HIGH-PERFORMANCEHVAC TODAY TMIf You Don’t Measure, You’re Just Guessing!™hvactoday.comJANUARY 2019ALSO IN THIS ISSUE:n NCI Summit 2019: The Week At-A-Glancen Selling Maintenance Agreementsn ABCs of High-Performance Contracting: Part 7n Financing Powers PerformanceSetting the Stage for 2019JANUARY 2019 3HVACTODAY.COMJANUARY 2019 VOLUME 3 NUMBER 1HIGH-PERFORMANCEHVAC TODAY TMSERVICE:Selling High-Performance Maintenance AgreementsContractor Jim Ball addresses how his company includes and sells performance testing in their service agreements.LEADERSHIP:Summit Week 2019Everything you need to know about National Comfort Institute’s annual industry event being held in April.MANAGEMENT:ABCs of High-Performance HVAC: Part 7This month, Dominick Guarino focuses on having the right tools for the right job for Performance-Based technicians.MANAGEMENT:Financing Powers PerformanceDo you make use of financing to help your customers buy duct renovations, air upgrades, and new equipment? You should. Here’s why from financing expert Eric Howarth.26322319 DEPARTMENTSOnline Content ......................................................................................4Today’s Word .........................................................................................7AHR Expo News and Show Coverage ........................................8AHR Expo High-Performance Products ................................11Contractor Spotlight: Kupetz Plumbing and Heating ........15Member Update ...............................................................................34Photo of the Year ..............................................................................35HVAC Smart Mart ...............................................................................36Ad Index ................................................................................................37One More Thing ................................................................................384 JANUARY 2019HIGH-PERFORMANCE HVAC TODAYFREE Monthly DownloadThis month’s download is a methodology for testing any vented combustion equip-ment to help diagnose the presence of combustion air problems, or undersized or restricted flues. You can use it for a single piece of equipment, or for multiple units that are com-mon vented. This data sheet highlights the best instru-ment to use to measure combustion air and provides five-step procedures for single and multiple units.Go to ncilink.com/md0119, 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 last module of the System Performance Testing Series. It focuses on Duct Traverse Basics. A duct traverse is a method for accurately determining system airflow when you can’t use a balancing hood. In this module you will learn to apply the basic tra-verse formula for both round and rectangular ducts. You’ll also be taught how to recognize the best and alternative locations to perform the traverse, and understand when it is NOT appropriate to perform a duct traverse.Discover more at ncilink.com/ou0119.ONLINE CONTENTJANUARY 2019 5HVACTODAY.COMBLOG POSTSCOMMERCIAL STATIC PRESSURE TEST METHODSStatic pressure measurement on commercial HVAC systems can vary significantly from one type of equipment to another. In this blog post, Rob Falke shares NCI’s testing process for packaged equip-ment, including measuring TESP, plotting fan air-flow and internal equipment pressure drops, and so much more. Read his blog post at ncilink.com/ComTest.ELIMINATING PROBLEMS THROUGH INNOVATIONIn another of our Legacy Series Blog Posts, we share one of the last columns by Nita Brooks who wrote about creating a company culture of innovation where essentially the entire team works together to resolve problems.Nita talks about how it is the people who drive problem-solving success and shares insight on what it takes for this culture to happen.Read her blog at ncilink.com/innovate.There’s an APP for That... MUNTERS PSYCHROAPPThe Munters PsychroApp™ is our January Featured App. It provides a quick and easy psychrometric mobile tool that makes ac-curate calculations of the thermodynamic properties of moist air easy.Calculate the total, sensible, latent, and moisture loads of any process more accurately than using psychrometric charts. The PsychroApp™ provides calculations such as dew point, grams per kg, and grains per pound. Simply enter the temperature and relative humidity and Munters PsychroApp™ will output the corre-sponding dew point or grams per kg/grains per pound, giving you the insight you need for your job. This free app is available in both the Apple (ncilink.com/MuntersA) and