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Maximize Your Commercial HVAC Business with Indoor Air Quality Services

Sept. 26, 2023
Awareness of commercial building IAQ is higher than it's ever been. Position your commercial HVAC business as a provider of indoor air quality solutions.

As commercial HVAC contractors, you're already well-versed in the importance of maintaining heating, ventilation, and air conditioning systems for your clients. However, if you're looking to take your business to the next level and boost your sales, consider diversifying your offerings to include Indoor Air Quality (IAQ) services. With growing awareness of the significance of clean and healthy indoor air, providing IAQ solutions can not only benefit your customers but also significantly increase your revenue. Also consider the challenges many of your building owners and property managers are struggling with, i.e., getting occupancy rates back up.   In this article, we'll explore how to expand your HVAC business into IAQ services and take your sales to new heights while helping your clients make their spaces more attractive to potential tenants.

Understanding the IAQ Market

Before diving into the world of IAQ services, it's essential to understand the current market and its potential. According to sources like the Environmental Protection Agency (EPA) and the American Lung Association, poor indoor air quality can lead to various health issues, including allergies, respiratory problems, and even long-term illnesses. As more people become aware of these risks, there's a growing demand for IAQ solutions in both residential and commercial settings.

Conduct Market Research

Begin your IAQ journey by conducting thorough market research. This will help you identify the specific needs and preferences of your target market. Factors to consider include:

  1. Local Regulations: Research local IAQ regulations and standards, as these can vary by region. Understanding these guidelines will ensure that your services comply with local requirements.
  2. Customer Demand: Survey your existing clients to gauge their interest in IAQ services. You can also look at industry reports to identify trends and opportunities in your area.
  3. Competitor Analysis: Study your competitors who offer IAQ services. Identify gaps in their offerings and assess their pricing strategies to help you position your business effectively.

Training and Certification

To provide IAQ services effectively, it's crucial to invest in training and certification for your technicians. Organizations like the Indoor Air Quality Association (IAQA) and the National Air Duct Cleaners Association (NADCA) offer courses and certifications that can help your team become experts in IAQ assessments and solutions. Certification not only enhances your team's skills but also builds trust with your clients, demonstrating your commitment to quality.  Become familiar with air diagnostic tools and treatment strategies.  Also consider reading through the newly published ASHRAE Standard 241-2023 “Control of Infectious Aerosols”.  Many OEM equipment manufacturers offer IAQ courses so be sure to check with your local distributors as well. 

Expanding Your Service Portfolio

Once you're equipped with the necessary knowledge and certifications, it's time to expand your service portfolio. Here are some IAQ services you can consider offering:

  1. Air Quality Assessments: Conduct comprehensive IAQ assessments to identify potential issues in a commercial space. Use specialized equipment to measure indoor air pollutants, humidity levels, and ventilation efficiency.
  2. Air Duct Cleaning: Clean and sanitize air ducts to remove dust, mold, and other contaminants that can compromise indoor air quality.
  3. HVAC System Upgrades: Offer services like UV germicidal irradiation, which can kill airborne pathogens, or high-efficiency filtration systems to improve air quality.
  4. Indoor Air Purification: Install air purifiers and filtration systems that can effectively remove pollutants, allergens, and viruses from the air.  Make sure you choose a product that it third party tested and validated for efficacy and is UL 2998 listed ensuring the device does not produce ozone.

Marketing Your IAQ Services

Promoting your new IAQ services is crucial to attracting clients. Consider these strategies:

  1. Website and Online Presence: Update your website to include information about your IAQ services. Create blog posts and informative content to educate your audience about the importance of IAQ.
  2. Client Education: Educate your existing clients about IAQ through newsletters or seminars. Knowledgeable clients are more likely to request your services.
  3. Networking: Attend industry events and join local business associations to connect with potential clients and other professionals in the field.

Pricing and Packaging

Determine competitive pricing for your IAQ services by analyzing your costs, market rates, and the value you provide. Consider creating packages that bundle IAQ services with your HVAC maintenance contracts. This not only encourages clients to opt for IAQ solutions but also secures recurring revenue for your business.

Strategic Move to "Next Level"

Expanding your HVAC business into IAQ services is a strategic move that can take your sales to the next level. With increasing awareness of the health risks associated with poor indoor air quality, there's a growing demand for professionals who can address these concerns. By conducting thorough research, investing in training, expanding your service portfolio, and effectively marketing your IAQ services, you can position your HVAC business as a trusted provider of comprehensive indoor air quality solutions.

By embracing IAQ services, you not only enhance your revenue potential but also contribute to the well-being of your clients, making it a win-win proposition for your business and your community.

Sources:

  1. EPA - Indoor Air Quality (IAQ)
  2. American Lung Association - Indoor Air Quality
  3. Indoor Air Quality Association (IAQA)
  4. National Air Duct Cleaners Association (NADCA)
Rob Ambrosetti is a Council Certified Indoor Environmentalist (CIE) Board-awarded by the American Council for Accredited Certification and is the Training Director
for KGG Consulting Inc. KGG is a National Network of Independent Manufacturers’ Representatives and provides turnkey solutions for manufacturers globally looking to expand their business in North America. KGG has developed tools and resources for individuals to become familiar with indoor air quality.  If you would like to learn more, Rob can be reached at [email protected]. Find KGG Consulting, Inc. online at https://KGGconsulting.com.
About the Author

Rob Ambrosetti | training director

Rob Ambrosetti is a Council Certified Indoor Environmentalist (CIE) board-awarded by the American Council for Accredited Certification and is the  training director for KGG Consulting Inc. KGG has developed tools and resources for individuals to become familiar with indoor air quality.  If you would like to learn more, Rob can be reached at [email protected]