Accountability: The First Building Block of a Solid Business
Two factors underscore the vast opportunities for HVAC contractors when it comes to indoor air quality (IAQ). Homeowners are spending $30 billion on IAQ products worldwide each year. And this amount is expected to reach $37 billion by 2025. Brad Hone, Regional Vice President at Aerus Enterprise Solutions, suggests that businesses must develop strategies to capitalize on these opportunities. And every successful plan starts with accountability.
Tracy Martin, Aeroseal’s Director of Dealer Development, joined Hone to discuss the topic. Hone works with thousands of contractors and has seen the importance of accountability reinforced over the years. To him, accountability is about trust and verification. It ensures that technicians are upholding the standards and skills needed for success and remaining dependable. He recommends leading by example: “As leaders, we need to set the example through benchmarks and expectations to get the results we desire in our organizations.” Brad’s approach is summed up in these five steps:
- Create a business plan
- Implement and execute with passion
- Reinforce accountability
- Review processes
- Manage and adapt
Hone encourages technicians to ask themselves what they will set out to learn at the start of every day. He believes “leadership’s greatest responsibility is to inform, educate, and train.” Homeowners want a professional’s perspective, and they want to know what problems there are in their homes. He feels “we are doing them a disservice by not discussing these problems.” Technicians need to have the understanding and courage to address all problems, no matter how big or small. The correct conversations will help technicians make these calls more helpful for the homeowner and more profitable for the business.