Retro-commissioning: a new revenue path for your HVAC business
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Retro-commissioning is a new way HVAC contractors can increase revenue, re-engage past customers, grow new customers, and stand out in their market.
If your business wasn’t issuing ACCA QI certificates or using the measureQuick app until recently, you’re in a prime spot to take advantage.
Retro-commissioning gives you a reason to revisit recently-installed systems—whether you did the install or not—and show homeowners how their system is really performing.
Homeowners benefit from confirming the quality of their new heating or cooling system. You benefit from a new opportunity to prove quality, create trust, and open up revenue opportunities you wouldn’t have access to otherwise.
What is retro-commissioning?
Retro-commissioning is exactly what it sounds like: going back to evaluate the performance of a system, usually one installed less than 3 years ago. Using ACCA’s QI process and measureQuick, your technician can test how the system is performing today.
Once that testing is done, there are two possible outcomes:
- The system performs well: Your tech can then issue an ACCA QI certificate, giving the homeowner independent, third-party verified proof of quality.
- The system has measurable issues: You now have a clear, data-driven explanation of what needs to be corrected. After repairs to improve performance, the system can then be retested to earn a QI certificate.
Either outcome provides value for both you and the homeowner.
Why retro-commissioning is a major business opportunity
1. Re-engage your own customers, even years later
If you weren’t issuing QI certificates or using measureQuick at the time of the original installation, now you have something new to offer.
Retro-commissioning boosts clarity and peace of mind for past customers. It also gives you a pathway back into the home.
When the system passes, they get the confidence that comes with a QI certificate. When it doesn’t, you get the opportunity to correct the issue.
2. A door-opener for homeowners you didn’t do the install for
This might be the biggest untapped opportunity.
Many systems seem to be working fine, but homeowners have no way to know whether their system is operating at peak performance.
Those same homeowners had no choice but to assume their installer did quality work when their system was installed. The reality? Most didn’t. 90% of systems have some sort of performance issue resulting from subpar installation work, so there’s a high chance you’ll find something worth correcting.
A simple message—“Do you KNOW your HVAC system was installed correctly? We can tell you definitively in under an hour”—is all it takes to open doors.
3. Create a new revenue stream
You can offer retro-commissioning as a paid system assessment (for, say, $99). That makes it easy for a homeowner to say yes.
Then, based on the results:
- If it passes → issue the QI certificate.
- If it doesn’t → you now have real opportunities for modifications, fine-tuning, or repairs.
Either way, it’s profitable.
How to start using retro-commissioning to drive sales
For ServiceTitan users
Most ServiceTitan users can quickly pull a report of every customer in their database with a system less than 3 years old, whether they installed it or not.
Once you’ve done that, you have a list of qualified leads that you can now send a targeted message to, offering a system performance assessment.
For technicians in the field
Any time a tech responds to a call on a relatively new system, they can offer to run the retro-commissioning workflow. It’s a simple way to diagnose, educate, and provide real solutions.
New opportunities for door-to-door or cold call sales
In newer subdivisions or renovated neighborhoods, nearly every home has equipment under 3 years old. A low-pressure offer—“We can verify with real data whether your system was installed correctly”—can introduce your company to homeowners who haven’t chosen a contractor yet.
For marketing and lead generation
Build a campaign around the value of testing:
“Did your installer actually PROVE the quality of their work? We can, with independent, third-party verified data.”
It’s simple, honest, and compelling messaging.
Ready to start retro-commissioning?
If you’re already committed to delivering high-quality work, retro-commissioning using the ACCA QI certificate workflow is the perfect way to prove it, while generating new revenue.
Contractors who sign up also get access to our free QI marketing kit, loaded with tools to help you promote QI certificates and highlight your commitment to quality.
Want to learn more about retro-commissioning using ACCA’s QI certificate workflow? Visit acca.org/qa/prove-it to get started.
Posted In: QA, Quality Standards, Residential, Sales & Marketing
