Reopen with Confidence Series
Covid-19 Solutions: Using Building Data To Help Customers
We hear time and time again that customer service sets successful HVAC contractors apart from the rest. Right now is no exception - customers are looking to HVAC professionals to provide superior service and solutions to help them maintain occupancy, hold onto tenants, and ensure their buildings are safe. Customers are at real risk of loosing tenants, falling revenues, and even building ownership in some cases.
Here's a real example - Starwood Group, a premiere real estate organization, recently lost control of seven malls after a recent default triggered bondholders to take control of this portfolio. This was recently reported by the WSJ and The Real Deal (https://therealdeal.com/2020/09/09/starwood-loses-control-of-us-mall-portfolio/) So we might as well assume that every property holder has some risk, its just a question of how they manage it.
Take a Data-Driven Approach
We're actively surveying HVAC Professionals to find out what they're recommending to clients asking for Covid-19 solutions. (You can take the survey here ) What we're finding is that over 90% recommend a site inspection and assessment of the currently installed equipment. We think you can set yourself apart by doing a little more - completing an IAQ assessment and gathering real data about the actual ventilation and filtration in the building. Having real data about the building's HVAC performance creates a high quality conversation opportunity to showcase your expertise. Then you can discuss solutions and propose the right approach to completing the job. You'll also be able to point out cost-saving benefits - and show your customer that even in this time of need, you can help them balance new priorities within their existing budgets. If you read our last blog, you'll find that the operating schedule has far greater impact on operating expense than installing power-hungry MERV 11 filtration. In that blog we pointed out that higher MERV filtration only consumes 3% more energy on average - the building operating schedule is the true culprit.
Be safe, and get out there! Call us if we can help you in any way.