Bill BrownFounder of ServiceTitan Hacks community (9k+ pros) | INC 5000 Contractor | Helping contractors win with AI & Automation

Don't Copy Competitors for Membership Programs #shorts

16 Jun 2026 · 1 min

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Bill Brown copied a competitor's membership program and it failed. After partnering with SmartAC, he redesigned it with spiffs—sales incentives for staff—and found success. The lesson: build what works for your business, not what worked for someone else.

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That's nice that you, that you help contractors with the ServiceTitan through that third party and really help them understand the membership programs. I mean, I never, gosh, I think that the way that I came up with my membership program is went, how was that? I just looked at my competitor's website, saw what the features were and said, all right, we'll do it like that. And I just got killed on it. I just got killed on it. And you know what? Yeah. You go back to it, David. Where you, uh, spiff the ladies on the phone. I never did that. It was such a bad idea not to do that.
I, I know. Well, like you said, your first maintenance contracts were just looking. That's how we were too. We just pulled something out of thin air and was like, hey, let's see if this works. And, and when we partnered with SmartAC and like they gave us a whole new way to look at it and they helped us build out everything. And then I'm like, okay, well then let's, Let's go. And then building out the spiffs and the guys get spiffs, the girls get spiffs. So it's whoever sells it gets it.