Technicans are in a unique position in the HVAC contracting world because they often act as both a serviceman and salesperson. Some companies even push for their service techs to sell, offering cash bonuses or other incentives. And the numbers prove sales are up — according to the Air-Conditioning, Heating, and Refrigeration Institute (AHRI) October 2017 U.S. Heating and Cooling Equipment Shipment data, year-to-date combined shipments of central air conditioners and air-source heat pumps increased 6.9 percent, to 455,303, up from 425,882 units shipped in October 2016; year-to-date shipments of central air conditioners increased 5.9 percent, to 4,621,922 units, up from 4,365,690 units shipped during the same period in 2016; and the year-to-date total for heat pump shipments increased 7.9 percent, to 2,278,443 units, up from 2,110,657 units shipped during the same period in 2016.
This leads to the question: When should a service tech repair versus recommending system replacement? Many HVAC industry professionals feel pushing replacement does a disservice to the customer.