HVAC service contract guide for businesses

HVAC service contracts, also known as HVAC maintenance plans, are the lifeblood of any great HVAC company. If a contractor eventually would like to sell their business, including service contracts in the sale are often the most valuable part of the equation.

Learn why HVAC service contracts and maintenance agreements can give your heating and cooling contracting business a competitive edge.

Top 3 reasons to sell HVAC service contracts

It’s fair to say that if HVAC contractors are not selling service agreements, they may have more of a job than a business. While there are numerous benefits of offering HVAC service contracts, these are the top three.

1. Drive business during slow seasons

Service contracts keep technicians busy during the slower seasons when there are fewer jobs for a company. Butch Welsch, a St. Louis, Missouri, contractor whose company has around 5,000 maintenance agreement customers, sees great value in service agreements in terms of productivity.

“Maintenance agreements provide us with a more steady flow of service work specifically in the slower months like September, October, March and April. With the maintenance agreements we have, during those periods we are nearly able to keep full crews working,” Welsch said.

This does not just help the bottom line of the business but also helps in employee retention, which is a constant issue for contractors. Technicians appreciate that they will not have the hours cut—or worse, get laid off—when the inevitable slow seasons come around.

This is invaluable for an HVAC contractor who is constantly trying to find qualified technicians. It helps build the level of trust and loyalty between a contractor and technicians.

2. Reinforce customer relationships

Statistics show that on average, a homeowner only purchases 1.5 HVAC systems during their lifetime. That is not nearly enough to have a “go-to” contractor.

Compare that to the average 9.4 cars individuals purchase in their lifetime and you will see that contractors have a much harder time building a long-lasting relationship with their customers compared to other types of industries.

HVAC service contracts can change that. These agreements make sure that the homeowner stays connected by having a member of the company in their home every few months. The homeowner will associate the specific contracting business with their air conditioner and furnace.

Michael DeRitis is a contractor in Parkland, New York, and has HVAC service agreements for both his commercial and residential clients.

“Seeing our customers face-to-face every few months is a blessing in disguise,” DeRitis said. “We make sure to pick their brains about the HVAC system. What they like. What they don’t like. What they wish they can change. This firsthand conversation allows us into their world and enables us to help them with what they need.”

Service contracts get homeowners thinking about their HVAC systems when they normally would not. Plus, you can make your customers aware that regular system maintenance can reduce energy use by up to 15% as a value-added benefit. Learn more about how to sell HVAC service agreements by promoting energy savings.

3. Sell more ancillary products

If homeowners only purchase 1.5 HVAC systems during their lifetimes, some might ask why HVAC contractors need to be in their homes a couple times a year. The answer is because they purchase other products that the contractor is selling, such as thermostats, humidifiers, dehumidifiers, and water heaters. All these smaller products soon add up to real dollars.

And it does not have to be items this big. A good percentage of homeowners do not stay on top of a simple item like changing their filters. Instead of buying filters at a hardware store, many would be willing to purchase them from the contractor who is checking on their system.

Selling more HVAC accessories can also mean repairs.

“Our maintenance agreements make the customers feel like we are their contractor. They will look to us if they have a breakdown rather than just randomly calling someone else,” Welsch said. “Because they consider us their contractor, if they do have other HVAC needs like humidification or air cleaning, they are more likely to contact us.”

When a contractor is in a customer’s house, they have the chance to observe other opportunities for improving their HVAC system.

Perhaps they see pets that are affecting indoor air quality or a kid that is battling allergies. Maybe they notice a smart product like Alexa that does not have a smart thermostat to talk to, which is an easy opportunity to grow sales through smart home technology. These are all great ways to show your value to the homeowner.

Pro tip: In order to sell HVAC service agreements, contractors need to make them attractive to the homeowner. The HVAC maintenance agreements can include some or all of the following: 10% discount on parts, 24/7 service and priority on service calls over nonmembers.

What to include in an HVAC maintenance plan

Offering structured maintenance agreements is the fastest way to build predictable, recurring revenue, and secure year-round business during slower seasons. Using a standardized, high-value checklist ensures you deliver consistent service that prevents expensive callbacks, protects your customers' equipment, and locks in long-term customer loyalty.

Everyday checks and quick fixes

• Thermostat: Confirm there is proper system communication and catch calibration issues early to keep customers comfortable.

• Electrical wiring: Tighten loose connections and measure voltage to prevent emergency callbacks and safety hazards.

• Moving parts: Lubricate bearings and motors to reduce wear, eliminate friction noise, and extend equipment life.

• Air filters: Check for necessary replacements to restore critical system airflow, protect internal parts from dust, and improve air quality.

Heater and furnace care

• Ignition, fan, and furnace parts: Verify safe startup sequences and include a critical visual inspection of the heat exchanger for cracks.

• Heating parts: Clean combustion residue and dust from burners to maximize heating efficiency and lower fuel bills.

• Carbon monoxide leaks: Perform a vital safety check with a combustion analyzer to protect your customers and build trust.

AC and cooling care

• Indoor cooling coil: Remove buildup from the evaporator coil to prevent ice-ups and maintain efficient heat absorption.

• Outdoor AC unit: Wash away dirt and debris from the condenser coil to protect the compressor from strain.

• Coolant levels: Measure superheat and subcooling to ensure the proper refrigerant charge and prevent system freeze-ups.

Drainage Care

• Drip pan: Scrub and sanitize the condensate pan to prevent mold, mildew, and foul odors.

• Drain pipe: Clear the condensate line to prevent water backups and protect the customer's home from water damage.

Grow your business with HVAC service contracts

Service agreements are important not only for keeping customers’ HVAC systems in working order, but also for increased revenue for HVAC contractors. By selling service contracts, you’re making an investment in the overall value of your business.

As a leading wholesale distributor of heating and cooling products, Ferguson has the products, services and solutions to help your business succeed. Discover what Ferguson HVAC can do for you.