Why Transparent Technicians Deliver Better Results
Trust is the backbone behind every successful business, especially when it comes to commercial building management. We’ve all had moments when a service recommendation leaves us wondering, “Is this really what’s best for us, or just what’s best for the salesperson?” It’s a gray area that can make it hard to know who to trust and rely on for guidance. In building management, those same doubts can surface when equipment upgrades or replacements are suggested, which blurs the line between genuine advice and another sales pitch.
RJH Air Conditioning & Refrigeration Service breaks this with one simple, but core principle: our service technicians are not rewarded or commissioned for selling or recommending new equipment. Their guidance is based solely on what’s best for your facility, not what benefits them personally.
In short, our technicians operate without sales commissions on repairs or replacements, leading to higher trust and better results. Here’s why.
Why the Industry Norm Relies on Commission-Based Pay
In many commercial HVAC and facility service companies, technicians are paid for the work they do, and for any equipment or upgrades they recommend. This system has been around for a long time, as it’s intended to motivate technicians to go the extra mile. While it can help drive action, it can also make it hard to know whether every recommendation is purely about what’s best for the client.
At first, it can seem like a win-win. Technicians appear eager to help, but from a customer’s standpoint, it can start to feel less about care and more about sales, which can gradually erode long-term trust. And for facility managers who rely on more experience-driven recommendations, the commission-based model can create tension between technician incentives and business needs.
It’s important to note that while RJH technicians do not earn a commission on repair-or-replace decisions, our sales team does earn a commission on more complex equipment projects. This way, clients can still benefit from specialized, tailored support while keeping technician recommendations completely free from sales pressure.
Why a Zero-Pressure Model Leads to Higher Trust
One of the biggest advantages of a zero-pressure model is that it allows technicians to give custom, unbiased advice to clients. Since there’s no pressure to sell equipment or hit quotas, recommendations are based solely on what makes the most sense for the client’s facility and budget. For example, RJH technicians will recommend repairs when they’re cost-effective and suggest replacements only when they will save money or improve performance over time.
This level of trust also translates to measurable financial benefits, as businesses will experience fewer unnecessary expenses because equipment is only replaced when it truly adds value. Over time, this reduces the total cost of ownership since systems are upgraded strategically instead of prematurely.
For facility managers, these benefits also include predictability in budgeting and planning. Since each recommendation is objective and unbiased, it allows managers to make strategic decisions with less risk, while also reducing the stress of managing unexpected expenses.
RJH’s Commitment to Better Customer Service
What does it actually look like when a service provider focuses on informed customer service and collaborative decision-making? For RJH clients, the difference is in the experience and the results:
Great overall experience! Super helpful customer service and fair pricing for service. You can be sure that they will get the job done right and if a mistake was made they make it right. Also, shout out to our tech Terry. He is a legend!
— Philip Muth, The Brookeville Beer Farm
Very professional group of guys. When no one had availability to install coolers in our area, RJH made an effort to prioritize our project. Terry and Rich did a great job and we are very happy with the work performed.
— Owner, MSJ International
The entire team at RJH Air Conditioning and Refrigeration Scientific Division always does a superb job of repairing and maintaining the lab equipment at our American Red Cross facility located in Rockville, MD. Thank you and keep up the great work!!
— Bill F., Confidential
Our clients consistently highlight the no-pressure approach of RJH technicians. In fact, we break industry standards by not paying our technicians commission on new equipment sales.
That same commitment to integrity extends to how we handle ongoing service and maintenance. That’s why RJH offers Preventative Maintenance Agreements, which are long-term service partnerships that help extend equipment life, prevent costly downtime, and provide a discounted labor rate for routine service. These agreements are not about selling new equipment, but about saving clients money and building lasting relationships that allow our technicians to deliver their best work year after year.
To ensure our team takes the time to educate clients on the benefits of these programs, our technicians receive a small commission when they help enroll a facility in a maintenance agreement.
Experience the RJH Difference
At RJH Air Conditioning & Refrigeration Service, our philosophy is simple: to provide reliable, high-quality HVAC, refrigeration, food service, and laboratory equipment services for businesses and government agencies. We’re trusted by over 4,000 businesses in our 27 years because our technicians put you and your facility’s needs first.
With RJH, you get:
Unbiased recommendations tailored to your budget and operational goals
Strategic repair-or-replace guidance based on your needs
Peace of mind knowing every service call is focused on long-term performance, not sales quotas.
Partner with RJH today and experience the difference of trustworthy, no-pressure service built on integrity and transparency.
