Autodoc, the way to tell a boy from a girl, is that the boys like outside units and the girls like the inside (they are usually cheaper, cooler, cleaner).

So for your guy customer, perhaps converting some of those large units to smaller units would do the trick. Square footage wise you will make more money since you can get more per square foot for the smaller units.

Of course, "Let's make a deal" works until you can do the conversion.