Let’s get the obvious stuff out of the way first: Do you agree that energy-efficient homes can seal in and recirculate the same germs, allergens, and chemicals?

Do you agree that this can also cause health issues for occupants within the home?

Did you know that during a recession people spend more time at home?

If you answered “yes” to all three questions, then I bet you will agree with this next one: When you look inside a customer’s air return and see what appears to be a weasel wearing a Snuggie, the homeowners:

(a) have not changed the filters since the Clinton administration; and/or
(b) have nostrils that look like tiny versions of the air return. But I’m not going there.

The point is, you know all this, but your customers don’t. Thus, the largest issues facing IAQ in HVAC are your credibility and their awareness. No one wakes up and says, “Man, what a beautiful day to have my ducts cleaned.” Unlike preventive maintenance (which people recognize as a plausible need), IAQ has both the specter of skepticism and the lack of evidentiary proof needed to go along with it.

You can say, “Your ducts need cleaning,” or “UV lights will protect your coils” all day and have a hard time convincing anyone who doesn’t have sinus problems, allergies, or other health issues that this is a valuable service. Silly them. And considering how HVAC sold IAQ initially, silly us.

Selling healthy air doesn’t require a degree in molecular science. Ever heard of asthma? About 23 million Americans wish they hadn’t. A full 6.8 million of those are children who have parents who are worried sick as well. They’d much prefer to avoid the 19 million doctor, hospital, and emergency room visits spent trying to avoid death by asphyxiation. Ask them if clean indoor air is about microbes and formaldehyde and the technicalities of UV treatment.

Nope, it’s about cleaner, healthier air. Period.

Now consider, asthma is just one of hundreds of problems linked to IAQ. As a heating and cooling professional, that makes you uniquely positioned to both build your business and provide a beneficial and potentially life-saving service.

So what are they buying? They’re buying problem avoidance. It is not a thing; it is a benefit that erases sizeable doubt, fear, and concern with a healthy alternative. Kind of like breathing clean air.

You’re poised to offer problem avoidance and even a cure for certain airborne menaces. Aside from the obvious health benefits, a shorter supply of recession-era leads points toward maximizing each one with higher transaction sizes. Further, with the maintenance of UV lights, super filtration, humidifiers, and other better air solutions, you can lock in more customers.

How to Offer IAQ Now
Bad economies don’t improve air quality or health concerns. Allergens and molds refuse to invest in 401(k)s. So, please, don’t let the economy’s condition or your frightened competition make you think these concerns are equated. Position IAQ not as equipment, but as a packaged path to better health. Sell it against missed work, doctor visits, pharmacies, medication, family wellness — not microns and density depletion.

On a service call, you can offer a point-of-purchase healthy air solution based on an IAQ survey. Many of our clients sell humidifiers, UV lights, and filtration with or without duct cleaning jobs, straight from this survey.

For more complex solutions, consider utilizing in-home IAQ monitors, which help replace the doubt factor with scientific data. The sales cycle is a bit longer, but they can make the sale for you while they collect the data. Offering a free IAQ test has opened thousands of doors for our clients, who merely park the monitor for the appreciative prospect, and return with a diagnosis and options.

Always remember that customers will get what they want, whether it’s from you or from your competition. I find it sad to go into so many homes that have $499 “room air purifiers,” while stacks of superior solutions lay at your distributor’s warehouse. Once again, technical supremacy, greater reliability, and more longevity will not sell — if poorly marketed.

Though the HVAC industry has had IAQ solutions for years, it took Sharper Image and Oreck to show us how to sell over a billion dollars of equipment all without a single service appointment. How? Fact-based fear, evidentiary proof, and piles of compelling testimonials positioned their “solution” as an easier and less expensive alternative to illness and poor health. Oreck’s infomercials are marketing seminars — take notes.

Finally, ask yourself, what are you selling and why. Are you selling hardware (technical) or software (benefits)? IAQ benefits are huge for homeowners and contractors. This is especially true while others pull back on marketing or lower prices just to get the sale (creating their own worsened economy). But when you offer upsells, you create differentiation, enhance margin, and increase average transaction, while winning a longer-term customer with a higher lifetime value. Upsells are smarter than ever.

IAQ is right for the times. Customers are more health conscious and want to preserve dollars wasted on unnecessary doctor visits, more medications, and unpaid sick days. You can offer a superior whole-house solution easily, silently, and out of sight. They’d rather pay you for this anyway; all you have to do is effectively market it. And isn’t that a breath of fresh air?

1. Radon
You can’t see it or smell it, but radon kills about 20,000 Americans each year. It’s the number two cause of all lung cancers, and the leading cause of lung cancer among non-smokers in the United States.

Retrofitting most homes to reduce radon levels isn’t complicated, but you’ll probably want to hire a state-certified radon mitigation contractor. A basic mitigation system consists of a pipe and a fan that pulls radon from below your house and vents it to the outside, typically through the roof. The cost of reducing radon in a home ranges from about $800 to $2,500, according to the EPA.

