Before exploring High-Performance HVAC™ sales, we need to define the difference between “function” and “high performance.”

From a function standpoint, a customer’s HVAC system turns on, and most of the time, the average system operates at 57% efficiency or less. How do we know this? Groups like National Comfort Institute (NCI) have been testing, measuring, and studying HVAC systems across the United States AND Canada for the past 30 years.

NCI has gathered and analyzed those results, and the sad truth is that more than half of all systems are under-performing, robbing customers of the comfort and energy efficiency they expect and have paid for.

Typically, these systems DO function – meaning they heat and cool homes. But they do NOT function properly and can often negatively impact the safety, health, comfort, and efficiency of a customer’s home.

Performance Over Function

The function of most HVAC systems is often viewed as how equipment operates. Data for this comes from tests manufacturers do in labs. This data usually does not include the impact of ductwork and the building envelope on airflow.

That is where performance comes in. A heating system is made of the equipment you buy, install, and service from manufacturers and distributors, as well as the duct system that delivers conditioned air to your customers’ living spaces. Performance centers around airflow because it is the lifeblood of the HVAC system. Airflow can be negatively impacted if ductwork is shoddy, leaky, or poorly designed.

Performance by this definition means taking proper total static pressure measurements, ensuring air filters can do their job without being too restrictive, ensuring correctly sized supply ducts deliver proper airflow to each room, and ensuring you meet required fan airflow conditions.

Performance can’t just happen. It requires three things: training, a process, and follow-up.

What’s This Got to Do with Sales?

Without a process, you create chaos regarding everything in your company, including sales. A lot of contractors wonder who benefits from high-performance contracting. That answer is also threefold. From a sales standpoint, performance creates a win for your customers, employees, AND your company.

From the customer’s standpoint, testing and measuring performance can help them get the value they paid for. Don’t you agree they deserve a safer, healthier, more comfortable home and building?

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