In this episode, we speak with Scott Krasman from Haven IAQ, to share our experiences at the 2022 AHR Expo, the noticeable shift towards IAQ solutions, booming market forecasts, and how their monitor is helping contractors sell more IAQ.
This year, IAQ products and the industry as a whole were highlights among exhibitors. IAQ booths were busy educating attendees on the innovative solutions they offer to help improve the air we breathe. Attendees were able to get hands-on experience with some of these products, as well as speak with IAQ product experts.
AHR Expo 2022’s Shift Towards The IAQ Industry
The market for indoor air quality is blossoming. The IAQ industry was worth $4 billion in 2020. Over the next four years, the IAQ market is expected to grow by $2 billion. The development in this area will result in more competition and innovation, as well as a greater presence at future AHR Expos.
Many thought the IAQ boom would fizzle out. IAQ is not just a trendy solution due to the pandemic. It’s trending because of how it can improve indoor air during a wildfire. Mostly, it’s the positive impact it has on relieving those who suffer from asthma and allergies.
The manufacturers, distributors, and contractors who attended the AHR Expo are taking another look at IAQ. Not just for their business, but for their own homes as well.
Let IAQ Monitors Do the Selling For You
A big part of the conversations at the AHR Expo was how to effectively introduce and sell more IAQ to clients. Innovative products like the Haven IAQ monitor and control device are changing the way contractors introduce IAQ to homeowners. The goal is to not simply have distributors carry inventory, or for contractors to sell more IAQ solutions. It’s learning how to offer homeowners and businesses the best solutions to improve their indoor air. IAQ can be quite lucrative, but only if you have a strategy in place.
Scott touches on a couple of interesting ways to use their Haven IAQ monitor to sell more:
Option 1: Temporarily install the device to diagnose their home. Install it for two weeks and let the data drive decisions. The data shows exactly what IAQ products should be installed to eliminate pollutants or improve their IAQ. If the homeowner decides to keep the IAQ monitor, don’t upcharge the device. Instead, make your profit on any IAQ equipment or upgrades and future services.
Option 2: If your business is install-heavy, make the Haven IAQ your loss leader on every install. Figure out a way to build the cost of the device into your next install, and turn your customer into a client.
