“When we started this business, one of the things we identified is that consumer purchasing behavior has shifted rather dramatically over the last 5-15 years. Over the years, we’ve seen an explosion in service-based consumption models where a homeowner can get access, use, and control of certain products without the upfront cost or the risks and burdens of product ownership. They can get everything they want from that in a completely worry free, very predictable, all-inclusive experience.” – Anuj Khanna, Founder & CEO of Comfort Connect.
The HVAC Industry is Changing
It’s an interesting time for HVAC contractors.
For years, success in this industry has been largely measured by the number of one-time, big-ticket installations a company can win every season. Air condition units go up, they need to be replaced, and contractors compete against one another to win bids from those in need.
Supply, demand, a job well done, and everyone goes their separate ways.
Here’s the truth: this model is not going anywhere. In fact, it will likely make up most of your business for the foreseeable future. But it’s also fair to say that the world is changing – and so are some of your customers. They’re looking for better solutions, and you have a chance to take advantage of this opportunity.
Where Does This Opportunity Exist?
Once you’ve installed a new unit, what happens? Do you follow up with the customer every season? Do you maintain a relationship with them so that you’re their first pick when the next issue arises?
Most likely, the answer is no. You’re too focused on other, bigger jobs to worry about someone you already won.
That’s just the thing, though: you’ve already won them over. And eventually, they’re going to need another replacement – or, at the very least, a repair or maintenance service. You should be the person they call, right?
That’s what this webinar is all about: how to turn one-time installs into recurring revenue. As consumer purchasing behaviors shift, so, too, should the way you offer different services and comfort solutions at the kitchen table.
You’re always going to have customers who are resistant to change and prefer a more traditional transaction model. But what if you could sell the others — somewhere between 25-50 percent of your customer base — on a solution that doesn’t require a large, upfront payment while including all service, maintenance, consumables, and replacements in one predictable monthly bill?
Turning One-Time Installs into Recurring Revenue: An Educational Webinar
Our founder and CEO Anuj Khanna and SVP and Head of Sales Jon Carman sat down to discuss Home Comfort-as-a-Service (HCaaS) and the Premier Program® with our VP of Marketing, Ashley Bard, in detail, highlighting our solution to this shift in the market.
The goal? To educate contractors on how, exactly, this growing shift is impacting them right now, as well as the benefits an HCaaS model can provide for the future.
“Home Comfort-as-a-Service is a forward-thinking approach to better serving consumers,” said Khanna. “In my years in the industry, the industry has changed a lot. There’s an extreme amount of consolidation going on, and it’s costing more to generate leads. That’s not going to stop; it’s only going to continue, so what are the levers [contractors] can pull on the organic side to really build resiliency around their business?”
That’s the question we’re trying to help contractors answer, starting with the “premier” service we offer.
“One of the core differentiators about our business is that we offer the Premier Program,” said Khanna. “That program is available on HVAC, tank and tankless water heaters, water purification, filtration, and softening systems, and standby generators — so across all trades.”
While getting homeowners on the Premier Program is your path to long-term relationship building and success, we’re trying to help contractors solidify their business in today’s market – whatever that means for them. Having an option like this is a revolutionary tool to have in your tool belt.
“Ultimately, it’s about giving the customer a choice,” said Carman. “[Contractors aren’t] changing anything about their sales process, just offering it every single time.”
Questions, Answers, and Future Webinars
During the webinar, Khanna and Carman also took time to answer questions from the audience, which included:
- Does HCaaS work better for certain markets, income levels, or home types?
- What would happen if a house that has this program as a part of it is sold and the homeowner does not want it?
- What should I, the contractor, look at today to tell if this makes sense for my business?
- How does Comfort Connect train a team so they’re confident offering this?
To book a meeting to speak with one of our comfort advisors, schedule a call.
