HIGH-PERFORMANCEHVAC TODAY TMIf You Don’t Measure, You’re Just Guessing!™hvactoday.comMARCH 2019 Get Ready for Summit 2019!ALSO IN THIS ISSUE:Winning Communications During the Sales Hand-offDuct Traverse: Using the Right ToolsABCs of High-Performance Contracting: Part 8MARCH 2019 3HVACTODAY.COMMARCH 2019 VOLUME 3 NUMBER 3HIGH-PERFORMANCEHVAC TODAY TMMANAGEMENT: Prepare for High-Performance SalesHigh-Performance Sales is more of a buying process. Here’s how to help customers buy before you get to the closing.PROCESS MANAGEMENT:Communication + Organization = Profits and SuccessContractor Dawn Mroczek explains how to increase profits by improving the hand-off of jobs from sales to installation.COVER STORY:Get Ready for Summit 2019Just a month away, NCI’s Summit 2019 is action packed and a must-attend event. Here are all the highlights of programs, sessions, and opportunities that you cannot miss.SALES:Secrets to Duct Renovation Sales Pippin Brothers has achieved great success selling renovations in their market. Mark Pippin shares how they do it.TECHNICAL:Duct Traverse: Using the Right ToolsProfessional Engineer Ben Lipscomb details which tools are the best for Performance-Based HVAC contractors to successfully conduct duct traverses.3122161925 DEPARTMENTSOnline Content ......................................................................................4Today’s Word .........................................................................................7High-Performance News....................................................................8High-Performance Products ..........................................................11Contractor Spotlight: Masterworks Mechanical ...................12Member Update ...............................................................................34Photo of the Month .........................................................................35HVAC Smart Mart ...............................................................................36Ad Index ................................................................................................37One More Thing ................................................................................38The High-PerformanceSales CycleThe High-PerformanceSales CycleLead GenerationLead TurnoverSales Call/ProcessesHandoff to InstallationService Agreements4 MARCH 2019HIGH-PERFORMANCE HVAC TODAYFREE Monthly DownloadTwo-Minute Duct Per-formance Test is a step-by-step guide to doing fast stat-ic pressure tests in the field. This data sheet highlights what static pressure is, what duct pressure budgets are, and provides the calculations for determining whether ductwork is sized adequately.To use this information, you’ll need a manometer, tubing, and static pressure tip to conduct the test.Just go to ncilink.com/TechTipDL, 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 HVAC for Rookies module of the Customer Service Training series. This module is for those employees with little to no HVAC technical experience and will teach them the basics. It is part of short online courses that helps you with onboarding new employees, teach-es rookies the basic fundamentals of HVAC systems, and how each major department in your com-pany works together to achieve goals set by you.The course covers the foundational structure of a HVAC company, HVAC basics, system per-formance and so much more.Discover more at ncilink.com/ou0319ONLINE CONTENTMARCH 2019 5HVACTODAY.COMBLOG POSTSTHREE TIPS FOR MEASURING STATIC PRESSURE ON VARIABLE-SPEED FANSMeasuring static pressure on air handling equip-ment that has variable-speed fans can be a chal-lenge to both new and experienced technicians. David Richardson shows that by addressing a few details, your readings will be consistent when you encounter this blower type. He provides three tips you can use the next time you measure static pressure on a variable-speed fan. Read this blog post at ncilink.com/VSFStatics. THE COMFORT REVOLUTION REVISITEDBack in 2005, Dominick Guarino wrote a column in another magazine that addressed the growing movement now known as High-Performance HVAC contract-ing. We believe it is still relevant today. Check it out and let us know if you agree.Read this blog post at ncilink.com/Rev2.There’s an APP for That...Are you looking for a great refrigerant charging and diagnostic HVAC app? HVAC Buddy® is for use when technicans are ser-vicing equipment. In fact, using this app, along with your gauges and a thermome-ter, is a great way to diagnose and deter-mine the right refrigerant charge. Some features of the app include: zSuperheat for fixed capillary or subcooling for TXV/EXV zCalculates targeted vs. actual subcooling zOver 100 refrigerants including newer azeotropic blends zAirflow / Delta-T / TEET Calculation zUpdate all values with realtime output. This app costs $9.99 and is available at both the Apple (ncilink.com/HBud) and Google stores (ncilink.com/HBud2).MARCH 2019 7HVACTODAY.COMTODAY’S WORDBy Mike WeilMike Weil is editor-in-chief and director of communications and publications at National Comfort Institute, Inc. He can be reached at MikeW@ncihvac.comIn February, the Women in HVACR (womenin-hvacr.org) association (WHVACR) announced the appointment of its new president for 2019, Danielle Putnam. Putnam, co-founder and president of The New Flat Rate (thenew-flatrate.com), steps into the WHVACR role as a strong advocate for the increase of women in the industry (which, by the way, is also the mis-sion of the organization).This is something near and dear to my heart on a number of levels. First, I have been a strong advocate for opening the doors to this industry to more women and mi-norities for years. Besides all the articles I’ve writ-ten on the subject, 15 years ago I put my money where my mouth is and offered the newly found-ed organization a home for their annual meetings at the tradeshow I helped manage.From that first tradeshow event in 2004 where WHVACR met with only 40 members, the organi-zation today boasts 400 and continues growing.I met Danielle during those years and found her to be a strong advocate for bringing” new blood” into the trades. She is a forward-thinking busi-nessperson who not only helped her father start The New Flat Rate, but also previously worked as director of business development for a large digital service firm. Besides working her day job, Danielle volunteers as a public speaker focusing on promoting careers in this industry. Furthermore, Putnam serves her community by teaching weekly classes for high school students on the importance of forming and maintaining healthy relationships and using those skills to get jobs, especially in the trades. Her personal mission was a great fit for WH-VACR, which she joined in 2012. She quickly joined their board of directors, and has been ac-tively working on the dream of attracting more people onto the HVAC career path.