPG graphic website

 

  1. Receive the tools you need to meet the demands of today’s market

 

  1. Visualize what you can do in and for your company for it to flourish now and in the future

 

  1. Get energized and rediscover why you began your business in the first place

 

Sound like a class you could benefit from? Register now for the January session on the 23-24 in Phoenix, AZ! Upcoming sessions include February 6-7, 2018 in Atlanta, GA and March 6-7, 2018 in Dallas, TX.

Need a refresher on what all is covered in the class? Click here

Read More

Earn NATE CEUs while learning new customer service skills at Top Gun Technician Excellence

December 14th, 2017

Top Gun Technician Excellence is taking place on February 15-16, 2018 in Dallas, Texas!

 

 

TGTE graphic

 

Top Gun Technician Excellence-Beyond Diagnostics is a two-day team building class that will provide service technicians with the “soft” tools to perform their job better.

Through a series of breakouts, technicians will develop improved customer communications skills, learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure. This process will help technicians reduce callbacks, improve revenue generation, and increase job satisfaction while increasing their overall value to the company.

Attendees will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Generate replacement sales leads
  • Increase their overall value to your company

This class is eligible for 16 N.A.T.E. Continuing Education Hours.

Sound like a class you could grow from? Register now for the February 15-16 session in Dallas, TX!

Upcoming sessions for this class include November 6-7, 2018 in Atlanta, GA.

Registrations for our other sessions are coming soon.

If you’d like more details on what this class covers, click here.

Read More

Develop leadership skills at Lead The Way in Raleigh, NC on March 27-28, 2018

December 13th, 2017

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018!

 

 

LTW graphic small

 

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders. However, most Owners & Managers don’t know how to develop their leadership role to take their company forward.

Lead the Way: Dynamic Leadership Skills helps owners & managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

Sound like a class you could grow from? Register now for the March 27-28 in Raleigh, NC! Upcoming sessions for this class include April 10-11, 2018 in Phoenix, AZ.

If you’d like more details on what this class covers, click here.

Read More

Grow your business with Commercial Maintenance Sales on February 22-24, 2018!

December 12th, 2017

Build a Commercial Maintenance Sales process that works by attending Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA.

 

 

 

CMS - JS

 

Commercial Maintenance Sales will substantially impact the capturing of high-margin negotiated commercial replacement sales, which is accomplished by creating strong, loyal customers through service relationships. These service relationships assist in stabilizing service revenues, allowing for planning and growth of the service department.

Every $1 of Commercial Maintenance generates $2-$4 of repair and replacement revenue and can be as high as $13. This can continue for several years after securing the service agreement.

By growing the highest margin department in the company, we will assist in generating gross profit dollars.           

Topics Include:

  • Class Mission
  • Financial Justification
  • Surveying, Estimating, & The Proposal
  • Sales Process
  • Managing & Owning the Sales Process
  • After The Sale
  • Organizational Structure
  • Hiring & Compensating
  • Tooling & Training Plan
  • Implementation

 

Register for Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA today!

If you’d like some more information on this, click here.

Read More

The wait is over! Register today for Structural Sales – Part 1 on January 30-31, 2018.

December 8th, 2017

Begin the new year by attending Structural Sales – Part 1 on January 30-31, 2018 in Dallas, TX.

 

 

Max Sales Dial

Structural Sales – Part 1 Great retailers like Apple and Marriott hotels have high perceived value, loyal customers, and charge premium prices. They do this by delivering a consistently great retail experience for every customer, every time through a structured sales process.

You will learn to:

  • Improve sales and closing rates
  • Increase sales of high efficiency equipment and accessories
  • Generate referral leads and great testimonials
  • Increase net profits

Class Mission: Develop a structured retail sales process focused on communicating the benefits of our company and the products we represent to the consumer in a manner that positions us to be recognized as the right choice.

Register for Structural Sales – Part 1 on January 30-31, 2018 in Dallas, TX today!

If you’d like some more information on this, click here.

Read More

Hire and retain great employees with our two new HR classes!

December 7th, 2017

Two of our January classes of 2018 focus on improving your hiring process and finding long-term employees. Recruiting & Retaining Great Employees is on January 25, 2018 in Seattle, WA, and Structuring for Profit & Growth is on January 26, 2018 in Seattle, WA.

 

 

                    Build & Retain - Diverse Team             SDME - new graphic

 

Recruiting & Retaining Great Employees will teach both required and recommended best practices for hiring and retaining employees in a tight labor market. The class will cover detailed processes that will greatly increase the quality of employee you attract and retain. Also covered will be processes on integrating new employees into your company culture, with a strong focus on the millennial generation. By attending this class, you will be able to identify the improvements you can make in your current hiring and HR processes to attract and retain top talent.

Register for Recruiting & Retaining Great Employees on January 25, 2018 in Seattle, WA today!

The next session will take place in Phoenix, AZ on April 12, 2018.

 

Successfully Developing & Managing Employees: Running a business today is more about managing people than anything else, yet our industry has not made any fundamental changes in the way we manage our employees, especially the new millennial generation. For a business to grow and reach its potential, it has to have stable, productive, long-term employees. If we can improve the way we manage the employees, we can prevent the turnover and the company has the ability to reach its potential. Middle management is the key to moving through the growth walls of any business. It is important for the owner to understand what their role is in setting up the new manager to succeed.

By attending this class, owners and managers will learn how to develop management processes that cover managing the employee on a daily, weekly, and yearly basis and how to develop long term career paths for their field workers (installers and service techs) from entry level through Mater level, including operational details of how and when to train them.

Sound like a class you could benefit from? Register for Successfully Developing & Managing Employees on January 26, 2018 in Seattle, WA today!

This class will be here one time only this year so register today!

 

Both classes are led by Aaron Schuh, a Certified Senior Professional in Human Resources. He has direct experience in hiring and placing over 4,000+ employees for all positions within the HVAC industry.

Are you interested in attending both of these 1-day events? We have a great opportunity for you! Simply register for both classes at the same time and save!

If you’d like some more information on what all is covered in these class, click here for Recruiting & Retaining Great Employees and click here for Successfully Developing & Managing Great Employees.

 

Read More

Don’t forget to register for our new class: Structuring for Profit & Growth

December 5th, 2017

Our first class of 2018 is a brand-new class for our BDR University offering: Structuring for Profit & Growth on January 23-24, 2018 in Phoenix, Arizona!

 

 

SFPG graphic website

 

Structuring for Profit & Growth gives dealers the tools to meet the demands of today’s market and allows them to visualize what is possible and get re-excited about their business. This class will guide you through the process of structuring your business for success.

Critical business concepts like blended margin, unbundling, good, better, best, fantastic, and lifetime system enhancement are covered in detail. Other fundamental concepts include: breakeven, gross profit per man day, service and maintenance profitability, managing cash flow, and keeping company overheads under control.

Sound like a class you could benefit from? Register now for the January session on the 23-24 in Phoenix, AZ!

Upcoming sessions for this class include February 6-7, 2018 in Atlanta, GA, and March 6-7 in Dallas, TX.

If you’d like some more information on what all is covered in the class, click here.

Read More

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018

November 30th, 2017

Lead The Way: Dynamic Leadership Skills is coming to Raleigh, NC on March 27-28, 2018!

