Workshops

The “HVAC Business Doctors”®
Day Long Workshops:

1. Financial Management I, this course coves reading and understanding the firm’s Income Statement including the importance of becoming Departmentalizing Sales & COGS, the calculation of Direct Labor Costs (per day, per hour) and Vehicle Costs, Pricing all Installations knowing your true Net Percentage and amount of Net Profit Dollars for each Job. I also explain how to measure the Break-even Point measured in Gross Profit Dollars, as well as the calculation and allocation Overhead Expenses to the firm’s capacity to achieve desired Net Profits. This is an actual working Financial Management and Net Profit Pricing System and includes Pricing & Supporting Spreads Sheet Software! The audience includes owners, managers, bookkeepers, and possibly support staff. This workshop requires one seven-hour session. I feel that the methods I instruct are so valuable that this workshop should be offered at any time. Suggested dates: Any time possible! (Signature Course)

2. Financial Management II, this workshop covers Weekly / Monthly Cash Flow Management, Cash Disbursements, Working Capital. I introduce Credit and Collections Policies & Procedures. We also complete review of the Balance Sheet (Financial Ratio’s) Software & Forms included. How Financially Sound is the contractor’s business? This is an actual working Financial Management Cash Flow System and includes supporting Documents and Spreads Sheet Software! The audience includes owners, managers, bookkeepers, and possibly other support staff. This workshop requires one seven-hour session. This work shop should be conducted during the first quarter: January 2nd through May 15th or August 15th through December 20th.

3. Financial Management III: This workshop explains how to create a Budget forecasting Sales, COGS and Overhead Expenses based on a Business Plan. I also explain how to create a comprehensive Business Plan detailing all of the necessary sections in great detail for internal planning and external consumption. Spread Sheet software is provide for a fill in the blank budget and word document software for a fill in the blank Business Plan! This workshop is really geared towards larger contractors with 10 or more employees. The audience includes owners and all key personnel/managers. This workshop requires one seven-hour session. Suggested dates: November 1st through March 15th.

4. Service Department Profitability, this workshop explains how to measure the performance of the contractors service departments measuring Labor and Material Costs. It also covers calculation of Direct Labor Costs and Vehicle Costs for pricing Demand Service Rates using either T&M Pricing or Flat Rate Service Pricing. Implementing and maintaining a successful Residential Flat Rate Pricing Program as well as a review of service tickets for both methods. The topic concludes with Pricing and Marketing Residential and Commercial Service Agreements including sample Service Agreement Forms. The audience includes owners, service managers, dispatchers, and even service techs. This workshop requires a seven hour session. I would recommend conducting this workshop at almost any time during the year because it contains techniques for increasing sales profits and customer base that could be utilized immediately. It is also designed to act as a motivator! Suggested dates: January 15th through May 15th and August 15th through December 20th.

5. Service Tech Marketing & Customer Relations Programs (for
Owners & Managers)
: this work shop covers service tech marketing and incentives to motivate the techs to help their customers with all air quality and comfort issues. This includes the sale of service agreements, IAQ accessories and equipment replacement leads for both residential and commercial customers. It also includes customer relations training for commercial and residential service techs, receptionists dispatchers, and even service managers. In order to make this type of program work it is important for the managers to administrate it properly and constantly provide reinforcement and training. This workshop is geared towards owners and service managers explaining how develop these programs and introduce them to the service techs. The audience includes owners, service managers, dispatchers, receptionists and service techs. This workshop requires a seven hour session. I would recommend conducting this workshop at almost any time during the year because it contains techniques for increasing sales and profits that could be utilized immediately. It is also designed to act as a motivator! Suggested dates: January 2nd through May 15th and August 15th through December 20th.

6. Service Tech Marketing & Customer Relations (for Techs): this work shop addresses service tech marketing and focuses on training for service techs in listening skills, observation skills and identifying customer problems as well as buying signals. This includes service agreements, IAQ accessories, and generating equipment leads. It also includes customer relations training for service techs and service support staff in such topics as “paper work”, billing, unreasonable requests, and dealing with angry / abusive customers, etc/ The audience is primarily service techs and support staff but this group should be accompanied by service managers or owners when possible. This workshop requires a four to six hours and can be conducted in the late afternoon or evening if desired. I would recommend conducting this workshop at almost any time during the year because it contains techniques for increasing sales and profits that could be utilized immediately. It is also designed to act as a motivator! Suggested dates: January 2nd through May 15th and August 15th through December 20th.

7. Installation Production Management: this workshop covers how to measure the performance of the firm’s Installation Department and how to successfully control both Labor and Material Costs including my custom Production Management Backlog Reporting System, Billing, Scheduling, Inventory Control and dozen of idea to control costs. This topic is beneficial to any contractor who attends but is directed to those contractors that are active in New Construction /major rehab projects. The audience includes owners, managers, bookkeepers, and possibly other support staff. This workshop requires one seen hour session. This work shop should be conducted during either January 2nd through May 15th or August 15th through December 20th.

8. Residential Marketing Plans and Strategies, this work shop covers all forms of advertising: direct mailings, newspaper, internet /SEO Web Ranking, media, direct contacts, and telemarketing lead generation. The workshop explains how to document a Marketing / Advertising Plan with creation of planning calendars, promotion calendars, and budgets. When the plan is documented it improves internal communications assuring that all employees are aware of the plan and the promotions and can relay this information to the firm’s customers! The audience includes owners, sales managers, sales staff, sales / marketing support staff. This workshop covers mega material and could require one long eight hour session. This type of planning should be done whenever possible and certainly by the start of the Spring Cooling Season or Fall Heating Season. Suggested dates: January 2nd through April 30th or August 15th through December 20th.

9. Small Dealers Growth & Transition Workshop, this workshop is a two day workshop that helps smaller contractors develop a mini business plan to move from being self employed to becoming a professional business person. This workshop literally covers the vast majority of issues that a dealer needs to address: Staffing, Accounting, Pricing, development of the Service Department, Service Agreements, Sales Management, and Marketing! This workshop is meant to be a tool for our TMs, a written plan that our TMs can assist our dealers in implementation. Suggested dates: August 15th through May 30th.

Company Name (required)

Contact Name (required)

Phone Number (required)

Email (required)

Please check off the items you wish to purchase, total and send a check to "Wayne Atkins" P.O.
Box 216, Bloomfield, CT 06002. Please make sure to include your E-Mail Address all forms will be
sent to you as files so that you may make any and all adjustments: you company name, logo,
contact information, etc . We are available to answer any questions you may have at no cost!

Total Cost (please add up your total order cost and enter total here)

Please make your check payable to "Wayne Atkins" P.O. Box 216, Bloomfield, CT 06002