HIGH PERFORMANCEHVAC TODAY TMIf You Don’t Measure, You’re Just Guessing!™hvactoday.comAUGUST 2018ALSO IN THIS ISSUE:Summit 2018 Panel Discussion on Implementing a Performance Culture (Part 2)Are Your Technicians Using the Right Tool for the Right Job?Why High-Performance Contractors Need A Sales ProcessIS IT THE RIGHT FIT for Your Company?The ABC’s of High Performance:AUGUST 2018 3HVACTODAY.COMAUGUST 2018 VOLUME 2 NUMBER 8HIGH PERFORMANCEHVAC TODAY TMCOVER STORY:ABCs of High Performance Contracting — Part 2Why make this possibly disruptive change in your business? Dominick Guarino explores several key reasons. MANAGEMENT:Summit 2018 Panel on Implementation — Part 2Our panel continues their discussion on how they overcame hurdles to implementing performance into their companies.SALES:Why You Need A Sales ProcessIn Tom Piscitelli’s inaugural article with High-Performance HVAC Today, he explains what sales processes mean to customers, employees, and you.TECHNICAL:The Right Tool for the Right JobTesting, Adjusting, and Balancing professionals need to invest in the right tools so they can produce the most accurate balancing reports for their customers.24221814 DEPARTMENTSOnline Content ......................................................................................4Today’s Word ........................................................................................7High Performance News ....................................................................8High Performace Products ................................................................9Contractor Spotlight: Holt Plumbing & Heating .................10Photo of the Month .........................................................................27Member Update ...............................................................................28Ad Index ................................................................................................29One More Thing ...............................................................................304 AUGUST 2018HIGH PERFORMANCE HVAC TODAYONLINE CONTENTFREE Monthly DownloadThis month’s download is a one-page checklist for those technicians who use the Testo 805i Infrared Thermometer during service and installation projects. The sheet actually contains three checklists: one to do an overall setup for the 805i, one for setting up temperature (IR) readings, and one for set-ting up mold readings. This has been updated and is a great reference piece for your field service and installation technicians.Go to ncilink.com/md0818, or use your phone with the QR Code below.By registering for free on NCI’s website, access this download and many more.Online UniversityFeatured this month is the National Comfort Institute’s (NCI) ABCs of Supervising Others – part of the NCI Online University Business management Training Series. This module is intended to help your leaders better un-derstand their roles and deal with the challenges of being a leader. In this course you will learn how to adjust to being a supervisor, what skills you’ll need to develop, and the im-portance of developing relationships with your co-workers. You’ll also learn how to manage conflict and challenging situations.Read more at ncilink.com/ou0818.AUGUST 2018 5HVACTODAY.COMBLOG POSTSPERFORMANCE-BASED MANAGEMENT: WHAT’S GOING ON AROUND HERE?NCI Business Coach and Trainer David Holt shares 10 ways to feel more confident that your team is delivering top quality, performance-based products and services. He shares how you can know what your team is really doing when not under direct su-pervision and how you can make sure they meet expectations consistently? Read his blog at ncilink.com/HoltOnMgmt.FIVE CO ISSUES TO LOOK OUT FOR THIS SUMMEREven in the summer you need to remain vigilant for carbon monoxide (CO) issues. In his blog, NCI Curricu-lum Developer David Richardson examines five summer CO issues you should be aware of and what to do when you encounter them.Read his blog post at ncilink.com/SummerCOThere’s an APP for that...This month we feature The DealerFirst mobile application. For those contract-ing companies that work on and install Goodman/Amana products, this tool gives quick, easy, on-the-go access to all their manufacturer support, including: z Warranty Express: Add, look-up, manage warranty claims zMatch-up/ratings: Find the right product for the right job z Product/diagnostic information: Look-up the necessary parts for the system that needs repair z Documents and support: Easy access to product brochures, warranty certificates, IO manuals, and spec documents zUnit Conversion: Calculate correct pressure temperature.This is a FREE app available in both the Apple (ncilink.com/Apple Dealer1) and Google App (ncilink.com/GoogDealer1) stores.AUGUST 2018 7HVACTODAY.COMcost of the equipment