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NORA Oilheat Technicians Manual

It is vitally important that we install new oil-fired heating equipment in all of our customers’ homes. New equipment makes customers satisified and insures a bright future for the Oilheat Industry. Chapter 16—Energy Conservation 16-17 lower their cost of living; and increase the value of their home? This is such a great deal, the new equipment should be selling itself. Unfortunately, oilburners cannot talk. They need our help. Advantages of new equipment • High Efficiency—saves energy which saves customers money. • Clean Operations—easier to service and better image as clean modern fuel. • Low Air Pollution Emissions— properly adjusted new oil equipment has the lowest emissions. • Improved Reliability— requires less emergency service. • Greatly increases customer satisfaction. Additionally, if customers invest in new oil-fired equipment, they will not be tempted to switch to gas heat. The new equipment will save them so much money and be so reliable, they will brag about it to their friends. You will keep your old customers and they will help you get new ones. How to sell new equipment It is vitally important that we install new oil-fired heating equipment in all of our customer’s homes. New equipment makes customers satisified and insures a bright future for the Oilheat Industry. If your company has equipment sales people or your service manager does the selling, your job is to identify equipment that should be upgraded and recommend the customer speak to your sales people about investing in conservation. As the one who services their heating equipment, you have established credibility with your customer. By suggesting an upgrade may be in order, you are extending this trust to the sales person and have given them a great running start. If you recommend that a customer consider new equipment, you must be sure that you tell the sales person about it. When you recommend new equipment you have given your customer a problem. He thought his system was OK, now you are telling him that it is not. Your sales person had better get to the house right away to solve the problem before the customer solves it himself with some other heating contractor or a switch in fuel. If your company does not have sales people and it is your job to sell the equipment, you need to learn all you can about the art of selling. There are many good books, tapes and seminars on selling. Selling is a skill you can learn and, like any skill, it improves with study and practice. NORA has published a book on this topic titled Efficient Oilheat, An Energy Conservation Guide. It is the basis for the NORA Gold Technician Certification Program. The book, as well as all of NORA’s books and tapes, is available at norastore.org. Chapter 16 Energy Conservation


NORA Oilheat Technicians Manual
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