In the time of coronavirus, HVAC companies are fielding a variety of questions related to the pandemic. Questions about indoor air quality, ventilation, filtration, and air purifiers. Even Google Trends has shown a significant spike in searches for keywords surrounding indoor air quality amidst the recent increases in COVID cases.
As a general rule, the ASHARE leadership group has said that changes to building operations, including the operation of heating, ventilating, and air-conditioning systems, can actually contribute to the reduction of airborne exposures to coronavirus. In addition, ventilation and filtration provided by heating, ventilating and air conditioning units can reduce the airborne concentration of COVID-19 and therefore, help reduce the transmission of the virus through the air.
As customers continue to lean on HVAC contractors to be the experts in indoor air quality during the pandemic, they will also be investing more in products that can help improve their home. As a contractor, this represents an opportunity to not only be leaders, but to sell more product. We’ve compiled a few tips that contractors can pass along to customers to add value and be a source of knowledge regarding this trending topic. In addition, we’ve included tips for selling more HVAC products to a market that is primed and ready to buy them.
Three Tips to Pass Onto Your HVAC Customers in the Time of COVID
Tip #1 – Reduce Occupancy Levels
According to an article by USA Today, one of the best ways to reduce the risk of transmission is to reduce the number of people in one area – whether it be your home, office or classroom. This allows for social distancing, which will reduce the risk of close contact transmission. It also reduces the number of probable infections that will occur if there is an infected person in the room.
Reducing the number of people in any given area creates a more optimal ventilation rate. Most heating and air conditioning systems cycle about 20% fresh air into a space while recirculating the remaining 80%.
Increasing ventilation through the use of outside air has been proven to be effective in reducing the transmission of airborne diseases by lowering the amount of infectious airborne particles. Some ways customers can do this is by installing fans, keeping windows and doors open, and by installing HEPA portable air purifiers. The more ventilation improvements made, the lower the risk of transmission.
Tip #2 – Furnace Filter Upgrade
The EPA states that air filters with a MERV-13 or higher rating can help trap smaller particles, including viruses from the air. Most homes have a standard MERV-8 filter installed, so HVAC companies should recommend a MERV-13 or higher as a good way to help clients remove viruses from circulated air.
Filters should be swapped out as the seasons change or every three months. This ensures no airborne particles are getting recirculated into the air. The fresher the filter, the more efficiently HVAC systems run and reduce energy bills. The primary purpose of furnace filters is to trap dust and airborne particles as air is pulled through the filter and into the furnace system.
Tip #3 – Ventilation Improvements
Ventilation has been shown to be an important factor in preventing the spread of COVID-19 indoors.
The EPA recommends using air purifiers, window air conditioners, and evaporative coolers as effective ways to improve safety measures amid coronavirus concerns. While all of these items work a little differently, they all assist with improving ventilation and reducing airborne contaminants, including viruses, in homes and other confined spaces.
The goal in any indoor public space is to create clean air. Increased ventilation, increased outdoor air, and reduced air circulation are the key components to creating a healthier environment that can help to reduce the risk of COVID-19 transmission.
Be The HVAC Expert Clients Need During COVID-19
As a growing HVAC company, it’s in your best interest to adapt your knowledge, offerings, and accessibility to meet your customers where they are. That includes not only updating your website to include relevant information about the HVAC equipment that can be useful in preventing the spread of airborne particles, but also selling relevant equipment.
Contractors selling indoor air quality products directly to consumers on their own websites are making more money, attracting new customers, and keeping current customers happy. Here’s how:
- They’re putting their websites to work: According to SmartInsights.com, in just July of 2020 alone 81% of all internet users searched online for a product or service. And by 2024, it’s expected that 95% (yes, you read that right) of retails sales will take place online! Traditionally, filter sales, maintenance agreements & full-system installs have all been managed inside the homeowners’ residences (once contractors have had a chance to inspect their systems & recommend a solution). But that’s not the way of the world anymore. Contractors who have stepped up early and installed online stores are reaping the benefits, and their customers are too. They have figured out how to use their website as a way to set themselves apart from competitors, and make more money online.
- They’re paying attention to replacement cycles: customers have countless priorities that often come before their HVAC systems. Contractors who are winning business look back at old records and contact customers who have purchased units that may be close to the end of their lifespan. They send digital reminders when filters are due to be changed. They offer customers an online store that allows for easy replacement orders (of filters or fully-installed systems). Some of the most successful HVAC companies even go a step farther, creating email and SMS reorder reminders for their customers and allowing filters to be purchased on a subscription basis. All of these things are possible through Contractor Commerce – see how it works.
- They’re adding complimentary services: ultimately, contractors want to make more money for their business. But, they should also be focusing on keeping customers satisfied. Not only will this increase the likelihood of turning people into lifetime customers, but it will create a stream of customer referrals too. Contractors currently capitalizing on the increased indoor air quality conversations are offering customers free energy audits, duct cleaning, air quality assessments – additional services that compliment traditional HVAC maintenance services. By broadening service offerings, contractors can make more money, attract new customers and keep existing customers happy.
Are you ready to take the next step in selling products on your own website?
We can help. Learn how simple it can be to sell filters, maintenance agreements, tune-ups, and fully-installed systems with Contractor Commerce. If you aren’t connecting with your customers through E-Commerce, you’re missing out on new revenue streams that will become even more valuable as time goes on. Contact us to schedule a demo.