itself. You focus on your customers’ comfort, safety, health, and energy ef-ficiency issues within their homes. This not only includes maintaining equipment, but also involves truly understanding how that equipment works in conjunction with duct sys-tems and other factors impacting airflow. By testing and measuring, you not only see how the equipment is functioning and whether it is delivering the comfort and efficiency promised, you can also prove all of that to the consumer.With commodity price increases based ulti-mately on international steel and aluminum tar-iffs, it becomes even more incumbent on you to help customers get the very most out of their comfort systems. By selling air upgrades and duct renovations you could provide consumers better returns on their investment (ROI), because those actions will improve the longevity of their system and its performance. How? The amount of time necessary to achieve ROI will actually be shortened by making systems perform better and low-ering your customers’ utility bills. And as a result, you can actually earn more net profits while guaranteeing customer comfort and better energy efficiency.Tariffs are just another tax. They do make life for the average American a bit tougher in the short term. In the long term they MAY create a fairer international economic marketplace which would really help to reduce this nation’s trade deficits. That certainly would be great for the American people.Only time will tell on that score.But if you are providing consumers perfor-mance-based premium services with shortened ROIs, these taxes could ultimately benefit your bottom line. Think about it. Headlines in all the news media today are focused on the Trump Administra-tion’s latest international wrangle with the nation’s biggest economic foes and allies -- raw material import tariffs. It doesn’t mat-ter which side of the political fence you are on, tariff wars will clearly have an effect on businesses that depend on the targeted materials.In the HVAC Industry, the major products we sell, install, and service are made from two com-modities targeted for tariffs — aluminum and steel. The fear is costs for these materials will rise (they already have), meaning manufacturers will raise their prices to distributors (it is starting to happen), and then to contractors. You may al-ready be feeling the pinch.Many economy pundits warn of the dangers such price increases will have on the overall econ-omy and talk about things the government should be doing to alleviate those issues.History shows that the United States has been embroiled in trade wars in the past. The good news is that we survived. The question is — did those tariffs have the intended outcomes? In this case, President Trump is using the tariff as a tool to reduce our deficit by forcing trade partners to play fair. We can only hope that it works.The fact is tariffs are just another tax. It doesn’t matter if you are a contractor or a consumer, you will pay what the market will bear. So let’s look at this from a slightly different angle.In the Performance-Based Contracting™ world, you sell services that go well beyond the Tariff Wars: What Do They Mean to the Performance-Based Contractor?Mike Weil is editor-in-chief of this magazine as well as director of communications and publications at National Comfort Institute, Inc.IN THE PERFORMANCE-BASED CONTRACTING WORLD, YOUR SERVICES CAN GIVE CUSTOMERS BETTER ROI DESPITE TARIFFS CAUSING EQUIPMENT PRICES TO RISE.TODAY’S WORDBy Mike Weil8 AUGUST 2018HIGH PERFORMANCE HVAC TODAYTACO DONATES TO VETERANS GROUPTaco Comfort Solutions recently donated more than $32,000 to the Folds of Honor Foundation (foldsofhonor.org/about-us/) at the Eastern Energy Expo at Foxwoods Casino Resort in Mashantucket, CT. Folds of Honor is a non- profit organization that provides scholarships to children and spouses of disabled veterans or those killed in action. To date, the charity has raised over $100 million and provided nearly 16,000 scholarships. In the summer of 2017, Taco released a contractor rebate program to support their two newest ECM, high- efficiency circulators, the 007e and the 0015e3. The rebate program presented a great way to incorporate the Folds of Honor charity to support military families. Contractors who purchased a circulator could donate three dollars or the entire sum of their rebate to Folds of Honor. Taco promised an additional $3.00 donation for every mail-in rebate received. In addition, The White Family Foundation (thewhitefamily-foundation.com/) donated $10,000 toward the cause.The rebate program began July 4, 2017 and ran through Veterans Day, 2017. The check was presented by Ben White and John White III after a keynote address by Rooney at the Eastern Energy Expo. For more information, visit www.TacoComfort.com