Episode Overview
By moving away from “box-for-box” replacements and embracing liDAR-powered room scanning through Conduit Tech, Cameron Ferguson, HVAC Designer at Blue Valley Heating and Cooling, has revolutionized his residential sales process.
In a recent episode of the Mastering ServiceTitan podcast, Ferguson walks through a typical design visit, explaining how to involve homeowners in the process to build trust and provide tangible data for high-ticket investments. He also details the seamless integration between Conduit Tech and ServiceTitan, highlighting how the “install handoff” feature protects company margins and improves internal relationships between sales and install teams.
Read on for the podcast highlights
What is Conduit Tech?
Conduit Tech is a software program that enables HVAC sales technicians to scan a home to create a precise 3D model using liDAR technology. With a precise model in place, users can design and size an appropriate system on the spot. To help close deals, the program even shows homeowners how the equipment will look in their space.
“It’s a decision-support tool,” Ferguson says. “I have a huge desire to make sure I’m doing the right job and not overcharging for services. This is a layer of protection for homeowners. It's an incredible software that anybody can pick up and learn more quickly than any other software I've ever tried.”
How Does Conduit Tech Work?
Prior to implementing Conduit Tech into his process, Ferguson says he was stuck in the “price war,” in which a homeowner calls the first three companies on Google to get bids. Because the bids are all based on service and systems, they end up being similar, and the lowest bid often wins.
Now, Blue Valley takes the time to scan the home and gain trust.
“We take into consideration how much heat the home is losing or if there are problem areas, for instance, above the garage,” Ferguson says. “And with the software, I can measure in real time to tell exactly what size is needed for the space. I’m no longer in the price war. I’m not replacing a box with a box that looks like it and is just newer.”
When using the tool, Ferguson explains to the homeowner that it’s a design visit. Then he shows them how it works as he walks through the house scanning with liDAR technology.
“Most of my clients tell me that was the moment they realized that I care a lot about what I do,” Ferguson says. “Within 15 to 20 minutes of being there, it's no longer a price war. You’re in a lane of your own.”
Instead of focusing on speed to lead, the software encourages you to take your time scanning the home.
“It's so counterintuitive to what we know, but when you slow down, you miss less things,” Ferguson says. “It's hard not to embody this side of HVAC design once you've seen the magic of it work and homeowners buying into what you're telling them.”
After scanning, Ferguson goes over the results with a homeowner.
“It allows the opportunity for them to actually see BTUs in their home, visualize it in some way or another,” Ferguson says. “People are longing for this tangibility aspect, especially when they're being proposed anywhere from the mid-teens to the mid-twenties for a project.”
Slowing down and having a discussion also opens up more revenue potential, as it provides an opportunity to propose further indoor air quality improvements.
How Does Conduit Tech Integrate with ServiceTitan?
Conduit Tech offers a smooth integration with ServiceTitan.
“You can immediately upload the PDF right from Conduit Tech onto the ServiceTitan platform,” Ferguson says. “Then, everyone in your office, installers included, have access to your entire report.”
Conduit Tech also offers a feature called the Install Handoff, which provides the installer with all the information they need to do the project without overwhelming them with numbers or calculations they won’t need.
How Do You Get Started With Conduit Tech?
While Ferguson notes there’s a learning curve with any new technology, he says Conduit Tech is very intuitive and user-friendly. The main obstacle is reframing the mind.
“You’re going to be forced to slow down,” Ferguson says. “You have to be open minded to that change.”
If you’re targeting more efficient installations and less warranty callbacks, the time it takes is worth it.
He also recommends testing the software in your own house first, so you’re not learning how to use it in front of the customer. Conduit Tech also provides training.
“Conduit Tech should be in every salesperson, project manager, and comfort advisor's hands, because this is a tool that can shift this entire industry,” Ferguson says. “A properly designed system eliminates overspending and excessive energy use. The transition to a cleaner energy future should be accessible to all homeowners, and how they choose to live sustainably starts with thoughtful design as the blueprint.”
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