Until recently, it wasn’t uncommon for HVAC contractors to assume homeowners in high-end markets don’t need customer financing. Now, it seems many contractors are aware of how this kind of thinking eats into profit margins. Instead of asking, “Which customers need financing?” contractors have found it better to ask, “Which customers want financing?”
Shifting to this mentality can help contractors of any size yield more sales — and higher tickets. But how should contractors navigate the financing options available to them and their customers?
Barbara Cox, senior director of marketing at Nortek, talks about the impact that partnering with customer financing companies like FTL Finance has had on Nortek’s business.
