< Previous10 SEPTEMBER 2020HIGH-PERFORMANCE HVAC TODAY apply in the field. Your technicians will use the mea- sured TESP and compare it to the man- ufacturers’ recommended TESP rating. When measured TESP is over the rat- ing, there are components restricting airflow. Knowing this, technicians can begin measuring components through- out the system to find the problem(s). It’s important to coach your team about the NCI static pressure budgets. This will give them the ability to create percentages based on the fan’s maxi- mum total external static pressure rat- ing. Once they achieve this in the field, they’ll compare each pressure drop measurement to the budgets they’ve created. When their measurement is over the budget, that will tell them ren- ovation is needed. In addition to finding airflow restric- tions, you’ll coach your teams on how to plot fan airflow. This is done using the actual TESP, fan size, and fan speed. By using the manufacturer’s fan ta- ble they have everything they need to plot fan airflow. The fan table is pro- vided by the manufacturer but some- times is hard to locate. When the man- ufacturers’ table is not accessible you can use the NCI Generic tables. Your technicians can now compare the fan-plotted airflow to what the equip- ment required airflow is supposed to be based on the outdoor tonnage. When fan-plotted airflow falls under or over 10% of the equipment’s required airflow, renovations will be needed. RENOVATION PRESENTATION Testing and diagnostics have very little value to your customer or to you if the results aren’t shared. It’s im- portant to stress to your team that these presentations should not be too technical. Your customers will not, for the most part, understand what you’re talking about. Remember, their main concern is whether the problem can be fixed. You can always find a way to ex- plain to your customers the problems with the HVAC system by relating it to something they can understand. For example, most customers have had their blood pressure taken and know measurements can be taken in re- turn and supply plenums. No math is needed here. That one measurement tells you how restrictive that side of the duct system is. Then your tech can compare their measurement to a static pressure bud- get which helps determine if the duct system is restricted. We’ll discuss static pressure budgets a little bit later. 6. Document the test results – You need to write test results down to show what areas of the system need to be focused on. Also, use the numbers to show and explain to the customer where the greatest system concerns are. HOW TO DIAGNOSE To diagnose each potential problem, you need to teach your team how to compare what they measured to either a rating the manufacturer gives the equipment or a percentage they can See Casey Contreras During the All-New Virtual Summit 2020 The High-Performance HVAC Summit 2020 is happening on October 5-7. This year it will be held live, online – a virtual event. NCI Field Trainer Casey Contreras is one of four presenters showcasing the importance of coaching your team to high performance and this article is based on his upcoming session. This online, live Summit will include all the same events normally held during past in-person Summits. This includes our Virtual Tradeshow (where you can learn about the latest products and services from our industry partners). Virtual Summit 2020 will also feature several general session speakers, a special contractor panel discussion, and the presenting of our coveted NCI contractor and individual awards. Virtual Summit 2020 offers you and your team the oppor- tunity to not only hear from some of the Performance-Based HVAC Industry’s finest, but also a chance to virtually net- work with like-minded contractors from across the nation. Learn more about the Virtual High-Performance HVAC Summit 2020 online at GoToSummit.com . MANAGEMENTSEPTEMBER 2020 11HVACTODAY.COM ternal components. At the NCI Virtual Summit (goto- summit.com), we will go into more detail on how you get your technical team to understand and properly per- form their test measurements. We’ll also discuss other measurements that can be taken so you and your team can find and solve even more issues with the systems you run into. cate to smartphones via apps. But if you’re old school and prefer a tried-and-true instrument, then pick up a Magnehelic gauge. Magnehelics also measure static pressure but are better from a sales point-of-view be- cause of their visual display. This fea- ture helps you better explain static pressure issues to your customer. Don’t forget some of the accessories you’ll also need, including tubing and static pressure tips. The tubing connects the static pressure tip to the manome- ter. You’ll also need a way to install test ports, so that means having a drill bit with a protective sheath or a step bit. The sheath is used with standard drills and is purely for safety. It stops the bit from penetrating too deeply into the ductwork and damaging in- what it means if the reading is too high. Compare static pressure to blood pressure. High static pressure in the ductwork is the same as high blood pressure in the human body. The high- er it goes, the more risk of failure. INSTRUMENTATION To take measurements and obtain the readings we are talking about in this article, you’ll need a static pres- sure test kit (ncilink.com/SPTest- Kit). HVAC Industry technicians typ- ically use a gauge like the manometer (ncilink.com/EBT730) or Magne- helic (ncilink.com/magnehelic) to measure static pressures. The manometer is great for new- age techs because this instrument is quick, easy to use, and can communi- Casey Contreras is a trainer and field coach for National Comfort Institute. If you would like Casey to send you a link to a free App for your phone to quickly determine the airflow of residential fans in the field, email Casey at ncilink.com/ContactMe or call him at 657-227-6188. To find more free downloads and information, go to NCI’s web- site