 

 

Success Key

 

 

Employees look for leadership and the peace of mind that can be instilled by Owners & Managers who understand their roles as leaders, but most Owners & Managers don’t know how their role should change as leaders to take their company forward.

Lead the Way: Dynamic Leadership Skills helps owners & managers develop the skills to be dynamic leaders who can communicate their vision for the company’s future and inspire their team to do what it takes to reach their common goals.

Sound like a class you could grow from? Register now for the March 27-28 in Raleigh, NC! Upcoming sessions for this class include April 10-11, 2018 in Phoenix, AZ.

Registrations for our other sessions are coming soon.

If you’d like more details on what this class covers, click here.

Read More

Scott Tinder Receives the Kaizen Certification

November 29th, 2017

We are excited to announce the newest addition to the group of Kaizen Certification members. Scott Tinder has earned the Kaizen Certification. He joins Angie Swartz, Gary Heath, Alicia Frias, and Nicole Watson in this accomplishment.

 

 

Scott Kaizen certificate

 

We are proud that BDR Team Members continually seek a variety of areas to improve themselves through certifications.

Congratulations, Scott!

 

Read More

Come join us at Structuring for Profit & Growth in Dallas, TX

November 28th, 2017

BDR’s March 2018 class schedule is now available. It includes a brand-new class for our BDR University offering: Structuring for Profit & Growth on March 6-7, 2018 in Dallas, Texas!

 

SFPG graphic website

 

Structuring for Profit & Growth gives contractors the tools to meet the demands of today’s market and allows them to visualize what is possible and get re-excited about their business. This class will guide you through the process of structuring your business for success.

Critical business concepts like blended margin, unbundling, good, better, best, fantastic, and lifetime system enhancement are covered in detail. Other fundamental concepts include: breakeven, gross profit per man day, service and maintenance profitability, managing cash flow, and keeping company overheads under control.

Sound like a class you could benefit from? Register now for the March 6-7 session in Dallas, TX! Upcoming sessions for this class include February 6-7 in Atlanta, GA.

If you’d like more details on what this class covers, click here.

Read More

Attend Profit Launch to turn your vision for your business into a tangible reality.

November 16th, 2017

Profit Launch has been added to the BDR University schedule on February 7-9, 2018 in Seattle, Washington!

 

 

Success Chalkboard Steps-Recommended Classes

 

Profit Launch is BDR's exclusive business planning workshop that helps contracting companies from across the nation develop a comprehensive business plan encompassing all departments, front office and back office operations, marketing, advertising, sales, service and leadership development. At the end of this 3-day session, each company leaves with a complete, printed business plan that will drive their profits and growth for years to come.

At this powerful and motivating session, you will work side-by-side with your Profit Coach and Support Team to build your five-year strategic business plan. After 3 days of intense instruction and application, you will take home a completed business plan.

Sound like a class you could grow from? Register now for the February 7-9 session in Seattle, WA! Registrations for our other sessions are coming soon.

 

If you’d like more details on what this class covers, click here.

Read More

Earn NATE CEUs at Top Gun Technician Excellence

November 15th, 2017

Top Gun Technician Excellence is taking place on February 15-16, 2018 in Dallas, Texas!

 

 

021317 _ HVAC Worker - VHC

 

Top Gun Technician Excellence-Beyond Diagnostics is a to-day team building class that will provide service technicians with the “soft” tools to perform their job better.

Through a series of breakouts, technicians will develop improved customer communications skills, learn how to drive customer satisfaction, sales leads, and referrals through a defined service delivery procedure. This process will help technicians reduce callbacks, improve revenue generation, and increase job satisfaction while increasing their overall value to the company.

Attendees will learn to:

  • Reduce callbacks
  • Improve revenue generation
  • Generate replacement sales leads
  • Increase their overall value to your company

Sound like a class you could grow from? Register now for the February 15-16 session in Dallas, TX! Upcoming sessions for this class include November 6-7, 2018 in Atlanta, GA.

Registrations for our other sessions are coming soon.

If you’d like more details on what this class covers, click here.

Read More

Capture replacement sales at Commercial Maintenance Sales in Seattle, WA

November 14th, 2017

Rounding out the month of February is Commercial Maintenance Sales on February 22-24, 2018 in Seattle, WA!

 

 

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Commercial Maintenance Sales will substantially impact the capture of high-margin negotiated commercial replacement sales, which is accomplished by creating strong, loyal customers through service relationships. These service relationships assist in stabilizing service revenues, allowing for planning and growth of the service department.

Every $1 of Commercial Maintenance generates $2-$4 of repair and replacement revenue and can be as high as $13. This can continue for several years after securing the service agreement.

Learn how to capture high-margin negotiated commercial replacement sales by creating strong, loyal customers through service relationships.

Topics Include:

  • Surveying
  • Estimating
  • The Proposal
  • Sales & Marketing Process
  • Sales to Service Hand Off
  • Retention & Performance Reviews
  • Tooling & Training Plan

 

Sound like the perfect next step? Register now for the February 22-24 session in Seattle, WA! This class only takes place once in 2018 – don’t miss out!

If you’d like more details on what this class covers, click here.

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Come join us at Structuring for Profit & Growth in Atlanta, GA

November 13th, 2017

BDR’s February 2018 class schedule is now available. Coming up first again is a brand-new class for our BDR University offering: Structuring for Profit & Growth on February 6-7, 2018 in Atlanta, Georgia!

 

 

SFPG graphic website

 

Structuring for Profit & Growth gives contractors the tools to meet the demands of today’s market and allows them to visualize what is possible and get re-excited about their business. This class will guide you through the process of structuring your business for success.

Critical business concepts like blended margin, unbundling, good, better, best, fantastic, and lifetime system enhancement are covered in detail. Other fundamental concepts include: breakeven, gross profit per man day, service and maintenance profitability, managing cash flow, and keeping company overheads under control.

Sound like a class you could benefit from? Register now for the February 6-7 session in Atlanta, GA! Upcoming sessions for this class include March 6-7 in Dallas, TX. Registrations for our other sessions are coming soon.

If you’d like more details on what this class covers, click here.

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Sarwesh Kumar Receives Business Valuation Certificate

November 10th, 2017

We are excited to announce the newest addition to the group of Business Valuation Certificate members. Sarwesh Kumar has received his Business Valuation Certificate. He joins Mike Maynard, Barbara Geiger, Kimberly Wibbenmeyer, Gary Heath, Kevin Nott, Scott Tinder, and Matt MacArthur in this accomplishment.

This is a prime example of how BDR team members continually look at ways to improve their efficiency and productivity through certifications. We congratulate Sarwesh on this achievement.

Congratulations, Sarwesh!

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March 2018 BDR University classes are live!

November 10th, 2017

Check out our March schedule!

 

 

Structuring for Profit & Growth (New class for 2018!)

March 6-7 in Dallas, TX

Learn More | Register Now

 

Lead The Way

March 27-28 in Raleigh, NC

Learn More | Register Now

 

If you have any questions before registering, feel free to contact Angie Swartz at 206-870-1880 or angieswartz@bdrco.com.

Sign up today and come say hello!

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It’s back! Structural Sales – Part 1 is returning to BDR-U next year on January 30-31, 2018.

