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To aid contractors seeking to enter the IAQ market, manufacturers offer a full array of tools to assist in the marketing and selling of products and systems to the homeowner during replacement sales, service calls, and scheduled maintenance visits. This guide provides a sampling of the kinds of resource materials and assistance that are available…

In a tight economy, contractors have to move beyond just selling the basic furnace or air conditioner to customers. One way to expand sales and improve profits is by focusing on IAQ products. The list of available IAQ products continues to grow, and they are becoming more sophisticated. But according to Tim Barton, vice president…

For HVAC contractors, one of the most reliable conduits to learn about industry products and trends is through the distributor network. Contractors often depend entirely on distributors to provide training for their employees — training that otherwise might not be readily available. Manufacturers know this and place a big emphasis on using the distributor network…

A number of trends are continuing to affect all segments of the IAQ market. These include product evolution, health concerns, system knowledge, and of course, the economy. “The Air Duct Cleaning (ADC) industry is highly susceptible to economic changes, as many homeowners consider residential duct cleaning a luxury rather than a necessity,” said Lane Jeffryes,…