< Previous10 JANUARY 2022HIGH-PERFORMANCE HVAC TODAY This motto resonates well with cus- tomers, and we decided to register it as a trademark. SELLING IN A COVID-19 WORLD With everything shut down, we had to develop new creative ways to sell our products and services. When things first shut down, the team at Aire Rite began using Microsoft Teams to communicate with everyone remote- ly. At first, such communications were in the form of a Town Hall-type of update. At first, I started doing this every Friday for staff, and then it went from weekly to monthly, and we began do- ing it for customers as well. We vid- eo-chatted using Teams or Zoom de- pending on what the customer wanted to use. During these meetings, I would ex- plain our new service offerings and how they benefited customers. As this advanced to video chat sales calls, it was a means for us to hear our cus- tomers’ concerns, to see how we could help them based on their budgets. Our team also does some digital marketing. We use LinkedIn and oth- er social platforms to post articles, talk about IAQ, or even address the impor- tance of operational economizers. The key is to reach customers where they want to be reached. TRAINING AND MAINTAINING We didn’t have enough work to keep our field technicians busy during those first few months, so we focused on training them and getting them certified in various disciplines. I’m talking about up to 16 hours per week of training depending on the person, their department, and what training was available. The high-performance training made a real difference for our techs who were out there during the shut- downs. They not only test and diag- nose systems but can then use that data to help alleviate the fears of our restaurant customers. TODAY AND TOMORROW The good news is that despite the challenges of the past two years, Aire Rite has been able to keep the lights on. The lessons learned from all of this include the following positives: z We kept our team zWe trained our team zThey stuck it out with us z We learned to be more flexible for those who needed to work remotely z We became a stronger work family. One of our most significant op- portunities was born from the shut- downs in the new norm -- the oppor- tunity to expand Aire Rite’s reach to another state. We knew we had to go to a higher level of MERV-rated fil- ters, bring in more outside air, make sure economizers work, ramp up duct cleaning, etc. We also looked at UV lights and bi-polar ionization from a com- mercial perspective. IAQ’S IMPORTANCE At Aire Rite, we have a special proj- ects department through which we do commercial air balance and optimiza- tion as well as building control. With COVID raging, we added IAQ to its mix. This includes services and sales for ionizers, UV lights, air duct clean- ing, economizer retrofitting, and add- ing CO2 sensors. We added a new service for disinfect- ing ductwork and the inside of rooftop units. This took off with people want- ing their AC units disinfected. Though used for some time to fight mold, it also helps kill COVID-19 viruses. Aire Rite goes to market with it under the trade name “Marked Safe.” We introduced it to our customers in April 2021. During the second half of 2021, we generated more than $350,000 in sales. This much-needed cash inflow continued to grow and remains a bright spot. Indoor air quality is so essential that we had to find a way to help explain it so our commercial customers “get it.” Because everyone from ASHRAE and the CDC preaches the need to bring in more outdoor air to fight COVID-19 and other pathogens in the indoor air, we came up with the following phrase to reflect that: “Air dilution is the solution to indoor air pollution ® .” Commercial restaurant kitchens are a vital part of Aire Rite’s customer base. Pictured here is a tech disinfecting a customer’s kitchen.JANUARY 2022 11HVACTODAY.COM inroads with our restaurant custom- ers. They are beginning to understand the importance of fixing economizers like never before. We must provide custom solutions for everybody. For contractors, every customer is different, and helping them get through crisis times must include an educational process based on the facility or property manager’s level of understanding and comfort with you. And, of course, their budgets. COVER STORY offer maintenance. Service will come after that. LESSONS LEARNED By attacking issues incrementally, we’ve grown the company and man- aged to outperform the pandemic. When we circle back to restaurants in general, what have they learned? In a word, “Predictive Maintenance.” We’ve been working with more cus- tomers on how to become more pre- dictive on maintenance by putting in controls and sensors both for their re- frigeration and for airflow. Plus, we talk about installing building pres- sure sensors so they can measure stat- ic pressure to make sure the buildings are positively pressurized. The pan- demic has helped us make significant Because California is so strict on so many levels, it is unfriendly to busi- nesses and families. Many people are leaving the state, and unfortunately, several of our top technicians decid- ed to go as well. Two of them relocated to Phoenix, AZ, where several of our large clients had operations. Though they left, they still wanted to work for Aire Rite, and I thought the time was ripe for spreading my wings a bit. I obtained my Arizona contrac- tor license and began operating there using these two technicians. Right now, this isn’t a branch of Aire Rite. It’s what we call a Virtu- al Outpost. It focuses on system per- formance at the HVAC building con- trols level. Later we’ll move into total system performance, and from there, Don Langston is President and CEO of Aire Rite® Air Conditioning & Refrigeration. His company has worked on economizers for more than 40 years. He also works on emerging technology proj- ects with funding from DOE, California, and state utilities. 