November 9th, 2017

Start the new year off right by attending Structural Sales – Part 1 on January 30-31, 2018 in Dallas, TX.

 

 

Structural Sales – Part 1 Great retailers like Apple and Marriott hotels have high perceived value, loyal customers, and charge premium prices. They do this by delivering a consistently great retail experience for every customer, every time through a structured sales process.

You will learn to:

  • Improve sales and closing rates
  • Increase sales of high efficiency equipment and accessories
  • Generate referral leads and great testimonials
  • Increase net profits

Class Mission: Develop a structured retail sales process focused on communicating the benefits of our company and the products we represent to the consumer in a manner that positions us to be recognized as the right choice.

Register for Structural Sales – Part 1 on January 30-31, 2018 in Dallas, TX today!

If you’d like some more information on this, click here.

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Want to hire the right employee? Learn about our new HR classes!

November 7th, 2017

Our next two classes of 2018 focus on improving your hiring process and finding long-term employees. Recruiting & Retaining Great Employees is on January 25, 2018 in Seattle, WA, and Structuring for Profit & Growth is on January 26, 2018 in Seattle, WA.

 

           Build & Retain - Diverse Team              SDME graphic 

 

Recruiting & Retaining Great Employees will teach both required and recommended best practices for hiring and retaining employees in a tight labor market. The class will cover detailed processes that will greatly increase the quality of employee you attract and retain. Also covered will be processes on integrating new employees into your company culture, with a strong focus on the millennial generation. By attending this class, you will be able to identify the improvements you can make in your current hiring and HR processes to attract and retain top talent.

Register for Recruiting & Retaining Great Employees on January 25, 2018 in Seattle, WA today!

The next session will take place in Phoenix, AZ on April 12, 2018.

 

Successfully Developing & Managing Employees: Running a business today is more about managing people than anything else, yet our industry has not made any fundamental changes in the way we manage our employees, especially the new millennial generation. For a business to grow and reach its potential, it has to have stable, productive, long-term employees. If we can improve the way we manage the employees, we can prevent the turnover and the company has the ability to reach its potential. Middle management is the key to moving through the growth walls of any business. It is important for the owner to understand what their role is in setting up the new manager to succeed.

By attending this class, owners and managers will learn how to develop management processes that cover managing the employee on a daily, weekly, and yearly basis and how to develop long term career paths for their field workers (installers and service techs) from entry level through Mater level, including operational details of how and when to train them.

Sound like a class you could benefit from? Register for Successfully Developing & Managing Employees on January 26, 2018 in Seattle, WA today!

This class will be here one time only this year so register!

 

Both classes are led by Aaron Schuh, a Certified Senior Professional in Human Resources. He has direct experience in hiring and placing over 4,000+ employees for all positions within the HVAC industry.

 

Are you interested in attending both of these 1-day events? We have a great opportunity for you! Simply register for both classes at the same time and save!

 

If you’d like some more information on what all is covered in these class, click here for Recruiting & Retaining Great Employees and click here for Successfully Developing & Managing Great Employees.

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February 2018 Classes Are Here!

November 6th, 2017

Check out the list below to see which February classes could benefit you and your company!

 

 

Structuring for Profit & Growth (New class for 2018!)

Feb 6-7 in Atlanta, GA

Learn More | Register Now

 

Top Gun Technician Excellence

February 15-16 in Dallas, TX

Learn More | Register Now

 

Commercial Maintenance Sales

February 22-24 in Seattle, WA

Learn More | Register Now

 

If you have any questions before registering, feel free to contact Angie Swartz at 206-870-1880 or angieswartz@bdrco.com.

Sign up today and come say hello!

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Hear about how our Structural Sales – Part 2 class went last week in Atlanta, Georgia!

November 2nd, 2017

Attendees get an in-depth look at the total sales process and their own detailed role within their company at Structural Sales Part 2 in Atlanta, GA.

 

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“With the daily hustle, it sometimes becomes easy to skip steps. This class has refocused and rededicated me to following the process to grow mine and the company’s profits.”

Josh Smith, Bay Breeze Heating & Cooling

 

After a detailed analysis of the sales role, students ultimately learned how to maximize the potential of each sale while endearing themselves to the customer. They were ready to return to their business and implement a structured sales process that will:

  • Maximize the potential of each sale
  • Capture a referral
  • Sell $2.5M+ annually
  • Build an outstanding client base that continually gives you referrals
  • Generate a great income

 

SS2-2

“I am an employee who is new to the Home Solutions Advisor position. As a trainee, I had reached a plateau in my training. Structural Sales – Part 2 gave me the tools I need to become the $2.5 million Sales Professional I know I can be!”

Lauren VanDeraq, Earl’s Heating & Air Conditioning

 

SS2-3

 

“This class opened my eyes to what I could do better. I look forward to implementing them and seeing results.”

Sam Rhone, Estes Heating & Air Conditioning

 

Missed out on Structural Sales this year? Your next chance is on January 30-31 in Dallas, TX! Register today!

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New to BDR-U: Structuring for Profit & Growth

November 1st, 2017

We recently released our January 2018 class schedule. Coming up first is a brand-new class for our BDR University offering: Structuring for Profit & Growth on January 23-24, 2018 in Phoenix, Arizona!

Upcoming sessions for this class include February 6-7, 2018 in Atlanta, GA, and March 6-7 in Dallas, TX.

Structuring for Profit & Growth gives dealers the tools to meet the demands of today’s market and allows them to visualize what is possible and get re-excited about their business. This class will guide you through the process of structuring your business for success.

Critical business concepts like blended margin, unbundling, good, better, best, fantastic, and lifetime system enhancement are covered in detail. Other fundamental concepts include: breakeven, gross profit per man day, service and maintenance profitability, managing cash flow, and keeping company overheads under control.

Sound like a class you could benefit from? Register now for the January session on the 23-24 in Phoenix, AZ! Registrations for our other sessions are coming soon.

If you’d like some more information on what all is covered in the class, click here.

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January 2018 Classes Are Here

October 20th, 2017

 

With 2018 just around the corner, we're excited to announce our January class schedule! Check out the list below to see what classes could benefit you and your company!

 

Structuring for Profit & Growth - New Class!

January 23-24, 2018 in Phoenix, AZ

Learn More | Register Now

 

Recruiting & Retaining Great Employees

January 25, 2018 in Seattle, WA

Learn More | Register Now

 

Successfully Developing & Managing Employees New Class!

January 26, 2018 in Seattle, WA

Learn More | Register Now

 

Structural Sales - Part 1

January 30-31, 2018 in Dallas, TX

Learn More | Register Now

 

If you have any questions before registering, feel free to contact Angie Swartz at 206-870-1880 or angieswartz@bdrco.com.

 

We would love to see you in class!

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BDR Now Has 6 Courses That Qualify for NATE Continuing Education Hours

October 5th, 2017

Attendees can now get BDR training and NATE CEH’s (Continuing Education Hours) on 6 BDR courses available at BDR University and our distribution partners:

  • Top Gun Technician Excellence: Beyond Diagnostics
  • Top Gun Installer Excellence: Closing the Loop
  • Residential Maintenance: Maximize Profits through Lifetime Clients
  • Managing & Growing Service Profitably
  • Duct Design for Profit & Growth
  • Labor Management: Retail Focus

We will be announcing dates and locations for our 2018 BDR University schedule soon!NATE - Website

NATE, or North American Technician Excellence, is the leading non-profit certification program for technicians in the HVAC-R industry that is supported by the entire industry.

