How Contractors are Navigating this Industry CrisisKevin Dugan
Aeroseal is sharing content specifically to support companies in the HVAC, home services and building industries during the COVID-19 crisis. Hopefully showing how one company and its partners are working together to weather this storm can benefit others doing the same. If you have any tips, ideas, or best practices you would like to share or topics you’d like us to cover, please email us at info AT aeroseal DOT com.
In just a few weeks, an unprecedented amount of change has disrupted everyone’s personal and professional lives. As a result, the April meeting with Aeroseal and its national dealer community had a short and straightforward agenda – check in to share experiences and identify resources to help everyone navigate the impact of the COVID-19 pandemic.
Plan Ahead & Be Patient
Most of the discussion focused on business contingency planning and how to take advantage of government assistance.
Bill Diederich, Aeroseal’s Vice President of Residential, noted how business contingency planning helps us focus on what we can control. “We can’t control what’s happening,” said Diederich. “But we can control how we respond to what’s happening.
“We can’t control what’s happening. But we can control how we respond to what’s happening.”
“It’s key to review the status of the entire business and gain an acute understanding of cash flow. The sooner you create multiple models that consider how long and deep the downturn may last, and how it will impact on your business, the better prepared you will be.”
Aeroseal’s Chief Financial Officer, Dan Crowe, outlined SBA loans and federal stimulus funds stemming from the Coronavirus Aid, Relief, and Economic Security (CARES) Act, including the Economic Injury Disaster Loan and Payroll Protection Program.
While tapping these resources for Aeroseal, Crowe was reminded of the need for thoroughness and patience. “We spent several hours preparing applications for assistance,” said Crowe. “And then we spent more time than anticipated working with our bank and various agencies to get it all submitted. It’s helpful to remember other businesses, banks and some government agencies are overwhelmed trying to respond to everyone.”
Tap (Social) Distance Learning
Shelter in place rules have resulted in more remote workers than ever and a new level of professional availability. According to Tracy Martin, Aeroseal’s Director of Dealer Development, “COVID-19 challenged us to find new ways to deliver value to our dealers. And we’re offering some of these learning opportunities to the entire industry.”
While taking even more of its training online, Aeroseal is introducing a webinar series with new content designed to help HVAC contractors, home builders and other contractors during this uncertain time.
Shift from Selling to Being Helpful
The focus on delivering valuable content extends from learning opportunities to how companies should market to customers during this time of uncertainty.
“Can contractors market IAQ services without sounding opportunistic?” said Ron Guirguis, Aeroseal’s Chief Marketing Officer. “It’s a natural question to ask. But with everyone in crisis reaction mode, it’s important to avoid the perception that you’re capitalizing on COVID-19. Focus on getting relevant, helpful information to customers and prospects. Eventually, the world will shift back to normal. And the entire business, including marketing, will continue to pivot.”
“By working together as a community, communicating more, and being transparent, we can all come out of this
even stronger in the long term.”
Rely on Each Other
One Aeroseal dealer, Robb Buonomo, Beck & Cohen’s HVAC Manager, noted the importance of keeping in touch with each other to share questions and compare experiences.
“Gaining perspectives on how everyone is handling this has been critical to our survival,” said Buonomo. “Having this network of contractors in place has been very helpful.”
Aeroseal’s Founder and CEO, Amit Gupta, echoed this as he shared details of how Aeroseal is responding to the COVID-19 crisis.
“Anyone who isn’t worried to some degree right now probably doesn’t grasp what’s going,” said Gupta. “But by working together as a community, communicating more, and being transparent, we can all come out of this even stronger in the long term.”
Aeroseal is sharing content specifically to support companies in the HVAC, home services and building industries during the COVID-19 crisis. Hopefully showing how one company and its partners are working together to weather the COVID-19 crisis can benefit others doing the same. If you have any tips, ideas, or best practices you would like to share or topics you’d like us to cover, please email us at info AT aeroseal DOT com.