Comfort Plan Dealer Case Study: Zen Air Heating and Cooling

Zen Air: Leading New York in clean heating and cooling

Zen Air Heating and Cooling serves the greater New York area, with a focus on clean heat. That means installing a lot of heat pumps.

“About 99% of our installs are heat pumps,” Carlos Morales, Zen Air’s CEO, told Palmetto. “We are the number one installer right now in the clean heat program for the utility companies.”

With major incentives to shift homes from heating with fossil fuels to electricity, consumers are clamoring for heat pumps.

But the price tag on a new heat pump system, unfamiliar technology, and forgettable maintenance schedules still act as barriers to a smooth adoption process. 

The Comfort Plan from Palmetto eases those barriers and more, helping Zen Air reach more customers, and keep them long term.

“I'm starting to transition most of my business towards Comfort Plan,” Morales said.

Comfort Plan removes barriers

Comfort Plan, Palmetto’s HVAC leasing product, removes roadblocks for dealers and customers alike. It’s designed to make selling easy and homes comfortable.

The result

Comfort Plan removes price barriers to customer adoption, which makes selling easier.

“Customers get to skip the price shock of purchase and install, so they’re happier to sign up,” Morales said.

And included maintenance coverage means nightmare scenarios — a customer’s heat pump completely breaking down before it’s paid off — are off the table. Not only does regular maintenance lead to a better customer experience, it provides revenue outside of the heating and cooling seasons.

“Most people don’t think about servicing their HVAC system,” Morales said. “Customers love that maintenance — like the financing and install — is simple and easy. They know we’re in it for the long run, and that’s a load off their minds.” 

Removing roadblocks and pain points will result in happier — and more loyal — customers.

“My customer is my customer again in 10 years,” Morales said. “At the end of their lease, they’re going to contact my team and, when presented with their end of term options, they’re going to sign up again. It’s the best deal for everyone.”

For an industry most people interact with only when something has gone wrong or they need to make an expensive upgrade, regular and long-term contact can be a new, happier paradigm for both consumers and contractors.

The bigger picture

Consumers are feeling the affordability squeeze. Predictable, affordable HVAC leasing that leads to an overall better experience can take the pain out of selling systems. It can provide financial certainty at a time when people need it. That can mean more, easier sales and consistent maintenance income outside of the traditional sales seasons. Not to mention satisfied customers.