Profits are the lifeblood of every heating and air conditioning business. Profits come from sales. The greatest leap in sales and profitability happens when the business makes the transition from a service company selling equipment to a sales company selling comfort. This profitable journey can start the day the first comfort consultant is hired.
When an HVAC company first starts in business all sales are made by either the owner or service technicians. Most techs are in a hurry to get to the next job and the owner is usually anxious to put out the last fire. When a sale is made it's likely to be a lower-priced, easier-to-install solution. Minimum solution selling not only reduces sales and robs profits, but it also is responsible for most installation complaints and nonbillable warranty problems. When warranty problems go down, profits go up.