Selling HVAC Equipment

Tips for successfully selling HVAC equipment

HVAC sales don’t come easy. However, there are tried-and-true ways to sell equipment, maintenance and services. Fortunately, it doesn’t involve being pushy or over persuasive.

Here are several tips on how to successfully sell anything – including heating and cooling packages and services. We cover everything from pre-call arrangements to post-call developments to empower you to get sales.

Send a confirmation text or email after arranging an appointment. Thank your client, remind them of the scheduled date and time, and offer some details about the technician or comfort advisor coming to their house. Send a follow-up confirmation a day prior to the call.

The visit should consist of a vibrant sales process, which includes identifying the client’s needs and wants. Listen to what the client is saying. Why did they contact you? What do they need to accomplish? What do they like and hate about their existing system?

It may seem peculiar but discuss pricing up-front. Show the client a couple of options: basic, good, better and best. Demonstrate financing options by analysing the monthly cost.

Tell the client about your HVAC company. Share reasons why they ought to do business with you. And emphasize the value they get from the equipment. For instance, explain how having certified technicians means that your team is extremely well-qualified.

Whether you’ve sold or not, give the client a handwritten card acknowledging them for their time. And let them know you’re looking forward to doing business with them in the future. Showing immediate gratitude goes a long way. Send the envelope along with your business card.

Send another confirmation when returning to install the HVAC equipment. Once the installation is done, schedule an in-person visit to see whether the installation was done completely and properly. Thank the client for their business and ask them for referrals.

Communicate with your clients through email at least every month. Prompt them about current promotions or specials. Keep communicating so they remember you and mention your name when neighbours and friends inquire about HVAC services.

Additional expert tips:

Be unique – Sell what other HVAC dealers don’t. Perhaps it’s an energy efficient system instalment or a preventative maintenance package.

Be kind – Call or pitch with a genuine interest in your client’s home comfort. Don’t expect any favour, even a single referral, if you’re not truly concerned about their needs.

Ask for feedback – Simply ask what your clients think about your offerings. This increases your chances of engaging in a conversation.

Make sense – When pitching to your clients, it’s essential to watch for the “aha” moment. Look at body language too.

Don’t waste time – Time is money. So don’t leave a client stranded under the pretence that you’re busy.

Note that: It’s not only about price. It’s also about value – and what the clients feel they’ll get when they buy your equipment or pay you to do work for them. Nowadays, customers seek value and spend money on quality.

Therefore, make sure you provide superior workmanship and premium products in order to achieve sales success and create the best customer experience.

For more advice on selling HVAC services & equipment, Accutemp Services – Commercial Air Conditioning & Refrigeration occasionally drop free tips on their website. For easy access, visit –

Vending HVAC Stuff

Starting An HVAC Equipment Business

For entrepreneurial folks who are wondering how to start an HVAC sales dealership in Canberra, this is a must-read. You can opt to sell air conditioners, HVAC tools or heating and cooling services. In this guide, we take you step by step, from start to success.

Prospects and profits

HVAC (Heating, ventilation and air conditioning) represents a major part of Australia’s contracting and building industry. In fact, this niche is highly lucrative than other vibrant business sectors. Leading distributors provide heating and cooling systems, accessories and tools. Builders and DIY enthusiasts are the main customers.

Brand awareness

Industry consolidation means you need to adopt an effective marketing approach to survive and thrive. Unless your business is located in an underserved community or a densely populated area, you need to pursue marketing strategies that extend your reach beyond your local vicinity.

Contractor relationships

Though DIY retail chips in some income, the majority of your revenue will come from contractors. Therefore, establish a strong relationship with local air conditioning firms prior to launching your business.

Strategic alliances with reputable contractors can help establish your new enterprise as a major franchise regionally. By partnering with one or two popular contractors, you gain their business and connections to multiple service providers in local markets.

Strategizing for expansion

A robust website with a secure and simple e-commerce platform can enhance the reach of your startup. However, over time, it will be vital to consider geographic expansion opportunities. Only then can you provide AC & refrigeration contractors with instant access to products and parts.

Location is your first priority. Your new store(s) should be located far away in a remote or an untapped market, but close enough to facilitate resource sharing and centralized management.

Business plans

As a new business owner, you need to have a comprehensive business plan that you can rely on for internal and external purposes. Although a lot of tasks need your attention, cutting corners can be disastrous. To achieve long-term success, you should create an accurate and effective plan.

Check out competitors

Before you open an HVAC supplies and equipment business in your area, it is wise to analyze the competition. Assess the competitive landscape. Find out what the competition looks like. Identify your main competitors. And determine where your business will fit in.

Turn competitors into collaborators

Local competitors won’t give you space to breathe but you can learn a thing or two from them. An owner of a business similar to yours, but in a far-flung or non-competitive location, can be an awesome learning resource.

Once they realize that you operate in a different area and won’t steal their customers, they will openly tell you the tricks of the trade and discuss the market with you. Hopefully, you will find someone who is willing to mentor you.

Business brokerage

Consider whether you want to start from scratch or buy an established business. Buying an existing air conditioning company is cheaper and easier. If purchasing an existing business is your target, contact a qualified broker to get the right business for the right price.

Getting The Most From Your HVAC System

Energy costs are headed upward and in the not too distant future, paying your heating and cooling bills may seem like carrying a second mortgage. Installing additional insulation and energy efficient windows might help the situation or you might want to consider upgrading your HVAC system to keep your energy costs under control, but before you take those drastic measures – are you getting the most out of your current HVAC system?

Tweaking your HVAC System for Better Efficiency

The calculations were used to size the home’s supply and return vents and the floor plan determined their best locations. Those calculations provided a good starting point for ensuring the house’s first owner received an HVAC system that conditioned the interior of the house efficiently, however, everything may have changed as soon as a family moved into the residence.

Furniture placement, window treatments, and how your family goes about living their daily life can affect the performance of your HVAC system and before long you may notice that some rooms are too warm while other parts of the house seem impossible to heat. Don’t panic – in most cases, you don’t need any large scale repairs, all that’s needed is a system tweak.

A Balanced HVAC System

If you’re having problems with your HVAC system heating or cooling your home properly, ask a contractor to come out to do a system balance. New homes sometimes have one trip by the HVAC contractor to balance the heating and cooling system included in their warranty.

The HVAC contractor will use a meter to determine airflow at each supply register and use trunk line dampers to increase or decrease airflow as needed. If your ductwork doesn’t have dampers, they may recommend they be added – which is typically a fairly easy and inexpensive task. In some cases, the contractor may suggest adding supply or return vents to rooms that don’t respond adequately to airflow adjustments.

The One Zone Dilemma

One of the most common HVAC problems many homeowners encounter is uneven heating and cooling distribution in a multi-level home with a one zone system. A one zone system means that one HVAC unit with a single thermostat is working to maintain the temperature at different levels of the home. If you have a situation like this and the thermostat on your main level is set at the temperature you desire, there’s a good chance that your upper floor or finished basement will always be too cold or too warm depending on the season.

It can be difficult for an HVAC contractor to alleviate this condition with manual ductwork dampers as you may wish to adjust the temperature to the level you happen to be using. In this situation, the contractor may suggest adding an electronic damper to your system — this allows a second thermostat to be added to the upper or finished basement level of your home. The electronic damper permits you to direct airflow away from the level not currently in use and keep the temperature perfect where you are.

In extreme cases, your contractor may recommend adding a second HVAC system to your home. Asking an HVAC contractor to balance your system is a great way to ensure you’re getting efficient performance from your system and don’t forget to keep your filters clean.