“My mission in 2019 as president of WHVACR is to continue increasing member involvement to achieve the goal of attracting more people,” she told me recently. She then explained her agenda.“We’re rolling out an Ambassador Program where HVACR professionals go to schools to talk about careers in the trades. This program will eventually be rolled out in all 50 states. My goal is to have ambassadors in 29 states by year’s end.” In addition, she told me the organization pro-vides five educational scholarships of $2,000 each to help young people cover some of the costs of their HVACR education.It’s this kind of dedication that makes things happen. I know many other contractors and man-ufacturers that dedicate time and dollars toward encouraging young people to consider HVAC as a career. But this feels different. It feels like some-thing this industry should get behind.PUTTING YOUR MONEY WHERE YOUR MOUTH ISIf you are reading this, it’s likely because you are involved, or want to be involved, in the Per-formance-Based Contracting™ approach. The impending technician shortage will definitely im-pact you if you cannot find and train the person-nel you need to make High-Performance Con-tracting work in your company.So my question and challenge is this: What are you doing about it? If the answer is, ‘not as much as I should,’ consider throwing your support be-hind organizations like WHVACR and/or learning about ways you can make a difference. It will take an industrywide effort to move the needle. The activities of Danielle Putnam and WHVACR are major steps in the right direction. That’s what I call, ‘working on the dream.’ Are You Actively Working on the Dream?8 MARCH 2019HIGH-PERFORMANCE HVAC TODAYA PERFORMANCE-BASED CONTRACTING APPROACHAmong the supporting and sponsor-ing organizations was National Com-fort Institute (NCI), of Cleveland, OH. As an exhibitor, NCI focused on meeting HVAC residential and light commercial contractors walking the trade show and sharing with them training and tools that can change their business and their ap-proach to providing customer comfort.In addition, NCI trainers conducted four seminars that focused on the pro-cesses and technologies behind Perfor-mance-Based Contracting. Instructors from NCI included Rob Falke, Scott Field-er, and Ben Lipscomb, who was partnered with Peter Jacobs of Building Metrics.The classes were as follows: . 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. In Airflow Testing Accuracy in the Field, Ben Lipscomb and Peter Jacobs discussed how advances in airflow in-struments and technician certification have increased the accuracy of field air-flow measurement in recent years.They shared with the audience how test methods are simpler because of advanced instru-ment technolo-gy. Lipscomb said, “Technician skills are improving be-cause of a steady rise in field airflow testing throughout the HVAC industry.”Scott Fielder’s session, Quick Guide to Applying Fan and Pump Laws, dis-cussed the ins and outs of applying pump and fan laws in the daily life of every HVAC technician in the field.He says, “Understanding these laws al-lows test and balance, commissioning, and facilities maintenance professionals to better apply and solve problems daily.”How Much Energy Can HVAC System Balancing Save? That is the question Ben Lipscomb and Peter Jacobs asked at-tendees during their presentation of the same name. The answer -- plenty. “Testing and balancing saves some energy, “ Lipscomb says, “and addition-al testing will help you better diagnose problems, find hidden system shortcom-HIGH-PERFORMANCE NEWS2019 Events that Rock the High-Performance HVAC IndustryNCI Engineer Ben Lipscomb, P.E. during his session on Airflow Accura-cy in the Field.Rob Falke teaches a full class about what it takes to get an in-stalled HVAC system to operate at equipment-rated capacity during his session at AHR Expo 2019.AHR Exposition RecapIn January the HVAC Industry got to-gether for the 89th annual AHR Exposi-tion in Atlanta, GA. It has been 18 years since the last Expo was held there and this year it occupied 30% more space than it did in 2000.Another big change -- the number of sponsoring organizations. In 2019 more than 37 major industry organizations sup-ported the Expo, along with more than 1800 exhibitors and 65,000 attendees.Like every year at the expo, you can’t help feeling the positive energy as the HVAC Industry gathers to talk about the future. Showcased were the latest tech-nologies, equipment, and services. This includes high attendance in all the educational sessions, crowds work-ing the show floor, and the after-hours events where contractors, engineers, manufacturers, and distributors hob-nob and lay the groundwork for the up-coming year.MARCH 2019 9HVACTODAY.COMrunning out.This year the event, which will be held in Orlando, FL on April 15-18, focus-es on the High-Performance Sales and Delivery Cycle and features five Perfor-mance-Based Contractors who will lead the sessions.Furthermore, NCI recently an-nounced the key-note speaker will be Jennifer Bag-ley, CEO of CI Web Group, an HVAC Digital Marketing Agency in both the U.S. and Canada. She will talk about how to create a system within your company that produces clarity, focus, and the abil-ity to execute. is wrong. He explained that by develop-ing your testing skills, “finding system de-fects may be easier than you think.” He went on to show how this can be done.Next year, the AHR Exposition will be in Orlando, FL, February 3-5, 2020. NCI, and National Balancing Council (NBC) will return as sponsoring organizations. Once again, they will provide a number of sessions as part of AHR’s educational program. Be sure to mark your calendar.2019 NCI Summit Is Nearly HereThe National Comfort Institute (NCI) High-Performance HVAC Summit is just a month away. There is still time to reg-ister and book your hotel, but you need to hurry -- space is at a premium and is ings, and make customer repairs.”Rob Falke shared with attendees during his session on What it Takes to Get an Installed HVAC System to Op-erate at Equipment-rated Capacity, how popular opinion about the difficul-ties of optimizing system performance NCI Director of Business Training and Coach-ing David Holt manned the booth and talked with contractors about the “Data to Dollars” aspect of Performance-Based Contracting.Jennifer BagleyNext >