[swatcoder]

That’s true and that’s probably what first entrants will do (are doing), but it takes a big capital expenditure and a lot of time to set up a program like that and recruit local shops to participate in, and your market opportunity is constrained by that growth.

It’s easier to certify techs at an existing HVAC repair on your specific heater than it is to convince somebody to set up shop just for your new and peculiar product. Maturity of industry matters.