2020 leadseminar project sales
TRANSCRIPT
Participant Workbook
October 14, 2020 LEADSeminar Virtual Classroom
Capital Planning Creating New Opportunity
Service Professional Group The Service Professional Group (SPGroup) is an international association of independent commercial HVAC service providers. SPGroup’s goal is to continually improve the Associate’s individual businesses by working together to provide industry specific training, support and an ongoing exchange of knowledge, experience, and best practices. Mission Statement Provide training and tools to ensure that Associate Members are the preferred employer and service provider of choice for building managers and owners in their local market.
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 1
Capital Planning Learning Objectives
▪ Create Long Term Sales Opportunity
▪ Implement Proactive Sales Strategy
▪ Expand Existing Customer Relationships
Notes
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020 CAPITAL PLANNING
Page 2
Capital Planning Current Trends
In the current era of aging buildings and budget pressures, facility executives are reevaluating
their planning processes. As a service provider, your company has the resources to address
each of the following planning trends.
1. Capital Prioritization
− Decision makers need the right information that provides an
accurate big picture
2. Capital Expenditure (CapEx) Tools
− Assist facility managers collaborate with finance
3. Better Comparative Metrics
− Repair versus replace comparison
4. Life-cycle Planning
− Create a compelling business case
5. Attention to ROI of Investments
− Prioritize elective projects
6. Forecasting Real-time Predictive Analytics
− Life cycle costing based on equipment age and condition
7. Continuous Capital Planning
− Identify long-term capital replacement needs
Notes
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 3
Capital Planning How We Help Customers
Many project sales with existing customers result from responding to operational problems or
requests. The focus of this session is building on the relationship with new information.
Reactive
− Respond to an existing customer request
Proactive
− Identify critical building needs and sales opportunity
with existing or new prospective customers
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
Prospects don’t respond well to people who sound as if they’re selling something.
Who Stole My Sale
Todd Duncan
LEADSeminar 2020 CAPITAL PLANNING
Page 4
Capital Planning How We Help Customers
Reactive opportunities are often emergencies and time sensitive. Proactive opportunities tend
to be future projects with existing customers. Most new prospective customers have an existing
relationship that takes time to overcome.
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 5
Capital Planning Group Breakout
Individually
− Identify a proactive project sold in the past 12 months
____________________________________________________________
____________________________________________________________
• How was the project identified?
____________________________________________________________
____________________________________________________________
• What was the scope of work?
____________________________________________________________
____________________________________________________________
• What was the customer’s objective?
____________________________________________________________
____________________________________________________________
In Your Small Group
− Review each project and select one to share with the class
____________________________________________________________
____________________________________________________________
LEADSeminar 2020 CAPITAL PLANNING
Page 6
Capital Planning Proactive Project Sales
The objective of any proactive sales process is to provide a value added service for existing
customers and critical documentation for new prospects that will establish creditability for you
and your company.
1. Building Assessment Report
− Document Current or Future Needs
− Mechanical Systems Condition
2. Equipment Replacement Capital Plan
− Budget Numbers
3. Energy Star Portfolio Manager
− Benchmark Report
− Identify Energy Saving Opportunities
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
If you’re proactive, you focus on preparing.
If you’re reactive, you end up focus on repairing.
John C. Maxwell
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 7
Building Assessment Report
Following the standard introduction pages, is detailed equipment information collected from the
building survey or contract file.
Equipment Inventory
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020 CAPITAL PLANNING
Page 8
Building Assessment Report
This section serves as an overview of the pages that follow, and defines the three-tiered, color-
coded criteria for analysis of each system and/or component.
Equipment Condition Assessment
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 9
Building Assessment Report
This summary page is intended to provide an immediate reference to areas of concern. Note
that this customer was a local church with reduced runtime on the systems. Although several
major pieces of equipment have been replaced in the past 4 years, equipment original to the
building continue to operate.
Assessment Summary
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020 CAPITAL PLANNING
Page 10
Building Assessment Report
The findings pages provide additional information and recommendations for the equipment
highlighted as yellow or red.
Equipment Condition Findings
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 11
Building Assessment Report
Equipment Condition Findings
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020 CAPITAL PLANNING
Page 12
Capital Planning Best Practices
What estimating tools do you currently use to create a budget
estimated price?
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
Notes:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 13
Capital Planning Financial Incentives
Utility Rebates
− www.dsireusa.org
Federal Tax Incentive
− www.section179.org
Notes
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
LEADSeminar 2020 CAPITAL PLANNING
Page 14
Capital Planning Budget Numbers
Equipment Replacement Budget Estimates
Notes
____________________________________________________________
____________________________________________________________
____________________________________________________________
Approach each customer with the idea of helping solve a problem or achieve a goal,
not of selling a product or service.
Brian Tracy
LEADSeminar 2020
CAPITAL PLANNING
Participant Workbook Page 15
Capital Planning Budget Numbers
Although there is continuous planning and reprioritization, the initial capital planning process is
timed to the customer’s Fiscal (Financial) Year.
− Submit capital requests 90-120 days prior to current
Fiscal Year (FY) end
• Calendar FY – January 1 to December 31
• Education Market FY – July 1 to June 30
− Capital project approval timeline
• Typically, in month/period 11 or 12 of current FY
− When project is approved
• Proceed with formal quote immediately
• Customer priorities will change
Notes
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________