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Improving Profit: Using Contribution Metrics to Boost the Bottom Line by Keith N. Cleland

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Contractor Increases Strike Rate to 1 in 4

A large air conditioning group teaches its contractors how to quote to win installations. One contractor quoted differently

A manufacturer of commercial and home air conditioning units was conducting two-day seminars in five states. A total of 120 installation contractors attended.

The purpose of the seminars was to improve management skills related to finance, systems, marketing, staff motivation, and training. The manufacturer believed that improving these skills would strengthen the contractors and ultimately help them sell more of their AC units.

The manufacturer had called me in to participate. ...

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