INDUSTRY COMMENT


www.heatingandventilating.net


What they won’t tell you in the sales brochure: fix it first


Let’s start with the obvious: sales teams at big HVAC firms under pressure chasing inflated KPIs and aggressive sales targets just to keep factories running, micromanagers quiet for five minutes and overheads covered. I get it. But here’s the truth says Peter Hornby, services director of Halo HVAC


A


s the built environment shifts toward efficiency, regulation, and wellbeing, it’s time to rethink the hard sell on full system


replacements. More building owners and FM teams are realising that refurbishment—especially for AHUs—is often smarter, greener, and far more cost- effective. So why does refurbishment still get dismissed in parts of the industry? It’s not about performance. It’s about old-school business models that depend on tearing everything out and starting over.


“Just rip it out and start again!”


That’s the usual line from commission-driven salespeople who’ve never seen your plant room. Sure, a shiny new AHU sounds great, until you factor in the cost of demolition, rerouting miles of pipework, and rebuilding electrical systems just to install it. That’s before extended downtime, and finger-pointing begin.


Meanwhile, some contractors may underbid


projects knowing the initial figures are unrealistic. Rather than absorbing the shortfall, they anticipate potential complications, design gaps, delays, or scope changes, and factor these into their approach. The resulting additional costs are often passed down the chain, leaving suppliers and subcontractors to manage the financial impact. These contractors win bids on paper-thin margins, then use commercial leverage and contractual fine print to claw back profit. This race to the bottom poisons the entire


construction ecosystem. Quality suffers. Trust erodes.


And small businesses armed with young apprentices (the lifeblood of the industry) are pushed to the brink. Yet, in boardrooms and bidding rooms, this approach is often viewed as ‘savvy business’.


Refurbishment asks a better question:


“What if we just make what you’ve got work like new?” It’s not flashy. No ribbon cuttings or glossy ads. But it delivers modern performance, minimal disruption, and no need for a demolition crew or unethical “savvy business models”.


What’s involved in AHU refurbishment?


Firstly, its delivered by real people, not AI, but real laughs and smiles, apprentices, and experienced engineers, of all backgrounds. Second, refurbishment isn’t one-size-fits-all. It can range from replacing key components to a full internal retrofit, tailored to the specific needs of each unit. Whether you’re targeting compliance, energy savings, or simply more life out of existing kit, refurbishment offers a flexible, targeted solution.


Why refurbishment makes sense


Refurbishment is usually 30–60% cheaper and avoids the chaos of crane lifts, structural work, and extended system shutdowns. In tight plant rooms or live buildings, that is a huge win. Swapping in EC fans and modern controls can cut


energy use by up to 50%, reducing both your carbon footprint and utility bills. Refurbishment can also be phased to avoid operational downtime; essential in hospitals and 24/7 environments. From an environmental standpoint, reusing the


existing AHU frame significantly reduces embodied carbon, supporting Net Zero goals. Done right, refurbishment can extend an AHU’s life by 10 to 15 years, a smart move, not a short-term fix.


Real results: NHS 111 Main Call Centre


HALO HVAC recently refurbished multiple AHUs at the NHS 111 Main Call Centre – essential infrastructure handling over 7 million critical phone calls a year. Results?


¡ 77 tonnes of CO2 saved annually ¡ £115,000 in yearly operating savings ¡ Zero downtime ¡ Healthier air and improved wellbeing


A strategic investment


With energy prices still climbing, regulations stacking up, and everyone suddenly obsessed with indoor air quality (thanks, pandemic), giving your AHU a second life is one of those rare decisions that makes both financial and practical sense; without turning your building into a construction site. Curious if your system’s got potential? Check us out at www.halohvac.co.uk or drop us a line at info@halohvac.co.uk.


12 September 2025


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