A growing number of HVAC contractors view the transition to 13 SEER products as an upselling opportunity, according to the third quarterly 13 SEER market survey conducted by Emerson Climate Technologies, a business of Emerson. The 13 SEER regulation will go into effect Jan. 23, 2006.

Despite the positive response, concerns ranged from increased pricing of the units and homeowner education, to mismatched systems and service technician training. The survey also found:

  • 44% plan to sell 10-SEER units after Jan. 23. (Most indicate this will be primarily for special jobs.)

  • 30% believe the 13 SEER transition will result in less replacement sales and an increase in unit repairs.

  • 55% are currently actively promoting and selling new 13 SEER products.

  • 49% said their distributors have advised them to start preparing now on how to sell and service the new 13 SEER products.

    To view the complete survey results, visit EmersonClimateContractor.com .

    In other news, the company launched the Emerson Authorized Full-Line Wholesaler program. Contractors can now purchase multiple Emerson products from a single wholesaler. The wholesalers participating in the program carry the complete range of Emerson Climate Technologies air conditioning and refrigeration products, including such brands as Copeland®, Browning® and White Rodgers®. These locations support Emerson's strategy of integrated component technology, embedded electronics and end-to-end customer solutions.

    According to Mark Gibson, vice president and general manager of Distribution Services, the program represents a new way of defining the HVACR aftermarket. Those locations that are not transitioning to Emerson Authorized Full-Line will have a new aftermarket identification of “Authorized Copeland Wholesaler.” A full listing of locations can be found on the Contractor Connection, EmersonClimateContractor.com. New resources will also be added to the site to help with the transition.