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Technical knowledge
The HVAC industry in 2026: service will decide the game
As products saturate the market, service becomes the main differentiator. Customers are moving from “which brand should I buy?” to “who will install it well?”.
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Illustrative imageContents
Customers used to ask, “Which air conditioner brand should I buy?” Today the question has changed:
“Which company will install it properly and keep it running reliably?”
The reason is that products are reaching saturation while the service experience has become the main differentiator. Vietnam's air conditioning market is shifting fast, and the change is reshaping the industry's entire value chain.
1. The product is no longer the competitive edge
The major brands all offer
- Energy-saving inverter technology
- High durability
- Built-in smart controls
Products from the major brands have reached a similar level of technology. Within the same price band, performance differs very little.
As the gap between brands narrows, buyers turn their attention to installation and after-sales service.
2. Installation decides most of the real-world performance
A poorly installed system can lead to
- Wasted energy
- A shorter equipment life
- Leaks and operating faults
A correct installation, on the other hand, delivers:
- Lower power bills
- Stable operation for years
- The full benefit of the brand's technology
A five-star unit installed badly will still use more power and fail sooner than a three-star unit installed properly.
3. Customers want an end-to-end service, not DIY
The new expectation is not just a unit but a complete chain of services:
- Advice on choosing the right equipment
- Installation to technical standards
- Scheduled maintenance
- Support when something goes wrong
Buyers prefer one provider who takes full responsibility, rather than watching the seller and the installer blame each other.
4. What do customers expect from a service provider?
End to end
One company handles everything: advice, delivery, installation and maintenance.
Transparency
A clear price from the start, with no surprise extras.
A workmanship warranty
A warranty on the installation itself, with a clearly stated term, not just the brand's warranty on the unit.
Fast response
A committed response time when something goes wrong.
5. The opportunity for professional installers
This is a sweet spot for organised players: those who can build a network of trained technicians, manage jobs through an app and run a transparent sign-off process.
Products may look alike, but service is what makes customers choose you.
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