EVENT SPONSORS
January 20 & 21, 2010
Miami, Florida
ACCA CORPORATE PARTNERS
Estes Heating & Air Conditioning
Atlanta, Georgia
Total Revenues Up 18% - in 2009!
Technician Sales Up 68% - in 2009!
Maintenance Revenue Up 15% - in 2009!
Presenters:
Tommy Estes, President
John Waldorf, General Manager
This 60-year-old company doesn’t have the word “recession” in its vocabulary.
“What downturn?” says general manager John Waldorf. “Seriously, quit talking about it. If you are the leader and you believe there is a downturn, that is what you will promote to your people and that is exactly what you are going to receive. Customers have money and they are willing to invest it as long as there is an ROI. There is nothing or nobody who can deliver a better ROI right now than a quality HVAC contractor who knows and understands home performance contracting.”
And besides this powerful attitude, Waldorf has some powerful numbers to share with Sales & Marketing Forum attendees as well.
Compared to 2008, Estes Heating and Air Conditioning has seen a 68 percent increase in technician-generated revenue. The company has also added 1,100 additional maintenance agreements to its roster and increased its overall maintenance revenue by 15 percent versus 2008.
Waldorf attributes these impressive numbers to culture change at the company that prioritizes having the right people in the right positions.
Estes sets its annual goals by first establishing its goals for ESA growth (a concept he will explain to forum participants). These goals drive every aspect of business, including the proper handling of service tech leads and home performance contracting.
In addition to honing successful sales and marketing techniques, Estes instituted a new game plan for its commercial department a little more than two years ago—resulting in a 11 percent increase in that side of the business over 2008 numbers.
Estes serves the 60 mile radius around Atlanta, GA, and employs 85 employees. In 2009, the contracting company saw a companywide increase in revenue of 18 percent over 2008. No wonder it doesn’t believe there’s a recession going on.
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