is your business ready for sensi predict? › documents › -your-business-ready... ·...
TRANSCRIPT
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Is your business ready for Sensi™ Predict?
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Table of contents
03 Why now?
04 Couldyourbusinessbenefit fromSensiPredict?
05 WhatisSensiPredict?
06 SensiPredictbenefits
07 Improving sales performance
08 Increasingtechefficiency
09 Growingprofitablemaintenance agreementbusiness
10 Homeownertrust
11 HowdoesSensiPredictwork?
12 Homeowner experience: Winningthesale
13 Customerinstallexperience
14 Homeownersaren’talwaysready tobuyyet
15 Buildingrelationshipsandrevenue onexistinghomeownersystems
16 Post-installcustomerexperience
17 Otherhomeownerbenefitsand valuepropositions
18 Is your business ready for SensiPredict?
19 Pricing and revenue
20 Chooseyourpath
21 Whicheverpathyouchoose,we arewithyoueverystepoftheway
22 Howtobecomeacertified SensiPredictcontractor
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Why now?Differentiation for new equipment is harder than ever Withbrandloyaltydyingandcustomerexperiencewinning,contractors mustfindnewwaystodifferentiatetomaintainmarginsandstayaheadofthecompetition.
The maintenance agreement business model has changedWithchangingmarketandcustomerdynamics,theoldassumptions ofprofitabilityinthemaintenanceagreementbusinessarebeingchallenged.
Tech shortage is leaving contractors fighting for control of their business Contractorsfearlosingtheirtoptechsandthosetechsknowit.The new FDDcategoryofsmartproductsishelpingtakebackcontrolofthe businesswithoutskippingabeat.
Homeowners are increasingly investing in smart home products, but contractors could be leveraging this much betterThedataprovidedtoboththecontractorandhomeownermakes SensiPredictavaluablelong-terminvestment.
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Could your business benefit from Sensi Predict?Do you want to:
Improvecloseratesonnewequipmentsales
Reducecallbacksonnewequipmentinstallsandmaintenancevisits
Levelupthelessexperiencedtechnicians
Increasenumberofmaintenanceagreements
Increaseprofitabilityofoverallmaintenanceprogram
Increasetherenewalrateformaintenanceagreements
Ifyouansweredyesto3ormorequestions, SensiPredictispotentiallytherightsolution foryou.Read on to find out more.
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“Thetechnologyandthecostthatthey’reofferingitatisincredible. Itisthemostvaluewe’vebeenabletoaddinonetransaction.”
Christi GarciaManagingPartnerThe A/C Guys
What is Sensi Predict?SensiPredictisaremoteFaultDetectionandDiagnostics(FDD)solutionthatgivesactionableinsightstohomeownersandcontractorstobuildtrustandloyaltyonnewequipmentinstallationsandmaintenanceagreements.
What is Fault Detection and Diagnostics (FDD)?FDDisanewcategoryforResidentialHVAC.Itautomatestheprocessofdetectingfaultswithphysicalsystemsandprocessesanddiagnosestheirpotentialcauses.
Smart business powered by the Smart Home SensiPredictgivescontractorsawaytofinallymakemoneyontheSmartHomebyusingthehome’sdatatomaketheirbusinesssmart.
Annual Recurring Revenue (ARR)SensiPredictgivescontractorsawaytodriveaprofitableandcompounding Annual RecurringRevenuemodelthatgrowsalongsidestandardmaintenanceagreements.
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Sensi Predict benefits1. Sales and install performance • Increasescloseratesonnewequipment
• Drivesratingsreviewsandreferrals
• Increasesconversionofmaintenancecustomers
2. Technician efficiency in maintenance and service • Reducestimeonsite
• Increasesfirsttimefixrate/ helpsreducecallbacks
• Increasesthecapacityoftheteam
3. Profitable and sustainable maintenance agreements business • Growscashflowpositiveagreements
• Increasesmaintenanceagreementrenewalrate
• Increasescloseratesonreplacementequipment
4. Homeowner trust • Buildsaconsistentcustomerexperienceeverymonth withmonthlyreports
• Reducesurpriseswithperformance checks and homeowner alerts
• Allowsyoutorespectyourcustomer’svaluabletime
• Verifiesyourrepairsandinstallations
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Improved sales performanceIncrease close rates on new equipment• AllowscontractorstofactorSensiPredictcostintonew equipmentpricing
• Differentiatesyourofferingfromyourcompetitorsbyselling asmartsystematasimilarprice
• Deliversaninstantlyverifiedinstallexperience
Drive ratings, reviews and referrals• Enablescustomerstosharethevalueandtechnologywith family,friendsandneighbors,helpingdrivefuturereferrals.
