Is your business ready for Sensi™ Predict?

Table of contents

03 Why now?

04 Couldyourbusinessbenefit fromSensiPredict?

05 WhatisSensiPredict?

06 SensiPredictbenefits

07 Improving sales performance

08 Increasingtechefficiency

09 Growingprofitablemaintenance agreementbusiness

10 Homeownertrust

11 HowdoesSensiPredictwork?

12 Homeowner experience: Winningthesale

13 Customerinstallexperience

14 Homeownersaren’talwaysready tobuyyet

15 Buildingrelationshipsandrevenue onexistinghomeownersystems

16 Post-installcustomerexperience

17 Otherhomeownerbenefitsand valuepropositions

18 Is your business ready for SensiPredict?

19 Pricing and revenue

20 Chooseyourpath

21 Whicheverpathyouchoose,we arewithyoueverystepoftheway

22 Howtobecomeacertified SensiPredictcontractor

Why now?Differentiation for new equipment is harder than ever Withbrandloyaltydyingandcustomerexperiencewinning,contractors mustfindnewwaystodifferentiatetomaintainmarginsandstayaheadofthecompetition.

The maintenance agreement business model has changedWithchangingmarketandcustomerdynamics,theoldassumptions ofprofitabilityinthemaintenanceagreementbusinessarebeingchallenged.

Tech shortage is leaving contractors fighting for control of their business Contractorsfearlosingtheirtoptechsandthosetechsknowit.The new FDDcategoryofsmartproductsishelpingtakebackcontrolofthe businesswithoutskippingabeat.

Homeowners are increasingly investing in smart home products, but contractors could be leveraging this much betterThedataprovidedtoboththecontractorandhomeownermakes SensiPredictavaluablelong-terminvestment.

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Could your business benefit from Sensi Predict?Do you want to:

Improvecloseratesonnewequipmentsales

Reducecallbacksonnewequipmentinstallsandmaintenancevisits

Levelupthelessexperiencedtechnicians

Increasenumberofmaintenanceagreements

Increaseprofitabilityofoverallmaintenanceprogram

Increasetherenewalrateformaintenanceagreements

Ifyouansweredyesto3ormorequestions, SensiPredictispotentiallytherightsolution foryou.Read on to find out more.

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“Thetechnologyandthecostthatthey’reofferingitatisincredible. Itisthemostvaluewe’vebeenabletoaddinonetransaction.”

Christi GarciaManagingPartnerThe A/C Guys

What is Sensi Predict?SensiPredictisaremoteFaultDetectionandDiagnostics(FDD)solutionthatgivesactionableinsightstohomeownersandcontractorstobuildtrustandloyaltyonnewequipmentinstallationsandmaintenanceagreements.

What is Fault Detection and Diagnostics (FDD)?FDDisanewcategoryforResidentialHVAC.Itautomatestheprocessofdetectingfaultswithphysicalsystemsandprocessesanddiagnosestheirpotentialcauses.

Smart business powered by the Smart Home SensiPredictgivescontractorsawaytofinallymakemoneyontheSmartHomebyusingthehome’sdatatomaketheirbusinesssmart.

Annual Recurring Revenue (ARR)SensiPredictgivescontractorsawaytodriveaprofitableandcompounding Annual RecurringRevenuemodelthatgrowsalongsidestandardmaintenanceagreements.

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Sensi Predict benefits1. Sales and install performance • Increasescloseratesonnewequipment

• Drivesratingsreviewsandreferrals

• Increasesconversionofmaintenancecustomers

2. Technician efficiency in maintenance and service • Reducestimeonsite

• Increasesfirsttimefixrate/ helpsreducecallbacks

• Increasesthecapacityoftheteam

3. Profitable and sustainable maintenance agreements business • Growscashflowpositiveagreements

• Increasesmaintenanceagreementrenewalrate

• Increasescloseratesonreplacementequipment

4. Homeowner trust • Buildsaconsistentcustomerexperienceeverymonth withmonthlyreports

• Reducesurpriseswithperformance checks and homeowner alerts

• Allowsyoutorespectyourcustomer’svaluabletime

• Verifiesyourrepairsandinstallations

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Improved sales performanceIncrease close rates on new equipment• AllowscontractorstofactorSensiPredictcostintonew equipmentpricing

• Differentiatesyourofferingfromyourcompetitorsbyselling asmartsystematasimilarprice

• Deliversaninstantlyverifiedinstallexperience

Drive ratings, reviews and referrals• Enablescustomerstosharethevalueandtechnologywith family,friendsandneighbors,helpingdrivefuturereferrals.

