Commercial Air System CleaningSite Manager
How to integrate commercial projects into your business
by Wayne Tracy, Operations Manager
Last fall we started offering a one day training class on commercial duct cleaning. We also introduced a training DVD on commercial duct cleaning. We have had a huge response to both the classroom training and DVD training. Listed below are topics covered in both the live training and DVD training.
- Commercial Air Handlers
- Commercial Air System Components
- Commercial System Designs
- Who Are Your Commercial Customers
- Evaporative and Swamp Coolers
- Commercial Duct Cleaning Procedures & Steps
- Duct Cleaning Equipment
- Blueprint Reading
- Quoting & Estimating Commercial Jobs
- Many more topics
Over the next several issues of our newsletter, I’ll discuss in detail some of the topics included in the DVD and live training. This month I’ll discuss one of the most common questions I’m asked about commercial work:
WHY DO I WANT TO GET INVOLVED IN COMMERCIAL WORK VERSUS RESIDENTIAL?
My first response to this question is you need to be involved in both residential and commercial work to get the most return on your investment in this business. If you’re already established in this business you’ve probably already built a residential customer base and if you’re new, you’ll develop your residential customer base fairly quickly.
There are less commercial buildings than residential and it will take a little longer to develop a solid commercial customer base. You’ll need the residential business to get started as you build your commercial relationships. Many new companies who aggressively seek commercial customers find success very quickly, but you have to work at attracting commercial accounts and maintaining them as regular customers.
Once you’ve done a few commercial jobs you’ll quickly realize how much more profitable they can be. If your average residential job is $300 to $500, it will take a lot of jobs to give you the same return a $5,000 commercial job will. Commercial jobs can easily yield a return of up to 300% if quoted and managed properly. It’s quite obvious where the profit lies, but you also have to consider you may not have a job of this size every week. That’s why it’s important to have a balanced flow of residential and commercial work.
Some commercial jobs can amount to tens of thousands of dollars – imagine a $25,000 dollar job with a 100% plus return. It may sound too good to be true, but in my 9 years of employment with Air-Care, I have sold and been responsible for many 5 figure jobs. The largest job Air-Care has done was a little over 10 years ago and it was for over $270,000 and took 9 months to complete. Five and six figure jobs are out there, you just have to be aggressively pursuing the commercial market to have a chance at landing one.
I’m sure some of you are thinking, “I don’t know how to do a large commercial project or how to price it.” Don’t let that be a concern! If you’ve purchased equipment from us, we’ll get you started on the right foot for any size job by providing guidance on quoting and steps to complete the project. Attending our live training or investing in the training DVD’s will also give you the basic information you need to quote and provide the service.
WHO ARE MY POTENTIAL COMMERCIAL CUSTOMERS?
It’s very simple – any building that’s not a residential building is a potential commercial account! Even some residential properties are commercial accounts; apartments & condos are good examples. Sometimes the work will be there simply by asking for it. You need to develop a strategy for contacting the many types of commercial properties in your market. You have to have a balanced approach and not try to conquer the world in a week.
Next month I’ll cover this subject in detail.
If you have a subject area related to commercial duct cleaning you’d like to see covered, call or send me an e-mail and I’ll try to cover it in future issues of our newsletter. Until the next issue, “HAPPY SELLING” and go chase those commercial accounts; that $5,000 or $10,000 job may be just around the corner.