• Air sealing penetrations in the building envelope
  • Sealing duct leakage
  • Installing passive returns or jumper duct
  • Balancing exhaust systems with makeup air
  • Avoiding or reducing the chemicals stored in the home.

Avoiding IAQ Shortcuts

As interest in indoor air quality grows, many products have entered the market promising quick fixes. Some technologies introduce reactive chemistry into the air through ionization or oxidation processes. This chemistry can create ozone, a respiratory irritant, and even formaldehyde, a known carcinogen.

These technologies are not properly regulated, and there is a lack of unbiased third-party testing. Many manufacturers boast about their effectiveness in their own lab testing, which exposes the device to only a small, controlled sample.

If asked about these air purifier devices, the educated HVAC professional should tell their customers, “Our approach is different. We take things out of the air, rather than adding to it. This approach solves the problem at its source, rather than treating the symptoms.”

Communicating IAQ Solutions to Customers

Promoting advanced IAQ solutions requires more than technical knowledge — it requires effective communication. Effective communication is challenging because IAQ is extremely technical. That’s why we must present to customers why our solutions are effective at a 5th-grade level.

The first step as a contractor or technician is to educate yourself. The more YOU understand the science, the better you’ll be at creating and using simple language, word pictures, and examples to share with your customers.

You should first install what you plan to sell in your homes and the homes of your family and friends, so you’ll have real-life examples of their effectiveness. Deploy high-quality IAQ sensors, such as those from Haven IAQ and Air Things, to see the proof in the data.

There are a few portable IAQ sensors and data loggers you can take on every call. In addition to your observations and photo documentation, you can also present the data in the context of the Four Pillars of IAQ, then present science-backed solutions.

Practice your pitch using what you’ve learned. There is nothing wrong with a sales pitch if it’s technically accurate and factually based. Learn how to sell to people with different personalities and backgrounds.

What you do as an HVAC contractor CAN positively affect the safety, health, and comfort of the air your customers breathe. Using the Four Pillars of IAQ as a basis for these conversations will help you thrive as a contractor and help your customers breathe easy.

Tim DeStasio has worked with HVAC systems for +25 years as a technician, contractor, designer, and instructor. He owns Comfort Science Solutions, LLC, and is a strong proponent of solving complex home comfort problems, poor indoor air quality, and high energy bills for consumers. His passion is teaching HVAC technicians and raising awareness about the synergy between building science and High-Performance HVAC systems. You can reach him with any questions at ncilink.com/ContactMe.

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