• Deliversaconsistent,delightfulinstallexperiencewith 3rd-partyverificationreports

• Makesiteasiertoaskforandgetratingsandreviews

Increase close rates on nonclosed deals• Offerscustomersawaytogetthemostoutoftheircurrent systemwithSensiPredictwhentheyaren’treadytobuy newequipmentyet

• Keepyourselfinthefirstpositionwithyourcustomers aheadoflocalcompetition

• Helpsincreaseconversionratesthenexttimesalesteam callsorvisitshome

Improved Installation Performance1.Reducecallbacks

2.Makesyourinstallersbetter

3. Reduce QA expenses

“It’shelpedfromDayOne. We put it on every new install.” Rick ShermanService Mgr The General

“We’vebeenabletoincrease ourcloserateanywherebetween 15% to 19%sinceinception.”

Leo MurrietaGeneral ManagerPioneer Air

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“Itmakesmeamoreefficient technicianwhenIcancome tothehomewithpartsinhand.”

Sam Philips Lead Technician

“It’savaluabletooltomake ourlabormoreefficient.”

Ed McFarlaneVicePresidentHallerEnterprises

Increases tech efficiency Reduce time on site• Minimizesguessworkindiagnosisaheadofanon-sitevisit

• Intelligentlyplanandprioritizeseniorityoftechsrequired forspecificsitevisits

• Reducesadditionaldiagnostictimeinthehomewith 3rd-partyintegrationslikeMeasureQuick

Increase first time fix rate / Reduce callbacks• Reducessendingthewrongtechforthejob

• Helpsmakesureyousendyourtechsoutwiththerightparts foreachjob

Increased capacity• Reducesunnecessarymaintenancevisits,thatcould bekeepingtrucksandtechnicianresourcesfromgetting tootherrevenue-drivingtruckrolls

• Allowsteamstoorganizeschedulesintelligently,prioritizing highimmediacyjobswhilefreeinguptimetoacquire new business

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Grows profitable maintenance agreement business Grow cash flow positive maintenance agreements• BreakevenontheinstallationofSensiPredict

• Make50%marginonthesubscription

Increased renewal rate• Gethigherrenewalratesbyofferingoptionsfordifferentcustomertypes

• SavecancellationswithSmartMaintenancewhencustomersare cancellingtraditionalmaintenance Close rates on replacement equipment• Reducetheneedforsecondopinionswhenit’stimetoreplace

• Providesadditionalsellingpointsandvalueaddstoconvertmore customersatthekitchentable

“Whenwethinkofelevatedcustomerexperience,whatcould bebetterthantakingcareofaproblembeforeitbecomesamajorpainpointforourcustomers?We’vegotthepowertodothat!”

Ed McFarlaneVicePresidentHallerEnterprise

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Problems with today’s model

Contractor:• Mostmaintenanceagreementslosemoney

• Renewalratescontinuetodropyear over year

• Non-revenue-generatingtruckrolls

Homeowner:• Needtoscheduletwoinconvenientin-home visitsperyear

• Perceptionoftechnicianpushingrepairs and upgrades

Smart HVAC Benefits

Contractor:• Alltruckrollsarerevenue-generating

• Decreaseaveragetimeonsite

• Increaserenewalrates

Homeowner:• 24/7monitoring

• In-homevisitsonlywhenneeded

• Trustedtransparencyonrepairs and upgrades

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Homeowner trust Reduces surprises with performance checks and homeowner alerts• Buildstechniciantrustwithperformancechecksthatmatch upwithhomeowneralerts,soeveryoneisonthesamepage

• Helpsalertcustomersofpossibleissuesbeforethesurprise ofasystemfailure

Verify your repairs and installations• Verificationreportsgivethehomeowneralevelofvalidation thatyourworkwasdonerightbeforethetechevenleaves thehome

• Providesavaluepropositiontoyourbusinessthatinstallations arecertified,andresultseasilysharable

Build a consistent experience with monthly reports• Keepsyourbrandandcontactinfotop-of-mindwithhomeowners everymonth

• Establishesyouastheclearadvisorandtrustednameinthehome

Respect your homeowner’s valuable time• Buildscredibilitybyonlybeinginthehomewhenyouneedtobe

• Givescustomerstheirvaluabletimebackwithmaintenance ondemandwithmaintenancethatcanbescheduled attheirconvenience

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How does Sensi Predict work?

