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Comment administrative services agreement

if I were to take your service agreement program and fix it what would that do to you do you ever feel like your service agreement program it's like having gum on your shoe but there's just something wrong with it just something dragging about it and if I were to fix it I wonder if you could think of two or three key points that would make it better for example to have a service agreement program we all know you have to run those maintenance calls tune-up calls are those service agreement visits right but I'm going to show you that that's not necessarily the worst problem let me show you something you know our industry says that your company is only worth the amount of service agreements the amount of customers you have under contract is that true I don't really think so with service agreements we're trying to buy something aren't we loyalty loyalty is a good thing but I want to talk about the five hidden costs that are hidden out into open in your service agreement programs let's talk about number one the number one cost not necessarily an order is simply an incentive right you give an incentive to your service technician right or perhaps a dis of dispatcher but somebody gets paid money to actually present and sign people up just sell the service agreement all right well then here's another cost secondly number two is the discount okay so we have a discount program anywhere from 10 percent to possibly 20 percent Wow I mean you think about it the typical service company in the United States has a net profit of two percent to seven percent and we're willing to take fifteen percent off the top well you say that's only for our service agreement programs and we build the money in really is that a great idea tomorrow I'm going to talk about wholesale versus retail and how the big retailers actually make money with their customers and are we doing it are we doing it the way they should or can we fix repair replace or you can have a better way to do service agreements okay either way that's a huge that's a huge amount and you're giving that money back aren't you all right and by the way at the end of the year do you have an extra ten ten to twenty percent on top of the custom that are non service agreement customers I mean really there's your balance line show oh my gosh look how much profit we have over here or is it like gum on the shoe something about it's just not quite right so so what's another what's another cost okay of running a service agreement program well let's see it might be a free or reduced service dispatch fee okay so you got a service and dispatch fee and you're just giving it away now a typical service of dispatch for you Danvers from $49 to 129 dollars that's a large amount of money that you put on top of it as a matter of fact in the in the late 80s Early 90s etc etc mid 90s a lot of us moved to flat rate pricing and we thought flat rate pricing was making us a lot of money well you want to know the truth of what really made you money in flat rate most of us added a service and dispatch fee the moment we went to a flat rate pricing system I added $49 that's $50 $49 right on top of my service call right on top of it back in 1995 do you think that made a difference and now some people are telling you you could just give that away don't kid yourself that is a huge and enormous cost all right what's another cost priority service priority service you say that's that's not a cost oh yes it is I'm not saying it's not a good thing to give to your members I'm saying it's a huge cost because do you advertise in neighborhoods that you want to do business maybe with AB ad campaigns marketing campaigns maybe radio TV but what about billboards yard signs things like that on door hangers in neighborhoods that you want their business and then on the day they call the phone rings they actually call this is your only chance to get them probably for all the money that you spent but you're too busy because you're out doing priority service and even some guaranteed same-day service for your service agreement customers that's a huge cost and you have to track it you have to account it for it but I'll show you how to get the big fish and still take care of your current obligations because I believe in honesty and integrity but I'm going to show you a better way okay and by the way Thursday at 3 o'clock I want you to attend my webinar click on that register button because I'm going to show you a better way now there is another cost and this is the one that probably is hidden because we don't think about it and this is an enormous cost and that is time how much time do you allow your service technician to offer sales sign up customers on your service agreement club member maintenance program how much time I've heard anywhere from five minutes to eternity eternity being as long as it takes how much value are we putting on these service agreement programs and what are we getting back for that value you now you wonder why oh it's just like gum on the shoe just something about my service agreement program that just doesn't seem right sometimes it seems like more trouble than it's worth hey I talked to customers I talked to hundreds and hundreds of people just like you and I hear that over and over and over so what's the problem the cost of the incentives on top of the discount on top of the the dispatch fee this reducer giving away on top of the cost of priority service on top of the enormous amount of talented skilled labor that is lying dormant while this guy is trying to to discuss maintenance programs with a customer these costs are accumulative they all add up or better yet they all add down now I want you to attend my webinar because I'm sure you there's something that we can do about this tomorrow I'm going to do a video and show you the difference between wholesale and retail what do you do and what are the big retailers do what are the Giants do how do they exchange this enormous downside in cost for a huge value we'll talk about that tomorrow don't forget to register for the webinar and hey I'm Rodney cope from the new flat rate and I'll talk to you again tomorrow