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Analytics Maintenance - The Future is Here

When it comes to HVAC maintenance offered and provided by service contractors across the country, things have not materially changed with it since it was first introduced by Honeywell in the 1950s. Even with today’s ever increasing competition, falling maintenance prices, and extreme technician shortages – it appears that neither service buyers nor service providers see a real need to change it.

Analytics Maintenance - The Future is Here

In the beginning, maintenance, or what has often been called PMs, were seen as a really good investment by building owners and their agents. An ever increasing number of small to large service contractors who have found their way into the HVAC PM business, knowingly and unknowingly causing pricing and scope problems for legitimate service contractors.

Challenges faced by PM

  1. An ever-increasing number of small to large service contractors who have found their way into the HVAC PM business, knowingly and unknowingly causing pricing and scope problems for legitimate service contractors.
  2. Contractors and their buyer-clients either never really had an appreciation on how PMs actually, not conceptually, impact ROI – or they have somehow over time have lost their perspective.
  3. Contractors are under ever-increasing pressures by ill-informed owners and budget-strapped building managers to lower their PM pricing to accommodate short-term budget requirements.
  4. Contractors wanting to compete, have no choice but to react to price pressures, and they unwittingly become participants in increasing the owner’s capital costs and reducing ROI.
  5. PMs, for the most part, are no longer viewed as smart long-term ROI strategy. Replacing this early-on strategy are low-price PMs that play into reactive, short-term cost saving measures. It has become the practice of “less is more” when it comes to PMs.

Service buyers have no way to confirm that scope fade is occurring, neither do they understand that their buying practices cause fade, and so again price becomes the only point of consideration. Low PM and low price wins the day more times than not. So it is easy to understand why price pressures are so prevalent in all markets today.

PM Verification

What is it? It is this – we as contractors have never been able to verify the actual ROI of our PMs. If a sales person said it would save money and offered some hand-written piece of paper backed up with long-division calculations, then it must be the truth.

We have not had the ability to prove ROIs as a result of PMs. We have for decades worked on developing and proving out a truly fresh maintenance solution that addresses and proves ROI.

Analytics Maintenance

It is said “necessity is the mother of invention” and when it comes to Rooftop/PAC units and Split AC units, at least with this category of equipment there are tangible solutions. We have for decades worked on developing and proving out a truly fresh maintenance solution that addresses and proves ROI. We have termed this all-new ROI-proving maintenance, Analytics Maintenance (AM for short). It advances PMs to include third party analytics and provides ROI performance information to service buyers.

It’s time for a real revolution in maintenance?  It’s time for a game changing, mind-blowing, change in how people sell, buy and most importantly verify maintenance impact.

Will AM put contractors at risk by providing buyers full-disclosure of the impact of their maintenance? Not the ones who have nothing to hide. Will AM reduce the ability for contractor providers to make a profit? No, on the contrary, the combination of better planning with AMs and helping buyers understand the opportunity to buy more comprehensive maintenance with better ROIs protects profits.

AM is the future and that future is now! Start learning today!

Tom Walton is president of Servicenergy, LLC and has been consulting/training/developing top HVAC service contractors since 1990. For more information go to www.servicenergy.com.

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