Equipment Insights That Sell
How a 5-tech Contractor Turned R22 Data Into $135K in Just 31 Days
Overview
In March 2025, a 5-tech contractor in the Northeastern US launched a focused outbound campaign to customers with R22 systems—an opportunity identified through XOi’s equipment data. With March typically being a slower month, the team used this data to act quickly, educate homeowners, and book replacement estimates before the start of cooling season.
The Strategy
After identifying 108 customers with R22 systems using XOi’s equipment insights, Aire Serv’s team launched a one-month outbound calling campaign. A dispatcher led the effort, using a straightforward, educational script built around third-party refrigerant phase-out data.
The message was clear: customers with aging R22 systems faced limited options and rising costs. By contacting them before their AC systems were in use, Aire Serv had the chance to present solutions early—often before other contractors were even in the picture.
The Results
| Metric | Outcome |
|---|---|
| Outbound calls | 108 |
| Estimates booked | 37 |
| Total quote value | $238,000 |
| Jobs sold | 19 |
| Revenue closed | $135,000 |
- Quick Timeline: First sale on March 11; last recorded sale April 7
- 51% quote-to-sale conversion: 51% of estimates booked converted into closed revenue
- Average ticket size: ~$7,100
Many of the remaining quoted opportunities are still in progress—especially among maintenance plan members who are scheduled for upcoming visits.
