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Article: Step into a world of max-comfort selling.(Worth The Investment)(Seasonal Energy Efficiency Ratio)
- Article from:
- Air Conditioning, Heating & Refrigeration News
- Article date:
- September 12, 2005
- Author:
CopyrightCOPYRIGHT 2005 BNP Media. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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AS 13 SEER becomes the entry-level standard, residential HVAC buyers are being polarized into two groups: those buying equipment and those investing in comfort. Equipment buyers either can't afford better comfort, or choose to spend their money elsewhere. Those who invest in comfort are willing to pay more to get the level of comfort they want.
The most important challenge facing HVAC contractors is deciding which group to serve. Sell equipment or comfort?
Equipment buyers typically buy price. Companies that make any money on equipment jobs usually have the lowest costs. If you're a contractor with a real office; new, well-stocked trucks; highly trained, ...