Focused on Performance
“For example,” he continues, “NCI uses our analyzers because of their robust feature set. That feature set came from asking contractors what they needed and wanted. And we got an exhaustive list from them!
“The good news is that we delivered everything the contractors requested. That is our mindset. We learned through the years that you win if you really listen to what your customers tell you, document it, and then design those features and attributes into what you are making.
“With regard to high-performance contractors, we find they are the companies with the soundest business practices, who look at buildings as individual ecosystems and seek answers to questions on how heating and air conditioning equipment will play in those ecosystems,” Nelson continues.
“They focus on how air quality and airflow should play nicely together in the sandbox.
“From my perspective, these contractors are the ones who care about doing the best job for their customers,” Nelson adds.
“The team here at Sauermann loves this approach. It’s the same reason we’ve teamed up with MeasureQuick. We’re the only analyzer on the MeasureQuick platform right now. We can cast a wider net because technicians using MeasureQuick typically work for High-Performance HVAC contractors. These contractors go through an entire system performance evaluation from soup to nuts.
“They then make recommendations based on their results. They want to do the best job; they feel any other way is just a race to the bottom. At Sauermann, we want a rising tide to raise all boats. We want that level of craftspersonship to raise all the levels of all the contractors around them. If not, they will be left behind. Everybody needs to perform.”
Looking at Things Differently
Nelson says that he believes being in an industry partnership with NCI has made the team at Sauermann look at things differently. He cites a quote originally credited to the late Wayne Dyer, an American self-help author and motivational speaker. The quote is, “When you change how you look at things, the things you look at change.”
“That is what our partnership with NCI is like,” he continues. “It changed how we looked at our products to consider whether a new feature would benefit NCI and their high-performance contractors. We also consider whether NCI trainers can train using that product.
“From my standpoint, when our tools resonated with NCI, it reaffirmed our efforts. That gave us more enthusiasm to create the next product. It gave us more impetus to improve the product because we realized we did something approved by the most critical of eyes.”
Furthermore, he says that Sauermann’s overseas partners also recognize the importance of this relationship with National Comfort Institute.
“There are no organizations like NCI in Europe. They want our guidance based on what we learn from NCI and NCI-trained contractors.”
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