Grow Your HVAC Business with IAQ

Air purification devices remove biological and chemical contaminants, such as dust, pollen, mold, bacteria, viruses, smoke, and volatile organic compounds (VOCs) that cause odors. The result is cleaner, healthier, fresh smelling indoor air!  One of the best ways to expand your HVAC services and increase your revenue is by offering unique air purification products that address common concerns.

HOMEOWNER BENEFITS:

  • Reduction in the risk of respiratory infections and allergies by eliminating airborne pathogens and allergens
  • Enhanced performance and efficiency of their HVAC system by reduction of the load on the filters and coils
  • Extended lifespan of their HVAC system by preventing dust and dirt buildup on the components
  • Lower energy costs due to improved airflow

CONTRACTOR BENEFITS:

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What Are Filter Ratings?

Filter ratings assess the efficacy and efficiency of air filters with regard to their ability to remove microparticles and macroparticles from indoor air, thus improving air quality. In other words, some air filters are more powerful than others and may better serve residences depending upon specific conditions (e.g., pets, allergies, occupants, maintenance).

MERV

While there are various rating systems, the American Society of Heating, Refrigerating and Air Conditioning Engineers (ASHRAE) developed the minimum efficiency reporting value, or MERV, rating system. MERV makes it easy to compare air filter brands or weigh available filtration options.

What the Ratings Mean

MERV measures an air filter’s ability to capture particles between 0.3 and 10 micrometers in size. The scale rates filters on a scale from 1 to 20 and is based on the micron size of particles a filter removes, and the efficiency with which it captures contaminants passing through an HVAC system.

Lower MERV ratings mean the filter traps fewer particles … thus more particles are recirculated in the air. Filters with a higher MERV rating can capture and filter smaller particles and more effectively capture larger particles, thus fewer pollutants circulating indoors

    • MERV 11: Captures pollen, dust mites, textile fibers, mold spores, hair spray and dust from cement in addition to exhaust fumes, milled flour and dust from lead, and common pollutants. These filters capture particles as small as 1.0-3.0 microns in addition to large-sized particles. Superior residential air conditioners require filters within this range.
    • MERV 13: Powerful enough to capture bacteria, tobacco smoke and sneeze droplets. These filters capture particles as small as 0.3 microns, which is considered high-efficiency air filtration.

For asthma and allergy sufferers, MERV filters between 11-13 are normally recommended. They provide the best air purification to help ease symptoms of lung conditions or allergy flare-ups.

To ensure a healthier home, use MERV 11 or higher filters. However, MERV 13 filters are considered best for residential use because they can trap and filter out airborne viruses and bacteria, which is currently a high priority. Filters with a rating higher than 16 are unnecessary for residential homes.

Grow Sales – Offer Dehumidification in Closed Crawl Spaces

More than 70+ million homes in the United States are built on crawl spaces. Houses are built on crawl spaces because it is cheaper than basements or because ground conditions make building a basement impractical. In most climate zones, properly designed, installed, and conditioned closed crawl spaces can work well. You might not offer encapsulation as part of your current business model, but you are most likely often in crawl spaces that have already been closed or encapsulated. You can observe if the best “conditioning” method (a commercial- grade dehumidifier) to control the moisture to a specific relative humidity (RH) setpoint is being used during your visits. If not, you have the opportunity to offer this service and add revenue to your business.

Effective moisture control in a closed crawl space is essential for protecting the home and the homeowners. High humidity levels in a home encourage mold, mildew, odors, unhealthy air quality, damage to the home’s structure, and even pest problems. Common pests such as termites, wood-boring beetles, fleas, mosquitoes, ants, silverfish, spiders, and cockroaches thrive in high humidity.

Dehumidifier in Crawl Space

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Uncontrolled Moisture – The Enemy of a Healthy Home

Many homes, especially in mixed humid and hot humid climates, are experiencing interior moisture buildup resulting in uncomfortable living conditions and, more importantly, indoor air quality issues.

