Offer Choice(s) not a Solution in Selling Situations … Rheem Furnaces

Burt Robertson, HVAC Marketing Manager

With the continuing rising cost of heating fuels you need to advise your customers what options are available to lower fuel costs and offer a higher comfort level. Ideally it would be great to sell a high efficiency Energy Star furnace on every replacement job to save your customer money and conserve fuel. Many contractors take the path of least resistance and assume the home owner wants a basic furnace. Many home owners have no clue that they can purchase a furnace which will burn less fuel and save them money.

It is the contractor’s job to look at the job site conditIons and see if the job site lends itself to converting to a 90+ condensing furnace which vents with PVC pipe. If the job site meets the venting requirements offer the homeowner his choices: good, better and best on your proposal. Yaun Co. offers the “Good” as the basic 80% Weather King line and the 2 stage 80% in the Rheem line. “Better” is the single and two stage 92% in both our Rheem line and also a single stage in our Weather King. Best is the 95% two stage and 94% modulating Rheem furnaces. You shouldn't decide for the customer what he needs. Give them the prices, the facts, and the payback time and let them decide. Are they willing to pay more money now on a 92+% more efficient furnace and save money on lower fuel usages each year? Or do they save money now on a cheap basic 80% inefficient furnace and spend more money each year on a higher volume of wasted fuel?