Jerry is a practical, middle aged man. He’d lived his entire life with basic HVAC systems—straightforward, reliable, and familiar. So when his old system finally gave out, he naturally assumed he’d replace it with another single-stage unit. That’s when Anthony, an experienced solutions advisor at Fry Heating, Cooling & Plumbing, stepped in with a different suggestion: a modulating (variable capacity) HVAC system.

Jerry was immediately skeptical. Why change what had always worked? “I’ve never needed anything fancy,” Jerry remarked, crossing his arms. “These new systems—they just seem like more bells and whistles. I’m not sure I see the point.”

Anthony, recognizing the challenge of converting a customer who had never experienced the benefits of a variable capacity system, knew he needed to bridge the gap between the unfamiliar technology and something Jerry could relate to. So, he decided to share a personal story.

The Drive That Changed His Mind

“Jerry,” Anthony began, “let me tell you about a drive I took this past Holiday weekend. I was driving on the backroads, keeping a steady 55 MPH. Not too fast, not too slow—just cruising. That’s when it hit me how efficient my car was at that speed. The engine wasn’t working too hard, and I was saving gas while enjoying a smooth, comfortable ride. In that moment, I realized, that’s exactly how a modulating HVAC system works.”

Jerry raised an eyebrow, still unconvinced but curious enough to listen. “How’s that?”

“A single-stage system is like driving with your foot either all the way down on the gas or completely off,” Anthony explained. “It’s either full blast or nothing, which wastes energy and can make your home feel too hot or too cold. But a modulating system? It’s like that steady 55 MPH. It adjusts continuously, giving you just the right amount of cooling or heating, no more, no less. It’s efficient and keeps your home at a perfect, consistent temperature.”

Jerry paused, mulling it over. The analogy was starting to make sense, but he wasn’t ready to let go of his doubts. “But what about the cost? These systems are more expensive upfront, and I’ve gotten by just fine with a basic system all these years.”

Anthony nodded, acknowledging the concern. “You’re right, Jerry. There’s a higher upfront cost. But think about the tax incentives available for high-efficiency systems. Over time, the energy savings and the improved comfort make it worth the investment. And the comfort? That’s something you’ll notice every single day. It’s like switching from a bumpy, inefficient ride to a smooth, controlled drive. Once you experience it, you won’t want to go back.”

A few weeks after the installation, Jerry found himself reflecting on the decision. His home was more comfortable than ever, with a consistent temperature that didn’t fluctuate like it used to. The system ran quietly in the background, much like that smooth drive at 55 MPH Anthony had described. And as Jerry looked at his upcoming electric bill, he felt confident that he’d see the savings Anthony had promised.

In the end, Jerry was glad he had listened. The initial pushback had given way to satisfaction, and he knew he’d made the right choice—not just for the energy savings, but for the everyday comfort it brought to his home. It had been hard to change his way of thinking, but he was grateful that Anthony had encouraged him to consider an alternative approach to heating and cooling.

Sometimes, stepping outside of what’s familiar leads to something better than you ever expected. Whether it’s choosing a more efficient HVAC system, taking a new route on your daily drive, or even rethinking your approach to life’s challenges, the willingness to embrace change can open doors to greater comfort, savings, and satisfaction. We all have our routines, our tried-and-true methods that seem to work just fine. But every so often, it’s worth pausing to ask: Is there a better way? Could a small change lead to something greater? Like Jerry, you might find that the answer is yes—and that stepping into the unfamiliar can bring rewards you never imagined,.