Any article from a good writer is worth reading again and again. This is most certainly true for those written by the late, great Rob Falke. Rob was the president of National Comfort Institute (NCI) and one of the architects of what is now known as the High-Performance HVAC™ Contracting movement. With that in mind, we’d like to revisit an article he published in this magazine in September 2019. It is just as pertinent today as it was then. So without further ado:

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Why an NCI (National Comfort Institute)-trained technician chooses to pull out a manometer to peer into a system’s performance is something I think about every day. This extra effort works like a key that unlocks unseen opportunities to diagnose and solve problems, delight customers, and earn handsome financial rewards.

Let’s take a look at four reasons why you may choose to grow a healthy company culture where your people test and diagnose customers’ HVAC system performance. We’ll also look at the value a system upgrade brings to your customers and the beef it adds to your bottom line.

Deliver Valuable Solutions Others Can’t

Air conditioning systems have been around more than 100 years. Fortunately for us, only a handful of people are aware of how poorly installed air conditioning and heating systems perform. The opportunity to harvest this work is ever increasing as equipment efficiency continues to improve, while installed system efficiency continues to decline.

Fortunately, the family of NCI professionals is among the few who are qualified and able to discover and improve installed system efficiency. The fact is, the HVAC Industry needs this service everywhere and yet, it’s invisible to your competitors. These solutions earn far higher margins than service or installation rates if you develop the confidence to offer them for what they’re worth to your customers.

Henry Ford had a boiler problem and factory production screeched to a halt. He called Nikola Tesla for help. Tesla arrived, diagnosed the problem and placed an X on the boiler. He smacked it with a hammer and the factory geared back up. Tesla sent Ford an invoice for $10,000. Ford, surprised at the cost for the short service visit, asked him to detail the invoice. Tesla wrote, “Use of the hammer, $1. Knowing where to strike with the hammer, $9,999.”

When you build a company culture to test, diagnose, and upgrade HVAC system performance, your company moves from offering labor to delivering professional services. And guess what — people will pay for your superior knowledge and skill, which earns far more than hammer smacking.

Check out this additional article for the basics of adding High-Performance HVAC™ Contracting to your business.

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