Rilla's virtual ridealongs boost monthly revenue by 24%  

Customer: A to Z Dependable Services

Industry: Home Services

Result: 24% higher monthly revenue year over year

A to Z Dependable Services is one of the oldest home services contractors in Niles, Ohio. The company has more than 60 years of industry experience in plumbing, heating, and cooling and manages more than 72 employees. But they didn’t have accurate data on what worked (and didn’t work) well for reps, so it was hard to make informed decisions. In Rilla, they found an easier way to gather data from rep meetings without the time-consuming traditional ridealongs.

The challenges

A to Z Dependable Services relies on a proven sales process, and they have new reps in training at any given time. General Manager Jim Evans wondered if there was a better way to help reps succeed.

“At the time, we were relying on a singular ridealong, perhaps every week, to try to figure out if one rep was hitting all the points we needed,” he said.

Sales Manager Joe Martin felt the same way. “We wanted to see where we needed to transition as a team and where we needed to build our training with employees.”

Rilla creates self-serve training opportunities

Brian Pritchard, owner of A to Z Dependable Services, came across Rilla while looking for sales management solutions. After booking a discovery call and chatting with the team, he realized it offered everything needed to unlock rep success without more ridealongs.

One of the biggest benefits of Rilla was its ability to streamline the training process from start to finish. By uploading company training documents to feed Rilla’s AI, A to Z could monitor agent behavior and point out future growth opportunities that aligned with their existing sales process.

It didn’t take long for A to Z to onboard with Rilla. Leadership teams introduced the software via video, which helped sales reps understand its unique role and method for teaching purposes.  Within two or three weeks, every technician was using Rilla.

“Not only does Rilla help you grow with how you unfold your pitch, but you can pick up nuggets from other technicians to use in your own process,” said Sales Agent Jacob Burchel. “We can pick up the things that work and remember not to use the things that don’t convert.”

The results

Since partnering with Rilla, A to Z Dependable Services has seen clear improvements in coaching and closing rates. In a year-over-year comparison, Rilla has improved its monthly revenue by 24%.

Jacob is one of those agents who saw immediate improvements with Rilla. As a field tech turned sales rep, he had little experience closing deals. Rilla gave him insights that helped him reach a 50% closing rate in his first month as a sales rep. “My average ticket is around $3,500 now,” he said.

For hands-on managers like Joe, Rilla allows him to provide more relevant feedback to reps. It also saves a significant amount of time: managers can condense two days of ridealongs into 30 minutes of productive coaching.

‍“I’m averaging around 30–40 virtual ridealongs per day right now,” Joe Martin said. “It’s basically allowed me to interact with every single individual and help them along the way with whatever they’re doing.”

Rilla also works well with other platforms. The Rilla integration with ServiceTitan has helped A to Z improve callback rates. “Using Rilla has helped our callback percentage go down 2–3%. And in the world of callbacks, that’s a huge number,” Jim explained.

A to Z Dependable Services encourages businesses in similar fields to experience the magic of virtual ridealongs for themselves.

‍“There really is no expense to Rilla,” Jim said. “The initial price to get onboard is very, very minuscule compared to what you’re getting from its virtual ridealongs, personal development, and coaching or training opportunities.”

With improved metrics and visibility into the sales process, Rilla has been a key component of getting A to Z where they want to be.

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