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Tales from the Sierra
"Give'm What They Want" by Alan Willi
When I was looking for my truck, I developed a list of options I wanted; 4 wheel drive, extended cab, V8, SLE package. When I took the list to the dealers (I did shop a little) they each asked if I wanted leather, four doors, Onstar, bigger engine, Z71 suspension, or the LXT package. Not one of them said I didn't need 4 wheel drive or the extended cab or anything else I asked for. They all asked if I wanted more. When I said the price was more than I expected, they said I could leave off some of the options if I chose.
Last week I was at a site with a contractor and the homeowner gave him a list of tasks for the job; move the water heater, remove the old furnace, install a new boiler, remove insulation from here and here, and install under floor radiant with controls, install a kick space heater in the kitchen, leave valves to install new baseboard zones later, etc.
When he totaled up the job the contractor said to me, "It seems like a lot, what do you think?" I suggested he reiterate the list of tasks back to the homeowner and point them out in his proposal and tell him that all this work will cost----. At this point do not say anything more! If the homeowner just makes a statement do not respond. If he asks if you can lower the price, ask what he would like to leave out.
I didn't hear the conversation but he came back and ordered the complete job.
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CUSTOMER TRAINING
This past September and October contractors invested several hours into technician education made available at Yaun Company's training room. If you couldn't attend, here's a brief list of what you missed:
A Peerless Pinnacle boiler was disassembled by Gary Stewart and he covered in detail the unique design as well as trouble-shooting.
A Grundfos pump seminar presented by Bryan Schaefer included how to size a system, pump basics, piping and pumping techniques and trouble-shooting.
A PowerPoint presentation on the Ruud 90+ gas and Ruud oil furnaces was given by Bill Smith, the Ruud tech trainer. Those who attended the gas course received a CD and manual and the oil course students received an oil service book. They also received NATE credits for investing their time in training.
A Miller/Nordyne Mobile Home service school covered proper installation, trouble-shooting, wiring schematics and service tips.
Now that we are into the busy heating season, schools will start again in the Spring. If there is a school that you would like to have us make available, please call Peggy at the Liberty office. In addition, we may be able to arrange for off-site training as long as we have substantial interest.
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