To the Point Home Services Podcast

The Home Services Podcast That Gives Back

Episode 185: Alternate Ways to Keep Growing in the Slow Season with Chris Yano & Tall Paul

August 29, 2023

Episode 185: Alternate Ways to Keep Growing in the Slow Season with Chris Yano & Tall Paul

Published: August 29, 2023


Things aren’t the same as they were in 2021 and 2022. There are 102,000 HVAC contractors in the country and a good chunk of those are really strong competitors with good marketing campaigns. How are you going to differentiate yourself today?

Now is the perfect time to think outside the box. To do just that, we bring on former co-host and fan favorite Tall Paul Redman! VP of Sales and Success for Contractor Commerce, Paul chats with Chris about the current customer journey, the state of competition for contractors, and even gets a good jab in at Chris at the end of the episode. Watch or listen now!


It’s a touchy topic – up until recently, the HVAC industry didn’t exactly embrace e-commerce. The importance of getting in the customer’s home is just too important, and definitely still is. But what if we just let the customer get a little further in their journey before making that trip to the home to customize their solution?

The average modern consumer doesn’t shop for things in brick-and-mortar stores much these days. The typical customer journey starts – and often ends – with a Google search. There’s the initial research into pricing, options, etc, and then oftentimes, the purchase is made with a click of a button. So why are we still refusing to give customers that option?

There are lots of fair reasons to push back on the idea, but one thing’s for sure: if you don’t do it, your competitors probably will. Is that going to cost you a customer? Chris and Paul talk about how Contractor Commerce provides a great solution for contractors that allows them to give the customer what they want while making it profitable and easy for them at the same time!

Some of the things Chris and Tall Paul discuss include:
  • The current customer journey vs. how most contractors operate
  • How to get the contractor to make money on direct-to-consumer sales
  • Competiting with online retailers and big box stores
  • How Contractor Commerce can give you a leg up on your competition
  • Differentiating yourself from the rest of the market
  • Doing the same thing vs. taking a risk
  • And more!

Let the Customer Shop!

The consumer wants to reduce uncertainty in their mind. They still want a home visit to have their solutions tailored and products installed, but not until much further down the line. You have to be thinking about how your customers are going to want to do business with you, not the other way around.

Contractor Commerce is a plug-in that works on almost any existing website that allows you to have an online platform to sell whatever you’re comfortable with. Think Shopify for HVAC contractors! If you want to learn more, reach out today and let them know you came from the podcast!

Want a blast from the past episode featuring Tall Paul? Check out his solo episode from 2021!

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