“In that area, you get hard-driven rains,” he says. “When we explain things like that to our customers, about 90 percent of them will upgrade. “Our customers vary in what they want, in how environmentally concerned they are,” Ernst continues, “but one trend we've definitely seen is that people want the building to last longer. They will definitely spend more if they know they can get more life out of the systems.”
“Our customers vary in what they want, in how environmentally concerned they are, but one trend we've definitely seen is that people want the building to last longer. They will definitely spend more if they know they can get more life out of the systems.”
THE HARD SELLHow can you convince the typical client to upgrade to a super-efficient HVAC unit when he or she is not at all concerned about energy efficiency?
Promise more control. A properly sized unit affords better control of temperature and humidity in each zone of the house.Tie the unit to air quality. For example, include an integral air cleaner—such as the Infinity HVAC system from Carrier (shown below)—that removes potential allergens. You might also consider adding a heat recovery ventilator to bring in fresh air from outside.Emphasize longevity. A properly sized unit will last longer. You don't want to deal with the hassle of replacing it in a few years.Don't forget mold. It's a bit of a low blow, but any mention of mold usually gets a buyer's attention these days.Get Energy Star certification. Include the unit as part of the certification, which will improve the resale value of the home.