Selling Authentic HVAC Benefits and Genuine Customer Satisfaction
Customers A Simple A/C Check you can do!

 The first principle of trustworthiness by potential and present customers is the credibility of your honesty and integrity in putting their benefits far and above any profiteering by you. 

The contractor's focus should always be on saving the customer, as much as possible, on their energy usage and utility costs. That could mean having the customer contact the business experts in those fields.

For example, let us look at some Connecticut USA heating and cooling options.
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Connecticut's Outdoor Winner Design Temperature varies from Waterbury at 99% -4°F, to Bridgeport Airport at 99% 6° Fahrenheit. Heating will be your major energy cost, therefore, I would recommend the highest efficiency condensing-furnace that you can find at the most reasonable cost with the contractor that does the best installations.

Summer Outdoor Design Temperatures in Connecticut and Hartford 88°F dry bulb, 73°F, which is around 61% relative humidity. At the New Haven Airport 84°F dry bulb, 73°F wet bulb, or 66% relative humidity. The latent heat load of humidity could be a major factor in Connecticut. Therefore, as a prior post stated in this forum of variable speed air handler would be advantageous. 

Get the best buy on the equipment with the contractor that also does the best quality installations in your area.

As I said in the prior post, do everything you can that has any reasonable payback to reduce the heat gain and heat loss so that when you do the manual J. calculation for your home and that climate you may very well have a 2 1/2 ton air-conditioning system instead of the 3 1/2 ton system. 

The lower tonnage air conditioning system will allow you to use a wide differential digital room thermostat and thereby increase the length of the run-times during the lower temperature high humidity conditions.

Concerning your home, always invest in what will return the best payback over the longest number of years.  Keep all of the documents of everything that is done to your home to save energy costs and put those documents in your safe, because your accurate bona fide documentation of what you have done will add considerable value to your home.
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Retrofitting the ductwork should be well within the HVAC contractor's work of expertise. Many HVAC contractors’ will be able to do a lot of the insulation and air infiltration work. A manual J heat-gain/heat-loss calculation should be run showing the results of the differing work that is going to be done. Running the manual J will give you a clear idea of what the payback will be on both heating and cooling. 

In many climates, the heating utility bills could be three to five times more than the cooling utility bills. Therefore, increasing the insulation, improving the Windows, reducing the air infiltration and doing the retro work on the ductwork will save money the year-round. How does that compare it to merely selling ultra high seer equipment?

High SEER equipment has a smaller capacity compressor with oversize coils to get the high seer rating at 82° Fahrenheit outdoor ambient temperatures. Therefore, when high heatloads go through the indoor evaporator coil and through the condenser coil outside, the evaporator coil temperatures rise more than the older lower SEER units'.

If you want satisfied customers' & longterm word of mouth referrals, - forget merely focusing on selling the SEER Ratings & simply provide the ultimate in overall customer SERVICE SATISFACTION.

Therefore, which kind contractor is going to build a reputation that increases their business, improves their reputation and the reputation of our industry along with meets the benefit expectations of the customer? Which contractor do you want to be? Why?

Darrell Udelhoven

Please write me if you have anything you'd like to contribute! - Darrell

Please feel free to link your web pages to any of mine.

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Darrell Udelhoven - udarrell
Empowerment Communications
Covering The Real Political Issues
Posted: 05/19/08; Edited: 05/29/08