Key Takeaways
- Real Value vs. Sales Tactics: “Furnace tune-ups” are often just door-openers for upselling – focus on legitimate maintenance and inspection instead
- Comprehensive Inspection: Check airflow, static pressure, venting, gas lines, and perform combustion analysis to find actual problems
- Safety First: Proper venting inspection, gas leak detection, and combustion analysis ensure safe operation beyond just efficiency
- Business Growth: Finding and fixing real issues builds customer trust and creates sustainable revenue without questionable sales tactics
I really hate the phrase “furnace tune-up.” It drives me bonkers. It’s essentially consumer-facing language to make it sound like the client is receiving value. How much value can one receive for $39.99?
The price point is only to get the technician through the door – that’s when the selling begins. The rant on sales techs will be for another day though.
I much prefer the term “furnace maintenance and inspection.” It sounds like what it actually is: a maintenance and inspection.
I get it though – sometimes you need to flash an inexpensive dollar value to get into the home. But instead of upselling randomness once you cross the threshold, let’s focus on “actual” problems that exist. This way, “actual” solutions can be proposed. You make money and the customer receives value.
A Better Approach to Furnace Inspections
This article will toss around some ideas that any technician can implement to find legitimate issues with the appliance, ductwork, and building envelope. Let’s look at how to stand out from the competition by providing real value.
Start With The Right Questions
On the very first visit, if we’re going to set ourselves apart, ask questions:
- Are you comfortable in the home?
- Is the home dry in the winter, or is there any condensation on the windows?
- Are there any rooms that are colder or warmer than the others?
- How is the current system performing?
These questions will help you gauge the type of customer you’re dealing with and determine if they’re actually willing to act on solution-based recommendations.
First Visit Essentials
If you plan to keep the customer for life, you may need to invest a little on the first visit to the home. Check air flow settings and then check the actual air flow with an anemometer. Does the current air flow match the requirements? Is there duct leakage? A thermal camera can help identify this quickly. A thermal camera is also great for discovering building envelope issues like cold air infiltration.
[View this post on Instagram](https://www.instagram.com/p/C0iGSqGrvpQ/?utm_source=ig_embed&utm_campaign=loading)
Check total external static pressure readings – do they fall within the nameplate rating? ECM blowers need air flow to cool the onboard electronics. High static situations can reduce air flow, creating excessive heat on an ECM and could cause a premature failure. Industry experts have stated that static pressure readings in the 0.8″ WC range and higher can contribute to a slow death of ECMs.
Thorough Safety Inspection
Inspect venting carefully – I’ve seen 636 venting that wasn’t glued properly and pulled apart with a tug. It’s extremely important to identify this and repair it. Are the terminations done correctly? Correct distance apart?
Check the gas line into the home and then to all appliances with an electronic leak detector and verify that each fitting is leak free.
[View this post on Instagram](https://www.instagram.com/reel/DBzKnfJSg2y/?utm_source=ig_embed&utm_campaign=loading)Categories:
Gary McCreadie
Gary McCreadie is an HVAC tech, the creator of hvacknowitall.com, the HVAC Know It All Podcast, and owner of McCreadie HVAC & Refrigeration Services
Follow us on:
Save 6% on purchases at TruTech Tools with code knowitall (excluding Fluke and Flir products)
Save 8% at eMotors Direct with code HVACKNOWITALL
