In a tight economy, contractors have to move beyond just selling the basic furnace or air conditioner to customers. One way to expand sales and improve profits is by focusing on IAQ products. The list of available IAQ products continues to grow, and they are becoming more sophisticated. But according to Tim Barton, vice president of sales and marketing, General Filters Inc., “Most consumers don’t know that there are whole-house solutions from their HVAC contractor, therefore they resort to buying a portable air purifier from a big-box retailer.”
Smart contractors can prevent their customers from going elsewhere for IAQ solutions by talking about comfort and health in the home during replacement sales and service calls. “We’re seeing that homeowners are extremely receptive to hearing about comfort and health in the home,” said Joyce Warrington, HVAC brand marketing director for Trane and American Standard Heating and Air Conditioning. “Consumers want and expect a comfortable and energy-efficient home.”