In the retrofit market, HVAC renovation is essential for customer comfort and system performance. Simply swapping equipment without understanding the entire system can be a recipe for disaster.

When it comes to renovation work, Dustin Cole make that job one.
Dustin Cole

Before offering system replacements, you should use precision measuring tools and proven science to determine what is happening in the home. Guidance through the ACCA (Air Conditioning Contractors of America) design series of manuals will help you deliver exceptional results for clients and reduce nuisance warranty issues.

Focus on Comfort

In general, most HVAC contractors and technicians too often focus on the box, the job, or the time. Instead, we should be focusing on delivering unmatched comfort and client experiences.

Instead of swapping out HVAC equipment, we have the opportunity to right the wrongs of the past and give our clients something most have never truly experienced: Comfort.

Understanding Renovation Basics

System renovation success depends on measurements and data

The HVAC renovation process begins when you accept your client’s call. Besides setting the tone and expectations for what’s to come, this introduction can reveal many pain points the clients may have.

Take notes on what is said — these provide tiny nuggets that will pay back 10x more later in the process. Do they need a quote, OR do they need a consultant?

Either way, your team needs the answers to the following basic questions BEFORE they arrive at the customer’s home.

  • Before needing a new HVAC system, did the current one satisfy your needs?
  • Do you have any uncomfortable rooms in your home?
  • Is the humidity under control? Are you comfortable with the humidity levels in your home?
  • Have you performed any home upgrades such as insulation, air sealing, door or window replacements since your last HVAC was installed? Did that help?
  • How are your energy bills? Is efficiency a primary concern?

Common Challenges and Misconceptions

One common misconception is that your clients won’t care about the deficiencies you may discover.

Another challenge is answering uncomfortable questions like “I’ve used your company for years. Why hasn’t anyone brought these concerns up till now?”

They may also say, “I have had three other companies here, and you’re the first to ask these questions or show any concerns about the XYZ problem — Why is that?”

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