HIGH PERFORMANCEHVAC TODAY TMIf You Don’t Measure, You’re Just Guessing!™hvactoday.comNOVEMBER 2017Becoming a Performance-Based Contractor™ Don’t Miss Fall IAQ Opportunities 19 Attributes of a Great LeaderFrom Tradesmen... to CraftsmenHIGH PERFORMANCE CONTRACTING:2 NOVEMBER 2017HIGH PERFORMANCE HVAC TODAY2 Companies, 1 Common Goal...GROWING TOGETHER!Check out the NEWESP Plus App!Available for iOSInventory ManagementSIMPLIFIED! • No Hassle Warranty • Dedicated Sales Associate • Superior Service along with Knowledgeable staff • Vendor Assisted Inventory Management Programs • Specific Product Training upon Request • Preferred Vendor • Qualifying purchases eligible for REBATES • Free Local Delivery to your Business or Job Site • Free 24 Hour Emergency Service • Over 280 Convenient Locations Nationwide • Fully Stocked Branches with the Product you needVisit us at Summit 2018!NOVEMBER 2017 VOLUME 1, NUMBER 1HIGH PERFORMANCEHVAC TODAY TMCUSTOMER SERVICE:Don’t Let Cold Winter Make You ForgetA large backlog of emergency service calls is both a bless-ing and a curse. Here’s why and what you can do about it.LEAD GENERATION:Indoor Air Quality OpportunitiesRob Falke shows how Performance-Based Contracting™ can bring in leads during shoulder seasons when weather isn’t much of a factor.LEADERSHIP:19 Attributes of a Great LeaderIn the world of Performance-Based Contracting™, you are the leader in your business and most likely in your market-place. Are you a good one or a great one? Check this out.1614 DEPARTMENTSNOVEMBER 2017 3HVACTODAY.COMNovember Online Resources ............................................................4 Editor’s Page: Today’s Word .............................................................7High Performance News ....................................................................8High Performace Products ................................................................9Contractor Spotlight: Progressive Heating and Air ...........10Photo of the Month .........................................................................27Member Update ...............................................................................28Ad Index ................................................................................................29Publisher’s Page: One More Thing .............................................3020SALES:The Habitual BuyerWhat does this mean? Entre-preneur Rodney Koop examines how customers make buying decisions to help you sell more effectively.24BLOG POSTSDEBUNKING HVAC MYTHSWhen it comes to the HVAC Industry from a consumer’s perspective, there seems to be a lot of mis-information about how to manage and maintain comfort systems. These tidbits of mis-information come disguised as “truth” when actually they are more like myths and urban legends. In his most recent blog post, Mike Weil exam-ines seven HVAC Myths and debunks all of them. Read it here: http://ncilink.com/Myths.THREE TIPS TO IMPROVE STATIC PRESSURE MEASUREMENTSBased on the input of technicians who have taken static pressure measurements for years, here are three tips to help improve your speed when doing the same. Blogger David Richardson shares these three tips and explains what type of tools you need, what processes are necessary, and what the purpose is behind everything that Perfor-mance-Based Contractors™ do. Read it here: http://ncilink.com/FastSPMeasure.Monthly DownloadThis month we provide a technical tip or two to help you when Install-ing Vertical or Bullhead Barometrics. -- This download helps by outlining two configurations for installing double-act-ing gas barometrics when you are replac-ing drafthoods on hot water heaters. It defines the differ-ences between these configurations and provides tips on how to avoid issues when there are internal exhaust fans in the building. To download, go to ncilink.com/md1117, or point your phone at the QR Code.By registering for free on NCI’s website, access this download and many more.Online UniversityFor those of you who look for more than just in-person training, Nat- ional Comfort Institute, Inc. (NCI) offers online training that focuses on several areas of concentration:• NCI-specific training on testing and measuring HVAC systems with an emphasis on performance-based results.• Exclusive NCI soft skills and business training necessary for the successful implementation of performance-based systems in the HVAC contractor’s business.• Basic HVAC training to help prepare students for various NATE certifications and more.Featured this month is the NCI-Specific Sizing Filters module where students will learn four easy steps to determine the size and numbers of filters neces-sary to function properly in an HVAC system. You’ll learn the difference in airflow through different types of filters, as well as how to check filter impact on static pressure. ncilink.com/ou1117Consumer Sites MYHOMECOMFORT.ORGDid you know that consumers have a resource they can turn to for information about the HVAC systems and the Perfor-mance-Based Contracting™ approach to keeping those systems working at their peak? Well there is: check out https://www.myhomecomfort.org. Consumers go there to learn how performance helps guarantee their comfort, safety, energy efficiency, and health. It includes a section on How to Find a Certified Professional which lists all the HVAC contract-ing firms that have been trained and certified in HVAC Performance.4 NOVEMBER 2017HIGH PERFORMANCE HVAC TODAYONLINE CONTENTNOVEMBER 2017 5HVACTODAY.COMMEMBER REWARDSNo Tape. No Mastic.