As the old adage goes – time is money. In today’s competitive and fast-paced society where almost everything is just a few clicks away, customer expectations have evolved. Simply put, people want what they want when they want it. The challenge is no longer generating sales, but trying to improve sales processes to meet customer demand.
When it comes to HVAC, heating, cooling and other mechanical contracting services, the average time from the initial service call to the customer receiving a quote is 5 to 7 days.
Storer Services, a commercial HVAC service provider located in Louisiana, USA, realized that they needed to streamline their sales process in order to get quotes in the hands of customers and prospects more quickly.
The complexity of quoting spreadsheets and the multiple people involved often resulted in duplication, time-consuming back-and-forth discussions, numerous quote revisions, pricing errors, and delays in getting the final quotes to customers. Consequently, Storer Services was missing out on valuable sales opportunities.
To overcome these challenges and stand out from the competition, Storer Services implemented a new quoting solution called Quadra to automate the sales process and integrate with their KEY2ACT and GP financial system.
“We used to have bottlenecks in the quoting process whereby all quotes would have to go through an estimator, or a technician would have to call the office when they needed a quote, and it might take a couple of days to get a quote out,” explained Beverly Boyett, System Analyst for Storer Services. “With Quadra, our technicians or account managers can enter the equipment and repair details using their mobile device while in the field and generate recommendations or quotes on the spot within minutes. They can also capture or attach images of the equipment repairs to include in the quote. We now have a 2:1 pull-through rate using this system and we are able to better service our customers. We found that in many cases the technician is the one who the customer prefers to talk to, so why not empower them to sell and participate in our incentive program.”
Of course, technicians are extremely busy and don’t have time to be bogged down by complex software or pulled out of the field to sit through hours of user training. After all, the purpose of implementing technology is to help your team, not hinder them. Most technicians and account managers were reluctant to change at first, but quickly realized the benefits and simplicity of implementing quoting software. At most, it only takes about 45-minutes to get a technician trained and quoting. “Technicians have become very comfortable using the app and appreciate that they have the ability to participate in incentive programs. The new quoting process has helped significantly to streamline our sales cycle and increase close rates.”
Learn more about Quadra’s integration with KEY2ACT and ask about our risk-free Trial Program.
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