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Issue detected

Fromthedatatransmittedvia 10sensorsoverWi-Fi,Sensi Predict’sFDDclouddetects anissueandisverifiedwithmoreadvancedanalysis.

SensiPredictgeneratesaworkproposaltothecontractorintheProPortal(andviaemail).TheHomeownergetsanemailalertaswellsotheycanprepareforyourcall.

Dispatchreviewsthealert, facilitatepreliminary diagnosisandassignsthe righttechnicianfortheskill leveloftheworkneeded,withworkproposallinkedtoyourworkorder/dispatchticket.

Technicianscanviewthe systemperformancedatafrom theProPortalintheirtruck, knowingthestatusandissuebeforetheyevengetinfront ofthecustomer.

SensiPredictintegrateswithMeasureQuickdata,helping thetechwiththediagnostictooltoprocesstherepairwithstep-by-stepinstructions, guidingthetechtoaproperrepairandanalyzingpotentialfaultsonebyone.

Thefinalstepbeforecleanup istoprovideaverifiedreporttothehomeownershowing thattherepairiscomplete andthesystemisoperatingproperly,savingyoubothfrom acallbacklater.

ArrivalDispatch correcttechnician

Repair verifiedWork proposalgenerated

Final diagnosticand repair

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Homeowner experience: Winning the sale“Mr.andMrs.Jones,at(Company)wefirmlybelievethatthemostimportantdayinthelifeofyournewHeating&Coolingsystemisthedayit’sinstalled.Asamatteroffactwebelieveinitsomuchthat,notonlydowetellyouthatwehavethebestinstallersthatdogreatwork,weproveittoyou.(FliptoInstallVerification)Mrs.Jones,didXYZHVACincludethatwiththeirinstallation?”

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1st performance check email

Equipment Sticker

Customer install experiencePerformance checkAtthetimeofinstallationorservice,andbeforethetechnicianleavesthesite, aperformancecheckisruntoensureeverythingissetupandrunningsmoothly. Thereportissharedwiththecustomertobuildconfidenceintheinvestment andwrapupamemorablebrandexperiencethatcomplementsyourteam’s cleanshirts,booties,promptcleanupandcommunication.

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Homeowners aren’t always ready to buy yetThis is an opportunity to validate whether you’re dealing with simple questions or persistent objections from your customer or prospect.• Determinewhetherthiscustomerisbeingpoliteandgoingwithoneofyour competitorsinsteadortrulynotinthemarkettogetareplacement.

• OfferSensiPredictontheirexistingsystemandoffertohelpthemgetthe mostoutofitwhileminimizinginterruptionsincomfort.

• Installingonexistingsystemscanhelpbothyouandthehomeowner seewhenitsagestartstoshow,andhasyouasthefirstonetocallwhen analertcomesup.

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Building relationships and revenue on existing homeowner systemsWhencustomersaren’treadytobuynewequipmentfromyoursalesteam,switchgearsandofferthemawaytogetthemostoutoftheircurrent system.Moreimportantforthebusiness,itbuildsamoattokeepyourcompetitoroutofthathomewithasystemthatisprimeforreplacement.

Sell them Sensi Predict on their current system, and give them the first year of monitoring free.

When they’re ready to make the upgrade to a new system, Sensi Predict can easily be transferred or credited.

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Post-install customer experience WhethertheygetSensiPredictinstalledwithnewequipmentoronanexistingsystem,monthlyreports,real-timealertsandthehomeownerportalhelpbuildtransparency,peaceofmindandcustomerloyalty.

Monthly reports Eachmonth,SensiPredict generatesaperformancereporthighlightingsystemruntime andestimatedcostofoperation.

