Service contracts [RE-wrenches]

[Mark Robinson]

	In my experience, the implementation of service contracts, or some
method of generating recurring revenues is critical to a sucessful business.


	As contractors we install something, get a check (hopefully), and go
looking for the next job. The primary ongoing benefit we receive from
satisfied customers is referrals.

	Once recurring revenues are added into our business models, each job
we sell becomes an marketable asset for the business. Not only do we get
referrals, but we also get an income stream that can make the business
easily saleable in the future. Anyone want to retire?

	Also, If we can get back into the house a few times a year and make
a few bucks, what else can we sell them? New innovations in the industry?
Complimentary products? Other? Service contracts can fill in slow times,
identify opportunities, they can be a opportunity to ask for referrals, and
they can be used to train new employees. 

	If we can find a viable method for adding recurring revenues into
our business models... We turn sunshine into gold.


Mark
Mark at TheEnergyGrid.com

-----Original Message-----
From: Allan Sindelar [mailto:allan at positiveenergysolar.com] 
Sent: Monday, April 14, 2003 11:47 PM
To: RE-wrenches at topica.com
Subject: Re: Service contracts [RE-wrenches]


We tried fixed-price contracts, but found it unworkable--too hard to
identify what's included, what's not.

We have about a dozen clients who want us to perform regular inspection and
maintenance. Usually 2X, a few 4X/year. Both on-grid and off, but all
battery-based. Two are Y2K clients with generator/battery/inverter and no
solar. We keep a reminder schedule, and call them as the time approaches to
confirm that they want the visit. Then it's a standard service call, T&M at
usual service rates according to the work performed and time spent. This
seems to have worked out the best for them and us. They tend to be "fill-in"
jobs, as long as the date is about right. After the first call or two, the
client knows about what to expect as far as what is done and what we charge.
We have developed some pretty good forms for work order, daily service log,
and seasonal maintenance, and the client always gets a copy with the bill.

I suspect that another dozen or so would take us up on seasonal maintenance
if we had thought to ask them!

Allan at Pos Energy

----- Original Message -----
From: "AJ Rossman" <draker at adelphia.net>
Sent: Friday, April 04, 2003 6:54 AM
> We are pondering offering service/maintenance contracts to our 
> customers but would like some feedback from experienced dealer before 
> we do. Basically, Are they worthwhile (for business and customers)or 
> just a headache and a load off the wallet waiting to happen?
>

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