An innocent assumption made by many is that the HVAC equipment is the HVAC system. This has unknowingly turned the specialized skills required to perform HVAC into a commodity in the eyes of many.
If you don’t think this is an issue, think back to the last time you tried to convince a homeowner or building contractor that you are different. Consider how well that is working out for you when you’re selling the exact same piece of equipment as your competition.