The Importance Of Separating Out Pull-Through Work

By John Jazwiec, CEO, WennSoft

Maintenance contracts are one of the best ways a field service company can guarantee a steady stream of work throughout the year. What makes maintenance contracts even more valuable, however, is the extra pull-through work those service agreements bring in that your company otherwise may never have been considered for. But if you have a system that doesn’t give you the ability to clearly separate out pull-through work from other work that shouldn’t be tied to the maintenance contract, you may be making poor business decisions about the profitability of your service agreements.

Earlier this year, my air conditioning unit went out the day before I had a maintenance visit scheduled. Because a technician was going to be there the next day anyway, I simply waited until he was at my house, talked to him about the problem, and asked him to fix it while he was there. If I hadn’t already had an appointment scheduled with the company that holds the maintenance contract for my HVAC equipment, I probably would have called around to get a few different quotes to fix the unit.

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