Accessorize. What person doesn’t like the sound of that word? it means the opportunity to purchase jewelry, handbags, sunglasses, hats, etc. that will change a simple outfit into a thing of beauty. Guess what, we as HVAC contractors should love the sound of the word accessorize as much as any human being does. Why? Because the sale of accessories can not only make a significant contribution to our company’s bottom line, but can also turn a nicely heated and cooled residence into a much more delightful and comfortable home. In other words, for us, accessories can be a win-win situation for us as well as our customers.
I’m going to throw out a little bit of history in this article. When I started in the business, more than 50 years ago, about the only accessory we had to sell was a “Skuttle” humidifier. These were quite simple and did a decent job. I’m sure millions of them were sold. It consisted of a pan with some pieces of glorified cardboard that sat vertically in slots, partially in the pan. The pan was installed in the furnace plenum. A water line was connected to the pan, which had a float valve to shut off the water. As the pan filled with water, the “cardboard” soaked up the water, and the warm air in the plenum absorbed the water providing what was, at best, a primitive humidifier. They did add some needed moisture into the home, and this was the first accessory we had to sell.