Buzz on the street

Burt Robertson, HVAC Marketing Manager

While I was at the trade show in Chicago last month, many of the vendors were talking about how the low fuel prices having slowed down the sales of higher efficiency units. The average consumer is quick to forget the high price scare we had last fall seeing prices over $4.00 a gallon. History repeats itself and prices will again rise. This is why you, the contractor, must continually offer your customer choices with the higher efficiency units. Let the customers know there are high efficiency models and give them a price on the better unit and a less efficient unit and let them decide. Tell it like it is, pay now or pay later. Give them a pay back period. The consumer can pay a little more up front on the higher efficiency unit or pay less for the less efficient model and pay more for the rest of the life of the unit in higher fuel cost. Do some selling, you don't have to be the lowest bid, give the customer the facts and let them decide!