When consumers are buying a new or replacement furnace from an HVAC contractor, it shouldn’t be surprising that many get that “deer in the headlights” expression on their faces when a tech or salesperson is trying to explain the concept of variable speed. For that matter, some of the people selling the equipment might have the same expression on their faces. Variable speed is not a topic of everyday conversation, and its unfamiliarity to people can lead to confusion or even loss of sales.