Your first heat-pump offer should be narrow. One or two categories that fit your local homes and your crew will usually outsell a long menu, because each category needs its own training, stock, web pages and quoting script. We help you choose which ones. We do not design systems or recommend specific models; that stays with your licensed technicians and your supplier.
The four common launch offers
Most Canadian HVAC companies choose their launch from four categories.
- Ducted cold-climate air source. Replaces or works alongside a furnace in homes with usable ductwork. Higher job value, longer install, more coordination with electrical work.
- Ductless single-zone or multi-zone. Wall, floor or ceiling heads with no ducts. Faster installs, lower ticket per head, strong fit for older homes, additions and basement suites.
- Dual fuel. A heat pump paired with an existing or new gas furnace that takes over in the coldest weather. A gentle first step in gas-heated markets.
- Oil and propane conversions. Whole-home switches away from oil or propane, often driven by income-tested programs. Requires careful attention to program paperwork.
Ground source is a fifth option in some markets, but it usually needs drilling partners and a longer sales cycle. We rarely suggest it as a first offer.
How we match the offer to your market
We look at three things before suggesting a launch offer.
- Heating fuel and housing in your towns. Where natural gas dominates, dual fuel or ducted add-ons are usually easier to sell. Where oil, propane or electric baseboard are common, conversions and ductless are often stronger. Provincial fuel shares from Statistics Canada give a starting point; your own customer list is better.
- What programs fund. Program rules can tilt the decision. As of October 2026, Efficiency Manitoba lists $2,000 for a centrally ducted cold-climate air source heat pump and $1,500 for ductless, while Hydro-Québec's LogisVert grant scales with heating capacity and pays more for cold-climate models. Confirm current terms with each administrator.
- What your crew can install well today. A crew strong on furnaces and ducts can usually add ducted systems faster. A crew with refrigeration-certified technicians from air-conditioning work may be ready for ductless sooner.
A simple scoring sheet
We score each candidate offer from 1 to 5 on five questions, then add them up:
| Question | What a 5 looks like |
|---|---|
| Do enough local homes fit this offer? | It suits most homes in your two main towns |
| Does a program fund it where you work? | An open, funded program covers it |
| Can your crew install it now? | Credentials and experience already in place |
| Is the margin worth the time? | Margin per install hour beats your furnace average |
| Can you explain it in one sentence? | A homeowner understands it on the first call |
Offers that score 20 or more are launch candidates. Offers under 15 usually wait for year two. The point is not the score itself, but forcing a clear conversation about trade-offs.
What you receive
- a recommended launch offer of one or two categories, with the reasoning
- the offers to hold for later, and what would change the decision
- a one-sentence description of each offer for your website and phone script
- notes on the program rules that touch each offer, with links and dates
Scope and timing are confirmed in writing in your proposal.
How results are measured
Track installs, margin and callbacks by category from the first month. If one category produces most of the callbacks or ties up technicians for twice the planned time, that is a signal to pause it. These measures flow into the year-one growth plan.
Mistakes to avoid
- Launching everything at once. Each category multiplies training and marketing work.
- Choosing by distributor promotion. A good dealer program is useful, but it does not change what your local homes need.
- Forgetting the backup heat question. Customers in cold regions will ask what happens in the coldest week. Have a clear, honest answer for each offer.
- Ignoring program category rules. Some programs exclude replacing an existing heat pump, for example. Check before you build an offer around them; our program registration service maps this.
If you have not yet decided whether to enter at all, begin with the market assessment. Otherwise, call, text or email us with your service area and current equipment mix.
Frequently asked questions
Do you tell us which brand to carry?
No. We help you choose categories of offer (for example ducted cold-climate or ductless multi-zone). Brand, distributor and warranty terms are your call, made with your supplier.
Should we lead with dual fuel in a gas-heated area?
Often it is the easiest first offer where most homes already heat with natural gas, because it keeps the existing furnace as backup. Whether it suits you depends on your local programs and on how your customers react to keeping gas.
Is ductless only for older homes?
No, but older homes without ductwork, additions and cold rooms are where ductless is often the obvious answer. Newer homes with sound ducts usually point toward a ducted system.
Do program rules affect which equipment we should sell?
Yes. Several programs fund some categories and not others, or pay different amounts for ducted and ductless. We check the rules in your province and link them, dated, so you can confirm with the administrator.
Sources
- Statistics Canada Table 38-10-0286-01 (2026-10-23)
- Efficiency Manitoba: Air Source Heat Pump Rebate (2026-10-23)
- Hydro-Québec: LogisVert residential (2026-10-23)