Larry Burris, owner of Falls Heating & Cooling, Inc., Cuyahoga Falls, Ohio, said his company offers financing to compete with other heating and cooling contractors who offer financing.

A story published in “The Comfort Zone,” a newsletter for Comfortmaker dealers, quotes Burris on the importance of dealer-sponsored financing. “Once customers hear about financing offers available through other contractors, they want to make sure they have the financing if they buy,” he added. “We mention financing in our advertising — with special offers for 90 days or six months.”

The “Zone” states that Falls Heating, a residential/commercial new construction and service contractor, makes about 40% of its sales through its financing program, which is offered through the Comfortmaker program. Burris added that he has been using the financing program for the past six or seven years.

“We find this helps in closing the deal because many people like to hold on to their money instead of spending everything they have, and then having to worry about it later,” Burris added. “It has a lot to do with our area; many contractors here do offer it.

“To get the job, you have to offer it, meet it, or match it. Financing is very helpful in closing the deal at the time.”