Google (ncilink.com/MuntersG) stores.JANUARY 2019 7HVACTODAY.COMnot some outside influence, corporation, gov-ernment, or other entity9. Our Technology: We have access to the very best HVAC equipment, tools, and test-ing/diagnosing instruments. They enable us to ply our trade to the best of our ability10. Our Ability to “Shine”: As Doc Rusk, one of my 20th Century contractor heroes used to say, “HVAC is a dirty business. But it is so easy to be a star, to outshine those around you, if you have the desire to do so”11. Our Opportunities: Performance-Based Contractors™ have so many potential oppor-tunities open to them. We are limited only by our decisions when it comes to training, cre-ativity, and culture12. Our Own Membership Organization: National Comfort Institute and all its partners provide the High-Performance HVAC Indus-try with their own sounding board, training, and educational resource13. Our Own Conference: The High- Performance HVAC Summit is a unique Peer-to-Peer networking opportunity for Perfor-mance-Based Contractors. See Dominick Guarino’s comments on page 38 for reasons why you should attend14. Our Own Magazine: OK – this one may-be more personal. But High-Performance HVAC Today is the digital and print voice for Performance-Based HVAC contractors and I have the honor and responsibility to manage it. So these are some of the reasons to cele-brate the new year and to get yourself fired up for the next stage of your journey to per-formance. May 2019 bring you and your team great success. I look forward to seeing you at Summit 2019.It’s 2019!! I hope everyone had a fantas-tic New Year’s celebration, are now fully recovered, and ready to take on the future. As we mark the new year, I got to thinking about all the things we, the High-Performance HVAC Contracting Industry, have and should be thankful for. So, without further ado, join me in celebrating:1. Our Customers: We thank those who en-able us to work our trade by understanding the value we provide, and buy our duct reno-vations and air upgrades2. Our Training: Performance-Based Con-tractors™ are among the best trained HVAC contractors in the industry3. Our Uniqueness: This segment of the in-dustry stands out and provides distinctive opportunities other contractors just don’t have access to4. Our Abilities: We can truly control comfort in any building. And we can prove it!5. Our Profession: Because our profession is unique, it cannot be outsourced to another country. It is purely American6. Our Careers: High-Performance Contrac-tors have a great career path for their employ-ees to follow7. Our Products: As High-Performance Con-tractors, our product is ourselves. Therefore every contractor is unique and no one can steal what we design, sell, install, and maintain8. Our Self-Determination: Our businesses and opportunities are 100% controlled by us –Happy New Year!Here are 14 Reasons to CelebrateMike Weil is editor-in-chief and director of communications and publications at National Comfort Institute, Inc.mikew@ncihvac.comIT’S EASY TO BE A STAR, TO OUTSHINE YOUR COMPETITORS, IF YOU HAVE THE DESIRE TO DO SO. TODAY’S WORDBy Mike Weil8 JANUARY 2019HIGH-PERFORMANCE HVAC TODAYsions that you should be sure to check out. More on that in a minute.A CORNUCOPIA OF INDUSTRY PRODUCTS SHOWCASEDBecause of the sheer size of this show and the crazy number of products on display, organizers have divided the ex-hibit hall into three distinct sections. This enables you to better organize and man-age your time while there.These three sections include:Building Automation and Control (BAC) Showcase – This area features products and services for Building Au-tomation, Energy, and Facility Manage-ment Systems; Climate Controls; Mon-itoring Systems; Networked Building Systems (such as Lighting, Security, and Fire Alarms); Wireless/Cloud-based tech-nologies; and more.The Software Center concentrates on HVACR-related software, both off-the-shelf and customized solutions. These in-clude: Project and Field Service Manage-ment (Estimating, Inventory Control, GPS Tracking); Systems Design, Specification and Analysis; Remote-based and Cloud-based Software; and more.The Indoor Air Quality Association Pavilion is designated for member com-panies of the Indoor Air Quality Associa-tion (IAQA). These exhibitors will show products related to Indoor Air Quality, such as Air Quality Monitors, Exhaust Fans, Environ-mental Testing Systems, Dehumidifiers, and more.Of course the rest of the show fills sev-eral giant halls in the convention center that can account for miles and miles of walking. It is always a