• Deliversaconsistent,delightfulinstallexperiencewith 3rd-partyverificationreports
• Makesiteasiertoaskforandgetratingsandreviews
Increase close rates on nonclosed deals• Offerscustomersawaytogetthemostoutoftheircurrent systemwithSensiPredictwhentheyaren’treadytobuy newequipmentyet
• Keepyourselfinthefirstpositionwithyourcustomers aheadoflocalcompetition
• Helpsincreaseconversionratesthenexttimesalesteam callsorvisitshome
Improved Installation Performance1.Reducecallbacks
2.Makesyourinstallersbetter
3. Reduce QA expenses
“It’shelpedfromDayOne. We put it on every new install.” Rick ShermanService Mgr The General
“We’vebeenabletoincrease ourcloserateanywherebetween 15% to 19%sinceinception.”
Leo MurrietaGeneral ManagerPioneer Air
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“Itmakesmeamoreefficient technicianwhenIcancome tothehomewithpartsinhand.”
Sam Philips Lead Technician
“It’savaluabletooltomake ourlabormoreefficient.”
Ed McFarlaneVicePresidentHallerEnterprises
Increases tech efficiency Reduce time on site• Minimizesguessworkindiagnosisaheadofanon-sitevisit
• Intelligentlyplanandprioritizeseniorityoftechsrequired forspecificsitevisits
• Reducesadditionaldiagnostictimeinthehomewith 3rd-partyintegrationslikeMeasureQuick
Increase first time fix rate / Reduce callbacks• Reducessendingthewrongtechforthejob
• Helpsmakesureyousendyourtechsoutwiththerightparts foreachjob
Increased capacity• Reducesunnecessarymaintenancevisits,thatcould bekeepingtrucksandtechnicianresourcesfromgetting tootherrevenue-drivingtruckrolls
• Allowsteamstoorganizeschedulesintelligently,prioritizing highimmediacyjobswhilefreeinguptimetoacquire new business
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Grows profitable maintenance agreement business Grow cash flow positive maintenance agreements• BreakevenontheinstallationofSensiPredict
• Make50%marginonthesubscription
Increased renewal rate• Gethigherrenewalratesbyofferingoptionsfordifferentcustomertypes
• SavecancellationswithSmartMaintenancewhencustomersare cancellingtraditionalmaintenance Close rates on replacement equipment• Reducetheneedforsecondopinionswhenit’stimetoreplace
• Providesadditionalsellingpointsandvalueaddstoconvertmore customersatthekitchentable
“Whenwethinkofelevatedcustomerexperience,whatcould bebetterthantakingcareofaproblembeforeitbecomesamajorpainpointforourcustomers?We’vegotthepowertodothat!”
Ed McFarlaneVicePresidentHallerEnterprise
•
Problems with today’s model
Contractor:• Mostmaintenanceagreementslosemoney
• Renewalratescontinuetodropyear over year
• Non-revenue-generatingtruckrolls
Homeowner:• Needtoscheduletwoinconvenientin-home visitsperyear
• Perceptionoftechnicianpushingrepairs and upgrades
Smart HVAC Benefits
Contractor:• Alltruckrollsarerevenue-generating
• Decreaseaveragetimeonsite
• Increaserenewalrates
Homeowner:• 24/7monitoring
• In-homevisitsonlywhenneeded
• Trustedtransparencyonrepairs and upgrades
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Homeowner trust Reduces surprises with performance checks and homeowner alerts• Buildstechniciantrustwithperformancechecksthatmatch upwithhomeowneralerts,soeveryoneisonthesamepage
• Helpsalertcustomersofpossibleissuesbeforethesurprise ofasystemfailure
Verify your repairs and installations• Verificationreportsgivethehomeowneralevelofvalidation thatyourworkwasdonerightbeforethetechevenleaves thehome
• Providesavaluepropositiontoyourbusinessthatinstallations arecertified,andresultseasilysharable
Build a consistent experience with monthly reports• Keepsyourbrandandcontactinfotop-of-mindwithhomeowners everymonth
• Establishesyouastheclearadvisorandtrustednameinthehome
Respect your homeowner’s valuable time• Buildscredibilitybyonlybeinginthehomewhenyouneedtobe
• Givescustomerstheirvaluabletimebackwithmaintenance ondemandwithmaintenancethatcanbescheduled attheirconvenience
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How does Sensi Predict work?
