Customers need help when purchasing an air conditioning system for their home. Most customers do not understand the difference between a 13 SEER and a 16SEER unit. Helping the customer choose the correct unit can win you the sale and the customer's loyalty.

One of the most important things to remember during your presentation is that a customer is not only interested in the construction of the unit but also in the "what's in it for me" factor.

The feature of an item represents a unique quality that the item possesses. The benefit is what the user has to gain from the product. For example: A Goodman 15 SEER SSZ Series condensing unit has a high quality compressor sound-reduction blanket. That is a feature of the unit. The benefit is that it results in quiet and smooth operation that doesn't disturb the owner or their neighbors.

Always remember to sell on the benefits but make sure the customer understands all the features!

With the end of the Tax Rebate/Credit Program, the challenge in selling new home heating/cooling systems will be to educate homeowners on the savings that can be realized through the purchase of energy efficient units. These savings help to offset the loss of the government stimulus money. Most homeowners do not know the differences in operating costs between 13 SEER rated units and 16SEER rated. According to EPA statistics, products with the Energy Star® label can save homeowners 10% - 40% on their energy bills every year.

We currently rely on HVAC equipment to maintain the desirable temperature, humidity, and ventilation levels for the customer's comfort. However, more attention is now being given to the importance of good indoor air quality. All climates require the control of indoor conditions to reduce the amount of mold, bacteria, dust mites and bioaerosols. Without proper monitoring, indoor conditions can quickly become conducive to growth of biological pollutants.

Controlling the air movement is an important factor in the ability to manage the air through cleaning, heating, cooling, humidifying or dehumidifying, and delivering it. Proper air volumes with HVAC ducts are essential in equipment performance. When the air volume within the HVAC ducts is incorrect, the air cannot be delivered as designed. Low air volumes also increases operating costs and contributes to the reduction in the equipment's life expectancy.

When HVAC equipment is installed, the contractor can ensure that all parts of the system are functioning at peak performance and that air delivered is at a high volume. Once the installation is complete, the task of keeping the system running at peak performance falls to the customer. Customers must be diligent in keeping inside filters changed at regular intervals to keep the air flowing. The proper maintenance of any air handling system not only effects the air quality but also reduces energy costs. Unfortunately, many home owners are lax in their efforts to keep filters clean and replaced frequently. As a contractor, maintenance education for our customers must be a high priority if the customer wants to enjoy a safe, comfortable and healthy IAQ environment.