™ Dramatically reduce installation time with factory-seal snap-lock pipe and fitting.A PartnerSee Us at Summit 2018!Check us out at Summit 2018!SYSTEMS888.652.9663www.jacksonsystems.comNo Bypass RequiredIt’s as simple as...Static pressure sensor with probeHigh quality 3-wire zone dampersZone control panel with built-in electronic static pressure controller132The award-winning ESP zone panels eliminate the need for bypass dampers by using a built-in Electronic Static Pressure controller. • Reduces labor and installation cost• Prevents coil freeze-up• Eliminates air noise• Easy to install and adjustPREFERRED PARTNERCome See Us at Summit 2018!6 NOVEMBER 2017HIGH PERFORMANCE HVAC TODAYToday is the birthday of something new, something unique, and something that gives voice to the Performance-Based Contracting™ Industry. It is High Performance HVAC Today magazine. Though this publication is new, the messaging it will provide is not -- it is more than 25 years in the making. It is targeted to those HVAC con-tractors who want to deliver true performance to their customers. A Performance-Based Con-tractor™ delivers comfort, safety, and energy efficiency using proven documented results. OK, so what does this really mean? Simply put, Performance-Based Contractors rely on airflow, pressure, and other measurements to diagnose HVAC system problems and identify solutions. Once the problems are resolved, the contractors repeat the measurements taken initially to prove the system is working as promised. This is known as HVAC system performance.There are many in the industry today who tout “home performance” as the same thing. It is not.HOME VS. HVAC PERFORMANCE Home performance is all about the structure of the home and the mechanical equipment. It focuses on building pressurization and depres-surization, windows, insulation, roofs and more. Don’t get me wrong -- that stuff is important. But it is not the total answer.HVAC performance is all about how the equip-ment and the ductwork work together, along with the influence of the building or home. Contractors can replace equipment with high efficiency furnaces, air conditioners, and heat pumps, but that doesn’t mean air delivered into the space is comfortable or energy efficient. If we don’t, as an industry, consider the ductwork -- the delivery system for that air -- we leave the bulk of the comfort and efficiency equation out in the cold.HIGH PERFORMANCE HVAC CONTRACTING: AN INDUSTRY WITHIN AN INDUSTRYThousands of contractors over the last 25 years, have turned their focus and energies (and train-ing dollars) toward becoming high performance HVAC companies focused on performance-based contracting. They are literally an in industry within the overall HVAC industry. This magazine is dedicated to them.Our mission is not to usurp the domain of other trade magazines serving this industry. In fact, it is quite the opposite -- our goal is to work in tandem with those publications as we focus on this small, but growing aspect of the HVAC Industry. Our editorial will be written by high performance contractors for contractors who are also performance-based or who are consid-ering taking that path.Our coverage will highlight the news and technologies that impact performance-based HVAC contractors and their customers. It will also cover the changes in the business that are necessary to successfully implement processes and procedures for operating as a high perfor-mance company.So happy birthday to High Performance HVAC Today. Please be sure to visit our website at HVACToday.com and leave us comments to let us know what you think. NOVEMBER 2017 7HVACTODAY.COMLet Me Introduce to You: High Performance HVAC TodayMike Weil is editor-in-chief of HVAC Today mag-azine. For comments and story ideas, he can be reached by email at mikew@ncihvac.comTODAY’S WORDBy Mike WeilTHOUSANDS OF HVAC CONTRACTORS HAVE EVOLVED THEMSELVES TO FOCUS ON PERFORMANCE-BASED CONTRACTING. THAT IS OUR AUDIENCE.lence and Carrier is proud that they are ambassadors of our brand. “He adds that both companies are “first-class Factory Authorized Dealers.”ADDING CO SERVICES LEADS TO “GOT TO” STATUS LOCALLYLast month, Performance-Based HVAC Contractor T.E. Spall, Inc. of Carbondale, PA became one of the only HVAC con-tracting firms in its local market to be-come 100% certified in Carbon Monox-ide (CO) Safety and Combustion Analysis. For the city of Carbondale, T.E. Spall is the “go to” companY when it comes to CO-related problems, solutions, and prevention services.