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 to contractors.
Aprilaire’s contractor site is continually updated with new materials providing contractors with literature, in-home selling tools, and access to training. It includes a membership dashboard where members can interact with advertising materials, download training sessions, and check out current promotions. Membership is free, and it only takes a few minutes to register. The website is also a comprehensive reference point providing technical and sales information for all current and past Aprilaire products and programs.
Arzel Zoning Technology Inc.
Putting Home Comfort in Your Hands
Arzel Zoning Technology Inc. has compiled a 34-page booklet for contractors and consumers titled Putting Home Comfort in Your Hands: A Guide to Your Heating and Cooling Systems. The booklet covers the benefits of zoning, plus a wide range of topics related to IAQ, including comfort and energy savings. It also includes information on the most common combustion pollutants.
Dynamic Air Quality Solutions
Dynamic Air Quality Solutions provides a consumer’s handbook as an in-home marketing tool that helps technicians and comfort advisors to clearly communicate the importance of IAQ to homeowners and explain in layman’s terms the different options that are available depending on need and cost. The company also offers three IAQ training seminars covering basic, intermediate, and advanced IAQ information. The courses are NATE-certified and allow technicians to earn NATE credits.
Field Controls provides a comprehensive program to help contractors deliver a complete, custom solution to their customers’ IAQ concerns. The program includes in-depth product knowledge, sales training, and marketing support. Contractors have access to branding, lead generation, sales tools, and a Healthy Home Rewards Program to help them capitalize on this growing market. The company also provides merchandising displays for contractor showrooms.
Hart & Cooley
Hart & Cooley offers the online HCI Academy, which provides learning opportunities for various residential venting systems. The company says comfort in one’s home is affected by the “simple” heating/air conditioning registers that are installed. The engineering design and testing of the registers by the manufacturer greatly affects how comfortable air is distributed throughout a room.
Honeywell Environmental & Combustion Controls
Honeywell Environmental & Combustion Controls’ residential business offers a host of training solutions, including Path to Profit. This two-day training program gives HVAC business owners, along with service and sales managers, the knowledge and tools to implement successful accessory sales and service strategies into their business. The company also offers training videos for contractors covering topics on its Prestige IAQ, TrueCLEAN and TrueEASE products.
Jackson Systems offers a new convenient air filter replacement service for homeowners, FilterFetch™. Contractors provide a unique filter code to homeowners so they can order online or by phone. Homeowners can receive email filter change reminders with the contractor’s logo. According to Jackson Systems, this enables the contractor to generate revenue from purchases without the hassle of stocking 2,500-plus types of easily damaged filters. Contractors can get started through a simple online registration.
Rotobrush International offers a comprehensive white paper titled Air Duct Cleaning and Indoor Air Quality, which discusses contractor and consumer trends in the air duct cleaning market. The document includes a market overview, trends driving residential air duct cleaning, research information on IAQ, the small business environment, a market summary, and market research on duct-cleaning equipment used and preferred by contractors.
Trane offers an eight-page brochure that provides contractors with facts to teach customers about IAQ, such as, “Nearly 72 trillion particles enter the average home every day.” The brochure then explains the features and benefits of the patented Trane CleanEffects whole-house air filtration system.
Vac Systems International
Vac Systems International offers the “Residential Air Duct Cleaning Guidelines” as a resource for contractors who are considering offering residential air duct cleaning services. The guidelines include answers to questions such as: “Does HVAC system cleaning really work?” and “What qualifications do I need?” It also provides information on equipment options and revenue projections. Additionally, the company offers a booklet titled, Selecting the Right Cleaning Tool for the Job.
Johnson Controls’ York® brand offers an informative two-and-a-half minute video on improving IAQ with heating and cooling technology. The video discusses how York IAQ systems are designed to keep air clean and healthy using the four technologies. In addition to being featured on York’s YouTube Channel, the video is included within the York In-Home Selling Tool. The In-Home Selling Tool is an interactive questionnaire that allows dealers to show homeowners short movies on HVAC issues, helping to educate them on the topics that they are most interested in.
Publication date: 02/27/2012