Key Takeaways
- Economic Pressure: 56.7% of professionals cite cost concerns as the primary driver of DIY HVAC attempts, with homeowners seeking 20-50% savings on installation costs
- Safety Risks: 49% of professionals identify gas connections and combustion setup as the most dangerous DIY mistakes, with potential for carbon monoxide poisoning and explosions
- Education Strategy: 44% of professionals recommend educating customers about risks rather than confrontation, positioning themselves as valuable resources
- Professional Value: Proper system design, warranty protection, and regulatory compliance remain critical differentiators that DIY cannot replicate
It’s impossible to ignore the rising trend of do-it-yourself installations and repairs. Whether you’re encountering more homeowners who’ve attempted their own installations before calling you for a rescue, or you’re noticing increasing availability of “DIY-friendly” equipment online, the DIY movement has firmly established itself in our industry.
What’s Driving the DIY HVAC Trend?
According to our survey of HVAC professionals, economic factors are the primary drivers behind DIY HVAC’s growing popularity:
- 28.9% cited “people trying to save money in tough times” as the main reason
- 27.8% believed “customers think professional installation costs too much”
- 20.0% pointed to “online stores selling equipment directly to homeowners”
- 16.7% blamed “too many YouTube videos making it look easy”
- 6.7% think “People don’t trust HVAC contractors anymore”
Industry expert (and friend of the show) Gerry Wagner offered another perspective:
> “My personal answer would’ve been online stores selling equipment directly to homeowners.” He later added, “I can’t take the manufacturer out of this equation,” highlighting the role equipment manufacturers play in facilitating DIY installations.
In an attempt to save money, homeowners compare their quoted prices to figures they find on the internet and deduce that they can save between 20-50% on installation costs by choosing the DIY route. To them, this represents hundreds or even thousands of dollars in perceived savings. Combined with the fact that U.S. consumers spend over $10 billion annually on HVAC repairs and maintenance, the financial motivation is clear.
Geographic and Resource Factors
Sometimes DIY HVAC isn’t just about saving money—in some cases, it’s about necessity. As Gerry explains:
> “I think geography has something to do with that question. I am going to be working on a proposal to do training in the northern territories of Canada… in indigenous communities where there are [no good HVAC contractors].”
This geographic divide is compounded by an industry-wide technician shortage. Current estimates suggest the HVAC industry faces a deficit of 110,000 technicians, with approximately 25,000 leaving the field annually. In remote or underserved areas, DIY might be the only option for some homeowners.
How Common Are DIY HVAC Projects?
Our survey revealed some surprising insights about the prevalence of DIY installations:
- 66% of respondents reported that less than 10% of their service work involves fixing failed DIY jobs
- 27% indicated that 10-25% of their work comes from fixing DIY mistakes
The Real Risks of DIY HVAC
When asked about the most dangerous DIY mistakes, professionals were clear about their concerns:
- 49% identified “getting gas connections or combustion setup wrong” as the most dangerous error
The Professional’s Strategic Response
How should HVAC professionals approach this growing trend? As Gary noted in the podcast:
> “What’s the best way to handle the DIY HVAC trend? The top answer at 44% was educate customers about what can go wrong with DIY.”
Tactics for Customer Conversations
When discussing DIY HVAC with customers, consider these practical approaches:
1. Acknowledge the Cost Concern
Since economic factors are driving this trend, address them directly. Instead of dismissing cost concerns, explain the value proposition of professional installation, including:
- Long-term energy savings from properly sized and installed systems
- Warranty protection that may be voided by DIY installation
- Potential rebates and financing options only available through professional channels
One survey respondent noted:
> “Customers don’t understand that the equipment cost is only part of what they’re paying for.”
2. Differentiate Between Appropriate DIY and Professional Work
Not all HVAC tasks require professional intervention. Consider creating a simple guide for customers that outlines:
- DIY-friendly maintenance (filter changes, basic cleaning, etc.)
- Tasks requiring basic technical knowledge (thermostat replacement with proper guidance)
- Professional-only work (refrigerant handling, gas connections, etc.)
As one survey respondent wisely observed:
> “The problem is when DIY folks try to install complex systems that require specialized tools and knowledge.”
3. Emphasize Safety and Regulatory Concerns
Safety should be your primary talking point. As one respondent noted:
> “Unless you’re a licensed EPA technician, handling refrigerant is illegal—most DIYers don’t know this.”
Another important regulatory point came from a survey respondent:
> “Any owner of Real Property (Residential) is allowed to do almost ANYTHING on their homes without a Pro, but are required to pull permits.”
4. Highlight System Design Principles
Help customers understand that HVAC is more than just equipment installation. Proper heat load calculations ensure systems are correctly sized for optimal efficiency and comfort. As one professional explained:
> “Systems are designed to have matched components. DIY installs rarely take into account proper system design.”
This system-wide perspective is often missing from DIY videos and guides, which typically focus on individual components rather than how the entire system works together.
5. Offer Tiered Service Options
With 17.8% of survey respondents favoring “offering different service packages for different budgets” as a solution, consider creating more flexible service offerings. This might include:
- Basic consultations for DIY-inclined homeowners
- DIY supervision services (for the determined but cautious)
- Partial DIY collaborations (customer handles accessible tasks, you handle the technical aspects)
When educating customers about the value of professional service, Property.com’s ‘Know Before You Go‘ tool helps HVAC professionals demonstrate their expertise before even arriving at a customer’s home. By providing detailed property insights and system history, you can show homeowners the complexity of their specific situation and why professional expertise matters. Learn how Property.com helps HVAC pros build trust and win more business through transparency and preparation.
The Manufacturer Question
Our survey revealed professionals have strong feelings about manufacturers selling DIY-friendly systems:
- 27.8% believe manufacturers are “just companies trying to make more money”
- 23.3% feel manufacturers are “selling out professionals who built their business”
- 21.1% think “manufacturers should be responsible if their DIY systems cause damage”
Finding the Balance
The DIY HVAC trend isn’t disappearing anytime soon. As one survey respondent bluntly observed: “I’ve seen some professional work that looked like DIY,” reminding us that quality varies across the board.
