Kimberly Riching Provides an Inside Look on Outside Sales
Name: Kimberly Riching
Title: Service Agreement Sales Manager
How many years have you worked for Home-Tech: Two and a half years.
Service Agreement Guru, Kimberly Riching
What positions have you held? Service Agreement Outside Sales and most recently, Service Agreement Sales Manager. Just to clarify, I still do outside sales.
What is your unique approach to selling Service Agreements?
I have been a licensed realtor for ten years, so I am very familiar with the business of real estate. I am able to communicate the value to the realtor, buyer and seller and how the Home-Tech Service Agreement helps in making the sale.
What is the most common misconception customers have about our Service Agreements?
Many people think our Service Agreement is similar to a Maintenance Agreement, which it is not. Some potential customers don’t fully understand their current agreement, and believe their air conditioner is “covered” with their maintenance contract. In fact, their contract only offers the maintenance on their air conditioner, similar to a clean and check, and a “discount” on any repairs.
Service Agreements are a Big Hit at Trade Show for Realtors
Another misconception is that Home-Tech is a national home warranty company, which we are not. When I explain to the customer that we are a local business, and the competing home warranty is from a national company, they aren’t aware of the flaws of dealing with a larger, national company.
I try to point out that when the customer has a need for service, Home-Tech sends out our own technicians, not a subcontractor like the national firm. Our technicians are safe, clean cut, criminally background checked and professional. We can provide service the same day, while our competitors can make a customer wait days for a repair.
What is your absolute favorite thing about our Service Agreement?
No service call fee, on parts and labor. Or, our ability to provide emergency service, even on national holidays and after hours. You can reach us anytime for repair of your air conditioning, heat in the winter, refrigerator (and the food spoilage).
I love to use this scenario. Let’s say its Christmas Day, you have a house full of guests, and the air conditioner breaks. Think about what that would cost to have another company come out for emergency service, let alone on Christmas Day. It would cost an arm and a leg for anyone else to come out, if they even would come out at all.
With Home-Tech, we would be there. It’s covered under the Gold Service Agreement, and you can focus on what is really important, like spending quality time with the family.
Has anything funny happened to you while driving the Home-Tech car?
Ha! Yes. In fact, there was one afternoon I had pulled into a Publix parking lot to put in some eye drops. I am mid drop, when I hear a knock knock on the window. It scared me half to death! A nice couple had seen our commercials on television and wanted to know more about Home-Tech. It’s really hard to miss that car, even in a crowded lot.
