1. Welcome to IAQ Series #2 The Details of Great IAQ Process

2. Your Hosts for Today’s Conference are: Gary Elekes in Nashville, Tennessee Gary Oetker in Plano, Texas

3. Conference Objectives:  Review how the elements of this IAQ training series tie together to form a Great IAQ process.  Review the steps to implementing an IAQ process for any contractor.

4.  Review how to use a S.W.O.T. analysis to evaluate your company’s current IAQ capability  Review the various IAQ sales strategies and how this affects the consequent sales process  Review how the IAQ marketing strategies support the sales strategies  Review how to set IAQ goals and how to put together a plan to achieve attain the goals  Review how to implement your IAQ plan Agenda for Conference

5. 1. Do Your Homework 2. Choose Your IAQ Offerings 3. Choose Your IAQ Sales Strategy & Sales Processes 4. Choose Your Marketing Strategy 5. Set IAQ Installation & Quality Standards 6. Set IAQ Goals & Write Plan 7. Implement IAQ Plan 8. Manage IAQ Day-To-Day What Makes a Great IAQ Process?

6.  Know the Basics  S.W.O.T. Analysis  Strengths  Weaknesses  Opportunities  Threats  Consider Capital Investment Requirements  Consider Competitive Forces  Consider Manpower Requirements 1. Do Your Homework

7.  Products  Air Cleaning  Ventilation  Humidity Control  Services  Precision Tune Up  Duct Cleaning  Duct Testing  Duct Repair and Renovation  Air Balancing  Determine Your Costs (material/equipment/labor) 2. Choose Your IAQ Offerings

8.  Existing Comfort Advisors  Bundled With Equipment Replacement  Separate IAQ Offer  Service & Maintenance Technicians  Accessory Sales  Dedicated IAQ Sales & Installation People  Consider Financial Statement Structure  Other Considerations  Pricing  Sales Agreement (compensation details) 3. Choose Your IAQ Sales Strategy

9.  IAQ In-Home Sales Process  Greeting  Customer Assessment  Technical Assessment  Sales Presentation  Close  IAQ Sales Collateral (Credibility Book, Price Sheets, etc)  IAQ Sales Support (Lead Tracking, Dispatching, Debrief,  Managing Open Leads, Reporting, Etc.)  Financing Options  Post Installation & Customer Referral 3. Establish Your IAQ Sales Process to Support Sales Strategy (cont).

10.  Marketing to Existing Customers (service strategy)  Technician Set Sales Leads  Direct Marketing to Customer Base  Acquiring New Customers (advertising strategy)  Conventional Advertising & Direct Marketing  Third Party Programs (Duct Upgrade Programs)  Special Offerings  Air Testing Devices 4. Choose Your Marketing Strategies

11.  IAQ Installation Standards  Add to Existing Installation Standards  Quality Standards  Solicit Customer Feedback  On Site Visits 5. Set IAQ Installation & Quality Standards

12.  Set IAQ Revenue Goals  Set IAQ Gross Margin Goals  Gross Margin Percentage  Gross Margin Dollars Per Man Day  Set IAQ Sales Lead Goals  Set IAQ Closure Rate Goals  Set Goals for Month & For Week  Know Daily Sales & Lead Goals  If You Achieve Daily Goals, You Achieve Weekly & Monthly Goals 6. Set IAQ Goals & Write Plan

13. Goals

14. Elements of a Written Plan Identify Goal or Objective Identify Action Steps Identify Who Is Responsible Identify Completion Date Identify Resources Needed

15. DiscussInvolve Personnel ConcludeGet Buy-In on Decisions CommitAll Hands in Team Goal CreateIdea to reality – stuff! ExecuteAccountability to do Work FeedbackMeasurements & Report Adapt PlanAdapt as Needed – Start from the top again 7. Implement IAQ Plan

16.  Monitor Key IAQ Measurements  Daily Revenue  Sales Leads  Average Sale  Closure Rate  Be Proactive in Adapting IAQ Marketing & Operating Plans to Attain Daily Goal  Take Advantage of Opportunities That May Come Up  Have Fun 8. Manage IAQ Daily Activities

17. Q uestions & A nswers