Here in Central Canada it seems as if we have once again gone form winter to summer overnight. We haven’t enjoyed spring for some time. Of course, in heating and air conditioning, this can’t help but be good for business.

But times are also changing in other ways. The reality that today’s high efficiency equipment requires more service than the reliable but relatively inefficient equipment of the past means that this industry is becoming less weather dependent.

As technical service reps, Bob Bettles and Brian Guttormson report in the May/June issue of Plumbing and HVAC that the majority of their technical helpline calls – and there have been many of them – relate either to annual maintenance that has not been done or to dirty or missing filters.

While the homeowner could do what little maintenance the old heating and cooling equipment required, the new equipment really does need a technician to look at it every year. Contractors need to keep this in mind.

The best option is to put the homeowner on an annual maintenance plan. However, even if they choose not to sign up, it is worthwhile to keep track of when the equipment requires maintenance as outlined in the factory manual and give the homeowner a call at that time. With any luck, you will sell a service call. At the very least, you’ve shifted the onus to the homeowner and covered yourself if there is a problem. It is important to keep track of these calls.

Today’s efficient heating and cooling equipment requires the contractor to take a more proactive approach to maintenance. Calling your customers from time to time is never a bad thing. By keeping in touch you may just be able to turn many of them into customers for life.

Please take a few moments to see the featured advertisers from MCEE 2015.

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