Summer may not seem like the most opportune time to be selling heating products and solutions. The temperatures are already hot, so why would a homeowner need to worry about their heating source?
For many HVAC clients, the idea of being proactive before the cold weather drops is foreign. That’s why contractors need to remind them of the importance of focusing on their heating units during the summer.
capitalize on heating solutions
There are plenty of opportunities available for contractors to capitalize on heating solutions during the hotter months. Encouraging homeowners and businesses to be proactive presents great opportunities, from offering additional products to recommending preventative maintenance measures.
These services can be beneficial for both the client and the contractors. Here are some ways that contractors can sell heat in the summer.
Optimizing Additional Garage Space
For customers extending their living space to the garage, recommending a unit heater is a great option
Today, homeowners are looking for ways to extend their living space. In many cases, that includes making the garage more than just a place to store their vehicle.
For customers interested in extending their living space to the garage, recommending a unit heater is a great option. During the winter, they will need a permanent heating source they can rely on to remain comfortable.
Unit heaters
Unit heaters offer homeowners a heating solution that allows them to maintain their desired heat easily. Unlike many box store options, unit heaters can be safely run 24/7. In addition, the installation is simple due to the small size and flexibility of most unit heaters.
Even if homeowners aren’t looking to make their garage an additional living space, there are still opportunities for contractors to offer unit heaters. For example, with the rise in electric vehicles, homeowners can utilize unit heaters to help create a conditioned space for their vehicles to charge during the winter.
Optimal battery temperature
By offering a unit heater, you are providing a solution that will create and maintain permanent heat
Because EVs can’t produce natural heat from the engine, they must produce cabin heat and manage optimal battery temperature from the energy that comes from the battery.
By offering a unit heater, you are providing a solution that will create and maintain permanent heat while optimizing the vehicle’s charging potential. It’s a win-win for both the client and the contractor.
A Push for Preventative Mantainence
According to Finances Online, preventative maintenance is the leading strategy by industries worldwide with 76% of the survey respondents stating they use it.
In that same report, it states that the top three causes of unscheduled equipment downtime were aging equipment (34%), mechanical failure (20%), and operational error (11%). For homeowners, winter would be a terrible time for their heating solutions to fail.
Revenue standpoint
Making a push for preventative maintenance keeps customers prepared for the colder months
As a contractor, making a push for preventative maintenance helps the company from a revenue standpoint, but it also keeps customers prepared for the colder months.
Performing these measures during the summer ensures that the customer is less likely to experience HVAC downtime in the winter due to mechanical failure.
Steps
When pitching preventative maintenance to clients, it’s important to highlight some of the steps that the certified technician will take during the inspection. Those measures will likely include:
- Inspecting the heat exchanger for cracks or rust.
- Cleaning the burners on the heating unit.
- Checking the vent pipe for any rusting or blockages.
- Cleaning and checking to make sure the fan motors are in working order.
- Checking the water traps and condensate lines on high-efficiency units.
- Cleaning the flame sensor.
By delivering these steps, you are helping home or business owners extend the life of their unit while also cashing in on an opportunity to “sell” heat in the summer.
Replace Old HVAC Units
Oftentimes, HVAC clients don’t keep the age of the unit on top of their minds. Due to being reactionary, they will keep having the unit repaired until it eventually breaks down permanently.
By that time, the client has spent more money repairing the HVAC system than it would to have it replaced entirely.
Equipment downtime
If you are scheduled for preventative maintenance work, go the extra mile
Remember, the biggest reason for unscheduled equipment downtime is its age. Use the summer as a time to offer a replacement unit to clients with older equipment.
If you are scheduled for preventative maintenance work, go the extra mile and see if the equipment is too old.
Efficient heating solution
If it is, let the owner know that a full replacement would be the better option. This helps the technician or contractor make a sale and earn rapport while also providing an efficient heating solution for when the temperatures drop.
Otherwise, you may be visiting the client sooner rather than later for another repair.
Maximizing Opportunities in the Summer
Just because clients don’t need heat during the summer doesn’t mean contractors can’t capitalize on heating solutions. While the colder temperatures are still months away, summer provides an opportunity for customers to be proactive in their efforts. This will help reduce downtime during the months that clients utilize their heating solutions.
Whether it’s offering a unit heater to extend a living space or recommending preventative maintenance to prevent future unit breakdowns, there are plenty of opportunities that contractors can take advantage of throughout the summer and shoulder months.