at NationalComfortInstitute.com . HIGH-PERFORMANCE HVAC TODAY any coach or team and try to determine what the secret is to their success. THERE IS NO “I” IN TEAM The greatest example of outstanding coaching, in my opinion, is that of John Wooden (ncilink. com/JWooden). His UCLA Bruins won 10 NCAA basketball championships in 12 years, and in those 12 years, he was always in the running (even the two years he was not in the championship). Another interesting fact: Wooden never faced the same team in the final game. No other team in the nation would rise to be his competition. When you look at his teams, I would wager that unless you are a huge NCAA basketball fan, you can only name two players he coached. One of those, Bill Walton, tells the story of his first day as a freshman when John Wooden came out, sat them down, and proceeded to teach them how to put on their shoes and socks. Google that story as it is a great illustration of how Wooden coached. Bill was also the player who decided to let his hair get long and grow a beard. Wooden told him that was his right to do so and he would surely miss him. Walton stayed and submitted to the coach’s authority. You can also make this happen in your busi- ness as well. Wooden focused on fundamentals and building character in his players as well as being there for them. When he required some- thing of the team, they believed in what he said and responded. Sounds like a great way to run your business, right? MORE THAN MENTORING Coaching your team to win championships is more than just being a mentor, it is also being I was standing on the sidelines of a Doak Walker (ncilink.com/DoakWalker) youth football championship game that my third-grade nephew was playing in. My nephew’s team had a little monster of a defen- sive lineman who could easily overpower any other player in the league. The coach on the other sideline had in- structed his line to triple-team this player and had stopped his effectiveness. I asked my nephew’s coach if I could “coach up” his defensive line and he said I could. I called the two defensive tackles over and asked where they were lining up and af- ter they told me I instructed them to switch where they lined up every down. The other team became confused and devastated because they did not know who to block, so almost ev- ery play going forward was stopped for a loss in the backfield and our entire line was coming through like the dike had broken. I learned from my experience in coaching many youth sports that coaching was a great way to lead any group or individual into greater performance and results. I can attest to the positive effect that the coach- ing-type of leadership will have on your business and your life as well. When it comes to “coaching up” your team, you need to start with the basics. I am a firm believer in study- ing the exceptional performance of Coaching Managers: Implementing High-Performance into Your Business By Dave DeRose MANAGEMENT 12 SEPTEMBER 2020SEPTEMBER 2020 13HVACTODAY.COM two years of the 12 in his historic run, but I think we would all take that type of “failure” as a great improvement. YOUR BIGGEST COMPETITOR IS YOU When discussing the HVAC industry and coaching of your team, one thing that must be pointed out is that you rarely have anyone to compete against other than yourself. There may be another company in your area that you compete with for projects and customers, but they are not lined up outside your shop to keep you from producing. They are not try- ing to tackle your best tech from fixing a system or blocking the shot of your install team. Normally only you and your team can oppose the production and success you desire. Now, I can just feel every- one thinking about how the internet and difficult clients are roadblocks, but even these issues cannot stop you from producing or serving your customers. Like a good coach, you need to watch your day develop from the side- lines and make adjustments that will produce scores. I always tell folks that I do not mind working. But I am lazy by nature, so if I can find an easier way to produce re- sults, I will do that. Would you love to make the same or more profit with less conflict? Think about this: How would Wood- en deal with the tech who forgot to turn on the disconnect to the condens- ing unit and left a good customer with- out cooling in August? Or the install crew that left the door open and the dog got out, or did a poor job of clean- ing up after they finished? I can assure you that those players corrected that type of performance or they did not play for John Wooden. TAKING FIRST STEPS The first step in this transforma- tion is to work on your skills as a man- ager and become the true winning aware of problems as they develop in day-to-day operations and not waiting for the Profit-and-Loss statements to realize you are not winning. That is a little like trying to fix your program after the final whistle blows and you are sitting at home watching the next round of the playoffs. I do believe you need to be finan- cially sound and educated in the num- bers. But what if you could see profit potentials or loss each day at 9:00 AM or 1 hour after your start time? What if you developed the ability in yourself to see a team member in dis- tress and who needed a little coaching up? Or to see a team member who just does not fit and needs to be moved ei- ther internally or externally? What if you could build a team that won awards every time they competed? Now as I ask these questions, I re- alize that even John Wooden missed See Dave DeRose During the All-New Virtual Summit 2020 The High-Performance HVAC Summit 2020 is happening on October 5-7. This year it will be held live, online – a virtual event. Contractor Dave DeRose is one of four presenters showcasing the importance of coach- ing your team to high performance and this article is based on his upcoming session. This online, live Summit will include most of the same events normally held during past in-person Summits. This