Q&A: Offer flexibility — without sacrificing growth, with Wisetack

This story was written in partnership with Wisetack.

With prices up, consumer confidence down, and HVAC systems more expensive than ever, homeowners are looking for flexibility, and that’s where zero percent financing comes in. 

I sat down with Chase Lucas, Director of Sales at Wisetack, to talk about how HVAC businesses are using zero-interest financing to close bigger jobs, convert more bids, and serve more customers — without sacrificing growth.

Let’s talk about 0% APR. What makes Wisetack’s offer different?

Legacy lenders are used to offering no interest, no payment plans over 12, 18, or 24 months. They can afford to charge dealers low, or even zero, fees because of the interest they charge customers who don’t pay off their balance within the promotional period.

Typically, customers who select 12 or 18-month plans intend to pay them off on time. But if a customer goes one day past, all of that interest accrues, and you get a giant balloon payment on the back end, which could leave the customer feeling deceived and negative toward the business. 

With Wisetack, whatever monthly payment the customer receives based on the term length is the max they’ll pay. We’re very transparent on the front end, so there’s no surprise. Of course, it could negatively impact credit if payments aren’t made on time; however, the monthly payment amount you select is what you owe. 

Are the transaction fees charged affected by the market?

Dealer fees can fluctuate, but we’ve stayed consistent throughout our company’s life. We don’t charge any upfront or annual fees, and we’ve never changed our transaction fees.

What kind of conversion rates are you seeing for contractors offering Wisetack’s extended 0% APR plans?

Contractors offering 12-month, zero percent APR plans see conversion rates above 80 percent. On 24-month terms, that can jump to nearly 90 percent, especially for jobs over $15,000.

We often see business owners start with the 12-month plan and then move up to 24 months once they see their conversion numbers increase.

I understand your experience is streamlined versus a traditional ‘rate sheet’ approach. What’s something you consistently hear from contractors about that?

It’s a much easier and less stressful process. A traditional rate sheet plan is complicated and requires time wasted memorizing the latest rates and fine print. 

With Wisetack, we removed that extra work from the contractor and gave that decision to the customer to view their options and decide which fits their budget best. It’s stress-free for the contractor. 

Conversion aside, what other consumer trends are you noticing around 0% plans?

Today’s homeowners want short-term flexibility, not long-term debt. Even when contractors offer 24-month, zero percent options, many customers opt for six or 12-month plans.

For repairs, in particular, we often don’t see people choosing the longest-term zero percent option. With the majority of Americans now unable to cover a $1,000 emergency, demand for repair financing is spiking.

In this economy, flexibility wins. If you’re not offering zero percent yet, you’re probably losing jobs to someone who is.

Any remaining thoughts on 0% plans, in particular? Customer trends, contractor data, anecdotal stuff you’ve heard from contractors, etcetera.

One thing worth calling out is the A2L refrigerant transition. OEMs have already signaled potential 10 to 15 percent price increases on new units. That cost is going to land on the customer — and they’re already stretched thin.

In today’s environment, prices are rising across the board. Tariffs, supply chain pressure, and regulatory changes are all compounding. Combine that with high interest rates and tighter credit, and you get a homeowner who’s hesitant to say yes, regardless of income level.

That’s why zero percent APR should be part of your strategy on every job. It gives customers the flexibility to say yes, and gives contractors the confidence to hold their price without compromising margin.

Want to hear more about how HVAC contractors are winning bigger jobs and preserving margins with financing? Check out our webinar with Wisetack’s Chase Lucas.