HIGH PERFORMANCEHVAC TODAY TMIf You Don’t Measure, You’re Just Guessing!™hvactoday.comDECEMBER 2018Shining the SpotlightonPerformance- Based Contractors™ALSO IN THIS ISSUE:Build Your Business Through Measurement and DiagnosticsABCs of High-Performance Contracting: Part 6The Secrets of Customer EngagementDECEMBER 2018 3HVACTODAY.COMDECEMBER 2018 VOLUME 2 NUMBER 12HIGH PERFORMANCEHVAC TODAY TMTRAINING:ABCs of High-Performance Contracting - Part 6The performance path requires training. Here is an outline for EXACTLY what training is best for each team member.MANAGEMENT:Shining the Spotlight On Performance-Based Contractors™High-Performance Contractors share their experience and insight on how performance builds their businesses.TECHNICAL:Build Your Business with DiagnosticsContractor Mike Hartman shares how he uses static pressure diagnostics to set his company apart, prove his craftsmanship, and ultimately grow his company.SALES:Secrets of Customer EngagementHow important is customer engagement to the High- Performance HVAC sales process? In a word, “Very.” Tom Piscitelli explains.2314 DEPARTMENTSOnline Content ......................................................................................4Today’s Word ........................................................................................7High Performance News ....................................................................8High Performance Products .............................................................9Photo of the Month .........................................................................26Member Update ...............................................................................27HVAC Smart Mart ...............................................................................28Ad Index ................................................................................................29One More Thing ...............................................................................3010204 DECEMBER 2018HIGH PERFORMANCE HVAC TODAYFREE Monthly DownloadThe December 2018 Tech Tip download highlights how to use Fieldpiece SPD2 Dual In-Duct Psychrometer to mea-sure and monitor equipment temperature, as well as capture enthalpy change while adding refrigerant. The data sheet explains how to navigate the SPD2 screens and provides illustrations and photos to provide technicians at-a-glance instructions for use in the field.Go to ncilink.com/md1218, 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 another module of the National Comfort Institute’s System Performance Testing Series: Using An Air Balancing Hood. This device is one of the most import-ant tools for maximizing your cus-tomers’ comfort and energy effi-ciency. This online course focuses on how to use the air balancing hood correctly to get meaningful results from system balancing. You will find out how to do a balancing report, what to do when the grille or register is out of reach, how to create a grille correction factor, and so much more.Read more at ncilink.com/ou1218ONLINE CONTENTDECEMBER 2018 5HVACTODAY.COMBLOG POSTSYOUR NETWORK CONNECTIONThis blog is part of NCI’s Legacy Series, in memory of those who came before us. Nita Brooks, who passed away in 2016, wrote about the impor-tance of creating and maintaining a peer network to help you succeed in your career and your life. Read her blog here: ncilink.com/connect.HOW TO PLOT FAN AIRFLOWThe most important diagnostic truth about a system is that you can determine how much air the system fan moves. In this blog post, Rob Falke examines how fan airflow can be plotted in less than five minutes to open the door to a new level of diagnostics and troubleshooting. He provides five quick steps that explain what to do, how, and why. Learn more by reading this blog post here: ncilink.com/PlotFanAFThere’s an APP for That ... This month we feature the Carrier Enter-prise-HVAC Contractor Assist which allows you to log into your online Carrier Enter-prise account and check pricing, orders, and add to your cart. You can see real-time availablility for your preferred branch as well as other nearby branches. You can even search and find AHRI matched systems with real-time inventory and system pricing. Other screens include: zEquipment parts list zDocument search zWarranty tools zPressure-Tempera-ture calculator zSales center infor-mation. This FREE app is available in both the Apple (ncilink.com/CE1) and Google (ncilink.com/CE2) stores. DECEMBER 2018 7HVACTODAY.COMbut upwardly spiraling costs could be in all our futures.Furthermore, in 2018, refrigerant phaseouts were back in the news because this year is the deadline for the U.S. and other developed na-tions to stop producing HFCs. Then, next year, HFC use must be reduced by 10%. By 2036, it faces a reduction of 85%. That has major implications for the cost of manufacturing, selling, and installing high-ef-ficiency HVAC equipment, which adds costs to consumers in a time when everyone is look-ing for ways to save energy dollars. It does, however, present opportunities for Perfor-mance-Based Contractors™ who can help cus-tomers obtain the energy savings and comfort they want and deserve.One constant theme, year-after-year, is the growing need to attract young people into this industry. The fact is, with the median HVAC technician age today somewhere in the mid to late 40s, we are seeing shrinkage, not growth in the number of people in the trades. So where have all the HVAC technicians gone? How do we turn this around? One way is to get involved in the STEM (Science, Technology, Engineering, Math) programs. STEM and our industry really go hand in hand, and you should get involved in your local high school and community college programs. This could be a great way to educate and recruit young people.And finally, 2018 marks the end of the first year of this magazine’s existence. Join us in celebrating this exciting milestone for High- Performance HVAC contractors, as we look forward to 2019 and beyond, providing a strong voice for our industry in the pages of this magazine.So as 2018 comes to a close, here’s to a very happy, healthy, and profitable 2019. With this being my last editorial of 2018, I thought I might revisit some of this year’s events and how they will set the stage for 2019. The biggest news this year comes from the results of the mid-term elections and the chang-es they wrought on the political landscape of our country. The good news: Voter turnout