It bewilders me when I hear comments from certain people in our industry who say, “contractors can’t afford to operate showrooms.” Hogwash. I have always considered my showroom facility a tool that is necessary to get the job done profitably and professionally. When this tool is utilized properly, it is well worth the effort and investment, and enhances the professional image we all strive to convey.
I’ve had a showroom ever since 1962, when I was a young plumber doing new construction work. Specified materials tended not to be the best back then, so my showroom was used primarily to upgrade plumbing and heating in the new homes and other buildings for which we contracted. Our builders were open to the idea as long as they didn’t have to get involved. Homeowners were invited to the showroom to view what was specified for their new homes, and what they could get for a few dollars more. The additional profit that showroom generated was a nice plus for a young plumber doing battle in the highly competitive new housing market.

You may have heard the saying “People buy from people they like.” It’s true, it’s so much easier to sell when you have a positive sales relationship with your clients. This benefits are two-fold as well – the relationships you create make selling easier and more natural, but can also increase your sales by increasing your referrals.

How do you build sales relationships?

Start with a targeted list of prospects. Take the time to qualify them as good prospects for your company. Knowing your target will help you identify your client’s needs and ensure you’re the best fit for taking care of those needs as well.

 Dana Hannon
Service Consultant
We can all agree that we are living in a challenging economy.  I cannot count the number of times I have been told by various and sundry supervisors and managers, “You have to do ‘more’ with less…” 
So, being the “glass is half full” person who I am, I have continued to push forward by doing MORE with less.  I have discovered over the course of my business experience that when times are tough or circumstances are spinning out of my control (i.e. a stagnant or down-turned economy) that …

Tamiko Slocumb
ShuBee Service Consultant
In this article I would like to explain the difference between the Red  Carpet Treatment, Blue Floor Mask and Hard Surface Floor liner. I hope this will clear up any confusion over what each film is designed to protect.
First, I would like to cover the Red Carpet Treatment. This is a plastic film with an adhesive backing. This product is to be used on carpets only.
The Red Carpet Treatment is designed to protect your clients’ carpet from mud and debris coming from equipment or from technicians going …

We have all been there! You roll out of bed and get dressed for work and leave the house with a feeling that something doesn’t feel quite right. You aren’t your self. Your mood is “blah,” and you blame it on not having a good hair day or your favorite shirt being in the laundry. Bottom line – you aren’t in a good mood!

In times of economic molasses, it’s important for businesses to shift sales gears from customer acquisition to customer retention. Most companies know approximately how much it costs in advertising and marketing to attract each new customer. Currently, the average cost per new plumbing/HVAC customer is around $230. By refocusing your selling strategy on repeat business rather than new business you can quickly cut acquisition costs and increase revenue. Use these tips to get the most from the customers you’ve already paid for, and hopefully lower the costs associated with bringing …

This week’s tip comes straight from ShuBee owner and former owner of several highly profitable plumbing/HVAC companies Steve Stone. He pointed out that in today’s lackluster economy it’s more important than ever to make the most of all business opportunities. If you’re not able to effectively capture and covert all the calls coming in to your office, that breeze you feel is the wind sucking money out of your bank account.
Certainly it’s every business owner’s dream to answer the phone to a customer who needs a contractor for a million …

Paige Lovvorn
Distribution Sales Manager
If you make each encounter with your customer an opportunity to build a lasting relationship and make it obvious that you care about your business, you will have success! Not all selling opportunities come when you’re face to face with a client or prospect, which makes it important to take a straight-forward, no-nonsense approach to marketing and selling yourself. To maximize the impact of your limited time with customers, it is important to know how to sell effectively. Some of these tips may seem common knowledge to …

ShuBee is an industry leader and innovator dedicated to growing the Plumbing and HVAC industries to new heights by offering products, services and free consulting that’s proven to help the independent contractor, franchise owner and business leader to close more deals, brand their business better, increase customer confidence and ultimately grow their business. ShuBee knows what works because we’ve built our own successful Plumbing/HVAC companies using the same products, services, tips and techniques as we offer today.
Browse our full archive of Business Tips online at www.shubee.com/buzz and start increasing …

Doom and Gloom attitudes don’t make sales. It’s more important now to focus on the tips and techniques that will ensure business survival as ever!

Avoid “The Grimy Handshake” – Always make sure to offer a solid handshake when approaching your customer, but avoid doing it with dirty hands. ShuBee offers a full line of disposable and specialty gloves to keep hands clean while working. Keep a tub of ShuBee Quickies™ in your truck to keep hands and work surfaces scrubbed.

Clean Outsells Dirty – A clean technician will …