The building that called you for an emergency repair last February is your warmest commercial lead. It has seen your technicians, it has your invoice, and it has just been reminded what an unplanned failure costs. Yet most boiler companies never follow up with an agreement offer. This service fixes that gap.
What it is
Service agreement marketing is the design and promotion of your maintenance agreements to commercial customers. It covers the offer itself, how it is presented, when it is presented, and how renewals are protected.
It sits between sales and operations. We handle the marketing side; your team decides what the agreement covers, because only your licensed staff can judge what a plant needs.
Who it is for
It fits any boiler company where a meaningful share of commercial revenue is still one-off repair work. It is also for companies with plenty of agreements but a renewal rate they have never measured.
What is included
- Book review. We look at two years of commercial invoices (with your permission) to find buildings that had repairs but no agreement.
- Tier design support. Usually two or three levels, presented in plain language with clear inclusions and exclusions.
- The offer document. A one-page summary for managers and a longer version a board can review.
- Timing plan. Offers sent after a repair, before budget season and before the heating season, rather than at random.
- Renewal system. A 90-day, 60-day and 30-day renewal sequence, with a short annual service summary each building receives.
- Reporting. Conversion and renewal rates by building type.
A worked example you can check
Suppose you have 120 commercial repair customers from the past two years without an agreement. If a well-timed offer converts 15% of them, that is 18 new agreements. At an illustrative $4,000 a year each, that adds $72,000 in annual recurring revenue before any new account is won.
Now look at renewals. If you hold 80 agreements and renew 75% of them, you lose 20 a year. Lifting renewal to 85% saves eight agreements, or $32,000 a year at the same value. Our service agreement economics guide explains why renewal is often worth more than new sales.
The annual service summary: the cheapest renewal tool you have
The single most effective renewal habit is a short written summary sent to each building once a year, a few weeks before renewal. It lists the visits made, issues found and fixed, recommendations still open, and any equipment approaching the end of its expected life in your technicians' view.
A manager can forward that summary to an owner or a board without editing it. It turns an invisible service into a visible one, and it starts the renewal conversation on your record rather than on price. We write the template, and your team fills in the technical content.
Timeline
| Period | What happens |
|---|---|
| Weeks 1–3 | Book review, tier design support, offer documents drafted |
| Weeks 4–6 | First offer wave to recent repair customers |
| Months 2–4 | Renewal sequence live; pre-season offer to remaining buildings |
| Month 6 onward | Quarterly review of conversion and renewal rates |
How results are measured
We track four figures, by building type:
- Offers sent and opened or acknowledged
- Agreements signed from repair customers
- Renewal rate, measured monthly
- Average agreement value, and whether it rises with better tier design
Mistakes to avoid
- Hiding the exclusions. A manager who discovers an exclusion during a failure will not renew. State them clearly up front.
- Selling only on price. Buildings value documentation, priority response and fewer surprises. Price the agreement on that value.
- Silent renewals. An auto-renewal with no contact invites the manager to shop around. Send a service summary every year.
- Same offer for every building. A ten-suite walk-up and a care home have different risks. Segment by building type.
Where this fits with our other work
Agreement marketing works best alongside a website that explains your agreements clearly and a property manager pipeline that brings in new buildings to offer them to. For deeper reminder and tune-up operations, boiler.management covers that side in detail. Our HVACDeal.ca work produced 500+ leads at a 12:1 ROI, a residential result that shows what consistent offers and follow-up can return. See pricing, or call, text or email to review your book.
Frequently asked questions
What should a commercial boiler service agreement include?
That is your decision, based on your licensed staff's judgement and the equipment. We help you present it clearly: what visits are included, response commitments, parts terms, documentation provided and what is excluded.
How many agreement tiers should we offer?
Two or three is usually right. One tier gives buyers nothing to compare; more than three slows the decision. The middle tier should be the one most buildings choose.
When should renewal conversations start?
At least 90 days before the end date, and earlier for buildings with board approval cycles. Waiting until the last month invites a tender.
Can you manage the reminders and tune-up campaigns too?
We set them up as part of this service. For companies that want a deeper maintenance-plan operations programme, our sister site boiler.management covers that in detail.