Marketing the $@{number_sign}& out of service contracts

Journal Article · Fri Mar 01 04:00:00 EST 1996 · Fueloil and Oil Heat with Air Conditioning

OSTI ID:376871

Goldberg, R

Some suggestions for enhanced fueloil marketing are given and discussed. These include: (1) price aggressively. Most companies are too concerned about competitors` rates and not enough about their own profit objectives; (2) use carefully targeted marketing materials; (3) use front line troops to maximize contracts sales. Salesmen, service techs and customer service personnel are the best source of ongoing sales; (4) provide proper ongoing sales and retention and reinforcement; (5) get to it. Many have a most contracts due in spring, and it is also a good time to reach out to non-contract customers. Reworking your contract takes longer than you think. There are all sorts of ways to make contracts a pulse for you; to give yourself some competitive advantages; to reduce customer conflict and to make more money.

• OSTI ID: 376871
• Journal Information: Fueloil and Oil Heat with Air Conditioning, Journal Name: Fueloil and Oil Heat with Air Conditioning Vol. 55; ISSN 1060-9725; ISSN FOHCEU
• Country of Publication: United States
• Language: English

Related Subjects

02 PETROLEUM
COMPETITION
HEATING OILS
MARKETING
PUBLIC RELATIONS