MAINTENANCE & REFURBISHMENT
Turn one-time installations into recurring revenue
Neil Mattock, marketing director for Vokèra, part of Carrier Residential and Light Commercial EMEA explains how installers can leverage maintenance contracts to benefit their business
A
s an installer, securing a steady flow of income can often feel like a challenge after completing an initial project. However, maintenance contracts
present a significant opportunity for you to build a stable, recurring revenue stream while ensuring optimal system performance for your clients.
The value of maintenance contracts
Maintenance contracts provide two key benefits for installers. Firstly, they ensure a reliable source of income beyond the initial installation. Instead of relying solely on one- off projects, installers can establish ongoing relationships with customers by scheduling annual system checks, this provides peace of mind, and ensures the system continues to operate efficiently.
Secondly, these contracts guarantee that customers receive the best possible performance from their systems over time. Just like regular car servicing, keeping a heating system in optimal condition requires periodic inspections, cleaning, and preventive measures. Without proper maintenance, small issues can grow into significant problems, leading to system unreliability, increased energy consumption, or reduced performance.
Increasing system efficiency and reliability
By offering regular service contracts, installers can ensure that a customer’s system - whether it is a boiler, heat pump, or any other heating system – is operating at peak efficiency. Annual check-ups allow installers to catch early signs of wear, prevent potential failures, and optimise energy use. For instance, over time, condensing boilers can accumulate oxides in the heat exchanger, which can reduce heat transfer and lower overall efficiency. By addressing this issue during scheduled services, you avoid performance
degradation and extend the life of the system. A comprehensive maintenance approach doesn’t just focus on the heat generator but also considers the broader system. This includes inspecting for leaks around radiators or ensuring that stored water systems, such as unvented cylinders, are functioning correctly. Ensuring the system’s integrity prevents small issues like water leaks from affecting the overall performance.
Creating long-term relationships with clients
Offering service contracts can turn a one-time client into a long-term customer. When an installer provides quality service over the life of the heating system, clients are more likely to trust them for future installations, upgrades, or repairs. Regular maintenance can also lead to referrals, as satisfied customers are more likely to share your details with friends needing reliable service.
Maintenance contracts can also be structured to help clients manage costs. Just like car manufacturers offer service plans on a monthly or yearly basis, installers can offer customers flexible options for ongoing care. This not only helps with budgeting but also ensures that customers stay committed to their system’s upkeep.
How to offer support to installers
Vokèra’s latest generation of heating products have been designed with the installer and customer in mind, helping to facilitate ongoing maintenance and customer engagement. The new generation Vokèra products feature built-in service reminders and maintenance
22 BUILDING SERVICES & ENVIRONMENTAL ENGINEER FEBRUARY 2025
codes, which notify both you and your clients when a service check is required. This allows for timely maintenance, helping to limit interruptions and ensuring that efficiency levels remain high throughout the system’s lifespan. For example, certain condensing boilers
provide alerts when the system has reached specific operating hours in condensing mode, signalling that it’s time for a more thorough inspection or cleaning. This functionality helps you offer proactive – rather than reactive – maintenance, keeping clients satisfied and reducing the likelihood of emergency callouts during peak heating season.
A strategy for the future
Home boilers are most prone to breakdowns during the winter months when demand is highest. By promoting regular, scheduled maintenance to customers, installers can help prevent these issues. This proactive approach not only reduces the likelihood of winter failures but also allows installers to avoid seasonal peaks and dips in workload, ensuring a more consistent flow of work year-round. By embracing maintenance contracts, installers not only create recurring revenue but also deliver value to their customers through improved system performance and reliability. Maintenance helps to limit costly breakdowns, increases system longevity, and gives clients confidence in the efficiency of their heating systems. With support through service-friendly products and reminder systems, you can offer your clients a seamless maintenance experience while growing your business. As the market evolves, forward-thinking installers will seize this opportunity to enhance their customer relationships, ensuring long- term success.
Read the latest at:
www.bsee.co.uk
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