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Issue detected
Fromthedatatransmittedvia 10sensorsoverWi-Fi,Sensi Predict’sFDDclouddetects anissueandisverifiedwithmoreadvancedanalysis.
SensiPredictgeneratesaworkproposaltothecontractorintheProPortal(andviaemail).TheHomeownergetsanemailalertaswellsotheycanprepareforyourcall.
Dispatchreviewsthealert, facilitatepreliminary diagnosisandassignsthe righttechnicianfortheskill leveloftheworkneeded,withworkproposallinkedtoyourworkorder/dispatchticket.
Technicianscanviewthe systemperformancedatafrom theProPortalintheirtruck, knowingthestatusandissuebeforetheyevengetinfront ofthecustomer.
SensiPredictintegrateswithMeasureQuickdata,helping thetechwiththediagnostictooltoprocesstherepairwithstep-by-stepinstructions, guidingthetechtoaproperrepairandanalyzingpotentialfaultsonebyone.
Thefinalstepbeforecleanup istoprovideaverifiedreporttothehomeownershowing thattherepairiscomplete andthesystemisoperatingproperly,savingyoubothfrom acallbacklater.
ArrivalDispatch correcttechnician
Repair verifiedWork proposalgenerated
Final diagnosticand repair
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Homeowner experience: Winning the sale“Mr.andMrs.Jones,at(Company)wefirmlybelievethatthemostimportantdayinthelifeofyournewHeating&Coolingsystemisthedayit’sinstalled.Asamatteroffactwebelieveinitsomuchthat,notonlydowetellyouthatwehavethebestinstallersthatdogreatwork,weproveittoyou.(FliptoInstallVerification)Mrs.Jones,didXYZHVACincludethatwiththeirinstallation?”
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1st performance check email
Equipment Sticker
Customer install experiencePerformance checkAtthetimeofinstallationorservice,andbeforethetechnicianleavesthesite, aperformancecheckisruntoensureeverythingissetupandrunningsmoothly. Thereportissharedwiththecustomertobuildconfidenceintheinvestment andwrapupamemorablebrandexperiencethatcomplementsyourteam’s cleanshirts,booties,promptcleanupandcommunication.
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Homeowners aren’t always ready to buy yetThis is an opportunity to validate whether you’re dealing with simple questions or persistent objections from your customer or prospect.• Determinewhetherthiscustomerisbeingpoliteandgoingwithoneofyour competitorsinsteadortrulynotinthemarkettogetareplacement.
• OfferSensiPredictontheirexistingsystemandoffertohelpthemgetthe mostoutofitwhileminimizinginterruptionsincomfort.
• Installingonexistingsystemscanhelpbothyouandthehomeowner seewhenitsagestartstoshow,andhasyouasthefirstonetocallwhen analertcomesup.
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Building relationships and revenue on existing homeowner systemsWhencustomersaren’treadytobuynewequipmentfromyoursalesteam,switchgearsandofferthemawaytogetthemostoutoftheircurrent system.Moreimportantforthebusiness,itbuildsamoattokeepyourcompetitoroutofthathomewithasystemthatisprimeforreplacement.
Sell them Sensi Predict on their current system, and give them the first year of monitoring free.
When they’re ready to make the upgrade to a new system, Sensi Predict can easily be transferred or credited.
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Post-install customer experience WhethertheygetSensiPredictinstalledwithnewequipmentoronanexistingsystem,monthlyreports,real-timealertsandthehomeownerportalhelpbuildtransparency,peaceofmindandcustomerloyalty.
Monthly reports Eachmonth,SensiPredict generatesaperformancereporthighlightingsystemruntime andestimatedcostofoperation.
