We’ve been trying to sell our high-efficiency packages for almost two years now, and we think it’s the right way to go. But our customers get sticker shock when they see the price of a super high-efficiency system. They often settle for the middle package and strip out options like clock thermostats and air purifiers. If we are heading into a recession, I’m afraid this is just going to get worse.
Sell the savings, not the price. Everyone needs a new HVAC system at some point, probably no more than 2 in a life time. If your customers could only by one new car for the next 15 years, what would they buy? Don’t forget about financing, you wouldn’t pay cash for that new car, would you.
The price of the best equipment is still too high ; the manufacturers make the
most profit on the super high efficiency systems . They need to lower the
equipment costs , or have better , longer rebate programs to create the draw through demand from the consumers. Financing options help, but the cost of
the product is still prohibitive to homeowners in a slumping economy.
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During a recession
consumers:
Look for reliability and performance rather than gimmicks.
August 11th, 2008 at 3:26 pm
We’ve been trying to sell our high-efficiency packages for almost two years now, and we think it’s the right way to go. But our customers get sticker shock when they see the price of a super high-efficiency system. They often settle for the middle package and strip out options like clock thermostats and air purifiers. If we are heading into a recession, I’m afraid this is just going to get worse.
Has anyone found the way to sell these systems?
August 12th, 2008 at 4:34 pm
Dave,
Sell the savings, not the price. Everyone needs a new HVAC system at some point, probably no more than 2 in a life time. If your customers could only by one new car for the next 15 years, what would they buy? Don’t forget about financing, you wouldn’t pay cash for that new car, would you.
August 13th, 2008 at 4:44 pm
The price of the best equipment is still too high ; the manufacturers make the
most profit on the super high efficiency systems . They need to lower the
equipment costs , or have better , longer rebate programs to create the draw through demand from the consumers. Financing options help, but the cost of
the product is still prohibitive to homeowners in a slumping economy.