Upgrade Your EGIA Membership to Access This Program

As a Standard EGIA Member, you do not have access to this program. Please upgrade your membership to unlock this resource.

Upgrade Membership
Membership Password Notice

EGIA Contractor University

Contractor Educational Programs

Service Operations Excellence Workshop

April 6-7, 2017 – Atlanta, GA

Register Now
Training Calendar

Registration Questions?

EGIA Registration Support

This EGIA core class is designed to help guide a company through developing a service department business plan and provides all the tools, processes and forms to execute the plan and achieve the service department goals. A detailed evaluation will be made of an effective service operation with guidance from the instructor in a “workshop” environment to help the company choose priorities and set goals to improve profitability. Together we will explore the intricacies of managing a profitable Service department, departmental goal setting, technician goal setting and most importantly technician training, hiring, recruiting, and development.

The class will also cover service pricing systems and labor rates, Service Agreement objectives and sales, the development of new customers through the service model, technician tracking and accountability systems, customer service processes and call taking – dispatching procedures. While more in-depth instruction will be presenting in EGIA’s educational classes specific to Pricing, CSR coaching and Service Agreement Sales, this class will nevertheless provide a meaningful overview of each. The class will allow each member to benchmark their service department and company needs and prioritize the goals for each with a focus on core improvements within the plan. Service managers and owners will benefit from this class.

Event Details
Presenter Bio

April 6 – 7, 2017
Thursday: 8:00am – 5:00pm
Friday: 8:00am – 5:00pm

DoubleTree Suites by Hilton Hotel Atlanta – Galleria
2780 Windy Ridge Pkwy SE
Atlanta, GA 30339
Driving Directions

Registration is $1,500/person. Premium EGIA members can apply their EGIA Contractor University Training Investment Funds to cover this cost.

Cancellation Policy
The deadline to cancel your training registration without penalty is 15 days prior to the training start date. Registration cancellations received after the deadline will result in a loss of training funds. The full amount of training funds used to register for the training will be deducted from your account.

Drew Cameron

President, HVAC Sellutions & Energy Design System, Inc.


Drew Cameron is president of both HVAC Sellutions and Energy Design Systems, Inc. and has 38 years of experience in all facets of running a residential contracting business. He and his team work with contractors to implement effective lead generating marketing and build multi-million dollar profit-generating home services sales forces. Drew is a founder of the Contractors Consultants of America (CCA), a founding member of the Contractor Advisory Group (CAG), a member of Air Conditioning Contractors of America (ACCA), Electric & Gas Industries Association (EGIA) board member, Efficiency First board member, as well as a Consult & Coach Partner and Preferred Vendor Partner with Service Roundtable. Drew is a Tom McCart International Consultant of the Year Award Winner.

Day 1 – Part 1:
Opening Remarks and Agenda Review
Day 1 – Part 2:
Seminar Objectives
Day 1 – Part 3:
Developing a Service Operating Plan
  • Financial Aspects of Service & Maintenance
  • Service Benchmarks, Better Practices & Key Performance Indicators
  • Benchmarking
    • Gap Analysis
    • Prioritization of your needs
  • The Business Model – Define your Company Business Model
  • Define your Main Company Goals – Specific Company Goals
  • Define your Service Department Operating Goals
Day 1 – Part 4:
Pricing / Pricing Strategies
  • Pricing Fundamentals
  • Service Labor Rate and Establishing Street Rates – Exercise
  • Parts Mark-up
  • Flat Rate Versus Time & Material
  • Service Agreements
    • Lost Leader – Growing Service Agreement Customer Base
Day 1 – Part 5:
Labor Management
  • Measuring Service Department Productivity
  • Reducing Service Demand Labor to 22% or Less of Sales
  • Labor Utilization
  • Labor Management Reports
Day 1 – Part 6:
Parts Management
  • Reducing Parts Cost to 13% or Less of Sales
  • Standardized Truck Stock
  • Generic Parts
  • Truck Replenishment
  • Inventory Management
Day 1 – Part 7:
Service Department Operations (Processes)
  • Service Call process
  • Customer Service Representative Practices
  • Dispatching Practices
  • Debriefing Process
  • The Perfect Service Call & Training Procedures
Day 2 – Part 8:
Service Agreement Approach and Lead Generation for Replacement
  • Types
  • Strategy
  • Metrics and Standards
  • Operational Formula
  • Technician Training Model, Compensation & Productivity
Day 2 – Part 9:
Technician Accountability Systems
  • Tracking & Daily Huddles
  • Use of tracking and goal board tools
  • Training for Customer Relations
Day 2 – Part 10:
Technician Sales
  • Technician Selling Processes / Support Materials
    • Selling Processes & Repair Versus Replace Rules
    • Sales Support Material
    • Technician Sales Plans
Contact Us

For more information, contact: