Air Advice Touts Higher Closing Rates

March 3, 2008
/ Print / Reprints /
/ Text Size+
Air Advice’s Ben Middleton (right) listens to a couple of Aire Serv franchisees talk about air quality issues during the group’s annual meeting in Lake Tahoe.

LAKE TAHOE, Nev. - With the economy going south and home sales taking a beating, homeowners are determined to reinvest in their homes and make them healthier and more livable. That’s according to Ben Middleton of Air Advice, who spoke with franchisees at the Aire Serv Heating & Air Conditioning annual meeting in Lake Tahoe.

“Consumers are looking to spend money on their homes to make them a better investment,” said Middleton. “So we need to talk to them about indoor air quality and to differentiate ourselves from other HVAC contractors.”

He said the overall market for IAQ products in 2004 was $5.6 billion and is expected to grow 11.1 percent each year and reach $9.4 billion in 2009. He said it is obvious that homeowners are now more interested in services like duct cleaning and carpet cleaning. Maybe that is why a lot of businesses are adding these services, he said.

“Even Culligan water has begun to offer ultraviolet lights to customers because they saw the market for the product,” Middleton said.

“There is a huge opportunity for contractors to solve IAQ problems such as particulate matter, volatile organic compounds (VOCs), etc.”

Middleton talked about the Air Advice Home Advice system, which includes an IAQ monitor that identifies indoor temperature, humidity, carbon monoxide, carbon dioxide, chemical pollutants, and particles. Homeowners can get a detailed report of the quality of their indoor environment and it leads to more business opportunities for contractors, according to Middleton.

“This system leads to more closings on proposals, opportunities to sell multistage, variable-speed HVAC systems, IAQ products and add-ons, reduce the effects of seasonal business fluctuations, increase the number and value of service agreements, reduce lead generation costs, and reduce the number of callbacks.

“The monitor identifies hot and cold spots and stuffy rooms which, beside identifying comfort issues, can help reduce excessive energy bills.”

Middleton said the report from the monitor breaks answers down into three categories: health, safety, and comfort. On the lighter side, he said the monitor is so thorough that it can do more than just measure IAQ. He said a homeowner noticed, from the report, that there was a change in the indoor atmosphere at around 2 a.m. each day, as if a window or door was opening and closing. It turned out that the homeowner’s 15-year-old daughter was sneaking out of the house at that time each night.

“You can have a little fun with the homeowner by showing him or her what they have been doing at certain hours of the day,” Middleton joked.

Publication date: 03/03/2008

Did you enjoy this article? Click here to subscribe to The NEWS Magazine

Recent Articles by John Hall

You must login or register in order to post a comment.

Air Advice

Tom Templeton
March 6, 2008
An excellent device (system) that every HCAC contractor should add to his or her arsenal. It is a bit pricey, the biggest reason business owners are reluctant to use it. A reason why every HVAC distributor and IAQ device manufacture should definitely co-op it with there "select" contractors. I have clients that are having tremendous results using the Air Advice. Those who are brave and set there services above all do a follow up test after completing there jobs. Excellent "Before & After" shoe and tell rather than the "dog and pony" show from their competitors. It doesn't surprise me when leaders like Doyle James, President of Aire Serv a franchise HVAC, with the Dwyer Group, Waco, TX adds a system like Air Advice to the many systems for their franchisees. Having said that I have found the Air Advice devices collecting dust in some shops I have visited ... Lesson learned ... IMPLEMENTATION Tom Templeton Coaching for Contractors

Air Advice

Tom T
March 7, 2008
Misspelled word "shoe" should have been "show" ... the e & w are sooo close!



Image Galleries

2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.


NEWSmakers: Julian Scadden

Training is an ongoing process. Julian will discuss how you can generate maximum return on time and energy invested training by following a three part process. Listen to this podcast to get expert tips on training, tracking and follow up. 

More Podcasts



NEWS 04-14-14 cover

2014 April 14

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe


Which statement on service calls best applies to your business?
View Results Poll Archive


2014 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

More Products

Clear Seas Research


Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.


Magazine image
Register today for complete access to Get full access to the latest features, Extra Edition, and more.


facebook icontwitter iconyoutube iconLinkedIn i con