Extreme temperatures create urgency, and that translates into more sales; either from an actual failure or from the fear that an older system may fail under the added strain.
As the market continues to grow, increasing HVAC system efficiency will be vital due to the increasing amount of regulation designed to reduce energy costs and the impact on the environment.
Selling systems at a higher price point makes good sense, especially when the economy is growing, unemployment is low, and credit is readily available. Unfortunately, this has not been the case for several years.
Most HVAC contractors get into the heating and cooling business because they are highly interested in the process, mechanically gifted, or feel it is a great way to make a buck. But, as many find out after opening their doors, it takes a lot more than technical skills and desire to run a successful business.