12 JANUARY 2022HIGH-PERFORMANCE HVAC TODAY mend the right duct repairs. You also won’t know where to start or what to do to complete them successfully. Testing requires knowing what in- struments to use and how to use them. So, step one is first to test static pressure, then airflow. Testing begins with gathering information from both the indoor and outdoor equipment. Why? This data helps you establish static pressure and airflow targets before you measure. Here is the data you’ll need: z Equipment type and location zIndoor model number(s) z Fan speed settings zMaximum rated total external static pressure (TESP) z Outdoor model number zOutdoor unit tonnage. High-Performance HVAC system testing re- quires having the right instruments and knowing how to use them. You also need report forms to record your findings (Figure 1). Once you have this information in hand, you’re ready to test the system. You can also use a free app called AirMaxx Lite (airmaxxlite.com) to help you start your static pressure and airflow diagnostics. These items are the foundation for diagnos- ing system issues. Without them, well, you’re just guessing. To measure static pressure, you will need a pressure testing kit that includes the following: zManometer – analog or digital z Static pressure tips and tubing – neoprene or silicone z3/8-in. test port plugs z Small drill/impact gun with a unibit and 3/8-in. drill bit with a sheath/stop z Thin screwdriver – for cleaning out and W hen it comes to pinpointing HVAC system issues impacting the com- fort and safety of your customers, there are basic steps you can take to test, diagnose, and repair the problem. These steps are known as airflow diagnostics. When you master these principles in your daily service practices, you can provide your customers the comfort that they want and deserve. FIRST, TEST THE SYSTEM Without testing, you cannot confidently recom- 12 JANUARY 2022HIGH-PERFORMANCE HVAC TODAY The Key to Mastering Airflow Diagnostics Figure 1. Sample report form for recording your measurements and taking notes. By Jeff Sturgeon TECHNICALJANUARY 2022 13HVACTODAY.COM fan speed in use and lightly circle it. Next, find the column closest to your measured total external static pres- sure and lightly circle it. You should have two points circled on the fan ta- ble at this point. Line up your measured total exter- nal static pressure and the fan speed being used. The point where they in- tersect is the airflow amount the fan is moving. Record this reading to di- agnose the system and compare it to your required airflow. This process may seem like a lot of testing steps, but it’s more intimidat- ing on paper than it is to do the test. You can measure static pressure and plot fan airflow in less than five min- utes with a bit of practice. DUCT TRAVERSES Sometimes it may be necessary to do a duct traverse when plotting fan air- flow is questionable. This test offers a very accurate means for determining airflow and has been used by air bal- ancers for decades. It is the gold stan- dard of airflow measurement in com- mercial and residential HVAC systems for many. A traverse is a series of measure- ments to determine the aver- age velocity or airspeed mov- ing through an opening. Air velocity is measured in a grid pattern through a variety of openings. These openings typ- ically include ducts, registers, grilles, filters, economizers, and grease filters. Average air velocity, by it- self, doesn’t provide a lot of in- formation about ducts or the mechanical system. But once you combine it with a simple formula, you can determine airflow. The formula is Area x Veloc- ity = CFM. This formula uses the fol- lowing components. z Area = the inside dimensions of the duct measured in square feet z Velocity = the average speed of air, measured in feet per minute (FPM) through the duct z CFM = the calculated airflow mov- ing through the duct. Also known as cubic feet per minute. So, once you determine the average velocity reading, multiply that by the inside area of the duct, and you have the calculated airflow. The good news: you don’t have to do the math. Thanks to the advances in test instruments today, they perform the math as you measure. For more information on the right tools needed to do a duct traverse, see ncilink.com/TraverseTools. BALANCING HOODS Airflow tests will help you narrow down problematic areas in a building. removing internal duct insulation. Then you need to take four pressure