“Bringing people into the trades, in this industry as a whole, is the biggest challenge we face right now. And it’s an awesome industry that people don’t have a good line of sight into to get in here, so we need people that will do just about anything and everything to support this industry.”
— Carl Pinto
Do you want to stand out in your HVAC business?
Leveraging your partnerships and using your network can enhance your employee’s skills and help you build a better team. Surrounding your business with as many high-quality partnerships as you can make ALL the difference.
Now, are you wondering how to do so? Tune in to find out from the two experts we have for today’s episode…
The key to business growth lies in understanding the skills and strategies necessary for successful expansion. Many business leaders are at a loss when it comes to business growth. They know they need to grow their businesses, but they don’t know how to accomplish it. As an example, many service businesses place a high priority on customer service.
The expansion of their business, however, requires additional skills in marketing and sales. Similarly, HVAC businesses may need to add installation and repair services to attract new customers.
Our guests today, Carl Pinto and Larry Shoemaker, are from Bradford White Corporation, an American company that produces water heating products. They have been in business for many years and have been very successful. Want to know how?
Well, there are 3 key strategies that the Bradford White Corp. uses:
1) Personalization: Consumers expect companies to personalize their experience from start to finish. This means tailoring content, offers, and product recommendations to fit the individual buyer’s needs and preferences.
2) Influencer Marketing: This type of marketing relies on endorsements from Influencers – people who have large social media followings or otherwise hold sway over potential buyers.
3) Account-Based Marketing: Also known as key account marketing, this strategy focuses on targeting specific high-value accounts instead of trying to attract a larger volume of lower-value leads.
By understanding these skills and strategies necessary for business growth, you can develop a plan that will help your business succeed.
Want to know strategies on how to get success in your business at Bradford White Corporation?
Tune in as this is an episode of Service Business Mastery you don’t want to miss!
Join us as we talk with Larry and Carl about how to leverage your partnerships with distributors, manufacturers, and even local tech schools to grow and train your staff so you can build a business that doesn’t rely on experienced technicians.
This episode gives YOU insights on:
- How to enable your technicians to build confidence in selling.
- How to create mutually beneficial relationships with your suppliers and manufacturers
- Skills and characteristics to look for when hiring new technicians.
- Partnering with local tech schools to hire and train interns, apprentices, and techs.
- Why it’s so powerful to invest in accessible educational training for your staff.
- How to avoid being constantly sold to by your manufacturing reps and suppliers.
So, if you’re looking for strategies and tools to help you grow your business quickly and efficiently, this episode of Service Business Mastery is for you!
Larry shares tips on- How to Create a Product/Service Guarantee BETTER Than a Warranty
[18:58-19:40] Larry: “We’re selling the confidence in that product and us, the combination of both…”
Confidence is The Key to Selling
[20:37-21:22] “On the sales side, your sales team, do you find when you partner and when your team has a lot of confidence in a product, they’ve been trained well, that it’s easier for them to make that sale vs. them trying to convince the homeowner?” asks Josh.
“Definitely… The more they’re familiar with it, the more confidence they have in it. If they’re confident in that sale, it makes everything so much easier,” says Larry
Partnering With Your Local Tech Schools to Hire Interns, Apprentices, and Technicians
[28:41-29:41] “Through the PHCC, I kind of made a relationship with a teacher at one of the local schools. Just got to know him, they brought me in on the occupational board…” says Larry
Hiring and Training Technicians to be Confident Salespeople
[20:37-34:10] Josh asks, “On the sales side, your sales team, do you find when you partner and when your team has a lot of confidence in a product, they’ve been trained well, that it’s easier for them to make that sale vs. them trying to convince the homeowner?”
“Definitely…” says Larry
Larry Shoemaker & Carl Pinto recently joined Service Business Mastery Podcast and here are some highlights of the podcast:
- The show talks about investing in accessible educational training for your staff
- Bradford White training programs
- Expert hiring/training tips
- Partnering with local tech schools to hire and train interns, apprentices, and techs.
- Skills and characteristics to look for when hiring new technicians.
- How to create mutually beneficial relationships with your suppliers and manufacturers
- How to avoid being constantly sold to by your manufacturing reps and suppliers.
Key Resources Helpful for You From This Show:
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- This episode is kindly sponsored by the following:
- UpFrog https://www.upfrog.io
- Profit Rocket.
- This episode is kindly sponsored by the following:
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- CompanyCam (visit www.companycam.com/SBM for a 14-day trial and 50% off your first two months).
- Bradford White’s For the Pro Training Academy
- Check out Bradford White: https://www.bradfordwhite.com
- Facebook: https://www.facebook.com/bradfordwhitewaterheaters
- Instagram: https://www.instagram.com/bradfordwhitewaterheaters
- Twitter: https://twitter.com/bw_waterheaters
- YouTube: https://www.youtube.com/channel/UCi-oYLoNWypYViDdntdy9MQ
- Check out Deluxe Plumbing & Heating: https://www.deluxeplumbing.com
- Email Larry: larry@deluxeplumbing.com
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- Join the Service Business Mastery Facebook group.
- Email us at Podcasts@ServiceBusinessMastery.com
- Learn all about the Hosts of Service Business Mastery!
About Guests:
Carl Pinto, the Senior Director of Marketing Communications for Bradford White Corporation, and Larry Shoemaker, Owner of Deluxe Plumbing & Heating.
Carl A. Pinto, Jr. is the Senior Director of Marketing Communications for Bradford White Corporation. Carl’s responsibilities include the oversight of Bradford White’s corporate and subsidiary marketing, public relations, and internal communications. He also represents Bradford White as a liaison to various industry organizations, where he helps to support initiatives focused on driving Plumbing & HVAC industry awareness and workforce development. Carl began his career with Bradford White in 2012, after having served for nearly three decades in a variety of marketing, public relations, and process improvement roles with several Fortune 100 companies such as Prudential Financial, General Electric, AIG, and UnitedHealth Group. He is a certified Six Sigma Green Belt and holds a variety of communication and leadership certifications. Carl is a graduate of the Lock Haven University of Pennsylvania.
Connect with Carl on LinkedIn: https://www.linkedin.com/in/carl-p-472990b6
Email him about training: training@bradfordwhite.com
Larry Shoemaker is the Owner of Deluxe Plumbing & Heating in Bethlehem, PA, and has been in the plumbing field for 23 years. He holds a Master Plumbers license and teaches for the Allentown Master Plumbers Association.
Connect with Larry on Linkedin
Email Larry: larry@deluxeplumbing.com
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