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How to Explain the Pros & Cons of Installing a Ductless HVAC System to Customers

bryant carrier ductless hvac salesWhen customers are purchasing a new HVAC system they may be considering a ductless option, but they might want to know the benefits and the disadvantages of going ductless.

They may simply ask you, “What are the advantages of a ductless HVAC system?” and “Are there any disadvantages of installing one?”

Below features a few tips on how to discuss the “Pros and Cons” of installing a ductless HVAC system with customers:

Pros

  1. “You Save Money Over Time”

Money plays a major role when consumers are contemplating an important purchase. You can begin by explaining that they will save money over time by deciding to install a ductless HVAC system. You can point out how ductless systems have the ability to run on much less power than ordinary systems because they are smaller and deliver air directly into a room.  By diving into more detail, you can explain that because they are ductless they also avoid energy losses that may come with ductwork of central forced air systems. It may also help to use some statistics such as, “These losses can be responsible for over 30% of energy consumption.” Overall you want your customer to understand that installing a ductless system essentially cuts costs and saves money over time.

  1. “Easy Installation”

If your customer is looking for a quick and easy installation process, you can explain this process and compare it to that of traditional systems. Note that traditional systems take several days and even weeks to install, while you can have the customer’s ductless HVAC system up and running in just one day. If you want to get into specifics, you can explain that the units usually run on small pipes that only require a three-inch hole through a wall, which avoids any rebuilding around ductwork.

  1. “You Breathe Easy”

Another benefit you can call attention to is the filtration that ductless HVAC systems have. Let the customer know that the filtration system decreases the amount of dust, allergens, pollen and bacteria in the air. After you explain this, you can mention how most ordinary HVAC systems require professional cleaning regularly and can still leave behind dust and allergens. Make sure the customer understands that ductless options enhance the air quality, which allows easy breathing.

Cons

  1. “Initial Costs May be Higher”

Although you may have already explained that your customer would save money over time by installing a ductless HVAC system, be transparent and clarify why the up front cost of purchase and installation is higher. You can explain the details of how the system’s efficiency and technology is more expensive to buy and install, but then remind the customer that the overall cost is lower when the system is operating.

  1. “Placement is Crucial”

Express the importance of placement when installing a ductless HVAC system and validate your credibility. Revert back to when you mentioned the efficiency of a ductless HVAC, and explain how improper placement will cause inefficient operation and wastes energy. You can end your point by making sure the customer understands improper placement can increase utility costs.

  1. “Style”

If your customer has indicated that style is essential, the indoor portion of the ductless HVAC systems may not satisfy his or her inner interior designer. You can try to identify your customer’s taste and make sure that you present certain options.

Carrier Enterprise has a variety of ductless systems from Carrier, Bryant, and Toshiba Carrier to suit your customers’ budgets and styles so they can achieve the best of all worlds.  Visit us today to shop online for the perfect solution for your customer!

 

Grow Your Business: Sell Solutions to the Smart Home Customer

nest thermostatThe Smart Home and all the various products that are available to connect the home’s HVAC, electrical, security and other systems was the biggest rage at the 2015 Consumer Electronics show in Las Vegas. The big takeaway from the show was that we are moving rapidly towards a connected world and there’s really no way around it.

In the June 29, 2015 issue of ACHR News, Editor Kyle Gargaro talks about the Internet of Things (IoT) (http://www.wired.com/2014/11/the-internet-of-things-bigger/) and the move to have all HVAC systems electronically connected to house and building network and control system. This is being pushed by the Department of Energy and local utility companies also to enable connection to the smart grid, in order to better manage energy consumption. The IoT is coming and the Smart Home is already here. The successful HVAC contractor should embrace this incredible marketing and business opportunity. Since the HVAC system of a home is one of the biggest users of energy, it will be one of the most important elements to manage in the smart home. As a trusted HVAC contractor, you can assist your customers in making smart choices about smart home products such as thermostats, ventilation systems and home area network hubs. And they will reward your knowledge and assistance with loyal, repeat business and customer referrals.

