During the time the U.S. government offered up to $1,500 in tax credits for higher efficiency appliances, HVAC contractors had the opportunity to get their foot in the doors of consumers who might not normally have considered buying high-end furnaces and air conditioners. The best had taken on new importance in the good-better-best selling scenario.
Since the tax credits were reduced in 2011, the same selling opportunities have dried up too — or have they? Some of The NEWS’ Contractor Panel members recently weighed in on life after the large tax credits and if there are still good opportunities to sell high-end, higher-efficient furnaces this winter season. Most agreed that the focus should not be on tax credits; it should be on what the customer wants and selling them the right system.