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Cropp Metcalfe

Fairfax, VA
Doubled in 7 Years
Over 20,000 Service Agreements
Expanded into New Service Offerings

Solution Based Selling

Presenters:
Tim Cropp, Vice President
Andrew Oser, Sales Manager

From its humble beginnings in 1979, Cropp Metcalfe has grown into a regional powerhouse, well-known in the Washington, DC metropolitan area. But Cropp Metcalfe’s name is known far beyond its market area.

Through the tireless efforts of company founder Mitchell Cropp to give back to the contracting industry in leadership roles, and the company’s collection of numerous awards over the last three decades, Cropp Metcalfe is recognized by contractors nationwide as an example of HVAC innovation and success.

But this company doesn’t rest on its laurels. In the last seven years alone Cropp Metcalfe has doubled in size, through both organic growth and shrewd expansion. The secret to their success? It may sound corny, but according to Tim Cropp, company vice president, the secret is “love.”

“We love our existing customers, and our achievements can be attributed to the fact that all of our co-workers share this passion,” Cropp says. “Before spending marketing dollars on attracting new customers, contractors should make sure they are taking care of the customers they have.”

Cropp Metcalfe’s belief in creating “Customers for Life” is not just a corporate slogan. This philosophy has led them to lock in more than 20,000 service agreements, and drives them to find new services they can offer to their existing customer base. They’ve expanded not only into plumbing service, but also home security and home theater installation.

Cropp says that the current economic condition has actually helped reinforce their commitment to their customers, which leads to further sales. “The economy has helped us focus on making the most of every opportunity and every customer interaction,” Cropp says. At the Marketing & Sales Forum, they’ll explain how other contractors can put these techniques to work.