Prime Resources Podcast

Prime Resources Podcast


Overcoming Maintenance Pricing Fears

January 27, 2021

One common industry challenge is how to price maintenance agreements. Many dealers don’t price maintenance to make a profit because they fear losing customers. In this episode, Jennifer Shooshanian, BDR’s Senior Service Coach and Trainer, will help you face those fears! Jennifer has experience working with dozens of HVAC dealers across the country on their maintenance pricing. She will give you a better understanding on why increasing your maintenance price is essential and how to do it without the fear of losing customers.


(03:03) Typical fears relating to maintenance pricing, (05:46) Percentage of dealers not properly pricing maintenance, (07:23) The mental hurdle, (11:00) Value in service maintenance, (17:45) Other industries and maintenance, (23:57) Dealers pricing structures, (27:40) Tiered maintenance options (31:03) "Membership" vs "Agreement", (36:07) customer vs client relationships, (41:31) Benefits of a successful maintenance program