Technicians who have earned NATE certification are:

  • Preferred among consumers
  • Require fewer callbacks
  • Generate more income for their employers
  • Earning higher wages on average
  • Demonstrating greater value to employers than non-certified technicians

 

Source: www.natex.org

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Save Your Company up to $240,000 With BDR's Recruiting & Retaining Great Employees Class!

September 22nd, 2017

Did you know that the cost of a bad hire can be as high as $240,000? (source: Forbes) With this number in mind, how valuable is it to find the “right” employee the first time? With blue color workers in short supply, and workers overall hard to find, recruiting and retaining great employees is more important than ever.

BDR understands the challenges facing employers and wants to help you. BDR’s Recruiting & Retaining Great Employees course will give you strategies for recruiting the right employees and retaining them once you have them on board. If you want to avoid the common hiring mistakes and learn how to become the “employer of choice” that people want to work for, register today!

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Technicians Learn “Soft Skills” in Top Gun Technician Excellence in Atlanta and Phoenix

September 8th, 2017

BDR teaches the many valuable and essential “soft skills” needed for technicians to succeed in Top Gun Technical Excellence in Atlanta and Phoenix.

 

TGTE picture

 

“I wish I would have taken this class earlier in my career. It would have made me more confident in my approach to move up as an installer to a service tech.”

-Joseph Darlak of Arizona Comfort Systems

Technicians learn how to effectively approach customers and use various tools to provide excellent customer service, offer accessories, and capture replacement leads.

 

TGTE 2

 

“The entire educational experience was well worth my time. I would strongly recommend anyone in our industry invest in this learning experience.”

-Charles Pritchett of RSP Heating & Cooling

 

TGTE 3

 

Come be a part of this learning experience at our next Top Gun Technician Excellence class next year in Seattle or Atlanta, or consider hosting one at your place of business! Visit www.bdrco.com for more information.

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Five More BDR Team Members Achieve Business Valuation Certification

August 31st, 2017

Mike Maynard, Barbara Geiger, Kimberly Wibbenmeyer, Gary Heath, and Kevin Nott achieve Business Valuation Certification. These five BDR team members join Scott Tinder and Matt MacArthur in this category.

Here at BDR, we believe in constant learning. This certification puts our belief into practice.

Congratulations, everyone!

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Dealers Learn to Improve Profits Through Great Design at BDR-U Duct Design in Seattle, WA

August 21st, 2017

BDR gets technical with our dealers in Seattle, Washington for an eye-opening lesson in how great duct design can save time, improve efficiency, and generate referrals.

 

Raising hands

“I feel way more comfortable understanding how the math comes out to design a great install,” Brian, Bull Mountain Heating.

Equipped with effective ways to save on material costs and labor, our dealers have a new-found confidence in their abilities to design and produce quality work to benefit the home owner and the business.

“This was a great class for changing my design to a better and easier install. Very excited to implement these for my installers.” James Schnell, Jacobs Heating and Air

DD class cropped

“Had no idea how to do duct work. Now I know what’s up.” Nathan Roberts, Electromatic Refrigerator

If you could benefit from new strategies to improving airflow and reducing noise, find your way into our next Duct Design class this August in Atlanta. Register online on our website, at www.bdrco.com.  Hurry, limited seating available!

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Scott Tinder and Matt MacArthur Receive Business Valuation Certification

August 17th, 2017

We are happy to announce a new category of certification achieved by our team. Scott Tinder and Matt MacArthur have earned the Business Valuation Certification.

BDR team members continually strive to improve their knowledge and skills through certifications. 

Congratulations, Scott and Matt!

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Nicole Watson Becomes Kaizen Certified

August 15th, 2017

We are proud to announce that Nicole Watson has achieved Kaizen certification. She joins Gary Heath, Angie Swartz, and Alicia Frias in this achievement.

At BDR, we have an attitude of aspiring to excellence both collectively and individually. This allows us to constantly improve our materials, and to serve our clients in the best way possible.

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Alicia Frias is now Kaizen certified

August 1st, 2017

We are thrilled to announce Alicia Frias has achieved Kaizen certification! She joins Gary Heath and Angie Swartz in this achievement.

Kaizen, also known as continuous improvement, is a long-term approach to work that systematically seeks to achieve small, incremental changes in processes in order to improve efficiency and quality. Kaizen involves setting standards and then constantly improving those standards.                   ~Learn Tech’s website

Here at BDR, we are constantly working to improve ourselves and our products through certifications. With Kaizen, we ensure that we are constantly improving all our materials to ensure we provide the highest quality coaching and training available. 

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5th BDR team member achieves Six Sigma Black Belt certification

July 10th, 2017

Scott Tinder is BDR’s latest team member to achieve Six Sigma Black Belt certification. Scott joins Sarwesh Kumar, Bruce Wiseman, Jeff Turner, and Matt MacArthur as BDR team members with this certification. Team members are pictured Left to Right as mentioned above.

Six Sigma is a set of management techniques intended to improve business processes by greatly reducing the probability that an error or defect will occur (Source: Oxford English Dictionary).

BDR applies Six Sigma principles and methodology throughout its training and coaching processes to ensure we deliver the highest-quality training, products and resources for our clients. BDR will have eight team members with Six Sigma certification by the end of 2017.

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4th BDR trainer becomes ACCA-certified in duct design

June 16th, 2017

Michael Hunter is BDR’s newest ACCA-certified duct design trainer. Michael recently completed ACCA’s Residential HVAC In-Person Certificate Program. He joins Mike Maynard, Dave Consulo, and Shaun Weiss as BDR trainers with this 5-year certification from ACCA. Team members are pictured Left to Right as mentioned above.

BDR incorporates strategies for saving time and labor through proper duct design in its various classes including one that specifically looks at duct design from a profit viewpoint: Duct Design for Profit & Efficiency.

At this class, attendees will learn how to correctly design a residential duct system using ACCA's Manual D to save money and labor. BDR will be offering this class through BDR University in the month of August.

Join us to learn how to improve profits, save time & install better jobs through proper duct design. Space is limited, so sign up today.

Learn more: Seattle on August 15-16, 2017

Learn more: Atlanta on August 29-30, 2017

Reasons to attend Duct Design for Profit & Efficiency

  • Differentiate from the competition & own your market
  • Increase comfort and efficiency
  • Increase sales by adding value
  • Leverage high value equipment, increasing GPMD
  • Overcome price objections – increase average sell price
  • Reduce noise and operating costs
  • Reduce labor costs – install more jobs with same crew
  • Reduce warranty costs and customer complaints
  • Take pride in doing the job right
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Dealers Learn How to Build Long-Term Value in Their Business in Atlanta and Phoenix

June 1st, 2017

Have you ever looked at your company from a buyer’s perspective? Students at BDR’s Building a Company with Great Value (BCGV) class, held last week in both Atlanta and Phoenix, learned to view their business from a buyer’s perspective as they discovered the options for selling their company. What an eye opener that was!

“The discussions around the ways to buy, sell, and finance were pretty awesome. The valuation information was also very helpful. I would recommend this class to anyone even if they think they are not in selling mode, mainly so they have a clue as to what to do if something comes their way to buy,” Donna Kimble at AA Air Company remarked. 

Classroom 3

 

 

 

 

 

Attendees built a plan to grow the long-term value of their company by building a solid structure, assembling a loyal team, and achieving financial success to ultimately position themselves for a great future; whether they decide to sell or keep their business. 

“Thank you for your class. Another benefit for our industry! Well laid out. I encourage Owners to take this class long before considering selling or buying,” said Julie Howard from Howard Air.

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The classroom format allowed attendees to work together and brainstorm toward their common goal. By networking with other business owners, students could see that they are not alone. Many dealers are facing these same challenges. Students left with the knowledge and tools to build long term value and plan for the eventual sale of their business. Watch for the next class in 2018 and build value!

Attendee working

 

 

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Dealers Learn the Language of Business at BDR-U Accounting Training in Phoenix

May 23rd, 2017

BDR University does it again! We rocked Phoenix with our Accounting & Office Management class led by Kim Archer. Who knew Administrative Assistants, Office Managers, Operations Managers, Bookkeepers, and Owners could learn so much about the fundamentals of accounting in two days!

Attendees learned how to look at their businesses both as a whole and as a system of parts through the lens of accounting. Students found new ways to think critically about the way these parts interact, and for what purposes. 

In addition to learning how to apply the principles of HVAC-specific accounting, our attendees are now fully aware of structure, how companies go through overhead cycles, and have a better understanding of how to reduce growing pains. 

Dealers left with expanded accounting knowledge and were enthusiastic and recharged about returning to their businesses to implement what they learned.

Accounting & Office Management will return to BDR University in 2018. Stay tuned!

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Baby Boomer contractor attends BDR training to supercharge his exit strategy

May 2nd, 2017

Duff Branin is President of Universal Mechanical Service in Redmond, WA. He started his company in 1986 and has grown it to become a leader in the design build market in Seattle and the surrounding region.

As a Baby Boomer, Duff has been thinking about what he will do with his business when he eventually retires. He attended BDR’s Building a Company with Great Value: Maximize your potential sales price, Plan for a smooth transfer or succession, Prepare for a successful future sale to learn how to supercharge his business exit strategy.

Here’s Duff's story:

“I just wanted to drop you a note regarding the Building a Company with Great Value class we just attended. Timing is everything!! 

When you sent this to me, I had been thinking in the back of my head what my exit strategy might look like in the next few years, and I thought I had a pretty good plan… WOW!  I realized that I have a bit more work to do and will someday have an exit plan that is a WIN/WIN for everyone!

During this class I started to realize all of the Training and Business Planning that our Universal Mechanical Service Team has been doing with the BDR Profit Coach Teams the last 20 years. It occurred to me that there are many connections with our continued BDR Classes, Annual Business Planning with Bruce, Monthly Profit Coach with Jennifer, and just how valuable the past training has added to our business.  In fact, I realized, we not only survived the last 30 years and made a good living, but were pretty darn good at what we do!! We could not have done this without the relentlessness of Barry and Bruce and the whole BDR team to make these achievements come true!!

Your selection of the coarse leader Mike Maynard, sure is a great choice! Mike gave several real life scenarios, because he’s been in the battle, sold a business and understands what it is like from an owner’s point of view. And Mike’s just a genuine likable guy!!

For anyone that has done “Business Planning” with the BDR team, they must realize how important it is to PLAN AHEAD!! Even if we are 10 years out from the Exit Point, this is just another part of the journey to insure that someday we may have a great Exit Strategy!! It is much more FUN and easier to sleep at night, when we plan ahead and pretty much predict the outcomes of our journey.

All of this collectively will lead to a successful journey and create a much more detailed and better exit plan. 

Thanks again!!”

*************************************************************************************

Over 2,000 hours of research, analysis, and content development went into creation of Building a Company with Great Value: Maximize your potential sales price, Plan for a smooth transfer or succession, Prepare for a successful future sale. We believe it is by far our most powerful and impactful course yet and are offering it through BDR University in Atlanta on May 16-17, 2017 and in Phoenix on May 18-19, 2017.

Whether you’re nearing retirement (next 3-5 years), thinking about it (5-10 years out) or just getting started in your business, you owe it to yourself, your family, and your employees to attend. The process of building a company with great value starts with you and starts now.

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Dispatchers learn to drive revenue and efficiency at SDU

April 25th, 2017

Over 60 hardworking individuals came together in a big way at BDR's Service Dispatch University this past week in Seattle. Service team members were able to come together and develop an understanding of their role, improve customer service abilities, refine dispatching and scheduling techniques – all to drive more revenue.

SDU class photo

Together we came up with new telephone scripting and tested them through skills practice. We built strategies to manage and increase maintenance agreements all while familiarizing ourselves with skills to manage conflict within the team.

SDU dispatching photo 2

Dispatchers who attended SDU will be well prepared to implement positive changes within their role by improving efficiency, reducing drive time, and growing revenue.

SDU table group 2

Who’s ready to be dispatcher of the year?  Attend our next Service Dispatch University training in Atlanta, December 7-9, 2017.

 

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The Retirement of Baby Boomers will Change the Face of the Construction Trades

April 17th, 2017

“10,000 Baby Boomers turn 65 each day.”[1]

“66% of all businesses, nearly 4 million companies, are owned by Baby Boomers”[2]

The retirement of the Baby Boomer generation will have a huge impact on the construction trades at all levels. As shown by the statistics above, most small business owners in the Baby Boomer generation will be looking to retire and sell or transfer their businesses in the next 5-10 years. If you’re the owner of one of these businesses, do you have a plan for your business when you retire?

BDR’s studies of its coaching clients who have sold or transferred their businesses show it can take up to 10 years to find and train an internal buyer (a team member or family member) and complete the sale. Other types of sales may happen faster, but just because you offer your business for sale, doesn’t mean it will sell. In fact, only 30% of businesses offered for sale actually sell [3]. If it can take up to 10 years to close the deal with an internal buyer, and only 30% of businesses offered for sale actually sell, shouldn’t you start the process now?

Here are some of the key steps to prepare in advance before putting your business on the market for sale (adapted from “Selling a Small Business – 12 Crucial Steps” by Peter Siegel):

  • Review and prepare financial records – This allows you to correct any items that need attention while also reducing the time you must spend later during due diligence.

  • Complete professional business valuation – Having a professional complete a business valuation will show you key items that buyers will look at when evaluating your company while giving you a starting point for calculating your sale price.

  • Determine if you will work with a business broker – There are pros and cons to working with a business broker, but using one can help you stay focused on running your business during the sales process.

  • Develop a marketing piece that highlights the reasons to buy your company – A potential buyer (or a business broker for that matter) will not necessarily know all the things that make your business unique and valuable. Build a marketing piece to sell your business that highlights what makes your company great, but don’t give away your company name or specific numbers.

  • Prepare all necessary legal agreements to protect your business information – Having legal protections in place are critical when selling a business. Make sure you work with an attorney experienced in business sales and acquisitions who can help you.

  • Understand the importance of financing – Bizben.com, a site for business sale listings in California, says that financing is the biggest challenge in selling a business today. As a business owner, you may need to consider financing the sale of your business to make a deal.