readings to diagnose any HVAC sys- tem properly: z Total external static pres- sure zFilter pressure drop (∆p) z Coil pressure drop (∆p) zSupply and return duct pressures. Before obtaining these measurements, do a visu- al inspection of the blower wheel to make sure it is clean and rotates properly. If all is well, then make sure the fan speed settings are correct for the type of fan installed. And finally, it’s time to plot the system fan airflow. PLOT FAN AIRFLOW Fan airflow points you in the right direction to correct excessive TESP. You might have too much or not enough airflow depending on system needs. The solution to each problem is different. To plot this, you need a fan table. Most manufacturers provide fan tables in the installation instructions or on the blower door. You can also do a web search for the brand and model num- ber of the fan to find the right table. Don’t spend too much time search- ing. National Comfort Institute (NCI) has developed generic tables that will work (See Figure 2). For more info on NCI’s fan table, go to ncilink.com/ SP-FanG You plot fan airflow using the operating fan speed and the mea- sured TESP. If you have the manufacturer’s ta- ble, locate the air-handling equip- ment’s model number, then locate the JANUARY 2022 13HVACTODAY.COM Figure 2. NCI Generic Fan Table14 JANUARY 2022HIGH-PERFORMANCE HVAC TODAY TECHNICAL sure comparison is easy to understand and works wonders in bridging tech- nical lingo to simple words. Also, if you include your customer in the test- ing process (especially with balancing hoods), they will be more likely to ac- cept the options you present to resolve the issues. When it comes to HVAC system di- agnostics, our industry has been us- ing rules of thumb far too long. These practices continue to cause mislead- ing diagnosis and improper repairs – not to mention occupant discomfort, unhealthy homes, safety issues, and needless energy waste. You can only achieve proper equip- ment and system diagnostics through airflow testing. Recommending air upgrades and duct renovations is the fruit of all that testing. As Weldon Long once said, “Your job is to diagnose prob- lems and recommend solutions. Period. Your customer’s job is to buy or not to buy.” Once they’ve answered your ques- tions, the next step is to put together options that address their concerns. Start by sharing the numbers you’ve measured and explaining what they mean. Now is a great time to use anal- ogies and not jargon. At NCI, we often put things in terms of a medical exam (blood pressure). RECOMMENDATIONS AND SOLUTIONS One of the absolute strengths of the high-performance approach is that test measurements provide you with data. As Quality Improvement Guru W. Edwards Deming said, “Without data, you’re just another person with an opinion.” Don’t be the guy with an opinion. By mastering airflow diagnostics, you can help customers understand what is happening with their system and why. Simply translate the test results – avoid being technical. The static-pressure-to-blood-pres- You can further pinpoint issues by us- ing balancing hoods to show which rooms are not receiving the proper airflow. You measure airflow coming out of the registers and compare that to the estimated airflow for that room. Read more about how to esti- mate room airflow at ncilink.com/ beachballs. The good news is that using balanc- ing hoods gives you the opportunity to involve your customer. Their partici- pation allows customers to “see” what is happening in the room and gives them a better idea of why that room is uncomfortable. This can help when it is time for you to make suggestions for repairs. By the way, you can read all about using balancing hoods in an article written by David Richardson for the ACHR News magazine here: ncilink. com/BalancingHoods. ASK THE CUSTOMER QUESTIONS Mastering airflow diagnostics re- quires one more key skill – commu- nication. This is very important. Once you complete testing and diagnostics, it’s time to talk with the customer and ask questions. Your test results are the foundation for that conversation. Some of you will want to talk first and measure later. That is a mistake. Using test results as the basis for your ques- tions lets you show customers “why” you are asking them. Then you must listen to their responses. It would help if you also wrote their answers down. This action shows them that you hear them and value what they say. NCI has Home Comfort Analysis forms which are ideal for capturing customer answers. These are one of many benefits of becoming a member. Meet Jeff Sturgeon at NCI Summit 2022 Airflow diagnostics done right will help solve customer comfort and energy issues and set your company ahead of your competi- tion. Join us in Scottsdale this coming March during National Com- fort Institute’s (NCI) Annual High-Performance HVAC Summit to see how to perform airflow diagnostics. Jeff is NCI’s Southern California Train- ing Center Manager and Instructor. He will demonstrate how testing works live on March 30 at 1:30 PM. There is still time to take advantage of Early bird registration. It ends on February 1, 2022 . Don’t wait another minute! You can still save hundreds on