Entries by Shawn Mims

What skilled labor shortage?

“What skilled labor shortage? We don’t have any trouble hiring service technicians. We’re covered up in job applications.” That’s what a ServiceTrade customer told Billy Marshall, our CEO, on a recent visit. This customer figured that the economy was tanking because there are so many techs applying for work at his company. Billy just shook his […]

Better techs, better service? Try a better experience.

Do you have a “Papa John’s” sales pitch? They claim to have better ingredients, better pizza. Whether it’s true or not, the financial markets have spoken and Papa John’s is getting crushed by its biggest competitor, Domino’s. Here’s the stock growth for Papa John’s and Domino’s since 2009: Does your sales pitch sound something like […]

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Service Repair Funnel

As a commercial/industrial service contractor, what is your ratio of repair to recurring service revenue? 1 to 1? 2 to 1? 5 to 1? If you don’t know, you could be missing out on a gold mine of high-margin work. If you do, you probably know that there’s room for improvement. And, when skilled labor […]

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Give the people what they really want

If you asked people in the 1890s about personal transportation, they’d say “Give me a cheaper, faster horse.” Instead, they got cars and they happily spent more.  If you asked people of the 1990s about entertainment, they’d say “Give me more selection and cheaper rentals at Blockbuster.” Instead, they got Netflix and they happily spent […]

Your Best Sales Rep: Data

When you’re selling to a new customer, can you predict their future? You probably try and you don’t even realize it. Like a palm reader, you survey their equipment and try to divine what failures are likely to occur, how much ongoing maintenance will cost, and how much money you are going to make. And, […]

WannaCry? Servers will make you.

WannaCry? You will after this so-named ransomware takes over your Windows computer, encrypts all your important files, and charges you $300 to decrypt them, if you’re lucky. This virus is sweeping the globe and making headlines because of its widespread impact. Before you read any further, make sure you have run the latest Windows update if […]

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Say “yes” to the quote

Are you worried that customers are going to “shop” your repair or upgrade quote around to other service contractors? If so, you failed earlier than you may realize. Getting customers to a “yes” on quoted work starts well before you ever find a problem and send a quote. It starts with trust. I’m not talking […]

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Service Hazard (Infographic)

What’s holding your service business back? Is it double data entry and other accounting inefficiencies in the back office? If you solve those problems, are you going to create more value for your customers, make your techs more productive, and differentiate yourself from the competition? Nope. Accounting doesn’t drive better customer outcomes. So, why do […]

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Break the Profit Vise

Service contractors, you’ve got 2 huge problems. First, skilled workers are expensive and hard to find. We call this the “Skilled Labor Squeeze.” Second, small-time competition is undercutting you on price. We call these fly-by-the-night operations “One Truck Chuck.” With expensive labor driving costs up and cheap competitors driving prices down, you’re stuck in a […]