  • Build the right team for support - Make sure to consult an attorney and CPA with experience in selling small businesses and/or family business planning.

BDR has built a class to share specific strategies for building value in your business and for creating a business that you can sell. Over 2,000 hours of research, analysis, and content development went into creation of Building a Company with Great Value: Maximize your potential sales price, Plan for a smooth transfer or succession, Prepare for a successful future sale. We believe it is by far our most powerful and impactful course yet and are offering it through BDR University in Atlanta on May 16-17, 2017 and in Phoenix on May 18-19, 2017.

Whether you’re nearing retirement (next 3-5 years), thinking about it (5-10 years out) or just getting started in your business, you owe it to yourself, your family, and your employees to attend. The process of building a company with great value starts with you and starts now.

 

[1] Transamericacenter.org

[2] http://blog.genequityco.com

[3] Selling a Small Business – 12 Crucial Steps by Peter Siegel, MBA

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Are you Maximizing the Value of Your Greatest Asset?

March 29th, 2017

What is your most valuable asset? For most Americans, their savings, their 401K, or their home are all common answers to this question. For business owners, the answer is slightly different. Your most valuable asset is likely to be your company. It can generate an income stream as long as you own it, and one day it can be sold.

According to Inc Magazine, up to 75% of small businesses will be sold in the next 10 years. Sadly, most business owners will not be properly prepared to maximize their company’s value at sale. Are you doing all you can to maximize the value of your most valuable asset?

How do you increase the value of your company? Think about your home. Each improvement you make to your home can directly increase the home’s value. When we get ready to sell a home, we typically spend time and money making improvements to make it as attractive to as many buyers as possible. With your company, the same concept applies. By making improvements, you can not only advance your company’s current performance, but you can directly increase your company’s value to a potential buyer. The outcome of this effort is building a company that is not reliant on you, the owner, for everything.

Here are four ways to improve your company’s value:

  1. Build Structure – Build a company structure with managers in place and an owner-independent sales team that reduces your personal functional responsibility. When a buyer looks at your business, they will look at what functions they must replace when you leave. If you are involved in all the functional details of your business, the purchase will look a lot riskier to any potential buyer, lowering what they would be willing to pay.

  2. Diversify – Do you do business in more than one market segment? If you’re reliant on a single cyclical, “boom or bust,” market segment, a small number of key customers, or just a few products, your business will look a lot riskier to a potential buyer. Having a broad customer base where no single customer generates more than 5% of your revenue reduces risk – for you and for a prospective buyer.

  3. Be Profitable – This one is a no-brainer, but this is about more than just being able to show you had one great year. A truly valuable company will be able to show many years of excellent profitability and project future profitability through their business plans. If you have a great record of net profit that can be backed up by a history of 3rd party facilitated and produced business plans, the value of your company can be calculated on future earnings, not just past ones – a huge difference.

  4. Generate Recurring Revenue – Businesses with large, profitable recurring revenue streams typically sell for more than those without. Profitable recurring revenue streams reduce risk, increase peace of mind, and improve your company’s value. Having a large base of profitable maintenance agreements is a great source of recurring revenue that you should focus on growing.

BDR has built a class to share specific strategies for building value in your business and for creating a business that you can sell (but may not want to). Over 2,000 hours of research, analysis, and content development went into creation of Building a Company with Great Value: Maximize your potential sales price, Plan for a smooth transfer or succession, Prepare for a successful future sale. We believe it is by far our most powerful and impactful course yet and are offering it through BDR University in Atlanta on May 16-17, 2017 and in Phoenix on May 18-19, 2017.

Whether you’re nearing retirement (next 3-5 years), thinking about it (5-10 years out) or just getting started in your business, you owe it to yourself, your family, and your employees to attend. The process of building a company with great value starts with you and starts now.

Sincerely,

Bruce Wiseman

BDR President

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What Does Today's Customer Want?

June 17th, 2016

Today's customer expects choices. Regardless of the product or service they are purchasing, today's customer wants to be aware of all their options so that they can make an informed decision.

This desire is prevalent in purchase decisions across nearly every industry, not simply HVAC equipment.

Consider the tactics often employed by truck manufacturers. They have expanded their original strategy of offering three options equipped with various features and accessories marketed as "good-better-best," to add a fourth tier: "fantastic."

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Demystifying the Mechanics of 'Winnable' Goals

May 16th, 2016

Is what you're doing right now moving you closer to your goals?

I’m sure we’ve all read studies that show fewer than 10 percent of the population sets goals, less than half of these people achieve their goals, and yet everyone believes goal setting is very important. So, why do we all agree having goals is important yet more than 90 percent of us don’t set them? A quick Google search shows there are generally four main reasons why people don’t set goals: they’re not aware of the importance, they don’t know how, they‘re afraid of failure, and they’re afraid of accountability or humiliation.

Do you believe that? Are goals really so complicated and intimidating that nine out of 10 of us simply avoid the entire process? After spending years working with service managers and leaders, I believe most of us never really learned how to properly use goals, yet we found ways to get things done, so we came to the conclusion that having formal goals isn’t that important to success. The reality is, goals are extremely important to having intentional or planned success (as opposed to accidental success coming from shear effort) and really aren’t that complicated.

BECOME A BETTER SERVICE MANAGER

So, let’s see if we can demystify this incredibly important yet rarely used concept of goals and get on the path to becoming a better service manager and leader.

Most service managers are mechanically inclined, so let’s look at goals from this perspective. In a gas furnace, we must have three things for combustion to occur: a fuel, oxygen, and an ignition source. With the proper fuel/oxygen mixture, an adequate spark, and, in the proper sequence, gas will ignite. If we leave any of these out or they are out of sequence, we’ll have a failure. These are the mechanics of combustion.

If we think of goals in this way, what are the mechanics of a “winnable” goal? A winnable goal must include all of the following:

1. Something you are trying to do or achieve — This doesn’t need to be anything spectacular or grandiose, it’s just something you want to do or achieve.

2. Be specific and include an ending target — For example, a goal of improving your service agreement retention rate by 10 points would be incorrectly stated as “We’re going to improve our retention rate by 10 points,” and correctly stated as, “We will increase our service agreement retention rate to 90 percent.” This nuance may be subtle, yet it’s very important to crystallize the goal.

3. Keep track of your progress — If we simply say we’re going to improve our service agreement retention rate, we’ll have a tough time measuring our success and sharing progress. However, if we say, “We’re going to improve our service agreement retention rate from 80 percent to 90 percent,” we can easily measure progress and share results with our team using visual aids such as graphs or charts. Things that get measured get done; things that don’t get measured don’t get done. It’s that simple.

4. Set a specific completion date — Without a completion date, we’ve set more of a hope or dream than a goal.

5. Goals must be realistic and achievable — If we’ve been consistently running an 80 percent retention rate on our service agreements for the past five years, it may not be realistic to set 90 percent as a goal to achieve in six months; however, a completion date 12 months out may be appropriate. You have to believe in the goal.

6. Go all in — If you, as the leader, believe in and are 100 percent committed to the goal, but key members on the team aren’t committed or don’t agree, you’ll have a very low probability of success.

7. Document and share the goal with at least one other person. This is critical; however, it’s usually overlooked or intentionally ignored because we don’t realize its importance. Documenting and sharing our goal openly makes us accountable to ourselves and others for its success.