Why is Indoor Air Quality Important?

Indoor air quality has been ranked among the top five environmental risks to public health by the Environmental Protection Agency.  Even more alarming is that according to Underwriters Lab, six out of ten homes are hazardous to the occupant’s health.

There are four critical components to achieving good indoor air quality: building a home with a tight envelope, mechanical ventilation, high efficiency filtration, and dedicated humidity control. Continue reading “Uncontrolled Moisture – The Enemy of a Healthy Home”

5 Reasons You Need to Start Offering Financing

Monthly Payments

Financing is key to closing more of your heating and air job proposals and it is really simple to start offering. Here are five reasons why you need to start offering your customers financing options.

1. Everyone Finances Almost Everything Already.

Cars, houses, boats, cell phones, gym fees, streaming apps, etc. Why not HVAC? It’s the norm. Financing is no longer taboo.

First, it helps your customer avoid writing a big check. Second, many will use a credit card, and financing helps your customer avoid 17-24% credit card interest and instead get a more affordable option with lower monthly payments. Continue reading “5 Reasons You Need to Start Offering Financing”

4 Easy Steps to Clean a Mini-Split System

Spray Cleaning Indoor Ductless

Ductless mini-split systems are growing in popularity as homeowners and businesses alike value their benefits. Just like any other HVAC system, regular preventive maintenance and cleaning is key in order to keep this investment running effectively, and efficiently, for as long as possible.

HVAC contractors must be careful when cleaning to ensure that any cleaning solution is not spilled on walls or flooring. Just follow these simple maintenance and cleaning steps to easily service a ductless system.

Step 1: Protect the Cleaning Area

Use a mini-split cleaning bag indoors to prevent leakage, chemicals over-spray, and to keep a clean, mess-free work area. Reusable maintenance bags are designed specifically for HVAC contractors to clean wall-mounted mini-splits and ceiling cassette systems. Continue reading “4 Easy Steps to Clean a Mini-Split System”

IAQ Selling Strategies

IAQ is a service that can be promoted on every single job. Own your customer’s comfort, and become their trusted HVAC provider, by taking a broader perspective of your customer’s home. Don’t just look at what the homeowner called you about. Your homeowner is never going to call you and say, “Hey, my air conditioning is not working, and oh by the way I have allergies and I was wondering if you could improve the air quality in my home.” That call is most likely never coming. So, use every homeowner visit as an opportunity to take a deeper look and educate them on the air quality of their home.

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Why Should I Care About IAQ?

Homeowners with Contractor

The shift of IAQ from being a want to a need put’s HVAC Contractors in a unique position of new opportunities for business growth. According to OnCall Air, In 2020, “contractors that offered an optional add-on, such as a dehumidifier, UV light…, saw (that) 1 in 5 consumers accept the recommended product and attach it to the sale.” Customers are looking for whole home IAQ solutions, it’s your job as the contractor to be educated on the causes and solutions out there.

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Is “Good, Better, Best” Always…Best?

When it comes to HVAC replacement sales, there’s no shortage of opinion and advice about the best way to win the job. For decades, the conventional wisdom has centered around the “good-better-best” sales process.

There are certainly good reasons for the popularity of this technique — and we will explore some of those reasons below. But, sometimes there is much more to a sales strategy beyond the conventional industry wisdom.

Adapt your HVAC sales technique to your customers’ unique situation.

Let’s take a look at a few alternative ways to think about your sales techniques. Spoiler alert: you won’t hear us say, “This is the best way to sell!” We have worked with many successful HVAC contractors who have many different ways of closing sales.

Rather, our goal is to help you learn tips that you can apply in a variety of scenarios to help you grow your business.

Blame it on Beer

The Best Beer

Selling by offering good-better-best options is not unique to HVAC. In fact, the concept gained popularity after an experiment conducted by an MIT professor who spent time at a bar in the Boston area.
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