HVAC Equipment Shortages Require Shift in Sales StrategySamantha Bezich
Industry reports suggest this busy season has the potential to be the busiest, most profitable ever. But whether it’s sheet metal, HVAC equipment or another critical inventory item, industry-wide shortages are likely impacting your business.
In fact, we got the following note from a contractor interested in adding Aeroseal to their business:
“I’m running my business without equipment or materials available! I have been very distracted with the juggling act of scheduling…not having all of the pieces of equipment available…rescheduling….tracking down materials (flexduct, insulation wrap, MASTIC TAPE!) I haven’t been able to pursue anything else. I’ve never run my business in such a “reactive” state!”
But these supply chain delays don’t have to derail your business plan from a year of record sales. With a simple, subtle sales shift, you and your customers can still benefit over the immediate and long-term.
Depending on your service offering, you can expand the window of opportunity with the homeowner without losing the new HVAC equipment sale. Offer the homeowner services that complement the sale of a new HVAC system, including:
- Maintenance Contracts
- Duct Cleaning
- Duct Sealing
You must simply lead with these services during the equipment shortage to ensure you don’t lose sales with homeowners that don’t want to wait to fix their HVAC issues.
Selling a New System…By Extending the Current System’s Life
You’re typically in a home to fix a problem. And if a new system is the solution to a homeowner’s problem, how do you sell a system without having one to install?
If this issue arises, it can benefit everyone. How? Shift the focus to include now and later.
- NOW you can help the homeowner squeeze more life out of their existing equipment by decreasing the burden on it with duct sealing. This gives you time to wait for their new HVAC system.
- LATER the homeowner is happy when you replace their system with a new one.
Supply chain delays don’t have to derail sales. Secure HVAC equipment sales now with complementary services so you can install later once supply catches up with demand.
Duct sealing is the best way to extend the life of a homeowner’s existing system. They will literally feel the difference it makes, and the homeowner’s investment won’t be lost when their new HVAC system comes in – eventually.
Tap Into Homeowner Trends
Research shows the pandemic is driving a surge in home improvement projects, and increasing homeowner awareness of indoor comfort and IAQ. So now is the perfect time to try this sales shift and put your full offering to work.
Don’t let industry shortages slow your business down. Duct sealing and cleaning, and maintenance contracts can help you secure sales now and install later once the industry shortages are eliminated.
Click here to learn more about adding duct sealing to your business.