Does your HVAC company need to take its sales to the next level?
Jan 09, 2022
Jon Wayne Service Company joined the Destination Motivation family and saw a dramatic increase their sales and profitability.
About the company:
The Jon Wayne Service Company is a leading provider of heating, cooling, plumbing and electrical service in the San Antonio area. The Jon Wayne name has stood for convenience, integrity, and honesty since it opened its doors back in 2001. Those values were true for the first service call they ever took. And they’re true for the service calls they take today, tomorrow, and for years to come.
Challenge:
Jon Wayne Service Company had stable sales, but leadership believed that they could do even better. The sales director wanted to take the next step to increase their sales and grow the business, given that the specialists required to do the work were more expensive to employ than general contractors. By scaling the business, they believed they could help more customers, hire more workers, and increase profitability across the board. But doing so meant that they needed to differentiate themselves from similar competitors and find a way to increase their closing percentage.
Solution:
Jon Wayne Service Company turned to Destination Motivation for the answer. They launched the program in December, when leads and sales are typically slower, to give them a huge boost when they needed it the most. The company didn’t just rely on using vouchers in-home to close sales, but also advertised the Vacation Vouchers to help generate more leads. Destination Motivation helped the company create marketing materials to achieve both goals, developing easily customized templates for direct mail, outdoor, home shows, television and radio campaigns. We also trained their sales team on how to offer the Vacation Vouchers in their sales process, how to answer homeowner questions and how to deliver the vouchers to their customers.
Result:
John Wayne Service Company saw an immediate increase in sales, specifically on their HVAC services. The Vacation Vouchers also helped increase customer satisfaction, re-affirmed the decision to purchase and differentiated the company from their competition.
After just one month, they saw:
- Increased lead flow.
- Increased sales conversion rate – by 15%.
- Increased average job size – by $1500.
- Increased revenue – over $770,000 in new business.
The company continues to use the vouchers as part of their marketing and sales campaigns.
