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    Scott Tinder, trainer and instructional designer at Business Development Resources, spoke to 2024 AHR Expo attendees in Chicago how HVAC contractors can add revenue by offering IAQ equipment and accessories.

    AHR Expo 2024: Use IAQ Products to Lead in Your Market

    Jan. 23, 2024
    Consumers want IAQ products, so be proactive and master the selling of IAQ accessories.

    During the COVID-19 pandemic, people became more aware of internal air quality (IAQ) and how it can affect their health. Today, there is still a "heightened awareness" of IAQ's importance in the health and safety of families and communities, noted Scott Tinder, training and instructional designer at Business Development Resources, before 2024 AHR Expo attendees.

    "People are actively asking for IAQ, especially post-COVID," he said. "Today, wholesale distributors have about 100 SKUs of IAQ products."

    To become an IAQ leader in your market, you need to be proactive: "In HVAC today, you have to be a pioneer."

    His presentation, "Three Ways You Can Use IAQ Products to Become the Leader in Your Market," discussed:

    1. Improve company profitability by offering IAQ on every sales and service call, with a goal of selling one IAQ product per day (to start).
    2. Leverage your existing revenue producers (technicians) for these additional sales.
    3. Enhance recruiting and retention by rewarding IAQ success.

    Tinder added that you must get buy-in from techs; and install IAQ products in their homes so they can see for themselves how the technology works.

    For consumers, ensure you have an easy process and financing options. "If you don't, they'll buy from Amazon, Home Depot, or Lowe's," he said.