The curtain’s officially up on the new, 13 SEER+ units from the industry’s leading manufacturers. For more information on any of these products, visit us online at www.contractingbusiness.com
4SCU13LE
ASX14
Allegiance 18
DX1300
180A
Infinity 21 Series
Echelon™ 5T
SoftSound SX 2300
2AC13
C24ABBD1V
FS4BF-024K
GCS13 Series
QuietComfort DX1300
XC15 / XP15
Acclimate 5T
PSA4BD-018K
Prestige Series
FS4BF-024K
SmartComfort TX 5300
XL19I
FS4BF-024K
[mc]2 MicroChannel
| TECHNICAL/PRODUCT CONSIDERATIONS | BUSINESS/LOGISTICAL CONSIDERATIONS | SALES / MARKETING CONSIDERATIONS | |||||
| Overall Get NATE certification Familiarize yourself with 13 SEER regulations to be able to answer any possible homeowner questions Prepare for increase in R-410A utilization:
| For New Systems Review Manual J to ensure proper unit sizing and installation Get technical training on new products:
| For Existing Systems Know the impact of matching new outdoor units with old and new indoor units (warranty and performance) Bring TXVs to all job sites: many systems will require them Know how to properly clean a system
| Overall Know the rules and products affected by the efficiency increase ( i.e., tonnage, single/three phase, residential/light commercial, etc.) Take advantage of distributor and manufacturer training programs Talk to your distributors about the support they will provide during and after the transition, and understand impact on deliveries, stock, etc. Increase stocking space for equipment: new equipment can be 30% larger Establish increased supply of TXVs, line sets Reorganize trucks to accommodate larger/heavier equipment Buy larger trucks if needed Look at crew size to accommodate larger equipment and to maximize labor | Systems Establish phase-in/ phase-out of inventory:
Upgrade pricing software to include new components and manufacturing parts, equipment and labor | Financial Do a margin analysis on systems and get salespeople on track with how to sell and improve margins Expand your line of credit: new equipment is more expensive Sit down with your builders and change house plans to accommodate new equipment and pricing Understand manufacturer warranty impact on business and customers Define warranty issues concerning mismatched systems Update bid packages to allow for new costs (equipment and labor) | Before You Visit the Customer Plan to raise prices to provide profitability Learn new products and how to differentiate between them:
Compare new products to old to better explain the differences and benefits to homeowners Schedule and attend sales training:
Become proficient in Manual J load calculations so that you quote the proper size — do not oversize a 13 SEER unit Re-do pitch book to show new products and use manufacturer literature on new products Install a 13 SEER, variable-speed system and IAQ products in your home to experience them first hand Understand warranties, costs and impact on customers | When Meeting with the Customer Discuss utility and government rebates to help customers when buying upgraded equipment Sell on homeowner benefits: explain product features and technology benefits the customer can understand Sell service agreements to keep systems running and provide product confidence Position your business as a comfort and IAQ specialist rather than just a low-price bidder Add new financing options that will make it easier for consumers to afford new systems (positive cash flow payments) ?Offer ductwork sealing and improvements to ensure proper functioning of new equipment Know the benefits of when to replace and when to repair a system for a customer |