2. Volatile Organic Compounds
Volatile organic compounds, or VOCs, are one of the main sources of air pollution in our homes. VOCs are a huge class of carbon-based chemicals that share a common trait: they are volatile at room temperature, meaning they readily release gases into the air we breathe.

The list of health effects from VOC exposure is enough to scare the daylights out of anyone: nausea; cancer; memory loss; eye, nose, and throat irritation; kidney, liver, and central nervous system damage.

3. Problems with Plastics
Although VOCs are the primary indoor air pollution culprit in our homes, they’re not the only chemical that can compromise human health. Many of the “miracle” plastics developed by science and industry in the past half-century turned out to have hidden health burdens. While completely eliminating harmful plastic items from your home may be next to impossible, you can reduce your exposure.

4. Pesticides and Herbicides
Pesticides and herbicides are biocides: they’re designed to kill living organisms. Makers of these chemicals may claim the products are safe when used properly, but why take the chance? Banning pesticides from your home and garden is an especially good idea if you have young children–their developing bodies are particularly vulnerable to pollutants.

5. Mold
You’ve probably encountered the sensationalist media stories about house-eating toxic molds. The truth is, mold spores are floating everywhere, in the air inside and outside our homes. There’s no way to keep mold spores out of the air. The trick to controlling mold in your home is controlling moisture–mold thrives on moisture.

If mold is allowed to multiply unchecked in a building, it can eventually cause serious damage to the structure. It also has the potential to affect health. Not everyone is bothered by mold but for some people, exposure may trigger allergic reactions, asthma episodes, or other respiratory problems.

6. Other Biological Contaminants
Pet dander, pollen, and feces of dust mites and cockroaches can trigger allergic reactions, asthma episodes, and other respiratory problems. Good housekeeping, especially dusting and vacuuming regularly, will help keep these particles in check.

7. Energy-related Risks
Carbon monoxide and other combustion byproducts
Devices that burn fuel inside your home are potential sources of air pollution. Burning gas, heating oil, propane, wood and kerosene produces many potentially harmful fine particles and gases, including carbon monoxide (CO), formaldehyde, and nitrogen dioxide. The minute quantities emitted by a properly functioning, modern fuel-burning appliance don’t typically cause health problems. However, if an appliance malfunctions it can spew potentially harmful, or even fatal, levels of CO and other chemicals into your home.

Electromagnetic fields
Unlike fuel-burning devices, using electricity won’t create indoor air pollution (although electricity generation is a leading source of outdoor air pollution and CO2 emissions). Does that mean using electricity is healthy?

Despite the lack of evidence that low-frequency EMFs cause health problems, some people remain concerned and try to limit their exposure. Easy ways to reduce EMFs include choosing energy-efficient appliances and equipment (our site gives you lots of tips about this) and eliminating “phantom loads” by unplugging appliances and devices that draw energy even when they’re turned off–that includes anything with a transformer, a remote, a timer, or memory.

8. Banned Building Materials
Millions of homes harbor lead-based paint, asbestos, and toxic wood preservatives. All three have been banned from building products, but they continue to plague building owners and occupants.

9. Emerging Concerns
There’s lots of good news on the home health front. Lead-based paint and asbestos have been banned for three decades. Radon can be a problem in some homes, but it’s not too difficult to take care of. Mold problems can almost always be solved by drying up the source of moisture. More and more people are becoming aware of potential hazards associated with VOCs, vinyl, and pesticides and are choosing alternatives that are safer for their families.

But it’s not as if our homes will soon be completely safe. New products and technologies are being introduced all the time, outpacing the efforts of risk assessment scientists, regulators, and health advocacy organizations to keep up.

Click here for the full article on Sierra Club Green Home.

Here’s another example of the link between childhood asthma and formaldehyde exposure from household items such as furniture and carpet. Roughly 7% of adults and 9% of children suffer from asthma in the U.S. – by identifying the triggers, we can help improve the health of future generations starting at home. American Chronicle (11/30)

The single most effective way to keep the air in your home healthy is to keep things out of your home that cause air pollution, including cigarette smoke and excess moisture and chemicals, and ventilate to pull dangerous pollutants out of the house.

The second most important strategy is to air seal your home. A leaky building envelope and ducts can pull in dirt, dust, particles, and mold.

Easy tips to improve Indoor Air Quality:
• Run bathroom and kitchen exhaust fans to ventilate moisture in the air
• Install a carbon monoxide detector
• Clean your A/C and dehumidifier
• If you have asbestos, hire a qualified company to properly remove it ASAP
• Install an air filtration system
• Avoid toxic products to cut down on VOCs
• Test your home for radon

Did you know? Up to 30% of the air in your home comes from your crawlspace.

Call us at 877-554-7336 or click here if you have indoor air quality concerns.