THE CHALLENGE

Slow season was coming, and R22 equipment data was sitting idle

A 5-technician HVAC contractor in the Northeastern U.S. provides residential and light commercial services, balancing day-to-day service work with opportunities to grow replacement revenue. With a smaller team, making the most of available time—especially during slower periods—plays an important role in maintaining consistent performance.

As seasonal demand fluctuates, identifying the right opportunities at the right time becomes critical. The team needed a way to surface high-probability replacement opportunities within their existing customer base and act on them efficiently.

APPROACH

XOi identified R22 replacement opportunities using equipment data

Using equipment insights, the team identified customers with R22 systems and built a focused outreach list. With clear visibility into asset age and refrigerant type, they prioritized customers likely to face rising costs or limited repair options and developed a simple, educational outreach approach to engage them early.

This allowed the team to act ahead of peak season, connecting with customers before systems were in regular use.

Key actions included:

This allowed the team to act ahead of peak season

Connected with customers before systems were in regular use

IMPLEMENTATION

Executed a focused outbound campaign tied to identified assets

A dispatcher-led outreach campaign targeted 108 customers over a one-month period, using a consistent message grounded in refrigerant phase-out timelines and system lifecycle considerations.

As customers responded, estimates were scheduled and delivered quickly, creating a steady pipeline of replacement opportunities.

Revenue generated

$135K in replacement revenue closed in just 31 days from a single targeted campaign.

Slow season eliminated

A 5-tech team turned idle equipment data into a proactive revenue stream during the industry's slowest period.

THE IMPACT

What changed when data drove the conversation

A 5-tech contractor generated $135K in 31 days by acting on R22 equipment data captured during routine work.

$135K

revenue closed

$238K

total quote value

19

jobs sold

51%

quote-to-sale conversion

99%

of all technician leads come through XOi (up from 40%)

15%

total tech generated lead volume increased in 90 days

This is where we can put just some text for a stat or feature.

“We secured $135,000 before customers even turned on their AC. The customers that didn’t close weren’t lost deals—they just weren’t ready yet. And now they’re in our pipeline, not someone else’s.”

XOi contractor

VP/Owner

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