One of the contractor’s most profitable areas is add-on sales. It can be an extended warranty, maintenance agreement, dehumidifier, air-filtering system, or any other product or service that adds to the value of the sale and installation of a heating or cooling system.
In the age of Internet usage and more informed customers, the groundwork is often laid for add-on sales. Customers with web access are learning about topics such as IAQ and healthy homes. In many cases, they download a file from the Internet and have questions in hand before contractors make the initial sales presentation.