your registration costs. And don’t forget to book your hotel. Go to ncilink.com/ WeKoPa22 to reserve your rooms today. Learn more about at gotosummit.com . Or call 800-633-7058. HVAC SUMMIT 2022 HIGH-PERFORMANCE16 JANUARY 2022HIGH-PERFORMANCE HVAC TODAY measuring conditions in the field rather than in a lab, were conducted to determine if certain theo- ries or opinions were factual. We know at NCI that “If you don’t measure, you are just guessing.” It is a fact that these studies have disproven specific industry recommendations or standards concerning national building codes and/or man- ufacturer requirements. So why has nothing changed? Are the disclaim- ers or listed precautions listed in the codes or manufacturers’ instructions enough to tell us to be careful? THE STUDIES In 1995, ASHRAE (American Society of Heat- ing, Refrigerating & Air-Conditioning Engineers) released a study from Canada addressing combus- tion air in cold climates, such as Alaska. The study concluded that unprotected passive combustion air could deliver up to 15 times more ventilation than required for combustion. This would lead to cold mechanical rooms and broken water pipes. Even when sheltering combus- tion air openings, they allowed up to five times more ventilation than needed. Making the openings smaller had much less effect than expected. The study did show that me- chanical or fan-powered combus- tion air would perform properly F or the past year or so, the world has been consumed with the battle to beat COVID- 19. Experts tell us to follow the science. Experts and politicians tell us to get vacci- nated or don’t, wear a mask or not! No one knows if this is science or just someone’s opinion. In the HVAC industry, we should believe in sci- ence. Our industry has quite an effect on people’s lives and health. There are studies on which we base the proce- dures we follow, but we know that as technology and science change, those procedures may not be as correct, functional, or safe as originally thought. In the beginning, many directions or instruc- tions we followed were based on opinion rather than verification through testing and measuring. The difference from the pandemic is that we are supposed to wear blinders rather than wear masks. GETTING PAST LABORATORY-BASED GUIDELINES Over the last 30 plus years, there have been many professional studies on different beliefs or guidelines in the HVAC industry. These studies, Do You Believe In Science? By Jim Davis MANAGEMENT The science behind airflow measure- ment is exact and enables technicians to determine causes of many comfort and safety issues in homes and businesses.JANUARY 2022 17HVACTODAY.COM THE COMMON FACTOR When it comes to HVAC system test procedures for checking combustion air, there are many out there. Yet al- most none confirm that combustion air is getting to the equipment. May- be, without testing, we know there is plenty of air in the room because we are breathing. This is why National Comfort In- stitute (NCI) stresses and teaches the best method to determine combustion air performance, and then how to con- trol or correct it! ALTITUDE’S IMPACT ON COMBUSTION Some studies deal with derating new furnaces at higher altitudes. The first known study was in 1933. That study was performed in altitude chambers in a lab, using a fuel rated for sea level. This led to the rule for derating 4% for every 1000 feet above sea level. Fuel Btus at sea level are about 1000 Btus per cubic foot or slightly high- er. It is possible in 1933 that this was the same Btu formula used at high altitudes. However, this case study doesn’t mention that. How about a new study at the actu- al altitudes? In 2007, there was a published re- port on the derating of mainly gas- fired induced draft furnaces at higher altitudes. The study’s goal was to de- termine if it was still necessary to der- ate equipment 4% for every 1000 feet of altitude above 2000 feet. Five identical furnaces were tested at three altitudes: sea level, 2230 feet, and 6700 feet. Nothing in the report shows they tested at any higher alti- tude. The furnaces were tested with natural gas and propane fuel. Although the report says they used the same amount of gas Btus on all equipment, they didn’t mention the number of Btus used. Assuming it was gas normally used at sea level, the nat- ural gas was about 1000 Btus per cu.ft. and the propane was 90,000 Btus per gallon. The furnaces were operated at their normal rating, then overfired and un- derfired. In all cases, when fired at normal sea level settings, the furnaces operated safely up to 6700 feet. Inter- estingly, most furnaces operated with higher carbon monoxide output when underfired. There could be more con- versation about the testing, but this is under almost all conditions. Furthermore, the 1995 combustion air study stated that bringing cold outside air directly into burners is not a good idea. Cold outdoor air can cre- ate unstable combustion. If you study combustion, you un- derstand that you get better combus- tion with hotter air, warmer fuel, and a hotter flame. From purely a science standpoint, combustion is the process of oxidation, regardless of the fuel. Oxidation is the rapid