Skilled Trades · February 17, 2022

HVAC Upgrade: How to Convince Your Clients to Improve Their Systems

With the ongoing COVID-19 pandemic, indoor air quality has perhaps never been more on people's minds. This makes it an ideal time for heating, ventilation and air conditioning, or HVAC, business owners to encourage clients to keep up with system maintenance or consider an upgrade.

Given limited budgets, HVAC business owners may need to help their clients see the value of the investment by clearly communicating the benefits of high-quality heating, ventilation and air conditioning. Here are some ways to highlight the importance of an HVAC system upgrade on top of maintenance as you speak to prospective clients.

Common maintenance needs and upgrades

Regular maintenance visits and follow-up communications offer an ideal time to educate clients on the state of their systems and the need for upgrades. Plus, they may simply not know what upgrades are possible or how they benefit from them. You might recommend the following ideas.

  • Improve filtration by replacing older filters or upgrading to high-efficiency particulate air filters, commonly called HEPA. This will remove airborne particles and enhance air quality.
  • Make energy-efficient upgrades, such as replacing a permanent split capacitor fan motor with an electronically commutated motor, which improves efficiency and saves energy—and money.
  • Fix the ductwork for leaks and other damage—which could include adding more insulation and seals, cutting down on waste.
  • Expand the system to cover new additions to a business space and improve air supply coverage.
  • Add a programmable thermostat to make it easier to control temperature and turn off the system when not in use.
  • Install dehumidification capabilities to remove moisture and improve the comfort of a workplace.

Aside from these upgrades and repairs, it's also possible that a client's system needs to be replaced altogether. This can cost as much as five figures or more. To help them justify this investment, you not only should stress the better features of an HVAC upgrade but also the bottom-line benefits.

Improved health and wellness

COVID-19 has taught us much about airborne germs and their effects on health, making it a great place to start a discussion about how high-quality HVAC systems may help keep employees and customers from getting sick.

And coronavirus is only one of many pathogens in the air. Even after the pandemic, HVAC systems can continue to reduce the spread of other airborne illnesses like colds and the flu, creating lasting health benefits. This can also create a more attractive environment for those with breathing issues like asthma.

Financial savings

Money talks, and highlighting the potential savings from HVAC maintenance and upgrades can help convince clients. It starts with energy use. High-quality systems use less fuel and energy, which is a welcome relief from the high price of gas and electricity. Even just adding a programmable thermostat can help reduce costs during off hours versus a system that runs constantly.

A newer system is also less likely to break down, reducing the annual maintenance cost. Furthermore, major repairs on outdated systems can cost thousands of dollars and still never fully solve the issue. If your clients own their building, an HVAC upgrade could help them qualify for extra tax breaks while also increasing property value.

By improving air quality, your clients also may save money on healthcare costs, as employees may need less sick leave. This can potentially save them the money they'd lose as a result of staffing issues.

Increased employee performance

People don't typically enjoy working in an environment with poor air quality, inconsistent temperatures and a noisy, outdated HVAC system. These factors and more can keep employees distracted, stressed and uncomfortable to the point of considering a new job.

An HVAC system upgrade can help create an environment where employees are more comfortable in their workspace so they can concentrate on their work. Little improvements like these can help business owners keep their staff happy and improve employee retention, which is crucial at a time when there's plenty of competition for talent.

When making the case for an HVAC system upgrade, the key is tying it to your clients' long-term profits and success. By communicating this clearly, you can more likely convince them to invest in system maintenance and upgrades.


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