Homeowner portalAneasy-to-useportalcentralizessysteminfoinahigh-levelwayforhomeowners.

Real-time alertsWheneverthesystemexperiencesanurgentorcriticalissue, acommunicationissenttothehomeownerandthecontractor inreal-time.

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Other homeowner benefits and value propositionsPredict. Prevent. Protect.

Save timeByreplacingin-personinspectionswithautomatedPerformanceCheckseverytimethesystemruns,youcanfocusonthemoreimportantthingsinlife.

Increased peace of mindThinkofSensiPredictasawaytocertifyyourHVACsystem’shealthandperformancewithmonthly reportsandhistoricaltrends.

Predict unexpected failuresReal-timealertsallowyoutofindandfixsmall problemsbeforetheyturnintomajorrepairs.

Prolong equipment lifePredictivemaintenancewillhelpyoursystemstand thetestoftime.

Lower utility costsAproperlyrunningHVACSystemcontributestoimprovedefficiency,andutilitysavingsupto20%annually.

Breathe cleanPredictivemaintenancehelpstokeeptheairhealthy andcleaninsideyourhome.

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Is your business ready for Sensi Predict?HavingSensiPredictinyourportfoliorequiresachangeinmindset (fromreactivetoproactive)andcommitmenttoimplementchangesintheorganization.ItisimportanttodetermineifyourbusinessisreadytobringSensiPredictinyourportfolio. If you answer “yes” to 3 or more of these, Sensi Predict could be right for your business:

Youarenotcurrentlydoingamajorinitiativeinyourbusiness (i.e.implementingnewFieldServicesoftware)

Youhavemanagersinkeyareasofthebusiness

Thebusinessconductsstafftrainingonaregularbasis

Youarenothappywithyourcurrentmaintenancemodel

Thebusinesshasgonethroughdigitaltransformationbefore

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Choose your pathStart small or go big?“Ajourneyofathousandmilesbeginswithonestep.” — Lao Tzu

Everybusinessisdifferent:differentstrengths,weaknesses,capacities, competenciesandgoals.Beinghonestaboutwhereyourbusinessisatwillhelpyouchoosetherightpathtofollow.

There are two paths you can go down:

Bundling with new equipment

• Quickerandeasiertogetstarted

• Longerchangemanagementimpact

• Impactsfewerdepartments •Marketing • Sales •Install

• Transitionintosalesteamsellingonolder equipmentwhenthecustomerdoesn’tbuy areplacement

• Eventuallyservice,maintenancedispatchand customerservicewillallsell.

• Short-termrevenueopportunities

Full operational transformation

• Willimpacteverypartofthebusiness •Marketing • Sales • Service •Install •Maintenance •Dispatch

• Trainingandonboardingwilltakelonger

• Allteamswillbetrainedsimultaneously

• Willfundamentallychangehowyouorganizeyour serviceandinstalloperations

• Higherlong-termrevenueopportunities

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(Your logo here)

Which ever path you choose, we are with you every step of the wayMarketing supportTheSensiSalesPortalgivescontractorsandtheirmarketingteamsthe assetstheyneedtoeffectivelymarkettheirbusinesswithSensiPredict.

Customizable marketing materialsCustomizevarioussalestemplateswithlogos,colorschemesareavailable.

Sensi Predict Sales PortalTheportalhousesthedashboardformanagingWorkProposalsand customerneeds.Theportalalsoprovidesasnapshotofcontractor performanceandprovidesaccesstostandardizedandcustomizable marketingmaterialsthatcommunicatethefunctionalandemotional benefitsofSensiPredicttothehomeowner.

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How to become a certified Sensi Predict contractorTogetstartedofferingSensiPredicttoyourcustomers,you’lljust needtogetauthorized.

What are the next steps?

Chat with usAfterqualificationtraining,you’llconnectwithyour customersuccessmanager.

Qualification modules Completeonlinequalification(30-40minutes)

ApplyIf you have downloaded thisbook,youshouldsoon beseeinganinviteviaemailtosubmityourapplication.

Commit, order, installOnceauthorized,youcanmakeyourfirstorder,andyoucan getstartedsellingandinstalling inyourmarketrightaway.

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