great idea to ei-ther use the AHR Expo App or the print-ed guidebook to plan your day.One more fun fact: the Expo showcas-es thousands of products in more than 770 categories including: Heating Systems, Air Conditioning Units, Refrigerating Equipment Ventilators, Ducts, and Fans IAQ Related Products, including Filters Building Automation, Controls, Net-working, and Energy Management SystemsThis month the entire HVAC Indus-try gathers for the 71st Annual AHR Exposition in Atlanta, Geor-gia from January 14-16. With more than 2,100 product manufacturers and sup-pliers displaying the very latest in me-chanical systems products, innovations, and services, the show is a veritable shopping mall for the discerning HVAC contractor.Since 1930, the AHR Expo has re-mained the industry’s gathering place for commercial and residential HVAC contractors, facility operators, archi-tects, educators, and other industry pro-fessionals to explore the latest trends and applications and to cultivate mu-tually beneficial business relationships.More importantly, the High-Perfor-mance segment of the HVAC Industry will be well represented. National Com-fort Institute (NCI) and National Balanc-ing Council (NBC) will both be exhibiting (Booth BC4929 in Hall C of the Georgia World Congress Center), so please be sure to stop by and say hello.You may not know this, but NCI and NBC are endorsing organizations of the expo and have been for years.Furthermore, many of the tool and in-strument manufacturers who build the products you need to do your Perfor-mance-Based Contracting™ work will also be there – as well as everything from software to massive chiller sys-tems and more.Finally, there are the educational ses-sions, which number in the hundreds. NCI and NBC are leading four FREE ses-HIGH-PERFORMANCE NEWSWhat High-Performance Contractors Should Do at the AHR EXPOJANUARY 2019 9HVACTODAY.COMment technology, and skills are improv-ing because of a steady rise in field airflow testing throughout the HVAC industry. In Quick Guide to Applying Fan and Pump Laws, attendees will learn about this quick guide to remember and apply pump and fan (affinity) laws in their daily work. This seminar will provide more than a dozen examples of applications using fan and pump laws. Understanding these laws enables test and balance, commis-sioning, and facilities maintenance pro-fessionals to apply and solve problems on a daily basis.This class is being held Monday, Janu-ary 14th from 2:30 to 3:30 PM . It too is a free entry-level class for all registered AHR Expo attendees. It is being present-ed by Scott Fielder, director, National Balancing Council.How Much Energy Can HVAC System Balancing Save? Good question, right? Find out on Monday, January 14th from are FREE and open to the public. zAirflow Testing Accuracy in the Field zQuick Guide to Applying Fan and Pump Laws zHow Much Energy Can HVAC System Balancing Save? zWhat it Takes to Get an Installed HVAC System to Operate at Equipment- Rated Capacity.Airflow Testing Accuracy in the Field will be held on Monday, January 14th from 1-2 PM in room B315. This entry-level class is free to all reg-istered AHR Expo attendees and is being presented by Ben Lipscomb, P.E., engi-neering manager at NCI; and Peter Ja-cobs, president of Building Metrics.Lipscomb and Jacobs will discuss how advances in airflow instruments and technician certification have increased the accuracy of field airflow measure-ment in recent years. They will show how test methods are now simpler because of advanced instru- Radiant Heating, Hydronic Systems, and Plumbing Products Tools and Instruments Software for HVAC Design, Estimating and Service/Business Management Solar, Geothermal, and other Renew-able Energy Related Products.EDUCATION, EDUCATION, AND MORE EDUCATIONBecause the Expo is held in conjunction with the ASHRAE Winter Conference and a large number of other organizations, attendees can choose from hundreds of seminars and product demonstrations on the exhibit floor as well as in class-room settings. In fact, there are more than 120 ses-sions including free best practices and industry trends seminars from leading HVACR organizations, continuing educa-tion programs from the ASHRAE Learn-ing Institute (ALI), rapid-fire product pre-sentations, and professional certification opportunities.HIGH-PERFORMANCE HVAC CLASSESAmong these many training opportu-nities are four classes being taught by in-structors from both NCI and NBC. All four JacobsFielderFalkeLipscombAttendees fill the room in the convention center during one of the many presentations at the AHR Expo.Next >