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  1. #1
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    Looking for resources before starting a Commercial contracting business

    It seems that every time I stumble across someone who provides seminars, advice, resources, and the like in our trade....it seems they are always oriented toward residential HVAC. I certainly understand how widespread residential activity is, and the opportunity for sales training and such..but that is not "me."

    Are there any such programs and advisory groups for someone like me, who wishes to start doing direct bill commercial HVAC services?

    Currently, I work in the "third party" area of commercial service, and I would like to start my own company and plumb the depths of the direct billing commercial world, specializing in package unit services.

    Is there any help here for that need?
    [Avatar photo from a Florida training accident. Everyone walked away.]
    2 Tim 3:16-17

    RSES CMS, HVAC Electrical Specialist
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  3. #2
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    Thread Starter
    I guess no one is watching this forum..........
    [Avatar photo from a Florida training accident. Everyone walked away.]
    2 Tim 3:16-17

    RSES CMS, HVAC Electrical Specialist
    Member, IAEI

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  4. #3
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    Sorry for the delay.

    Full disclosure I work for EGIA so I am most familiar with our programs. One of our main content and program developers is involved with the commercial side of the business. I would not say that this is what would be considered industrial so not sure if that fits the segment you are moving into.

    Also I am not sure of the etiquette for the forum but I would be happy to show you what is available.

    Feel free to contact me at jketchell@egia.org

    Thank you
    John

  5. #4
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    Thread Starter
    No problem.

    Because this forum (the site) is viewed by so many, I think it would be more useful to all if you described your commercial area of assistance so we can all learn about it.

    Specifically, I want to move from third party commercial retail to direct bill customers that do not use third party service brokers. Typically, they put limits on markups and hourly rates that prevent technicians from being paid what they are worth. The corporate clients are generally unaware that what they have been promised is not possible for the prices specified in their contracts.

    Industrial would not be a target area for me, and restaurants are not included as well.

    My model would potentially include:

    1) Maintenance and repair for site owners (strip malls and stand alone store real estate)

    2) Inspection of equipment on site for retail potential lessees prior to signing a lease if they would become responsible for the HVAC equipment under lease terms.

    3) Maintenance and repair for lessees and building owners who are responsible for their equipment.

    A typical site would range from one to twenty five rooftop units.

    Most competitors I see in the third party world are "residential and light commercial," and often have few techs who are actually as familiar with commercial; equipment as they need to be, which creates a quality niche for me that I would like to carry into the direct bill marketplace.

    My theory is that there are so many stores that are not under third party agreements that this would be a target rich environment for a business that is not trying to sell residential boxes all summer.

    What do you think?
    [Avatar photo from a Florida training accident. Everyone walked away.]
    2 Tim 3:16-17

    RSES CMS, HVAC Electrical Specialist
    Member, IAEI

    AOP Forum Rules:







  6. #5
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    What I do is DICTATE terms to my customers. You have to "tunnel vision" yourself to only those customers that you seek to work for. Whatever "the norm" is IDK, but I keep 1 customer for every 200-300 that pass my way. Some say arrogance, I say quality. Now, whatever you look like, all I have ever seen is QUALITY. So, you go "face to face" with your chosen type of customer and say "Hello MY NAME is timebuilder" ,,,,,,,,,,,,,,,,,,,,,,,,,,,,. So, sometimes you take a little bit of crap to pay the bills .Then after customer # 69 and 1/2(or #3-4), then you say to cust #70. THIS IS HOW IT IS DONE ,AND WILL BE DONE!


    Again, IDK what the norm is ,but, my oldest customer I picked up in 1982. And some are 6-8 years, some are 9-10years.

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  8. #6
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    Hello Timebuilder,

    Our program are also heavy on the residential side but many of our faculty have experience with light commercial. Check out egia.org
    thank you

  9. #7
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    Quote Originally Posted by timebuilder View Post
    It seems that every time I stumble across someone who provides seminars, advice, resources, and the like in our trade....it seems they are always oriented toward residential HVAC. I certainly understand how widespread residential activity is, and the opportunity for sales training and such..but that is not "me."

    Are there any such programs and advisory groups for someone like me, who wishes to start doing direct bill commercial HVAC services?

    Currently, I work in the "third party" area of commercial service, and I would like to start my own company and plumb the depths of the direct billing commercial world, specializing in package unit services.

    Is there any help here for that need?
    No doubt in my mind you would do just fine doing commercial service for yourself. It may be difficult at first to build a client base but it’s really not that difficult. It just means you’ll have to speak to the guy paying the bills and they have to understand that you’re there for the right reasons. Your work will speak for itself and word of mouth will travel. Within a year or two you’ll be looking back saying why didn’t I do this sooner.

    You never know if the parachute is really going to open until you jump out of the plane.

  10. #8
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    OOPS! Double Post.
    Can someone please explain to me -
    Why is there never enough time to do it right the first time, but plenty of time to do it twice?


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  11. #9
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    Quote Originally Posted by TechmanTerry View Post
    What I do is DICTATE terms to my customers. You have to "tunnel vision" yourself to only those customers that you seek to work for. Whatever "the norm" is IDK, but I keep 1 customer for every 200-300 that pass my way. Some say arrogance, I say quality. Now, whatever you look like, all I have ever seen is QUALITY. So, you go "face to face" with your chosen type of customer and say "Hello MY NAME is timebuilder" ,,,,,,,,,,,,,,,,,,,,,,,,,,,,. So, sometimes you take a little bit of crap to pay the bills .Then after customer # 69 and 1/2(or #3-4), then you say to cust #70. THIS IS HOW IT IS DONE ,AND WILL BE DONE!


    Again, IDK what the norm is ,but, my oldest customer I picked up in 1982. And some are 6-8 years, some are 9-10years.
    Terry- Love your approach.

    Can't wait to get to that point.
    Can someone please explain to me -
    Why is there never enough time to do it right the first time, but plenty of time to do it twice?


    Please view site rules: http://hvac-talk.com/vbb/showthread.php?t=1241

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  12. #10
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    Now don't get me wrong here.I am a nice kinda guy! Each and every customer is important to me because they "allow" me to do my Profession,professionally!And that kind of customer is a rarer breed than the typical $screw you$ cheap customer. From the get go,its an educational experience on the customers part. I teach them HVACR and I teach them about $ and the good ones listen. So as a "new guy in town" you settle for anyone w/ some $ and you are off and running. Then, somewhere along the line you start to tighten the ropes, a little at a time. And little by little I get to do as what I want, how I want, and for the most part, when I want. And that would definitely be done according to all the usual suspects(NEC/RSES/ACCA/Copeland/&&&&&&&)!Then, when you hit that "magic" # of customers where you are a functioning Business.And that point is where the Business has more $ coming in than going out.Then, you can KindaSorta, in a nice way, DICTATE terms to the very next new customer. And then,at that point, you can also let a few of your existing customers go,go be gone. Just the worst of the worst of them,that is. Or keep them and play w/ them to your own satisfaction.

    I went into my own Business for one reason only! Simple,Done! Wham! Bam! Thank You Mam! I spent/spend a lot of time, a whole hell of a lot of time learning my Profession and no one is going to tell me that I wasted my time and deny me my just rewards! So, let me get all dirty and mucky while straightening out you all of your HVACR problems, one at a time. YEAH!!!!

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