Armstrong Fluid Technology announced a new tiered suite of service plans to assist customers in North America.

My favorite customer is not the new customer, as strange as that may sound, but I can’t have my favorite customer without first getting a new customer. So, let’s say I have a new customer, they called for service, and our technician did a jam-up job and really impressed them. They were also impressed with our company, and even signed up for a service agreement or maintenance plan. That’s the goal, right? Attract them, book them, impress them, sign them, and keep them. But wait, there’s more.

Most automobile owners recognize the importance of maintaining their vehicles, but the same often doesn’t hold true for homeowners when it comes to their HVAC systems. Contractors who fail to offer service agreements are not only damaging their bottom lines — they’re doing a disservice to customers.

After all of these years in this industry, I am still more than a little impressed that consumers pay to be a part of our service company clubs. But I have a question: Can you say with all certainty that your club customers are treated across-the-board better than everyone else who uses your company?

According to many HVAC contractors, more than 50 percent of all air conditioner failures are the result of improper cleaning (or failure to clean at all). The following HVAC maintenance checkpoints are necessary to check in the spring so all air conditioning systems are a go once the weather warms up.

Tune-ups, spring checks, club member visits. I don’t care what you call them we are quickly approaching that time of year again and what are you going to do better this season? I ask this all the time because a large number of contractors look at these visits as a nuisance or a chore.