While there may be slight variations, these are the mechanics of a winnable goal: it is clear, easy to understand, has a starting point, an ending point, a completion date, is realistic and achievable, mutually agreed upon, committed to, has been shared with others, and is in writing. A well-written winnable goal begs you to take action, plan a strategy, engage your team, measure progress, share results, and celebrate its achievement.

In closing, I want to share a statement I learned about 15 years ago regarding goals. “Is what I’m doing right now moving me closer to or further away from my goals?”

What a simple yet great question to ask ourselves each day. If you have a goal, you can answer; if you don’t have a goal, you can’t. I still keep a printout of this quote on my office wall. Best of luck with taking the first step by creating your winnable goals.

Publication date: 5/16/2016

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A Service Management Manifesto

July 27th, 2015

Anyone can learn from their own mistakes, but a wise man learns from the mistakes of others...

See if this sounds familiar: You’ve continued to grow in your career and are inching closer to achieving your goal of becoming a service manager. Eventually, an opportunity becomes available, you’re selected for the position. Wow, finally realized the dream, and life is good. If you’ve been in the role for a few months or a few years, you’ve probably figured out there’s a lot more expected of this position than you realized. Now what?

BRIEF HISTORY

I started in the mid ‘80s as a service technician for the Trane commercial service franchise in Kansas City, Kansas, performing factory start-up and warranty work as well as traditional service work in the mid-to-heavy commercial and industrial market. After several years, I wanted something different from my career and pursued the sales avenue before moving into increasingly responsible positions of management. Over the past 20-plus years, I worked my way up, holding sales rep, field supervisor, operations manager, sales manager, and general manager positions. Most recently, I’ve worked as regional vice president of service operations position for one of the largest non-union mechanical contractors in the country, and now I provide HVAC coaching and consulting services for Business Development Resources Inc. Along the way, I’ve learned the service business from the ground up; discovered things that work and don’t work; been around successful and unsuccessful people; and watched companies grow, collapse, or just indefinitely struggle to maintain.

Depending on the size and breadth of your company’s offerings, the service manager can be responsible for a seemingly endless number of things. Some obvious areas:

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Service Dispatch University Featured Article

June 10th, 2015

Dispatching for Customer Service and Growth

BY KEVIN REEVES
president, Parker’s Heating & Air Conditioning

Here in Georgia we’re not too far from where Spanish conquistadors once spent decades looking forthe Fountain of Youth. As we know, they never found it. Their quest was as achievable, some might say, as a contracting firm doing an end-run around the down economy.

Well, not so fast. We’re a 36-person HVAC firm with 12 service techs located in southern Georgia, where the economy’s been hit hard and where there’s plenty of competition for business. Yet, through these past couple of years, we’ve endured and even grown. I attribute our ability to gain new ground in the toughest of times to an incredibly motivated, customer-oriented workforce and smart business management.

One of the key facets of our success has been the recognition that we need to stay apprised of new technology and the latest techniques in running the business. To learn and experience the best of it, I attend training when my employees do.

A recent experience helped us sharpen our ability to meet and exceed customer needs. Last November, our service dispatcher Brent Davis and I attended Business Development Resources’ (BDR’s) “Service Dispatch University” in St. Louis, Mo., offered for the first time outside their Seattle headquarters.

We both came away from the two-and-a-half day training experience newly committed to making changes and adjustments that would improve our ability to get to jobsite locations faster and more efficiently. We now manage dispatching with fewer hassles and miles traveled and with an approach that’s more sensible for each of our 11 service technicians.

Because of our rural location, our service area is within a 65-mile radius of our location in Americus, Ga. We’re learning new approaches to zoning our territory of operations; the training has helped immensely.

The key objective of BDR’s interactive, hands-on, service dispatching workshop is to develop and refine scheduling techniques that improve labor management and customer service and drive revenue. Instructor Jennifer Shooshanian, who really knows her stuff, said that “the key idea here is to keep techs on the job, to maximize their effectiveness and billable hours and to minimize travel time, disruption and inconvenience.”

Our class consisted of about 50 attendees, mostly service dispatchers from across the country. It was a very diverse group. I believe that each person left with a much better ability to apply reporting tools and techniques that track and improve a service department’s daily performance.

“The 10-minute rule” = $66,000/tech

We learned to reduce time spent on service calls. I was amazed to see that, with a savings of as little s 10 minutes per technician, per call, we could save an extra $66,000 in annual revenue per technician. Brent and I developed better, more natural telephone scripts that now provide consistently higher levels of customer satisfaction.

One of the advantages of the workshop setting is that students are frequently interactively involved. This isn’t a topic where book learning is very useful. Instead, we participated in frequent role-playing or mapping exercises in which we had to move technicians across our own work territories, looking at the influence of time, a tech’s location and then, unexpectedly, at a customer who places new demands on us or at a higher-priority call that’s just come in.

Participants in the training session learned to be resourceful, flexible and creative when scheduling. Trainer/coach Angela Coombs said that’s hard to do when dispatching isn’t given great importance as part of a company’s operations. Coombs and Shooshanian helped to guide us into an efficiency groove that looked at the dispatcher’s role from every conceivable angle. That wasn’t easy, because of all the variables we deal with on a daily basis, including jobsite delays, geography, the needs of priority customers, owner requests and technicians calling off.

Conflict resolution

During a breakout session, class participants were engaged in “difficult customer” role playing. We had some interesting challenges! No doubt, some of the actors drew from experience on both sides of the fence; exasperated, but steady service dispatchers and unreasonable, hot-tempered customers. Of course, some interactions were easier that others, but the most memorable “skits” were the ones where “customers” put the squeeze on dispatchers.

Then we dissected each call. BDR pros helped us understand options, suggesting ways to calm and neutralize upset customers.

When I saw “conflict resolution” on the program syllabus, this is what I expected. But the BDR course ventured into territory I wasn’t anticipating; solving conflicts in the workplace, among colleagues. We learned that these types of challenges can be more difficult than dealing with unruly customers. Unresolved conflict among company employees causes pain to employees and customers alike, becoming a constant source of tension. We learned to take steps to prevent or resolve conflicts by recognizing them early.

Class attendees also learned the value of scripting, a practice that can be especially helpful to new dispatchers, assuring consistent and accurate communications. “The key is to practice customer scripts until they roll naturally and spontaneously,” assured Angie Swartz, BDR training and event coordinator.

Zone mapping

One of the most useful segments of the course dealt with zone mapping. All participants were asked to bring maps of their own territory so that BDR’s instruction wasn’t just theoretical: We were soon hard at work on real service territories, making recommendations that would positively impact company operations.

One of the course attendees was 11-year service dispatch veteran Erica Vrentas, assistant service manager with R. Brooks Mechanical, a 17-person contracting firm based in Rising Sun, Md. She and Hank Duus, estimator, were hard at work on a review of their service map, while improving the level of definition for their three service technicians.

I checked with Erica recently to ask whether the SDU training helped. She said that they have implemented some very helpful changes to their service zones based on the training they received. Erica added that — with new insights into improving service zones, based on geography, population, demographics, road quality and conditions and the locations where the service technicians live — they’ve achieved substantial improvements in efficiency and profitability.