in- cludes our Virtual Tradeshow (where you can learn about the latest products and services from our industry partners). Virtual Summit 2020 will also feature several general ses- sion speakers, a special contractor panel discussion, and the presenting of our coveted NCI contractor and individual awards. Virtual Summit 2020 offers you and your team the opportunity to not only hear from some of the Performance-Based HVAC Industry’s finest, but also a chance to virtually network with like-minded contractors from across the nation. Learn more about the Virtual High-Performance HVAC Summit 2020 online at GoToSummit.com.14 SEPTEMBER 2020HIGH-PERFORMANCE HVAC TODAY MANAGEMENT pany. The desired outcome is to see each team member take responsibili- ty and pride in the company as well. In the west, we call that “Riding for the Brand.” I have been told that in Cana- da it is “Skate for the Colors.” Sounds to me like there was a great coach at the head of those teams. Clapton did not just pick up a gui- tar and begin to play great riffs with- out practice. The saying that practice makes perfect was a mantra many coaches used, but the actual statement is perfect practice makes perfect. I will always believe in Perfor- mance-Based Contracting™. I know that should mean much more than systems that are at .5 inches static pressure and 90% or better combus- tion efficiency. Think about what your business would look like if we could remove some of the static pressure from poor performance and increase our effi- ciency by making the entire company work smarter not harder. Coaching as a manager or owner can create that culture in your com- coach of your team. This is not ac- complished by buying a new software program or some new piece of equip- ment. You cannot make this change by using a new supplier with lower prices or promised service that never mate- rializes. This only happens when you work on your skills as a coach. Many company owners in this in- dustry started as great installers, tech- nicians, or even supervisors and de- cided to be in business for themselves. Just as you did not start your first day on the job knowing what it took to in- stall a new system, you did not become an owner and know all it takes to run a profitable and thriving company. If you played any sports in school, you practiced many hours on tech- nique and skills for that sport. Eric Dave DeRose founded Masterworks Mechanical in Craig, CO in 1988. At the time, he was a master plumber with experience in plumbing, heating, air con- ditioning, and refrigeration. He grew the company over the years and eventually sold it to employees Victor and Amy Updike in 2015. Dave remains active in and a servant leader for the HVAC Industry, particularly the High-Performance Contracting™ segment. SEPTEMBER 2020 19HVACTODAY.COM S tatic pressure is the first step on the PATH (Pressure, Airflow, Temperature, and Heat) to performance. It is an air- flow foundation and indicator of overall HVAC system health. When used correctly, you can pinpoint hidden airflow restrictions at the fil- ter, coil, and within the duct system. The PATH to performance can overwhelm you in the beginning. At first glance, there are so many choices it can get confusing on where to start. As we begin this journey, we will address points to help you simplify testing and keep it in context. When done correctly each step moves you for- ward on the path. STATIC PRESSURE PRINCIPLES In its simplest definition, static pressure is the amount of resistance a blower must push and pull against to circulate air through a duct system. It acts equally on all sides of the duct, like the “blow up” pressure that keeps a balloon inflated. Inches of water column (in. w.c.) is the unit of measure- ment for static pressure. Static pressure is highest at the air-handling equipment, closest to the blower. Any components in the airside of a system act as resistance (pressure drops) the blower must overcome. Such components include the indoor coil, air filter, and duct system (supply and re- turn). The more restrictive to airflow they are, the higher the static pressure reading. TEST INSTRUMENTS Before you can measure static pres- sures, you need a pressure testing kit that includes: ● Manometer – analog or digital ● Static pressure tips and tubing – neoprene or silicone ● 3/8” test port plugs ● Small drill/impact gun with a step bit or 3/8” drill bit with a sheath/stop ● Scratch awl – for cleaning out internal duct liner/insulation ● Carrying case for all your goodies. You can typically put together a complete kit for around $200. Don’t skip on purchasing any of these items; they each have a purpose. TEST PORTS To access the airside of an HVAC system, you must install test ports at strategic locations in the air handling equipment and duct system. Most systems need four test ports to measure and cal- culate different static pressures. You can download the NCI Static Pressure Test Location Diagrams for proper test sites on dif- ferent air-handling equipment. To do so, you will Pressure: The First Step to Airside Performance By David Richardson TECHNICAL Over the next several months we will feature articles detailing the keys to the PATH ( P ressure, A irflow, T emperature, and H eat). Last month David Richardson provided an overview of the series. You can read that here: ncilink.com/PATH1 . Future articles will go into more detail on how to overcome the paralysis of trying to implement everything all at once. Remember, practice makes perfect. So, as Richardson explains, become proficient in each step before proceeding to the next. In the end, you will be able to deliver the greatest value in service and performance that your customers have ever seen. And that will help you deliver the most well- deserved profits to your bottom line. In the next installment David Richardson will address more details on the second step in the PATH: Airflow. Stay tuned! The PATH to Performance: A Six-Part Series The PATH to Performance: Part 2Next >