Add heat pumps to your HVAC company on numbers, not hope

The question we answer first: should you sell heat pumps at all?

Sometimes the honest answer is "not yet." A company with no refrigeration-certified technicians, a gas-heavy service area and a full furnace schedule may earn more by fixing its core business first.

That is why every engagement starts with the go/no-go market assessment. We look at four things:

• Demand you can reach. Which towns and home types in your area are likely buyers, based on heating fuel, housing age and active rebate programs.
• Capacity you already have. How many installs your crew could add per month without breaking response times on furnace and boiler calls.
• Credentials and registration. What your technicians hold today, and what each relevant program asks of the installing company.
• Money. What a typical job is worth to you after equipment, labour and callbacks, and how many jobs it takes to cover the cost of entering.

Here is the kind of check we run. Suppose your gross margin on an average ducted heat-pump job is $4,000 and entering the market costs you $60,000 in the first year for training, demo stock, a website section and advertising. You need about 15 jobs just to break even. If your crew can realistically fit four installs a month in the shoulder seasons, that is a four-month payback. If it can only fit one a month, the plan changes.

Choosing your equipment line and your service area

The second decision is what to sell and where. A cold-climate ducted system, a ductless multi-zone install and a dual-fuel retrofit on an existing gas furnace are three different businesses with different buyers, different job lengths and different callback risks.

Our equipment-line decisions work matches the offer to your housing stock. Older homes without ductwork, newer homes with good ducts, rural homes on oil or propane, and city condos each point toward different equipment. We also look at where programs concentrate money. In Manitoba, Efficiency Manitoba pays more for ducted cold-climate units than ductless ones, while Quebec's LogisVert grant scales with heating capacity. Your offer should match where the money and the homes are.

Getting registered with the programs that drive demand

Rebates move heat-pump demand in most of Canada, and many programs only pay when a registered or qualified installing company does the work. Getting that wrong means a homeowner loses a rebate and you lose a referral.

Our program registration service maps, province by province, what each program asks of the installer. As of October 2026, examples we confirmed on official pages include:

• BC's Energy Savings Program requires installation by a registered program contractor.
• Quebec's LogisVert program lists specific RBQ licence subclasses for heat-pump installers.
• Newfoundland and Labrador's takeCHARGE Oil to Electric program pays participating installers directly.

The details are on our regional pages, each linked to the official source. Always confirm with the program administrator before you rely on them.

Quoting, financing and the first year

Many heat-pump jobs are lost in the kitchen, not on the search results page. Homeowners hear about rebates, savings and financing from five directions and arrive confused. Our quoting and financing work rebuilds your in-home conversation so options, eligibility and third-party financing are explained plainly. We help you market financing offered by licensed lenders; we are not a lender and never quote rates.

Then the year-one growth plan sets the season-by-season rhythm: when to build pages, when to advertise, how many installs to staff for, and which numbers tell you whether to keep going.

Proof from our HVAC work

We have done this kind of launch before. The closest parallel to a new heat-pump line is GasBoilers.ca, a gas-boiler division built for CANRO Heat. Today that division covers 26+ BC communities, and its Google profile shows 5.0★ from 76+ Google reviews. BCWide.ca reached 3× leads in 90 days. Both are HVAC results, and our results page explains what transfers to a heat-pump launch and what does not.

Who is behind the advice

HeatPumpConsulting.ca is part of the Sedighi.ca and SAZ.ca group of companies, a Canadian group headquartered in Vancouver, British Columbia. Ali Sedighi, MBA, leads it. His 17+ years in digital marketing include building 150+ live HVAC websites, from combi-boiler specialists to multi-community heating brands. Read more on the about page, see plans and pricing, or get in touch by call, text or email.