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Pump it up

Heat pump campaign a success, despite challenging economy

Recession, low gas prices, low consumer confidence and cool weather are all unfavorable conditions for selling electric heat pumps. Despite these negatives, Georgia Power's 2009 Summer Heat Pump Conversion Campaign was a huge success.

During the three-month campaign, from July through September, the region sales team increased conversion sales by 65 percent over non-campaign year sales (2005-2007).

"All the credit goes to our region sales team," said Steve Kay, sales manager. "Our sales team made it their mission to have a great campaign, and that is exactly what they did."

The numbers speak for themselves. From 2005-2007, heat pump conversions averaged 1,172 per year. During the 2009 campaign, there were 1,937 electric heat pump conversions.

Georgia Power's alliance with HVAC and heat pump dealers played a major role in the success of the campaign.

"Our allies are critical to our success," said Kay. "The dealers are an extension of us and we sell through them."

Doug Coffey, Metro region sales manager, concurred.

"The relationship our sales force has built with our key allies has sustained us during a difficult year," said Coffey. "We have approximately 650 dealers in metro Atlanta and we try to touch each one."

Dealers were able to educate customers on the benefits of having an electric heat pump, such as the technological advances in the design that allow electric heat pumps to save customers as much as $300 per year on their heating and cooling costs.

Besides the benefits of energy efficiency, Georgia Power offered customers a $400 rebate for purchasing a 14 Seasonal Energy Efficiency Ratio (SEER) or higher-rated heat pump, including ENERGY STAR® qualified heat pumps, and a $200 rebate for 13 SEER heat pumps. The higher the SEER rating of a unit, the more energy efficient it is.

In addition to the rebates, converting to an electric heat pump may qualify some customers for income tax credits up to $1,500.

"In a recession, customers are looking for rebates or any deals that can help them save money," said Kay.

Kay said every region had significant increases in its sales, and that is a testament to the commitment and the hard work the sales team puts forth every day.