Common Objections

I’m proud to say that Hays Service has been in the “HVAC business” for over 70 years. During that time, we’ve been many things to our customers. From mechanical contractors installing stainless steel piping and complex HVAC systems in The Boeing Company’s factory to trusted proactive maintenance advisors to small outpatient surgery centers around town. As most of you know, our main goal today is to help our partners keep their current mechanical systems running as efficiently as possible, with minimal interruption. Our goal is planned maintenance.

As we continue to spread the word about the importance of proactively maintaining your HVAC system, no matter how large or small, we often hear some of the same lines as to why a company may not want to change service providers…

“I am satisfied with my current supplier”

“I am not sure what all they do but they get someone here quickly, as soon as we place a call”

“We have been using them for a long time and they really know our building(s)”

“We heard Hays only works with large, complex buildings”

“We think you may be too expensive for us”

Let me answer some of these objections. A comprehensive look (we call it an Assessment) provides building owners/operators with objective analysis of how efficient the facility is operating. It also gives you an opportunity to have a trained eye uncover the potential for saving owning and operating costs down the road.

  1. Do you want to be just “satisfied” with current provider? Wouldn’t you rather feel partnered with a company who is looking at every aspect of your building systems (mechanical, controls, lighting, etc.). At Hays Service, we even look at things like the productivity of your employees (related to comfort and safety). Finally we provide feedback, with your input, to help you make a decision for planned maintenance to be a profit driven area.
  2. We are always interested to hear comments about how fast someone is getting to you. Not because a fast response time is not a good thing but responding to your call is exactly the opposite of our philosophy. Sure we can get to you fast, but we never want that to be something our customers are saying about us first. This may sound odd, but we don’t want you calling us. If you are calling, that means there is a problem and if there is a problem, we aren’t doing our jobs in the field. This is the true test of a reactive vs. proactive style of doing business.
  3. Not only do we know our customer’s facilities inside and out, we want you, our customer, to know everything we do while on-site. You have the ability to go online and review service calls and we can give you detailed reports of all the tasking performed for each piece of equipment, if you desire. Our accountability is strong and you will never say you do not know what we are doing or did during a site visit. In addition, the advantage of having a fresh set of eyes cannot be underestimated when it comes to seeing things that can be improved. Most people know this but the concern is it will take considerable time and effort to make a change. Our experience shows that after our assessment and a few meetings to discuss overall conditions plus your feedback, our team can be up and running, with minimal supervision, in 30 days. We never have new customers tell us after the fact we are taking too much of their time. In fact, most say after a few months, they cannot believe how little time it is taking now that we have detailed reports and qualified technicians talking to them.
  4. At Hays, we are proud to partner with many of the larger, complex mechanical systems around middle Georgia. That includes the paper industry where we keep technicians on-site five days per week. The good news is, we work on all types and sizes of buildings and the majority of our customers are mid-sized businesses that have been with us over ten years. Size does not affect our approach in most cases. In the end, the analysis of cost and savings, combined with our system and expertise is the deciding factor.
  5. Most people start out thinking that what we are talking about may be a significant cost that may not be affordable. They can see we have a process that is used nationwide to keep thousands of building efficient and comfortable but worry it is only for larger facilities managed by large companies. Our approach is a financial one and we would never recommend you do something that cannot be justified. Our goal is to show payback that makes our value proposition unique.

If that isn’t enough to help get the conversation started think about this – in the time it took you to read the post, your HVAC system could be wasting enough energy to cost you an additional $3,000 per year! How do we figure that? Give us a call to find out…