Indoor Air Quality Service Bundle

Why this matters

Indoor air quality is the fastest-growing add-on segment in residential HVAC. Customer concern over COVID, wildfire smoke, allergens, + Sick Building Syndrome drove 2020 - 2024 IAQ product sales 200%+ growth. Per-customer add-on revenue. Tech-trained operators capture the upsell at every service visit + maintenance call. This is the working framework for the IAQ category.

The IAQ problem categories

Particulate - dust, pollen, pet dander, wildfire smoke, mold spores. Solution: filtration.

Microbial - bacteria, viruses, mold growth. Solution: UV sterilization + filtration + humidity control.

VOC + chemical - paint fumes, cleaning products, formaldehyde, off-gassing. Solution: ventilation + activated carbon filtration.

Humidity - too dry (winter) OR too wet (summer + basement). Solution: humidifier OR dehumidifier.

Radon - gas seeping from ground. Solution: separate mitigation system (see Radon Mitigation Basics).

CO + combustion byproducts - gas appliances, fireplaces. Solution: detection + ventilation + appliance service.

Equipment categories + pricing

Media filtration upgrades

• 1" pleated filter (MERV 8 - 11). Standard upgrade.
• 4 - 5" media cabinet (MERV 11 - 13).
• HEPA bypass system (MERV 17+).
• Customer cost.

Electronic air cleaner

• Electrostatic precipitator (cleanable plates). Customer cleans plates monthly.
• Older technology; less common in new installs.

UV sterilization

• Coil UV (deactivates microbial on coil + drain pan). 1-year bulb life.
• Air-stream UV (sterilizes passing air). 1-year bulb life.
• Customer cost.

Ventilation (ERV / HRV)

• Energy Recovery Ventilator (transfers heat + moisture).
• Heat Recovery Ventilator (transfers heat only).
• Critical for tight homes (IECC 2024+ ACH50 ≤ 2.5).
• See Indoor Air Quality ERV/HRV for full reference.

Humidification

• Bypass humidifier (passive).
• Powered flow-through (active).
• Steam humidifier (premium).
• Maintenance: pad replacement annually; filter cleaning.

Dehumidification

• Portable: customer-DIY. Not a sales target.
• Whole-home dehumidifier (Aprilaire, Honeywell, Santa Fe).
• Best for: 50%+ humidity climates, basement-prone homes, hyper-allergy customers.
• See Whole-House Dehumidification reference.

Activated carbon filtration

• Specialty: VOC + chemical reduction.
• Niche customers (chemical sensitivity, near factory, etc.).

Air quality monitoring

• IAQ sensor (CO2, PM2.5, VOC, humidity).
• Integrated with smart thermostat OR standalone.
• Sales tool: customer SEES their air quality + considers upgrades.

The IAQ sales conversation

Stage at customer visit:

1. Discovery: "Anyone in the household have allergies, asthma, or sensitivity to dust?"
2. Assessment: pull the existing filter and look at it with the customer, note the MERV rating actually installed against what the equipment can take, and check the return for bypass around the filter rack
3. Education: brief explanation of what current filter does + what's missed
4. Tier presentation: Good / Better / Best with prices + benefits
5. Customer-specific recommendation based on their priorities

Most customers don't realize IAQ is an option. The 5-minute conversation transforms 10 - 25% of service calls into IAQ sales.

Sizing IAQ for customer house

Filtration sizing:

• Filter face area: minimum 2 sq ft per ton of cooling
• Static pressure budget: most residential AHUs handle 0.5" - 1" total static
• High-MERV filter raises static; verify pressure across filter < manufacturer spec

UV sizing:

• Coil UV: one lamp per evaporator coil
• Air-stream UV: power level scaled to airflow CFM

Ventilation (ERV/HRV) sizing:

• ASHRAE 62.2: 7.5 CFM per occupant + 3 CFM per 100 sq ft
• E.g., 4 occupants + 2,000 sq ft = 30 + 60 = 90 CFM minimum
• Larger sizing for higher-quality outcome

Humidification sizing:

• Target: 35 - 45% indoor RH in winter
• Required moisture: depends on outdoor temp + air exchange rate
• Manufacturer charts provide load calculation

Dehumidification sizing:

• Target: 45 - 55% indoor RH summer
• Whole-home unit: 60 - 200 pints/day capacity
• Sized by house volume + design temperature + load

Combination IAQ packages

Standard residential bundles:

Bronze IAQ:

• MERV 11 4" media cabinet + filter
• Annual filter service contract

Silver IAQ:

• MERV 13 4" media cabinet
• Coil UV
• Smart thermostat with IAQ sensors

Gold IAQ:

• HEPA bypass OR MERV 16 media
• Coil + air-stream UV
• Whole-home humidifier (where applicable)
• ERV ventilation
• IAQ monitoring + alerts

Platinum IAQ:

• All Gold items
• Whole-home dehumidifier
• Activated carbon stage
• Multi-zone IAQ optimization

Common installation mistakes

Wrong filter for application: customer wants MERV 16 but old AHU can't push the static. Damages compressor over time.

UV exposure to occupied space: UV light leaks where it shouldn't. Eye + skin hazard.

Improper ventilation balancing: ERV over-pressurizes house, OR under-pressurizes draws CO into house.

Humidifier in non-conditioned space: bypass humidifier outdoors freezes + bursts.

Dehumidifier drain configuration: improper drain causes water damage to ceiling.

Annual IAQ service contract

Pair IAQ install with maintenance:

• Filter replacement (4x/year typical)
• UV bulb replacement annual
• Humidifier pad change annual
• Dehumidifier filter change annual
• IAQ sensor calibration

Revenue per IAQ customer. Sticky.

References

• ASHRAE Standard 62.2 (residential ventilation)
• ASHRAE Standard 52.2 (filter testing)
• EPA Indoor Air Quality guidance
• AHAM (Association of Home Appliance Manufacturers) IAQ ratings
• Manuall internal: MERV Ratings + Air Filtration, Indoor Air Quality ERV HRV, Whole-House Dehumidification