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AttiCat® by Owens Corning

In This Issue:

President Obama Says
Insulation is Sexy

Yep, he did. Watch it here or read about it here.

From a PR perspective this is worth a billion bucks. Far more people heard this message than would ever have listened to and heard an advertisement on adding insulation to their home.

Selling “sexy” is tempting because it does get someone’s attention but there’s obvious risk in using the term. In normal circumstances I’d suggest you stay away from anything like that. But in this case the President said it, on prime time TV no less. I think it’s a safe bet, used in appropriate context, to reference his quote to reinforce the wisdom of adding insulation to everyone’s homes.

Look again at the above links. A copy of that photo of Obama and a little AttiCat® information on a simple one-page flyer for your techs to hand out will get attention. After that some customers will naturally inquire about the cost and benefits to themÉand I hope by this time you know how to handle that!

Good selling.

Tom Piscitelli

How Do You Measure Up?

As an AttiCat® tech, how do you measure up? Simple: with a ladder and a ruler! Seriously, it’s amazing how much the “little things” count when it comes to AttiCat® success. A key predictor of success is whether or not a tech has an Xtend & Climb® ladder. As we travel across the country (literally from coast to coast), we find that the techs who purchase their own Xtend & Climb® ladder are more likely to actually take the few minutes needed to “measure up” the insulation in a homeowner’s attic. This comes straight from the techs themselves.

Remember, your primary marketing plan is having the tech show the homeowner the difference between how much insulation the DOE recommends and how much insulation they actually have. The odds of a sale occurring if the tech does not do this are almost zero. Techs tells us they do not want to have to go back to the truck and pull off a tall ladder and then try to maneuver through the house with it. It’s difficult and it takes time. Techs don’t want to spend a lot of extra time in the home because they want to get to the next call.

The Xtend & Climb® ladder alleviates the hassle and time concerns. The tech can carry it in with him right under his arm (no extra trips back to the truck) and he can maneuver very easily through the home with it. It’s actually perfect for those tight closet access areas. No magic, just the fundamentals. Are your techs practicing the basics for AttiCat® success? How do your techs measure up? It’s hard to take a step in climbing the ladder of success if you don’t even have a ladder to step on!

If you would like to know more about the Xtend & Climb® ladder and how to get them for your techs and comfort advisors, please contact your AttiCat® consultant.

Steve Curtis

 AttiCat® by Owens Corning

Another AttiCat® Success Story!

What is the secret to quickly selling AttiCat® jobs after training? Kieth Hilligoss, owner of Air Solutions in Sand Springs Oklahoma, has experienced some early success by being an AttiCat® Champion for his guys. You might ask, “What is an AttiCat® champion?” An AttiCat® Champion is someone that is excited about the opportunity that AttiCat® offers the entire company to increase their income. An AttiCat® Champion is someone who sees how every client can benefit from an AttiCat® attic upgrade. An AttiCat® Champion is someone that always reminds his guys to bring AttiCat® up on every call. And an AttiCat® Champion is encouraging everyone in the office to take advantage of the personal use program so they have a personal story and can explain the benefits they have seen after getting an AttiCat® attic upgrade. Do you have an AttiCat® Champion in your office?

The Air Solutions guys went through the AttiCat® Boot Camp just before the holidays and sold two jobs within the first week after training. One of the jobs was sold the day after training by Mike Bartlett, the Service Manager for Air Solutions. Mike had someone in mind that could benefit from an attic upgrade the minute that he finished going through training so we went out and ran the numbers for the homeowner. The homeowner said he didn’t have the money for the insulation at the time so Mike left the proposal with him and said that he would follow-up with him later. Not too pushy. The homeowner then called the next day and decided to go with the middle choice.

Air Solutions found out early on that the key to success is to offer every homeowner the opportunity to upgrade their attic and to let the chips fall where they may. You don’t have to cross the line and become a pushy salesman to be successful. You just have to give the homeowner all of the information they need to consider the choices and let them make a decision. Another important factor for their success has been having a Champion to keep everyone excited and accountable about AttiCat®.

“That some achieve great success, is proof to all that others can achieve it as well.”
- Abraham Lincoln

Mike Berry

Questions? Ask us!

Do you have questions about best practices, installation procedures, advertising and marketing, or anything else related to AttiCat®? We’re here to help!

We have setup a Question and Answer system in the protected Dealers area of our website, so login and post your question. You might just find some other useful info there as well!