Rick Clarke reveals why he believes the next phase of clean heating will be won on quality, not volume.
Low-carbon heating installation targets are increasing, demand is building and technologies like heat pumps are becoming a central part of the national conversation. But as the industry pushes towards higher volumes, are we focusing enough on performance? Ultimately, the success of clean heating won’t be defined by how many systems we install, it will be defined by how well they work.
The early rollout of heat pumps across the UK and Europe has given us a clear picture of what good looks like, and what happens when things fall short. When designed and installed correctly, heat pump systems deliver exactly what they promise. They provide consistent comfort, operate efficiently and integrate seamlessly into the home.
But we’ve also seen examples where systems underperform. And, in my experience, this rarely comes down to the technology itself. More often, it’s about execution. It’s systems that haven’t been designed with the property in mind. Heat loss calculations that haven’t been carried out thoroughly. Emitters that aren’t properly matched. Commissioning that’s rushed. Controls that haven’t been fully understood by either the installer or the end user.
Each of these issues on its own might seem minor. But together, they can significantly impact performance. And, from the homeowner’s perspective, there’s no distinction between product and outcome. If the system doesn’t deliver, confidence is lost.
Why quality builds trust
We’re asking people to change the way they heat their homes. That’s a big shift and it depends entirely on trust. Homeowners need to feel confident that the system they’re investing in will perform reliably, deliver comfort and help manage energy costs. That confidence doesn’t come from policy targets or marketing messages – it comes from real-world experience.
When a system works as it should, it builds that trust naturally. People talk about it and, in turn, they recommend it. But when it doesn’t, the opposite happens. Frustration sets in, doubt spreads, and negative experiences travel quickly. At scale, this becomes a serious challenge. If the next phase of adoption is marked by inconsistent performance, we risk undermining public confidence at exactly the moment we need to strengthen it.
The implications of getting it wrong
Poor quality has a direct cost to the industry. Every underperforming system creates callbacks, adjustments and even, in some cases, full system reworks. That puts pressure on installers, manufacturers and service teams alike.
It also ties up valuable resources. Engineers who should be focused on new installations are instead dealing with issues that could have been avoided. In my view, that’s one of the biggest risks as we scale. If we don’t get quality right, we don’t speed up the transition, we actually slow it down.
Performance is built, not bought
One of the key lessons from the last few years is that clean heating is about delivering a complete system, not selling a single product. Performance depends on every stage of the process from initial design and specification, through to installation, commissioning and ongoing support. If any part of that chain is weak, the overall outcome suffers.
That’s why we need to think more holistically about how we deliver these systems. From a product perspective, robustness and reliability are essential. But so is clear guidance, accessible training, intuitive controls and strong technical support.
At the same time, installers play a critical role, taking the time to get the design right, ensuring commissioning is thorough and supporting the end user in understanding how to get the best from their system. These aren’t ‘nice to have’ elements, they are fundamental to performance.
The metrics that really matter
As an industry, we’re naturally driven by targets. Installation numbers are an easy way to measure progress and play an important role in tracking the transition, but what really matters is how systems perform once they’re installed. Not just on day one, but over months and years. That requires a shift in focus, from volume to quality, from short-term delivery to long-term outcomes and from asking how quickly we can install systems, to asking how consistently we can deliver high-performing ones.
The next phase of clean heating will set the tone for everything that follows. If we get it right, we create a positive cycle. Good performance leads to strong customer experiences that build trust and drive wider adoption. If we get it wrong, we risk creating hesitation at a scale that could take years to overcome.
The encouraging thing is that we already have the tools, knowledge and technology to deliver high-quality systems. The challenge is consistency because, in the end, the future of clean heating will be decided by how well these systems perform in the homes they serve. And that comes down to one thing: quality.
Rick Clarke is Product Manager at NIBE Energy Systems.
