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Zoning for Existing Homes

Zoning for Existing Homes. Consumer Research. American Home Comfort Study conducted by Decision Analyst 30,000 homeowners surveyed Replacement, add-on, & RNC buyers. System Improvements to Existing Homes. System Improvements to Existing Homes.

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Zoning for Existing Homes

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  1. Zoning for Existing Homes

  2. Consumer Research • American Home Comfort Study conducted by Decision Analyst • 30,000 homeowners surveyed • Replacement, add-on, & RNC buyers

  3. System Improvements to Existing Homes

  4. System Improvements to Existing Homes

  5. Close RatesAdd-on/Replacement Segments if Offered

  6. Close RatesAdd-on/Replacement Segments Based on Home Value

  7. What Consumers Say About Room Temperatures

  8. Contractor VOC Research • Interviews with contractors at ComforTech • Outbound phone interviews with Aprilaire customers • Goal: To establish the top reasons why some dealers offer zoning and others do not

  9. “I don’t sell zoning because...” • I need better training from the manufacturers • It seems like I have to buy parts from various manufacturers to put together a system • I need sales training, identify the problem, here’s how I solve it, what it means to you as a homeowner • Sales people will often sell a homeowner on zoning only to find out that the home can’t be effectively zoned • Would really like to see better selling tools…good leave behind materials would be a good start

  10. “I sell zoning because…” • It solves problems for customers • Many people are “stuck” in their homes and are willing to look at zoning as an option to make their homes more comfortable • I have easy access to ductwork • Improperly installed HVAC systems give me an opportunity to correct problems in many homes in my market • Zoning is easier today with wireless thermostats

  11. Conclusions - Contractors Want: • To be reminded that an opportunity exists • How to spot a house that’s a candidate for zoning • A clear in-home selling message • Strong manufacturer support • Right products for the application

  12. Recap • Opportunity exists—$120,000,000 market • Over 40% of homeowners desire the product • Over 60% say it’s one of the most important improvements they can make to their homes • When quoted, 36% bought zoning systems • No geographical limitations • $2500—$3000 per job • Dealers are looking for a partner to help them technically & most importantly, with the sales process

  13. Right Products for the Application • Contractors want a complete line • Zone panels for all installations • Dampers for any duct size and type • Thermostats • For all installations • Flexibility of a wireless thermostat

  14. Zone Panels

  15. DampersFeaturing Flexible Link™ Power-Closed Design • Round Dampers • New ductwork • Flex duct • Rectangular Dampers • Fabricated sheet metal duct • Duct board • Round Slip-in Dampers • Round hard pipe ductwork • Bypass Dampers • Static pressure • Barometric • Right product for all applications

  16. Thermostats • Touch Screen Thermostats • Home Comfort Control • 8600 • Premium Thermostats • 8400 series, including the 8476 • Specialty Thermostats • 8570 w/6504 • 8710 wireless

  17. 8710 Wireless Thermostat • No wires to run • 2 piece design • Makes zoning easier • Keep in mind • Never should be a primary stat • Regular battery replacement • Use 6404 with vacation setting

  18. So, when is the best time for a contractor to sell zoning in existing homes?

  19. Actually, there are a number of best times… • Planned change outs • Planned maintenance calls • To existing customers when temperatures change • When it begins to get hot • When it begins to get cold

  20. Planned Change Out • Homeowner is planning on changing out old HVAC equipment • Improve reliability • Improve efficiency • Improve comfort • Best time to address system performance issues • Uneven temperatures • Occupancy patterns • Manage expectations • If they don’t buy today… • Will understand zoning benefits as outside temps change • Excellent prospect for follow-up

  21. Planned Maintenance • Regular system maintenance usually part of a service agreement • Tech is there to service, not sell • Brief assessment conducted by tech • Brief set of questions that the tech can ask to determine need • Room temperature readings • Comfort advisor follow-up • Tech spiff for leads that turn into jobs • Add to database

  22. Existing Customers • Keep an active list of zoning prospects among current customers • New installations/service agreements • Especially those who have been exposed to zoning’s benefits • Targeted direct mail when it starts to get hot/cold with a solution message

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