When the summer rush winds down, many HVAC contractors take a breath. I get it — after months of non-stop calls, everyone could use a break. However, the fall shoulder season is NOT downtime. It’s the time to sharpen your edge, strengthen customer relationships, and prepare for the heating season.

This year, the stakes are higher than ever. New federal and state regulations are reshaping our industry — and they’ll impact your marketing, sales, and operations whether you’re ready or not.

The Regulations to Watch

Starting January 1, 2025, all new residential air conditioning and heat pump units were required to use low-GWP refrigerants (under 750 GWP), such as R32 or R454B, under the EPA’s AIM Act. R410A is on its way out. You can still install pre-2025 inventory until January 1, 2026, but after that, the window closes.

In California, the 2025 Energy Code begins January 1, 2026, mandating electric heat pumps in most new buildings and raising ventilation and efficiency standards. Add CARB’s low-GWP refrigerant rules and their new refrigerant recovery/reuse program, and you have both disruption — and opportunity.

What This Means for Fall and Winter

In my opinion, this calls for doubling down on training, customer education, and proactive marketing. Think about these points:

Train Like It’s Game Day — Use shoulder season to run sales role-plays, refresh diagnostics, and cross-train your team. With A2L refrigerants becoming standard, every tech must be confident with charging, leak detection, and safety protocols.

Bundle Value into Every Sale — Promotions should solve real problems and set you apart. Bundling a carbon monoxide monitor with every furnace installation adds safety, value, and opens IAQ discussions. In heat-pump markets, promote dual-fuel or hybrid systems for cold-weather comfort.

Have Comfort Solutions Ready — Keep electric space heaters for short-term rentals or loaners during winter breakdowns. Small investments build big loyalty.

Make Humidity Part of the Conversation — Winter comfort issues often trace to humidity. Equip techs with hygrometers to measure levels and start IAQ solution discussions. Click here for some other humidity considerations.

Strengthen Maintenance Agreements — A healthy agreement roster guards against slow months. See Dennielle and Tom Hearn’s August article on adding high-performance testing and measurements.

Outbound Calling — Don’t wait for the phone to ring. Proactively book tune-ups, renew plans, and offer upgrades.

Winterize Your Operations — Winterizing means service vehicles, stock de-icing gear, and ensure every tech has proper cold-weather PPE.

Make Your Digital Presence Winter-Ready — Add seasonal calls-to-actions like “Schedule Your Winter Tune-Up Today.” Make sure your site is mobile-friendly and your service areas are clear.

The Bottom Line

We’re heading into a season unlike any before. Those who prepare now will thrive later. Don’t treat fall and winter as downtime — treat it as pre-season training. When the first cold snap hits, you’ll be ready.