Driver’s Seat

Raise your hand if you heard of this song before Boogie Nights

Another one hit wonder – Sniff’n The Tears – from 1978, another staple from the WAMU-AM audio vaults!

And speaking of being in the driver’s seat…

Last post we introduced a slick little matrix to help you demonstrate the value of an upgraded heating system.

It starts with the Heat/No Heat line:

Below the Heat/No Heat line?  That’s your basic dead boiler.  To get above the Heat/No Heat line just get stuff running again.

But it’s not much of a threshold for success.  It’s a D-minus; you pass, but that’s about it.

If you want to stand out, we need another line – the C&E/No C&E line.  C&E stands for “Comfort and Efficiency.” The matrix now looks like this:

The goal is to be above the Heat/No Heat line and to the left of the C&E/NoC&E line.  Repairing an existing boiler will get you above the first line, but you may not have a clue about the second line unless you ask some questions.

What are their expectations?  How was the system running before it died?  Were all rooms comfortable?  Some too warm, some too cold? Were fuel bills manageable?

Now break out the chart with the Heat/No Heat line bisected by the C&E/No C&E line.

“Right now, Mr. & Mrs. Johnson, you’re down here. With the following fixes, I can get you above the Heat/No Heat line.  By properly sizing the boiler, some simple repiping and proper circulator sizing, I can get you here.”  (Point to the small smiley guy)

“If you’re interested in higher efficiency, I can provide you with a PC-700 outdoor reset control for the boiler, along with a Delta-T Variable Speed Circulator to make the boiler work as efficiently as possible and enhance comfort, and that’ll get you here on the chart.” (Point to the medium smiley guy)

“I can get you up here in terms of comfort and efficiency by upgrading to a high-efficiency condensing boiler with a variable speed circulator, and an indirect hot water tank to take care of all your hot water needs.” (Point to the big smiley guy)

“We can provide you with as much, or as little, comfort and efficiency as you’d like.  Just let me know where you’d like to be…”

First, this process shows the customer you’re a bit different from the other guys who walked through the door. You are, in fact, thinking about their best interests by offering options.  It also shows the customer that replacing a dead or dying boiler is a bit more involved than just ripping the old one out and putting a new one in.

Now you have them thinking. A sensible, logical approach with options allows them to choose what best fits their wants, needs and budget.  And folks will generally buy better stuff provided you can show the difference between the options, and how the better options will benefit them through increased comfort, efficiency and long term performance.

The Heat/No Heat line is a great visual to help demonstrate the value of enhancements, and that’s important, ’cause every picture tells a story…

Rock on, Rod!

Leave a Reply

You must be logged in to post a comment.