reached the highest level seen in a mid-term election since 1914. The bad news: the mid-terms brought about the potential for a lame 2019 Congress with the Republican majority diminished. This will impact President Trump’s agenda for the upcoming year. Can you say stalemate?This year certainly was one for positive change: Washington Times writer Robert Knight summarizes by citing many of the ad-ministration’s accomplishments including tax reductions, the Supreme Court appointees, and much more. Read his article at http://ncilink.com/Trump.In addition, we have seen the jobless rate in this country fall and the economy really pick up, which bodes well for small businesses and indi-viduals alike. Let’s face it, growth is a six-let-ter word and for the HVAC Industry in general, High-Performance Contractors in particular, the Trump economy is a very good thing.Balancing that out, however, the tariff wars he’s initiated against China as well as our allies could have long-term negative impacts on the economy and U.S. businesses (farmers are already feeling the heat). What do these tariff wars mean to you? Only time will tell, As 2018 Comes to a Close …Mike Weil is editor- in-chief and director of communications and publications at National Comfort Institute, Inc. He can be reached at mikew@ncihvac.comFOR THE HVAC INDUSTRY IN GENERAL, THE HIGH-PERFORMANCE CONTRACTOR IN PARTICULAR, THE TRUMP ECONOMY IS A VERY GOOD THINGTODAY’S WORDBy Mike Weil8 DECEMBER 2018HIGH PERFORMANCE HVAC TODAYzations. They were recognized for help-ing push Design/Build and a contrac-tor-first approach to commercial and residential HVAC contracting. This really put the company on the map.Wallace’s son Bill joined the company in 1981 after earning a Bachelor of Sci-ence in Mechanical Engineering from Auburn University. In 1992, Bill Lee became the pres-ident of the company. He continued building on his father’s and uncle’s leg-acy. Under his leadership, Lee Compa-ny grew to become a comprehensive facilities solutions and home services company employing 1,150 people and earning $225 million in annual revenue. In February 2016, Bill Lee retired as CEO to serve as chairman of the compa-ny. In an interview with the Tennessean, he said he threw his hat in the ring be-cause he and his wife believed the of-fice of the governor was his calling.“We felt called to serve,” Lee said.EGIA FOUNDATION STUDY LEADS TO CALL FOR ACTIONLast month the EGIA Foundation released its newly published industry study that addresses HVAC as a career.The study, performed and analyzed by Decision Analyst, is called Bridg-ing the HVAC Employment Gap. It tack-les the awareness and familiarity of high school students and their par-ents about HVAC as an industry and as a career. The study found that 64% of high school students believe HVAC is not a career that would make a parent proud. Unfortunately, often unjustly so, these careers are viewed as substandard or undervalued career choices.To change that perception, EGIA Foundation is focused on promoting HVAC as a first-choice career through a unique coalition of industry stakeholders. The group is devoted to building the workforce through initiatives including public outreach, mentorship programs, scholarships, and employ-ment oppor-tunities. Says EGIA Trustee Wel-don Long, “Through this work, the EGIA Founda-tion is en-suring the industry can meet labor demands well into the future. “Learn more about what EGIA is plan-ning by downloading a pdf, or request a printed copy of the study at EGI-AFoundation.org/report.Who says HVAC contractors don’t have an impact on the country? Well Bill Lee, chairman of Lee Company, Nash-ville TN will directly have an impact after soundly defeating the Democrat Karl Dean. He replaces outgoing GOP Governor Bill Haslam.Tennesseans elected Republican Bill Lee as the state’s 50th governor on No-vember 6th, voting into office a politi-cal newcomer who rose to prominence traveling the state in a recreational ve-hicle. Lee avoided using negative polit-ical attacks and appealed to voters as a conservative businessman.He won the race by 20 points, receiv-ing 59 percent of the vote.Lee Company, a longtime member of National Comfort Institute (NCI), was founded by Bill Lee’s grandfather in 1944. His father Wallace and Uncle Ted Lee helped propel the Lee company to na-tional prominence through their efforts working with ACCA and other organi-HIGH-PERFORMANCE NEWSHVAC Contractor Elected Governor of TennesseeTennessee Governor Bill Haslam (left) congratulates Governor-elect Bill Lee (right) during a joint press conference on Nov. 7th at the State Capitol. Photo by Shelley Mays/ The TennesseanDECEMBER 2018 9HVACTODAY.COMinto ducts, as well as aids in positioning in hard to reach locations where a curved-style Pitot tube may not allow access.For more information, go to ncilink.com/160FW.FUJITSU SMARTER BUILDING CONTROLLERFujitsu General’s Smart-er Building Controller has an easy-to-use, plug-and-play building management sys-tem for use with Fujitsu’s Airstage heating, ventilation, and cooling systems. The controller offers seam-less integration with installed equipment. Control is done via Internet connection through a simple interface from any connected device. It is easy to setup and use, with advanced users able to generate system performance re-ports, alerts, and access service diagnos-tic screens. The system gives you the option to use a secure cellular LTE network, making complicat-ed IT unnecessary. This pro-vides your building owner extremely secure connec-tivity and control.No expensive field con-trollers are needed at con-trol points and no specialized programing is required. For more information, go to ncilink.com/SMcontrol.WIRELESS STRAIGHT PITOT TUBESDwyer Instruments, Inc., recently released their Series 160FW Wireless Straight Pitot Tube Series. The Series 160FW is ideal for measuring air veloc-ity or flow in applications such as build-ing commissioning and building HVAC testing and balancing.Data is captured and sent to Dwyer’s Mobile Meter® or TraverseIT™ Software Application via a wireless differential pressure sensor attached to the Pitot tube. Units are constructed from corrosion- resistant stainless steel, with perma-nently etched insertion depth gradua-tions. The static pressure port is parallel to the sensing tube for quick, easy align-ment of the tube with the air flow. The straight design allows for easy insertion HIGH-PERFORMANCE PRODUCTSNext >