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Business Benefits of In-Duct Central Air Quality Monitors and How To Sell

Updated July 20, 2021

Homeowners won’t just take your word for it … now more than ever, they want data that support their purchasing decisions. While you’re likely an HVAC or IAQ expert with the best of intentions, your recommendations may still come across as snake-oil-salesman-like. You can mitigate this with recommendations based on reliable data from in-duct central air monitors. 

HAVEN’s Central Air Monitor (CAM) is changing the way HVAC and IAQ professionals do business. There’s a slew of benefits to share with homeowners about the HAVEN ecosystem. In-duct sensors, controls and software solutions help empower your business. And the most important point of all–you’re helping your customers breathe cleaner, healthier indoor air.

Learn more about the CAM product, the pro web portal and how this product builds trust and transparency. Likewise, learn how to effectively sell the monitor in the field.

What Is the CAM?

The CAM is an IoT device that transmits indoor air data wirelessly. It uses bluetooth for provisioning and commissioning the product and wifi to send IAQ data to the cloud.

HAVEN CAM–the first in-duct central air quality monitor.

Differences Between Countertop Monitors and CAM

There are significant differences between countertop models and the CAM, such as:

  • Installation – Countertop monitors are placed on a table, surface or mounted on the wall. The CAM must be professionally installed in the home’s HVAC system ductwork.
  • Moving Parts – Countertop monitors have mechanical motors, pumps and bearing to draw in air, increasing the chance of system failure. The CAM is solid-state, simply taking advantage of the HVAC system’s fan to monitor air throughout the space.
  • Capability – Portable models are great for monitoring small spaces or one room. The CAM offers air quality monitoring for the entire house, making it a whole-home solution.

The HAVEN Central Air Monitor Pro Web Portal

The HAVEN Pro Web Portal was designed specifically for HVAC professionals. The portal provides contractors with real-time air quality information and pollutant levels in their customer’s space. It displays particulate matter, VOCs and indoor relative humidity data from the CAM. On top of that, it indicates where and when these measurements reach dangerous levels in a customer’s home. All of this helps you meet homeowners at the intersection of IAQ and HVAC.

HAVEN Pro Web Portal Snapshot

The portal provides you with the following tools:

  • Remote monitoring for year-round trends
  • Sophisticated customer prioritization based on reliable data
  • Data-driven sales opportunities through IAQ reports
  • Added value to service and maintenance contracts

Build Trust and Transparency With the CAM

“The HAVEN CAM has been designed with Pros in mind: the in-duct approach for install requires an HVAC technician, whereas consumer-grade countertop monitors do not,” said Ben Reed, VP of Product at HAVEN TZOA.

The HAVEN dashboard gives your HVAC or IAQ business a window of opportunity to improve your customer’s IAQ. “Reliable data from research-grade sensors helps build trust with the homeowner and validates equipment recommendations for solving IAQ issues. It’s a solution to the snake-oil-salesman perception that poses a challenge for many HVAC techs.” It’s much easier to have the sales conversation when both you and the homeowner can explicitly see the home’s IAQ pain points.

How to Effectively Sell Central Air Monitors in the Field

In addition to the business beneifts, the CAM provides many benefits for homeowners. Learning how to identify customers that would benefit from this product is critical. Once you identify these clients, it’s up to you to best communicate and present these advantages in the right way.    

A perfect candidate for the CAM is a homeowner that lives in an airtight, energy-efficient home. These spaces typically suffer from poor ventilation and filtration. Buildings constructed this way do not optimize human health.

Another perfect candidate is a homeowner that already has a countertop air quality monitor. Clearly, these customers are already concerned about IAQ and interested in understanding and having a greater awareness, but likely weren’t aware of the better option.

“Common air quality monitors only measure one room at a time,” is one tip Reed said to share with homeowners that have countertop monitors. Here are a couple effective sales strategies to consider with the CAM.

  • Have a CAM on your truck and ready to show to customers
  • Connect with the team at TZOA to learn about the personal use program
  • Offer an incentive to install the monitor that day 
  • Make it affordable by providing finance options
  • Include it in a service or maintenance contract
  • Bundle the CAM with other HVAC or IAQ equipment
  • Offer it as part of a Good, Better, Best offer
The HAVEN CAM dashboard for homeowners.

“Consumers aren’t simply buying a product from you,” Reed said. “They’re buying a long-term, professionally managed whole-home air solution.” 

In reality, installing the CAM and tracking air quality data effectively allows you to sell more. It’s your gateway to selling, installing and servicing additional IAQ solutions. Interested in making the HAVEN CAM a part of your business? Learn more about making the CAM your best IAQ sales tool here.

Ken Grubbs

Ken Grubbs

Founder and managing director of KGG with over four decades of experience in the HVAC industry and two decades as KGG’s director. Ken is well-versed in the HVAC and IAQ world. He is passionate about the future of the HVAC industry and the role indoor air quality can play in health and wellness. Leading HVAC manufacturer sales ⤑

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