Homeowner portalAneasy-to-useportalcentralizessysteminfoinahigh-levelwayforhomeowners.
Real-time alertsWheneverthesystemexperiencesanurgentorcriticalissue, acommunicationissenttothehomeownerandthecontractor inreal-time.
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Other homeowner benefits and value propositionsPredict. Prevent. Protect.
Save timeByreplacingin-personinspectionswithautomatedPerformanceCheckseverytimethesystemruns,youcanfocusonthemoreimportantthingsinlife.
Increased peace of mindThinkofSensiPredictasawaytocertifyyourHVACsystem’shealthandperformancewithmonthly reportsandhistoricaltrends.
Predict unexpected failuresReal-timealertsallowyoutofindandfixsmall problemsbeforetheyturnintomajorrepairs.
Prolong equipment lifePredictivemaintenancewillhelpyoursystemstand thetestoftime.
Lower utility costsAproperlyrunningHVACSystemcontributestoimprovedefficiency,andutilitysavingsupto20%annually.
Breathe cleanPredictivemaintenancehelpstokeeptheairhealthy andcleaninsideyourhome.
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Is your business ready for Sensi Predict?HavingSensiPredictinyourportfoliorequiresachangeinmindset (fromreactivetoproactive)andcommitmenttoimplementchangesintheorganization.ItisimportanttodetermineifyourbusinessisreadytobringSensiPredictinyourportfolio. If you answer “yes” to 3 or more of these, Sensi Predict could be right for your business:
Youarenotcurrentlydoingamajorinitiativeinyourbusiness (i.e.implementingnewFieldServicesoftware)
Youhavemanagersinkeyareasofthebusiness
Thebusinessconductsstafftrainingonaregularbasis
Youarenothappywithyourcurrentmaintenancemodel
Thebusinesshasgonethroughdigitaltransformationbefore
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Choose your pathStart small or go big?“Ajourneyofathousandmilesbeginswithonestep.” — Lao Tzu
Everybusinessisdifferent:differentstrengths,weaknesses,capacities, competenciesandgoals.Beinghonestaboutwhereyourbusinessisatwillhelpyouchoosetherightpathtofollow.
There are two paths you can go down:
Bundling with new equipment
• Quickerandeasiertogetstarted
• Longerchangemanagementimpact
• Impactsfewerdepartments •Marketing • Sales •Install
• Transitionintosalesteamsellingonolder equipmentwhenthecustomerdoesn’tbuy areplacement
• Eventuallyservice,maintenancedispatchand customerservicewillallsell.
• Short-termrevenueopportunities
Full operational transformation
• Willimpacteverypartofthebusiness •Marketing • Sales • Service •Install •Maintenance •Dispatch
• Trainingandonboardingwilltakelonger
• Allteamswillbetrainedsimultaneously
• Willfundamentallychangehowyouorganizeyour serviceandinstalloperations
• Higherlong-termrevenueopportunities
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(Your logo here)
Which ever path you choose, we are with you every step of the wayMarketing supportTheSensiSalesPortalgivescontractorsandtheirmarketingteamsthe assetstheyneedtoeffectivelymarkettheirbusinesswithSensiPredict.
Customizable marketing materialsCustomizevarioussalestemplateswithlogos,colorschemesareavailable.
Sensi Predict Sales PortalTheportalhousesthedashboardformanagingWorkProposalsand customerneeds.Theportalalsoprovidesasnapshotofcontractor performanceandprovidesaccesstostandardizedandcustomizable marketingmaterialsthatcommunicatethefunctionalandemotional benefitsofSensiPredicttothehomeowner.
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How to become a certified Sensi Predict contractorTogetstartedofferingSensiPredicttoyourcustomers,you’lljust needtogetauthorized.
What are the next steps?
Chat with usAfterqualificationtraining,you’llconnectwithyour customersuccessmanager.
Qualification modules Completeonlinequalification(30-40minutes)
ApplyIf you have downloaded thisbook,youshouldsoon beseeinganinviteviaemailtosubmityourapplication.
Commit, order, installOnceauthorized,youcanmakeyourfirstorder,andyoucan getstartedsellingandinstalling inyourmarketrightaway.
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TheSensilogoisatrademarkandservicemarkofEmersonElectricCo.©2020