How I Increased Sales by $500,000

Quiet Season? Not Quite.

Sup,

It’s not about working harder.

If you’ve read O&O long enough then I’m sure you know that by now.

Growing and maintaining a high level in HVAC isn’t always about hustle, but using what you have.

Yes, HVAC is exploding right now, with ServiceTitan even expected to go public after a $700M revenue year. But you still have to manage those down seasons.

But we have some tricks up our sleeves to win shoulder season.

One of those tricks is follow-ups, calls, and texting campaigns. That means Hatch.

Maximize revenue and streamline operations with Hatch, the AI-powered CSR platform built to scale the type of communication and customer experience that drives results.

With automated, multi-touch outreach across text, email, and voice, Hatch ensures:

• Every lead gets worked.

• Faster response times.

• Higher conversion rates and customer retention.

• A better experience for your customers—and your team.

We get more responses, talk to more customers, and close more sales than ever thanks to Hatch. It’s part of why October was our biggest month ever—and that’s only getting better.

But that’s not our only move. In fact, one easy push and focus on a core service we’ve knocked out of the park is something any HVAC company can do.

Let’s talk about the $500,000 I’ve made this year with duct cleaning, and why it matters.

Let’s do it.

• Start small, then scale.

• Duct cleaning is a gap-filler, as well as a training opportunity.

• Make it easy to sell (then sell, sell, sell).

The Great Duct Experiment

We didn’t stumble into this; we made a calculated move. Here’s a breakdown of our strategy and how we scaled duct cleaning into a $500,000 business line:

1. Test and Learn: Start Small, Think Big

When we first introduced duct cleaning, it was an experiment.

We launched it during a slower month to see how it would perform. The results? $20,000 in the first month alone.

It quickly became clear that we were onto something, so we doubled down.

Within a year, we were pulling in $50,000 per month consistently.

We’re now gearing up to onboard a second duct cleaning truck and crew because the demand has been through the roof.

Here’s the thing: Don’t overthink it.

The equipment is inexpensive, and training is straightforward. You can get started with YouTube videos or manufacturer training.

The barrier to entry is low, and the upside is massive.

2. Fill the Gaps in Your Schedule with Duct Cleaning

One of the biggest challenges during the shoulder season is keeping your team busy.

Instead of letting your techs sit idle, pivot them to duct cleaning. It’s a great way to use your existing labor force without adding new materials or complicated processes.

If we see a gap in the schedule, we’ll send out a 30% off duct cleaning coupon to our customer base.

It’s a fast, two to four-hour job depending on the home, and it fills those empty slots seamlessly.

Plus, because there are no material costs, we can afford to discount and still make a healthy margin.

Another thing we do: Use duct cleaning as a training opportunity for your apprentices.

It’s a straightforward job that gives them hands-on experience without the high stakes of a full HVAC install.

3. Make It Easy to Sell (And Keep Selling It)

The best part about duct cleaning? It’s easy to sell.

The service practically sells itself once customers see what’s lurking inside their ducts.

We integrated duct cleaning into our call scripts, and every technician is trained to bring it up during service visits.

We also leverage email marketing with before-and-after photos of ductwork. It’s simple, visual, and effective.

Customers can immediately see the value and the difference it will make in their home’s air quality.

Make duct cleaning a standard part of your upsell process. Whether it’s on the phone, in person, or via email, it’s an easy add-on that boosts your ticket without much extra effort.

Streamline Your Shoulder Season with Smarter Tools

While duct cleaning is a fantastic way to fill gaps and drive revenue during the shoulder season, efficiency matters just as much as innovation. That’s where FieldPulse comes in.

FieldPulse is an excellent go-to Field Service Management (FSM) platform, that helps you save hours every week and keep operations running smoothly. With features like scheduling, dispatching, invoicing, and reporting, it takes the headache out of managing the day-to-day.

And the results speak for themselves: businesses using FieldPulse see an average of 78% annual growth. Plus, the two-way sync with QuickBooks ensures your finances stay on point without extra hassle.

If you're looking to streamline operations, stay ahead of your schedule, and focus on what really matters—growth—FieldPulse is a game-changer.

👉 Book a Demo with FieldPulse and get 15% off the annual plan when you mention Owned and Operated.

Why It Works

It’s not rocket science.

Duct cleaning is a high-margin service with low startup costs and easy scalability. You can start with one truck and one piece of equipment, and as demand grows, so does your capacity.

It’s also a great way to build trust with your customers—they’ll appreciate the cleaner air, and you’ll benefit from the recurring revenue.

We’ve grown our HVAC department’s sales by hundreds of thousands purely by integrating duct cleaning into our strategy.

And here’s the kicker: it’s not even our core business, but it’s become a vital part of how we keep the revenue flowing year-round and increasing that average ticket.

A Warning: Don’t wait until the slow season hits to launch duct cleaning.

Get ahead of it, train your team, and have your marketing ready to go. You’ll thank yourself when your competitors are scrambling for work, and your trucks are out making money.

If you want to add $500,000 to your sales next year, consider making duct cleaning a key part of your service offering.

It’s a win-win for you and your customers, and it’s one of the easiest ways to boost your bottom line without reinventing the wheel.

Have a great weekend. 👊👊

John

Disclosure: This newsletter includes sponsored content. However, all opinions expressed are entirely my own.