“We place a very high value on this type of knowledge and skill,” says Com-pany President Tom Spall. “It’s important to us that our people can perform these services at a much higher level than most of our competitors. In fact – our performance-based services are some-thing that 99% of the HVAC Industry is NOT currently doing. “Because of that, we have earned a reputation as a real problem solver in our market. We can get to the root of a problem as opposed to just addressing the symptoms of the problem.”The Journal of the American Medical Associaton (JAMA) estimates that acute CO poisoning contributes annually to more than 2,000 deaths in the United States. In addition, the US Consumer Product Safety Commission estimates that 8,000 to 15,000 people each year are examined or treated in hospitals for non-fire relat-ed CO poisoning. Breathed over long pe-riods of time, low concentrations of CO may also contribute to other illnesses.NCI MEMBERS WIN NATIONAL RECOGNITIONSeveral National Comfort Institute, Inc. (NCI) member companies recent-ly received a national award from Carrier Corporation. The 2017 Carrier Presidents Award was presented to nine HVAC con-tracting companies from across the Unit-ed States. These companies include:• Allied Air Conditioning and Heating, Libertyville, IL• Hammond Services, Griffin, GA.The award is given in recognition of a contracting firm’s commitment to quality, leadership and excellence in the heating, ventilating and air-conditioning (HVAC) industry. For Allied Air Conditioning, this marks the ninth President’s Award from Carrier.“As a 50-year-old family owned com-pany, we are honored to be part of the community by providing the finest prod-uct, best possible service by the best possible people in the north and north-west suburbs of Chicago, “ says Company Owner Greg Budinger. Hammond Services of Griffin, GA also was recognized by Carrier for its su-perior quality, leadership, and service. Hammond is a 38-year-old firm that has been part of the NCI Performance-Based Contracting™ world since 2008.Owner David Hammond says that job one is helping customers get rid of stress by helping them with their HVAC prob-lems quickly and done right the first time.Chris Nelson, president, North Amer-ica HVAC Systems & Service for Carrier says, “This award recognizes Allied Air Conditioning & Heating and Hammond Services for their commitment to excel-8 NOVEMBER 2017HIGH PERFORMANCE HVAC TODAYHIGH PERFORMANCE NEWSHigh Performance Is A MissionT.E. Spall’s entire field service and installation crew is now trained and certified to handle CO issues in consumer homes. National Comfort Institute’s Senior Trainer Jim Davis conducted the training and certification testing in the Spall training room.go to the ncilink.com/1117CO or call 1-800-633-7058.DWYER SAH SMART AIR HOOD™ BALANCING INSTRUMENTThis instrument is extremely accu-rate and easy to operate. By using the included hood stand and wireless com-munications to the handheld, a single operator can balance a branch in less time than by using traditional balanc-ing systems. It is light and ergonomic making the Series SAH easy to ma-neuver. The hood features “Quad Flow Design Technology” for controlling air flow and minimizing back pressure for su-perior measurement accuracy. Quad Flow Design Technology directs the circulat-ing air patterns to provide a more even air flow that minimizes backpres-sure enabling accurate readings The Wi-Fi direct communication gives reliable communication with a distance of up to 200 yards (183 m) between the hood and the handheld test instrument. For more information or to order, go to ncilink.com/1117Dwyer or call 1-800-633-7058NOVEMBER 2017 9HVACTODAY.COMWIRELESS STATIC PRESSURE KITAn accurate manometer is one of the core instruments of a good air per-formance-based diagnostic technician. This kit includes the Testo 510i Smart Probe Manome-ter, static pressure tip, test port plugs, and much more. For additional information or to order, go to ncilink.com/1117SP-1 or call 1-800-633-7058PERSONAL CARBON MONOXIDE MONITORThe perfect handheld carbon mon-oxide (CO) meter is for use in a dynamic, rugged work environment. Change alarm points on the fly, and then back to busi-ness as usual. The rugged, water- and dust-proof case and vibrating alarm will keep you focused on the task at hand. This is the “set it and forget it” solution for CO monitoring, testing, and analyzing.For more infor-mation or to order, HIGH PERFORMANCE PRODUCTSSEND PRESS RELEASES: If you are a vendor or manufacturer serving the HVAC Industry and have a product geared to Performance-Based Contracting™ firms, send press releases and digital images to pressrelease@hvactoday.com. Final determinations on what releases run in High Performance HVAC Today are at the disgression of the editorial team.NCI November2017 Training & Event ScheduleIntroduction to Hydronic Testing, Adjusting, & BalancingNov. 6-7: Los Alamitos, CA*Nov. 28-29: Cleveland, OHCommercial Air Balancing Certification Program Nov. 7-9: San Antonio, TXNov. 14-16: St. Louis, MONov. 14-16: Tampa, FLCombustion Performance & Carbon Monoxide Safety Certification Program Nov. 7-9: Landover, MDNov. 8-10: Los Alamitos, CANov. 14-16: Cincinnati, OHNov. 28-30: Philadelphia, PADuct System Optimization Nov. 8-9: Lansing, MINov. 14-16: Cleveland, OHNov. 14-15: Los Alamitos, CA*Residential HVAC System Performance & Air Balancing Certification ProgramNov. 28-30: Atlanta, GANov. 28-30: Dallas, TXResidential HVAC System Performance CertificationNov. 20-21: Los Alamitos, CA*Performance-Based Selling Bootcamp Nov. 28-30: Los Alamitos, CA**Subsidized NCI training offered by Southern California Edison.Next >