Parker & Sons Comfort Consultants uses Destination Motivation’s Vacation Vouchers to increase sales and profitability from their customers.
About the company:
Parker & Sons Air Conditioning was founded by Jack and Faye Parker in 1974 in Phoenix, AZ. Over the past 40 years, Parker & Sons has evolved into one of Arizona’s oldest and largest service companies with more than 100 team members. They provide not only heating and cooling, but plumbing, electrical, drain cleaning, reverse osmosis, water softeners, misting systems, and indoor air quality as well.
Parker & Sons started to see a drop in sales and needed to find new solutions to stimulate business. While they had experienced the normal ups and downs of the industry, they were concerned about this becoming a long-term trend. They realized that customers were getting more price-sensitive, often turning to a local handyman, family friend or neighbor to solve projects that really required a specialist. And they knew that if homeowners kept opting for ¨cheap and quick¨, that it would cause long-term issues requiring a much more expensive solution for the homeowner. Parker & Sons needed a way to change this momentum and encourage potential customers to solve short-term problems before they turned into long-term ones.
Parker & Sons called Destination Motivation to learn more about their Vacation Voucher program. They were skeptical at first, having seen similar programs in the past that were confusing for homeowners. Other programs had black-out dates, significant additional fees, or were limited in terms of where the vouchers could be redeemed. Once the company was assured that Destination Motivation’s Vacation Vouchers were different – with none of the challenges that caused homeowner confusion in the past – they decided to proceed with the program. They began using the strategy in home, and saw an immediate positive response from their customers. Their customers really enjoyed taking the cruises, sharing their experiences with the company and posting positive online reviews. Parker & Sons noted that the vouchers clearly added value to reinforce the homeowner purchase.
After giving away over 700 Vacation Vouchers, Parker & Sons noticed that they had increased their closing ratio by nearly 20%. And they noticed a decline in the number of homeowners who had turned to do-it-yourself solutions before calling them. Overall the program has been extremely successful for Parker & Sons helping them increase their revenue as well as:
- Giving urgency to the close.
- Adding a ton of perceived value.
- Helping with upgrades & upsell opportunities.
- Providing more interaction with the homeowner.
- Generating more customer referrals. Creating a “no-brainer” environment for the in-house sales team.