“We’re doing a better job of connecting service techs with jobs that tap their core skills, and we’re also doing better at keeping them in tighter areas geographically. It’s improved our profitability,” she said. Erica was especially inspired by suggestions about how company managers and dispatchers can help technicians improve their time management, looking closely at travel, billable hours, maintenance and call-backs. Not only that, Erica also contributed the idea that the contracting firm call in truck stock on the day of a service call so that truck inventory is replaced immediately.

Liz Walker is a dispatcher for Custom Air Inc. in Sarasota, Fla., a 50-employee firm with 11 service technicians. She said that they developed a structured rotation for all service technicians, who now drop off paperwork and pick up parts they’d soon need on the jobs. Previously, a parts runner did many of these things.

Also, Custom Air now rewards service technicians for equipment replacement referrals. Apparently, it’s one of the most successful changes they’ve made, tied to BDR recommendations. Custom Air managers are working routinely with BDR to tighten and improve company operations. Another happy attendee is Don Mumma Jr., general manager of service for Lititz, Pa.-based Haller Enterprises Inc., a full service mechanical contracting firm with close to 300 employees, currently deploying a field service staff of 37.

“I was especially impressed with recommendations for improving our zoning and dispatching,” said Mumma. “We’re working on it now, with the goal of shaving 10 minutes per call per technician. Multiply that by 37, and you can see why we’re so eager to see it happen. We expect to have five branch locations by later this year and, with a large, highly populated territory and rising fuel costs, we’ve made it a top priority.”

Mumma was also affected by the energy of the training and the level of interaction among attendees.“There’s no question: BDR has helped our firm grow, and we’re committed to keeping pace with the training.”

Kevin Reeves is president of Americus, Ga.-based Parker’s Heating & Air Conditioning

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Business Coaches Provide Playbook for Success

November 1st, 2010

Does your team take the field without a game plan? Do they know the company’s goals and aspirations? A business coach can help you become better organized, and develop a winning company culture.

Just as a good hitting or pitching coach can help a baseball player succeed, a good business coach can help a company succeed. At Mason Mechanical, we're living proof of this. This year, even with the slow economy, we saw our highest profits ever. We had to work hard to succeed, but the key advantage is that we also worked a lot smarter — thanks to the valuable help from a business profit coach.

My wife, Deanna, and I run Mason Mechanical, a 29-person, full-service mechanical contracting firm in Mesa, AZ. Rather than outsourcing or hiring for management responsibilities, Deanna and I like to be deeply involved with all of the day-to-day decisions.

What kept — and is still keeping — our firm from being a casualty of the times was the realization that we needed to make some serious changes. Through training sessions we had attended, we knew that the financial organization of our firm was a real mess. In addition, we wanted to be able to rely entirely on referrals to drive new business.

In 2006, we started working with a training and coaching firm. From the moment we first applied this company's insights and recommendations into the management of our business, our profitability has grown. If your company needs help, or if it just feels like your company isn't running as well as you would like, our advice is to turn to a business coach, and the sooner the better.

New Approach to Service Work
Our company needed to be reorganized. We broke down the financials by department, no longer looking at one big, vague bottom line like we had in the past. We examined each department individually to see where we were making money, and where we were losing it.

For us, our service department was a key concern. In the Southwest, service work is very seasonal, for obvious reasons. For the better part of the summer it's not unusual to go for weeks with daytime temps of 110F. Another aspect that makes service less profitable is that good technicians don't come cheap. But if you don't have good technicians, your service department is doomed to fail.

Our profit coach took a look at our list of service accounts, and recommended how much time we should be spending on each one. He also set guidelines for how much money each individual account should be making. It came as no surprise to learn that we had several accounts that weren't making the company any money at all.

We also learned to analyze our finances every month, for a clear picture of what changes needed to be made. It's a big improvement over wondering where the money went at the end of the fiscal year.

Having an organized business also makes for better, more productive employees. A company's employees — just like everyone else in this fast-paced world — have a lot going on at home. If you can provide them with an organized, well-structured work environment, one that lets them regain their focus, you're going to get better work out of them.

Small Things Make the Difference
In today's trying business environment, the most important asset that a dealer can have is a consistent, high-quality lead generation process.

Our profit coach taught us much about lead generation, product and company branding, social networking, spiff programs, and quality control. A seminar sponsored by our coach’s company covered all the facets that will help us reach a key goal: to become a 100% referral-driven company.

We learned that lots of little things make the biggest difference — things that you think you should know, or should have thought of on your own. For instance, all of our technicians now wear disposable booties when they enter a home, and everyone has matching uniforms. If our technicians are going to be touching finished walls when installing a thermostat, they wear latex gloves. We want every client to refer us to their friends as the most professional, friendly contractor they've ever dealt with.

We now mail newsletters twice a year. Our mailing list receives updates about the firm, and specials that we're running at the time. It keeps Mason Mechanical fresh in their minds, and is relatively inexpensive.

Our profit coach helped us see the importance of developing a genuine company culture that plays a key role in identifying who we are during and after company hours. Our service department's revenue is up 50% since last year, due to the changes that our coach suggested and we implemented.

My wife and I first heard about our profit coach in 2001, but we didn't start working with them until 2006. My only regret is not beginning our involvement with them when we first had the opportunity. In a nutshell, they've converted us from air conditioning mechanics into true entrepreneurs. We're glad to be among the small percentage of contractors in the country who have taken advantage of the help available to us from a business coach. Don't wait, as we did. The sooner you start, the sooner you'll see positive changes at your company and on your balance sheets.

Since 2006, Mason Mechanical managers have worked with Seattle-based Business Development Resources, Inc. (BDR), a training and coaching firm exclusively focused on the plumbing and HVACR industry. BDR's Profit Coach program offers guidance specifically focused on contracting firms. For more information, call 206/870-1880, or visit bdrco.com.

Steve Mason is president of Mason Mechanical, Mesa, AZ. He can be reached at 480/835-9928 or by e-mail at catchair@masonmechanical.com.

Coaching End Game

A successful approach to business coaching consists of a simple game plan, although the steps in following through will always require some sweat.

BDR, the group enlisted by Mason Mechanical, emphasizes four primary goals with plumbing and HVACR business customers:

  1. Drive profit and growth.
  2. Create a self-sustaining, recurring revenue, referral-driven business model.
  3. Strengthen ownership and management business and leadership skills.
  4. Implement changes that drive a customer-first culture, with a profit-center focus.

— Source: BDR

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Contractors learn, recharge at Commercial Maintenance workshop

August 1st, 2010

Commercial Maintenance Sales featured in the August 2010 edition of the PHC News

I’ve flown to Seattle twice every year for the past 10, and each time, return home reinvigorated, newly inspired, and having learned something new and valuable for the business each time,” said Mark Stout, president of Stout Heating and Air, an 18-person, full-service mechanical contracting based in Salisbury, NC.

Stout and his son, Ryan, were among the 52 contractors from all corners of the nation that came to the mid-March Commercial Maintenance Sales (CMS) workshop conducted by Seattle-based Business Development Resources (BDR).

A training and coaching firm focused exclusively on the HVAC/R industry, BDR unveiled the new two-and-a-half day class as part of their comprehensive Profit Coach program.

“BDR training’s as thorough and complete as it gets, with all facets of the training focused on improving company success and profitability,” said Stout.

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