The A2L Shift – Upgrade Sales, Sharpen Skills, Stay Ahead

The A2L Shift – Upgrade Sales, Sharpen Skills, Stay Ahead

Remember When...

Everyone in the industry was scrambling to prepare for A2L?

That was months ago.

Now, in June 2025, it’s not about knowing the regs, it’s about how well you’ve adapted.

Some contractors are still treating A2L like a nuisance…

While others are already using it to:
✅ Sell premium replacements
✅ Train and retain better techs
✅ Position themselves as compliance-ready, high-efficiency pros

Which one are you?

Power Play Series Progress

• ✅ Week 1: Max Volume, Max Profit

• 📍 Week 2: A2L Shift – Upgrade Sales, Sharpen Skills, Stay Ahead

• Week 3: Train or Burn Out

• Week 4: Objection-Crushing Scripts

• Week 5: The Profit Multiplier

What’s Really Happening Now?

Customers aren’t calling about A2L.

They’re calling about cooling issues—and what they’re getting are:

• Higher quotes than last year

• Different systems than they expected

• More questions than most techs are ready to answer

And here’s the key:

Most homeowners don’t need to understand A2L.
They just need to trust that you do. 

3 Strategic Moves to Profit From the A2L Shift 

1. Sell A2L Systems Like the Upgrade They Are

Why it matters:
Customers aren’t paying more for a regulatory change—they’re investing in a next-generation system.

How to implement:
✅ Focus sales language on:

• Higher energy efficiency

• Quieter operation

• Greener refrigerants

• Long-term compliance with evolving standards

✅ Use phrases like:
👉 “This is the newest generation of systems—more efficient, better for the environment, and designed to meet the latest federal requirements.”

What to avoid:
❌ Don't bring up flammability unless asked
❌ Don't say You have to do this because of regulations 

2. Train Techs to Be Confident With A2L—Not Just Compliant

Why it matters:
Techs aren’t just installing equipment—they’re representing your brand in the field. And if they look unsure, customers lose trust.

How to implement:
✅ Make sure every tech knows:

• Which systems use A2L and which don’t

• How to spot install differences

• How to explain the benefits without going too deep into tech specs

✅ Encourage voluntary certification (like ACCA, HARDI, or manufacturer A2L programs)
→ Not required—but it builds pride and credibility

✅ Hold weekly micro-trainings:
👉 “One key thing to know about working with A2L this week…”

What to avoid:
❌ Overwhelming techs with regulation jargon
❌ Treating A2L installs like just another day - they need intention 

3. Adjust Pricing & Proposals to Reflect Value

Why it matters:
A2L systems often come with higher manufacturing and safety compliance costs. If you’re not building that into your proposals—you’re eating the margin.

How to implement:
✅ Create good/better/best options that highlight efficiency, warranty, IAQ, and smart add-ons
✅ Use this framing:
👉 “Each system here meets or exceeds the newest EPA refrigerant compliance rules—and they’re more energy-efficient than anything on the market 2 years ago.”

✅ Update financing menus:
Make sure monthly payment ranges are clear, because full-system sticker shock is real

📅 5-Day A2L Execution Plan

Day 1: Revisit your replacement sales proposals—update your efficiency and compliance language
Day 2: Train techs on how to confidently explain A2L as a “next-gen refrigerant”
Day 3: Review your top 10 replacement quotes—add good/better/best formatting
Day 4: Send techs a 3-question refresher quiz on A2L-ready systems and install differences
Day 5: Review what systems you’re pushing—and shift focus to high-efficiency, A2L-compliant models

Bottom Line:

The A2L transition is no longer a curveball—it’s the game.

You don’t need to make it dramatic.
You don’t need to overeducate the customer.
You just need to lead with confidence, position the value, and keep your team sharp.

Coming Next Week:

HVAC Power Play Series – Week 3:
👉 Train the Team You’ve Got – Or Get Buried

We’ll dive deep into:

• Service Hero training for techs

• Fast-start programs for green techs

• Why your team’s mindset = your bottom line

Your Next Step:

Want to see how adjusting your system mix + sales language impacts profit?

Try the Profit Simulator:
theprofitsimulator.com

Need tools, scripts, or tech training resources?
thebluecollarwave.com

To smarter installs, stronger sales,
Jim Cosmas
The Blue Collar Wave
thebluecollarwave.com