Lecture Notes: Importance of Offering Aeros Seal with Replacement Equipment Sales
Introduction
Discussed 10 benefits of offering Aeros Seal to replacement equipment buyers.
Shift focus to 6 major negative consequences if Aeros Seal is not offered.
Reasons for Not Offering Aeros Seal
Resistance to change in some HVAC companies.
Sales teams may feel it is hard to sell, fear it will hurt equipment sales, or may not see the value.
Lack of proper incentives for sales teams to maximize revenue per sales opportunity.
Companies may rely on maintenance and service technicians to sell Aeros Seal later.
Six Negative Outcomes of Not Offering Aeros Seal
1. Missed Revenue
Less revenue for the company and lower personal income for the salesperson.
Missed commissions, typically over $300 per job.
Potential loss of over $20,000 in extra income annually for Comfort Advisors.
2. Missed Differentiation Opportunity
Loss of a significant way to stand out from competitors by improving system performance and problem-solving.
Missed chance to increase equipment closing ratio.
Higher prices may be justified by the lower total cost of ownership and improved comfort and air quality.
3. Poor Customer Service
Not offering Aeros Seal may be seen as dishonest or starting a relationship based on a lie.
Customers expect the efficiency they are paying for, which may not be achieved due to pre-existing duct leakage.
Professional responsibility to inform clients about the impact of leaky ducts on efficiency and performance.
4. Increased Callbacks and Complaints
Higher likelihood of callbacks and complaints due to issues like increased noise, low utility bill savings, uneven temperatures, high humidity, and more dust.