Replacing Worn-Out Factory-Built Fireplaces

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Replacing Worn-Out Factory-Built Fireplaces
Replacing Worn-Out
Factory-Built Fireplaces
Jerry Isenhour
CVC Coaching
HPBExpo Education
March 5, 2014 – March 8, 2014
Salt Lake City, UT
Sponsored by:
A division of Innovative Hearth Products
2/21/2014
FIREPLACE RETROFITS
IS THIS A MARKET
FOR YOU?
HOW
W TO MARKET IT?
HOW TO PROFIT FROM IT?
Presented By
Jerry Isenhour
CVC Coaching
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
FIREPLACE RETROFITS
IS THERE A MARKET?
The US Census of 2010 placed the number of fireplaces
at 44,033,000 defined as “usable”
Th Factory
The
F t
B ilt Fi
Built
Fireplace
l
appeared
d after
ft W
World
ld War
W 2
Factory Built Fireplaces use increased
per decade from 1960 and onward
Wood / Vent Free Gas / Natural Vent Gas
Direct Vent Gas / Electric
21st Century Now The Norm
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
USA HOUSING UNITS CONSTRUCTED
2010 US CENSUS DATA
2005 – 2009
2000 – 2004
1995 – 1999
1990 – 1994
1985 – 1989
1980 – 1984
1975 – 1979
1970 – 1974
1960 – 1969
1950 – 1959
7,098,000
8,206,000
7,906,000
6,264,000
7,889,000
6,605,000
11 805 000
11,805,000
9,535,000
13,596,000
11,905,000
UNITS BUILT SINCE 1950
90,809,000
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1
2/21/2014
WHAT IS OUT THERE IN THE “REAL WORLD”
Factory Built Units Designed To Be Built Into Masonry in 1920s
First “Heatilator” Rolls Off Assembly Line 1927 By
Chemical Toilet Company In Syracuse NY
1930 Changed Name To San-Equip Inc.
Majestic / Superior / Pre-Way & Others Follow
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
POST WORLD WAR 2
The Wood Burning Factory Built
Fireplace Introduced After
Research By Robert K. Thulman
Tremendous Changes Since
That Time In Appliances &
Venting Systems For Appliances
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
GAS FIREPLACES APPEARED
MID TO LATE 80s
Natural Vent / Direct Vent / Vent Free
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
2
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21st CENTURY
PELLET / ELETRIC / BIO FUEL / WHAT’S NEXT?
FUTURISTIC LOOKS
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THE QUESTION IS
HOW LONG WILL THEY SURVIVE?
Lack Of Maintenance
Improper Installation
Metal Failure
Attack By The Elements (Water)
Attack By Fuels (Acids)
Attack By Abuse
Attack By Settlement
Improper Operation & Abuse
Metal Fatigue
Dissimilar Metals
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THE BALANCE
ADDING TO THIS
IS THE FACT THAT THE
PERCENTAGE OF FACTORY
BUILT UNITS HAS INCREASED
WHILE THE PERENTAGE OF
MASONRY HAS DECREASED
DRAMATICALLY
LIABILITY / LACK OF SKILLED MASONS
PRESSURE ISSUES / COST CONCERNS
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3
2/21/2014
IN EXCESS OF 90,000,O00 HOMES
BUILT SINCE 1950
WITH AN INCREASING POPULATION OF
FACTORY BUILT FIREPLACES
WITH LIFE SPANS THAT MAY BE 10 YEARS
OR LESS OR EXTEND TO 35 – 50,
IS THERE A MARKET?
I THINK THERE IS!
AND IF WE ADD THE FOLKS THAT
JUST PLAIN DON’T LIKE WHAT THEY GOT
I THINK THAT MARKET IS EVEN LARGER
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HOW DOES THE
PRODUCT GET MARKETED?
LIKE ANY PRODUCT OR SERVICE
A BUSINESS PLAN MUST BE FORMULATED
WHAT WILL IT TAKE TO BE SUCCESSFUL
MARKETING WILL BE IN YOUR ELECTRONICS
OUTREACH AND ALL FORMS OF PROMOTION
WEBSITES / SOCIAL / BLOGS / VIDEOS
WHERE DOES SEO APPLY
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BIRD DOG
YOU MUST DEVELOP THE SKILLS OF
DIAGNOSIS
LISTENING
OBSERVING
PROBLEM SOLVING
YOU MUST ENGAGE AND
ESTABLISH THE RELATIONSHIP
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4
2/21/2014
WHO IS THE
CUSTOMER?
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DOES YOUR COMPANY OFFER
GAS OR CHIMNEY SERVICE
YOU ARE SEEING
THE JOBS NOW
JUST GOT TO OPEN EYES
JUST GOT TO LEARN THE SKILLS
JUST GOT TO GO FOR IT
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
HOW IS THE PRODUCT
PRESENTED?
IT IS NOT DIFFICULT TO COMPLETE
DOES NOT WRECK THE HOUSE
CAN PROVIDE AN ENTIRELY NEW LOOK
CAN PROVIDE THEIR NEEDS
CAN ALLOW THEM USE OF THE FUEL THEY WISH
CAN HEAT THEIR HOME
CAN WORK IN POWER OUTAGES
WILL BE A PROJECT OF BEAUTY
CAN PROVIDE A LOOK THAT MATCHES THEIR
LIFESTYLE
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5
2/21/2014
HOW DO I
QUOTE THE JOB
X RAY VISION
TAPE MEASURE
ATTIC / BASEMENT / OTHER FLOOR REVIEWS
VISUALIZATION
IMAGINATION
KNOWLEDGE OF CONSTRUCTION METODS
INSTALLATION KNOWLEDGE
VENTING KNOWLDGE
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INSTALLATION
SKILLS REQUIRED
MECHANICAL APPTITUDE
ABILITY TO PROBLEM SOLVE
ABILITY TO THINK ON FEET
CARPENTRY SKILLS
MASONRY SKILLS
MECHANICAL SKILLS
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THE UNKNOWNS
HOW TO STAY OUT OF TROUBLE
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6
2/21/2014
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CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
7
2/21/2014
SIZING UP FOR QUOTE
PREPARATION
Measurements & Photo Documentation
Ability To Visualize
Ability to Foresee
For s Issues
Issu s
Ability To Suggest Workable Appliances
Ability To Visualize All Materials
Ability To Predict Venting Configurations
How Will Household Be Protected
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COMMON CUSTOMER
QUESTIONS
How Long Does It Take
How Bigg A Mess Does It Make
Can You Use My Mantle
Can You Use The Same Facing Materials
Can You Use The Same Pipe,
Flashing Or Chase Cover
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CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
8
2/21/2014
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ANTICIPATE
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9
2/21/2014
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
10
2/21/2014
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CVC Coaching / www.cvccoaching.com Coaching Valuable Clients To Success
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11
2/21/2014
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2/21/2014
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