High-Performance Means High Standards

Now, let’s talk about testing and measuring. If you’re in the High-Performance HVAC™ space, you already know this: you can’t fake quality. Testing is required. Measuring matters. And training is vital.

We’ve come a long way from the days of filling out Excel spreadsheets to do airflow calculations like I did in the early 2000s. Today, we’ve got tools that make it easy — TEC Digital TrueFlow® grids, mobile apps, and digital gauges. Use them. Train your techs in how to use them and talk about them. Why? Because nothing will kill your brand faster than installing a system that doesn’t work.

And don’t just look at the symptoms of problems. Consider the whole house. I talk about this on my radio show every week: I explain how the entire house is the system. Sweating ductwork? That’s not the problem. That’s a symptom.

The problem is hot, humid air hitting cold metal. Fix the building science. Encapsulate the crawl space. Diagnose before you prescribe. That’s how you protect your brand — and your reputation.

Worley’s Challenges and Lessons Learned

Branding isn’t easy. The biggest challenge is consistency. Why? Because everybody’s watching you. Do good things, they’re watching. Do bad things, they’re watching.

So, align yourself with good organizations. Join groups like ACCA, NCI, and PHCC. Be part of your local chamber of commerce. Support ministries and charities. Give back to your community. Because your brand isn’t just what you say — it’s what you do.

And here’s another challenge: consider acquisitions. We’ve bought 20 companies over eight years. Bringing new employees into the Worley culture takes work. They loved their old company.

Great. But that company’s gone. Now they’re part of Worley’s.

• Here’s our 10 Commandments.
• Here’s our mission.
• Here’s our brand. Let us teach you how to live it.

How Do You Measure Success?

“How do we measure our success?” is another question I get asked a lot. Let me summarize my answer like this: When I walk into a room and ask, “Who’s never seen one of my trucks?” and less than 20% raise their hands, I know we’re winning.

When crossover sales keep climbing, I know we’re winning. When customers call and say, “We appreciate what you’re doing for the community,” I know we’re winning.

Metrics matter. So be sure to track your calls, leads, and conversions. But don’t forget the human side. Branding is about relationships. It’s about trust. It’s about being the guy people think of first when they need help.

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