PDF file / 3.43 MB - Zabel

By Bob Paulus, R.E.H.S.I've enjoyed training installers acrossthe country about Zabel ®products inour Certified Installer Programs.Included in these classes are service andmaintenance contracts. Recently,while presenting this, I noticed a VERYGRUMPY face. After the talk, I askedthis individual, " Why the menacinglook?" He replied, "The cat's out of thebag, now everyone's going to jump onthis!" I said that I hoped he was correct,but there would still be plenty of actionfor everyone.The biggest hurdle to overcome is theinstaller or homeowner who doesn'tbelieve conventional systems requiremaintenance, and you must be a believerto sell it. With heavy equipment notneeded, I've even converted regulatorswho provide these services outside theirjurisdictional boundaries. Imagine that,an entrepreneurial regulator earningsome extra cash.To make it profitable, you must useproducts that last, carry a good warranty,and require little attention once installed.In other words, you'dbetter be using Zabel.Our filters don't requireexcess cleaning. Ourpumps have a 3-year nohassle warranty. Zabelpump vaults have easilyaccessible filter panels oryou can install a selfcleaningpump vault.How's that for lowmaintenance! Why don'tother manufacturers instructabout maintenancecontracts? Because theirmaintenance is tooexcessive.Let's look at somenumbers. Most peopleproviding service and maintenancecontracts charge $100 to $150 per yearfor 3 years. Normal services include:checking the effluent filter, pumpoperation, tether lengths, pump drawdown levels or time dose intervals,pumping the tank if needed (additionalcost), walking the absorption field toobserve for any signs of ponding, andreporting findings to clients. (If youdon't own a pumper truck, you shouldbe able to get a volume rate from a localpumping company.)Total the number of systems you willinstall this year and add those installedthe last seven years. Multiply thisnumber by your fee. This is the potentialamount you can add to your business.Develop a professional mailer to explaincomponents of systems and how theywork. Describe what they protect, howyou will service it, how much it willcost, and how they can reach yourcompany. It is a low cost, low hassle,low-pressure sale.Here is another suggestion even if youaren't an installer. What is the onething that almost every regulator valuesbut never gets? You guessed it,MAINTENANCE. Go to surroundinghealth departments, tell them your planand ask for a list of every system installedover the last five years. They shouldbe able to print them from a computerdatabase. Most regulators will throw theinformation at you when they learn youwant to provide maintenance, but ifnot, remind them the information ispublic record.This could add 300 to 3000 potentialclients to your program. Some countiesin your state may issue over 1500 permitsper year! Ask them to separate the databy replacement versus new systems.Those who paid for a replacement systemwithin the last five years will likely bethe most receptive to your proposal. Ifyou have done your homework, you areon the way to a profitable business.Take 10% of the 3000 permits issuedfor a geographical area and multiply itby the $300. At only a 10% rate ofsuccess, using the example above, wehave increased revenue to the businessby $90,000.Wait, don't go running to the healthdepartment yet, there is more! Checkinto the Zabel Certified Installer program.You will get knowledge and productdiscounts. By replacing inferior productswith Zabel products, you earn more byselling more! Also, maintenance canbe performed on rainy days when youcan't use heavy equipment.Interested? Zabel can provide sampleforms and contracts. The cat's tryingto get out of the bag, but he hasn't madeit yet. Think of the new innovationsto the onsite industry. In the next 5 to10 years, service and maintenance willbe as common as a septic tank. So,now's the time! Don't be left holdingthe bag.13