How Can Providing Maintenance Help My HVAC Business?

Many HVAC contractors rely on residential system installations in order to keep their businesses afloat. While this is most definitely a money-maker for those in the home comfort industry, during times when HVAC equipment is in short supply or in cycles where most of the company’s customers have installed new equipment, generating income can become a challenge.

Fortunately, one of the easiest ways an HVAC contractor can maintain their bottom line is by offering their customers maintenance contracts. This provides guaranteed business at least twice a year (during cooling and heating seasons) and provides numerous benefits to both you as a contractor and your customers. In this article, we’ll discuss these benefits, provide you with an overview of how to make sure your trucks are adequately stocked to provide maintenance, and talk about resources for procuring the best maintenance products for the job.

How Maintenance Benefits Your Customers

Maintenance isn’t just a way for you to make more money; it’s also very beneficial to your customers in many ways. In fact, ENERGY STAR recommends that consumers maintain heating and cooling systems in order to maintain system efficiency while preventing future issues and the costs associated with them. When you talk to your customers about choosing a maintenance contract for their heating and cooling systems, you can explain that there are many benefits for them, including:

  • Better Performance: Their heating and cooling system works hard to keep them comfortable all year long. That’s why it’s important to get an annual cleaning and tune-up. That way, they’ll know that all the moving parts are in good working order, helping their heating and cooling systems perform effectively.
  • Improved Efficiency: A home’s heating and cooling system can accumulate dirt and dust during the course of operation, and that can cause them to work less efficiently. For instance, a dirty filter can make a heating and cooling system work much harder to move the conditioned air throughout the home. Annual maintenance helps the HVAC system will operate more efficiently – and that can help your customers save on energy bills.
  • Longer System Life: Annual maintenance is a great way to help a home comfort system enjoy a longer life. As a technician, you’ll make sure the system is cleaned and tuned up properly, and also be able to find any small problems and take care of them before they become larger ones.
  • Better Indoor Air Quality: Dirt, dust, and other particles accumulate in a home’s heating and cooling system, and subsequently circulate through the air. By providing your customers annual maintenance, though, you can help them rest assured that their system will be thoroughly cleaned and the filter changed – allowing them to breathe fresher, cleaner air.
  • Warranty Maintenance: Most HVAC equipment manufacturers require annual maintenance as a condition of keeping the warranty intact. Explain to your customers that if they don’t get preventive maintenance for their system, it could void the warranty – and that could mean out-of-pocket costs for them in case repairs are needed.

How Maintenance Benefits You

As you can see, offering preventive maintenance is extremely beneficial to your customers. It helps keep their HVAC system in great condition, so that it operates efficiently and effectively, year after year. But, offering maintenance is actually a win-win, because there are many benefits for the HVAC contractor as well. Keep reading to learn more:

  • Your customers will see you twice a year. Offering preventive maintenance in the fall and in the spring gives your company face-time with your customers twice a year. And that can make a difference when it comes time to call a home comfort company for repairs or replacements.
  • You’ll have a record of any heating or cooling issues. By checking out your customer’s system yearly, you’ll be able to keep a record of any concerns, so if something happens down the road it will be easier to troubleshoot and make the right repairs quickly.
  • Your customers will trust you. Because you’re working on keeping their equipment running smoothly, they’ll know you’re not just out to sell them new equipment. They’ll know you want to help their equipment last as long as possible. When it does come time for a replacement, they’ll see you as someone who will help them make that new equipment last, too.
  • You’ll get to know each client’s unique needs. You’ll have a better idea of how they use their HVAC equipment, any special concerns they have, and the little things that make a difference to them, like help with their programmable thermostat or indoor air quality concerns.
  • You’ll be able to form personal relationships with your customers. Because you see them a couple of times a year, you’ll get to know your customers on a more personal level. Some of the most successful contractors have been serving the same families for generations – all because they took the time to get to know their clients.

What You Need to Stock Your Truck for Maintenance Calls

You might be wondering what products you need in order to offer preventive maintenance. Since you will be doing some cleaning and making sure all the moving parts of the system are in good working order, you’ll want to be sure that you have the proper chemicals and oils on your truck, including:

  • Condenser Cleaner
  • Condenser Coil Cleaner
  • Foam Cleaning Fluid
  • Indoor Coil Cleaner
  • Ice Machine Cleaner
  • Corrosion Control
  • Electronic Air Cleaner Concentrate
  • Degreasing Solvent
  • Fin Protector
  • Leak Reactant
  • System Sanitizer
  • Algaecide
  • Scale Remover

Additionally, you may want to have some aftermarket supplies readily available, in case you have a customer that may need some repair services and has out-of-warranty equipment. You can also stock filters, thermostats, and home safety products, as some customers may have a need for those products, too.

Where to Go for the Best Maintenance Products

Of course, you can easily find everything you need to offer preventive maintenance to your customers at your local Carrier®/Bryant® Distribution Center.  It’s a one-stop shop for all your customers’ HVAC maintenance needs. Regardless of whether it’s cooling season or heating season, we have all of your needs covered. Click here to find the distribution center nearest you.

- RC Product Management