Homeowners and building managers are increasingly looking to Wi-Fi enabled smart technology for efficient HVAC systems. Recent research from IHS Technology predicts that by 2018 homeowners will have installed 45 million smart home devices and services and that the smart home market will achieve around $12 billion in annual revenue within five years. (bit.ly/InetOfHome)

HVAC Contractors have a unique opportunity to become the smart home expert with their customers and provide much-needed education that consumers want on how a connected home works and what the benefits are. You’re also building your business as a reliable source for high-tech products and services for the younger generations. Millennials are now the country’s largest homebuyers and they are looking for professionals who understand their technology needs. When you can offer them tech-savvy, money saving products, you will become their contractor of choice.

Here are a few of the products and benefits you will want to keep in mind as you talk to your customers about creating a smart home:

  1. Smart Thermostats – One of the most important smart devices in the home is the smart thermostat. There are a wide variety of thermostats in the market. Smart thermostats break out into three categories:
  • Connected smart thermostats – The term “connected” refers to WiFi-enabled smart thermostats that allow users to control temperature settings remotely from a smartphone or computer. While models on the market vary, most also offer touchscreen displays that track energy usage in real-time and over given time intervals – providing useful feedback and helping users save. WiFi-enabled units are especially useful for homeowners who often forget to pre-set their programmable thermostats or have unpredictable or irregular schedules.

Many homeowners also consider scheduling their temperature levels to be more user-friendly on a computer, especially when compared to fiddling with tiny buttons on a standard programmable thermostat. Most “connected” models also come equipped with smartphone apps for an even more interactive experience.

  • Learning thermostats –  The newest type of thermostat on the market are “learning” smart thermostats. These thermostats claim to learn daily habits and automatically schedule temperature levels accordingly. In addition, these models often come equipped with features such as sensors that monitor motion, light and humidity. All learning models on the market are also WiFi-enabled. So, if you’re stuck at work later than usual, you can easily let your system know via smartphone or computer and prevent it from cooling an unoccupied home

One disadvantage to learning thermostats is that they require some semblance of regularity to function at their best. These models are better suited for users with fairly set schedules but who often forget (or simply don’t want to) fidget with their thermostat before leaving the house.

Like their “connected” cousins, learning thermostats can be pricey. If your customers are currently using an older, non-programmable thermostat, the energy savings they will reap from switching to a learning model could quickly offset its cost. However, learning units haven’t been on the market for very long – meaning it’s difficult to say for certain just how much energy you’ll save by making the switch. The bottom-line is: If the customer is already using a programmable thermostat properly, you’re unlikely to see significant savings by switching to a learning model. But if they tend to neglect their programmable settings, opting for a thermostat that adjusts automatically could be just what they need to cut energy costs.

  1. Smart Ventilation Systems – The new smart ventilation systems are revolutionizing the way an HVAC system provides the right amount of airflow to ensure maximum comfort in a home. Smart Ventilation systems communicate with the thermostat to manage the temperature and airflow in particular rooms throughout the home. These systems manage the flow of air room by room through the automatic control of the vents and allow a resident to turn the volume of airflow up or down in a particular room or area of a home based on a variety of factors. Smart ventilation systems are new in the U.S., but they have been used for years throughout Europe. There are several benefits of installing a smart ventilation system for your home/building owner, such as:
  • reductions in energy use and energy costs
  • equivalent or enhanced Indoor Air Quality (IAQ)
  • reductions in peak load (or equivalently time-of-use pricing)
  • ability to respond to demand response events
  • flexibility that allows a wide variety of goals to be implemented on one platform, without expensive hardware/equipment changes, and
  • a cloud-connected platform that facilitates future adjustments to control behavior of airflow in response to ongoing changes in climate, regulation, energy prices, grid dynamics, or occupant behavior.
  1. Smart Home Network Hubs – With the myriad of devices in the home and the need to connect them all for ease of use and management, the smart home network hub has become the brain of the smart home system. It is important to understand how these hubs work with to make recommendations to your customers about the best network hub for their home and lifestyle. In addition, may hubs only work with their proprietary smart products, so it is important to understand the limitations of those types of network hubs.

In addition to homeowners moving toward a smart home, home and commercial builders are designing their homes and buildings with the IoT in mind. To take the lead in the “smart” building space, today’s HVAC contractors need to ensure they provide the knowledge and the products to their customers now and in the future, which means staying abreast of industry trends. Look to Carrier Enterprise to assist you in carrying products and providing the knowledge and information you will need to succeed in the connected building environment.