IQAir's Installer of the Month - Derek Thompson of Inside Air

Inside Air is an Authorized Dealer for IQAir products in Canada. Owned and operated by Inside Home & Office Inc., they are part of a larger network of companies and partners that provide top-rated products and services to help improve indoor air quality in the spaces where people live, work and learn. Inside Air customers are often families who are desperately fighting the effects of allergies and asthma that have been aggravated by poor air quality in their homes. They work with companies and schools that are concerned about their work environment and understand that healthy workers and students are happier and more productive. It’s estimated that 30% of the population suffers from allergies, asthma or both. It’s also estimated that over 500,000 Canadians suffer from sensitivities to airborne chemicals and gases (MCS). This makes Inside Air’s customer base almost every family, business and school in Canada. Since Canadians spend approximately 90% of their time inside, the vast majority of their air intake takes place indoors. Studies have shown that indoor air quality in an average home can be many times more polluted than the air outside. It’s common to see indoor air quality levels up to 10 times more polluted than outside. That’s why they offer “The World’s Most Advanced Air Purifiers” to transform their customers’ spaces into pure air sanctuaries.

IQAir: What made you decide to become an Indoor Air Quality (IAQ) specialist?
DT: I’ve dealt with allergies all my life, and our son Ryan has asthma. Like many of my customers, we became obsessed with trying to find solutions. I decided to start a business that deals with top-rated indoor air quality solutions, and Inside Air was born.

IQAir: What services does your company provide?
DT: Almost exclusively, we sell IQAir products. I originally intended on carrying a variety of top-rated air cleaners, but quickly decided to focus primarily on the IQAir brand. The air cleaning market is confusing enough for customers, so I make it simple. IQAir has been tested and rated #1 by third party labs and agencies with the toughest testing standards in the world, so that’s what I strongly recommend. We wouldn’t buy medicine that doesn’t work just because it’s cheaper, so I feel the same way about air cleaners.

IQAir: How did you first find out about IQAir?
DT: My research on air cleaners quickly and consistently pointed to IQAir as being the leader in this category. I was impressed that independent testing facilities, hospitals, doctors and customers all give IQAir top reviews.

IQAir: What made you decide to work with IQAir?
DT: IQAir has 45 years of research and development – it’s the number 1 brand in its category - used in hospitals and critical environments, and not widely available in the Canadian market. It was an easy decision!

IQAir: What was your biggest IQAir installation?
DT: Residential - 4 Perfect 16’s and 4 Multi gas systems in an 8000 sq ft house. The Client even purchased an additional Multigas for their son's daycare. A Commercial deal hasn’t closed but we are confident about a project that could see Perfect 16 installations in a 5 story building. We are keeping our fingers crossed!

IQAir: Can you give your fellow installers any sales tips of how to increase their IQAir sales?
DT: Website presence is essential with this product. There are so many details and testimonials about IQAir products that you need to present to customers. It’s not practical to send catalogs to every interested person, so we use the web.

IQAir: What do you do on jobs when you don't install a Perfect 16?
DT: When people don’t immediately go with the Perfect 16 installed system, we introduce the portable units and try to find a solution, even if it’s one unit in their bedroom. This sometimes leads right back to a Perfect 16 down the road when they see the results from the room unit.

IQAir: What do you see as the biggest problems with other air purifier systems that are heavily marketed to consumers?
DT: They do not tell the truth in their marketing literature, and that puts this whole product category in a tough position. I stay away from comparing the IQAir product with others. I basically refer people back to third party testing results and that hospitals and labs trust IQAir. That usually moves the conversation away from comparisons and faulty claims by others.

IQAir: What do you love best about IQAir?
DT: The feedback we get from customers. It’s an easy product to sell when you have people going out of their way to call you and say thank you for helping.

IQAir: Do you have an IQAir system in your own house?
DT: We have a Perfect 16 (I think it may have been the first installation in Canada) and a HealthPro Plus.

IQAir: What's your favorite IQAir success story?
DT: There are many. I had one customer so happy with the results of IQAir in his home, he added a unit in his office. His President caught wind of it, and then requested one for her office. They then asked me for a proposal to present to all members in their organization, which has resulted in about 20 sales so far.

IQAir: Do you have any tips for other installers on doing the very best installation?
DT: Communicate clearly and constantly with the customer before, during and after the installation. Walk them through the home, before and after the installation, and do the particle testing with them at your side. The comparison gives customers an immediate indication that they have picked the right product.