Results of the survey revealed:
- 30% were concerned about the increased selling price of the new units, reduced demand due to higher price, competition undercutting on specifications and price, growing preference for repair vs. replace and reduced margin on 13 SEER systems.
- 26% had technical concerns, such as the size of the 13 SEER systems, the possibility of mismatched systems, adequate training for technicians and the increased usage of R-410A systems.
- Contractors' 13 SEER selling strategies, which included promoting benefits and services to upsell homeowners, such as higher efficiency (14 SEER and above), comfort (modulation, humidity control) and improved indoor air quality.
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