1. XYZ Air Conditioning - Best Practice – Builder Upgrade Program

2. Insights Into a Builder Upgrade Program Why Consider Doing It? Pulling Together a Program The Sales Process Compensation plan to achieve results Training to interface with builders Training to interface with homeowners Other Center Issues Field communication and training Administration (billing, customer records, etc)

3. Other Challenges State of Mind Customer Logistics E-mail Show Room (if applicable) Fax Phone

4. Hurdles of Implementation Talk to All Existing Builders About the Program Review the Program With All New Builders Explain this is how we do business Possibly offer two prices w/lower base price if they let you sell upgrades Treat Every New Sold Home Like It’s a Lead Spec. homes usually don’t work

5. Review Benefits With Builder Keep the Process Simple for the Builder Do not offer options that effect other subs Explain that upgrades will not effect their production schedule Explain Benefits to the Builder Show builder the profit on every house Show builder the profit for the development after every 10 homes to re- confirm The Builder Upgrade Program

6. Review Benefits With Builder (continued) Include all Upgrades You Offer With the Proposal on a Separate Sheet Explain to the builder that they are for his reference only Explain to the builder that you will contact the homeowner directly and give them their sheet & will review their options

7. Review Benefits With Builder (continued) Explain Extended Warranty with Upgraded Equipment Package Provides builder and homeowner with piece of mind Assures builder that you will take care of his customer’s future needs Explain Warranty Process Homeowner no longer needs to go through builder HVAC company will have explained warranty to homeowner Homeowner now goes through HVAC company directly for warranty calls

8. Review How Customer Is Approached With the Builder Explain Customer Communication Process Setting appointment Selling upgrades Making the builder look good

9. Dealing With the Homeowner Take It Upon Yourself to Contact Homeowner Directly Do Not Rely on Builder to Sell Your Upgrades Sending Out Package With Options Contacting Homeowner to Set Appointment Meeting With Homeowner Preface Explaining benefits of the options Ask questions,explain the base system and then go through all the options

10. Handouts Example Letter to Builder Example Letter to Homeowner Example of Builder Job Sheet Example of Homeowner System Design Sheet Sample Equipment Upgrade Collateral Brand Family of Furnaces Why should I upgrade the heating and air conditioning equipment in my new home Sample Script for Homeowner