“The best argument for selling an upgraded system is personal comfort,” says Borchardt, of Interstate Heating here in Sussex. “People are very receptive to the idea of being more comfortable.”
In his case, Borchardt has been making additional profits selling automatic humidifiers. He installs approximately 200 each year in both new and existing homes.
“Among the homeowners and builders I deal with, price is almost never an issue,” he says. “Homeowners today are looking for quality and they’re willing to pay for it.