or www.FoldsOfHonor.org.MULCAHY OPENS NEW OFFICEManufacturers Representative Mulcahy Co., Inc. (mulcahyco.com/about-us) re-cently opened new facility in Fargo, North Dakota. The new location offers customers increased access to in-stock, high need warranty parts, and full-time service and sales support.Rob Grady, executive vice president at Mulcahy says, “Our expansion into Fargo will help us provide the next level of hy-dronic system sales and service across the state and northwest Minnesota.” Mulcahy carries centrifugal pumps, boilers, filtration systems, heat exchang-ers, valves, instruments, variable-speed drives, accessory items, and much more from a variety of manufacturers.BIG CHANGES AT RHEEMLast month Rheem® announced two key changes to their leadership. Chris Peel was promoted to president and chief executive officer of Rheem Manu-facturing Company with global respon-sibility for all business operations. In addition, JR Jones has been named ex-ecutive chairman of the board of Rheem Manufacturing Company.For the past 10 years, Peel served as Rheem’s president and chief operating officer. Cur-rently, he is also the chairman of industry trade association, Air Conditioning, Heating, and Refrigeration Institute (AHRI).Before joining Rheem in 2008, Peel held varied leadership positions with Lennox International and United Technologies Corp. (Carrier Corporation) among others.Jones will continue to provide guid-ance for Rheem’s vision and strategy, in addition to his board responsibilities. Jones has served as president and chief executive officer of Rheem for a decade.Prior to his tenure at the helm of Rheem, Jones served as the company’s chief op-erating officer and as president of both the Air Conditioning and Water Heating Divi-sions. He also held varied leadership po-sitions at Lennox International and The Trane Company. HIGH-PERFORMANCE NEWSFrom Around the Industry ... Promotions, Donations, and DistributionsChris PeelJ.R. JonesJohn White III (left) and Ben White (right)present Major Dan Rooney with a check from Taco Comfort Solutions at the 2018 Eastern Energy Expo.AUGUST 2018 9HVACTODAY.COMSystem App. The app also provides pre- and post-work check lists, in-depth system diagnostics, report emailing, and cloud storage for all work completed.It has a built in micron vac-uum gauge which enables technicians to set high and low alarms and it shows the micron rate of change (using built-in stop watch).For more information, go to ncilink.com/SMAN460 or call 800-633-7058.ENERVENT MINICORE ENERGY RECOVERY VENTILATOR (ERV)This ERV by Ruskin Manufacturing is a commercial unit with a minimum 50% total energy recovery effectiveness and a 16” chassis size. The MCV500 (operates at FIELDPIECE WIRELESS DIGITAL MANIFOLD WITH MICRON GAUGEThe SMAN460 wireless four-port digital manifold is a top-of-the-line Field-piece product. Among its many features:• Automatically calcu-lates target superheat• Provides simultane-ous superheat and subcooling• All nine of its measurements displayed on the large, easy-to-read screen• Extra large 3/8” full bore and 4th VAC port• Real-time system diagnosis and charging using wireless measurements.When coupled with the JL2 Job Link™ Mobile System Transmitter and the SDP2 Dual In-duct Psychrometer, techs can see all their readings in the Job Link™ Mobile HIGH-PERFORMANCE PRODUCTS350 CFM to 850 CFM) and MCV1000 (op-erates at 650 CFM to 1250 CFM) each have an energy recovery core built with a 100% polymer membrane and no moving parts.It is AHRI Certified, easy to service in the field, and resists mold and bacteria (tested to ISO 846a and 846c with a rat-ing of 0 for both).The enERVent has optional communi-cations enablng it for controls/BACnet integration. Also, a MAP gateway allows users to monitor performance on mobile devices or desktops.For more information visit the Ruskin website at ncilink.com/MCV500.Upcoming NCI Training & Event Schedule*Subsidized NCI training offered by Southern California Edison.Combustion Performance & Carbon Monoxide Safety Certification Program Sept 5-7: South Plainfield, NJSept 11-13: Richmond, VASept 18-20: Pittsburgh, PASept 25-27: Des Moines, IAOct 9-11: Philadelphia, PAResidential HVAC System Performance & Air Balancing Certification Program Sept 5-7: Baltimore, MDSept 11-13: Salt Lake City, UTCommercial HVAC System Performance Certification Program Oct 2-3: Medford, MACommercial Air Balancing Certification Program Sept 25-27: San Antonio, TXOct 9-11: Landover, MDOct 9-11: Los Alamitos, CA*Duct System Optimization & Residential Air Balancing Certification Program Sept 18-20: Kansas City, KSSept 18-20: Columbus, OHSept 18-20: Los Alamitos, CA*Sept 25-27: Charlotte, NCOct 9-11: Omaha, NENational Balancing Council Commercial Balancing Certification Program Oct 15-19: Cleveland, OHNext >