movement of molecules that produces heat. I be- lieve cold outside air does not conform to this scientific fact! So why is it still recommended? One question you might ask is what makes a cold climate cold? I would as- sume “cold” would be when tempera- tures drop below 32 degrees. Is that right? Another question might be, why hasn’t anything been changed or updated. ANOTHER STUDY BY ASHRAE In 2000, ASHRAE published a gen- eral study on combustion air, not spe- cific to cold climates. This study found that the amount of passive combus- tion air required by national build- ing codes does not work under many environmental conditions. However, mechanical or fan-powered combus- tion air was effective under almost all conditions. The report also stated that nation- al building codes don’t allow for pro- fessionally installed systems. Twen- ty-one years later, we are still using undependable combustion air stan- dards. When asked why, authorities only say it is better than nothing! Why hasn’t anything changed? Don’t we believe in science? Airflow control is a science often ignored in favor of rules-of-thumb or codes that aren’t based on real measurements and testing.18 JANUARY 2022HIGH-PERFORMANCE HVAC TODAY MANAGEMENT its have always encountered violent opposition from mediocre minds!” In the HVAC Industry, there is a saying that no matter what someone tells you to do, if it doesn’t work, it is your fault. However, how can we cor- rect things that don’t work if we don’t know the truth? The truth will always lay in science. The question is, “Do you believe in science?” disagree with someone in authority, you are labeled a troublemaker. Two of my favorite quotes are from Albert Einstein, who said, “Unthinking respect for authority is the greatest en- emy of truth!” He also said, “Great spir- enough for now. So, based on the above study, why do manufacturers still require furnac- es derated at the listed altitudes? In most cases, the gas used has less Btus than this test, making derating even worse. Don’t we believe in science? DISBELIEVERS AND NAYSAYERS There are additional warnings and disclaimers about other procedures we are required to follow that have never been tested or verified. Sadly, would testing even make a difference? Over the years, as we uncover new informa- tion that disagrees with the way things always have been done, that informa- tion is dismissed by naysayers. In addi- tion, I believe that today any time you Jim Davis is the senior instructor for National Comfort Institute (NCI). He has a long and storied career in the HVAC Industry. Today he is considered one of the foremost authorities on airflow’s impact on combustion and carbon monoxide safety. Contact him, at ncilink.com/ ContactMe .Summit 2022 Is Coming. Are You Ready? NCI UPDATE This year it’s personal. It’s the first Sum- mit in two years where the High-Perfor- mance HVAC Industry can gather in per- son, to learn, share, and network. We return to the We-Ko-Pa Resort and Casino in Scottsdale, AZ from March 27- 31, and are focused on helping you per- sonalize what you learn there. In fact, you have the power to choose which knowledge level you want when you at- tend a breakout session. Each breakout has three levels: Novice, Practitioner, and Mastery. There are a total of 18 sessions to choose from. Novice is for those who are just learn- ing the high-performance discipline. Practitioner is for those who’ve been practicing their skills but want to take it up a notch. Mastery is for those who are proficient in the specific area but are ready to go to the next level. You can design your teams’ learning experience on where they are in their careers. For example, when it comes to carbon monoxide and combustion, your choices are: z Novice : Two Must-Do Combustion Safety Tests, taught by Tom Johnson z Practitioner : Vision Beyond Sight with Combustion Testing, taught by Jeff Sturgeon z Mastery : Advanced Venting & Com- bustion Air Solutions taught by Jim Davis. To help make decisions easier, we’re offering special discounts when you bring three or more people from the same company. Plus, there’s early bird pricing (available through Feb.1, 2022), NCI membership discounts, and more. Space is limited, the sooner you register, the sooner you’ll be locked into attend this game-changing HVAC event! Summit 2022 is coming. Are you ready? For more information and to reg- ister, visit gotosummit.com . If you have any questions or need help, call our Customer Care line at 800- 633-7058. The January 2022 PowerPack Is Online Happy New Year and welcome to the January 2022 PowerPack exclusively for NCI Members. This month, we feature the following: z Achieve Your Goals Through Delegation – Webinar z Six Steps to Achieving Your Goals – Online Training z The HVAC Industry Needs a Return to Craftsmanship – Article z Strategic Planning & SWOT Analysis with Worksheet – Download z Estimating R-Value Chart – Download. Some of the tools included each month may not normally be accessi- ble with your membership subscrip- tion package. However, you can ac- cess these tools through this PowerPack portal during the current month. So get started today: ncilink.com/PwrPak. If you have any questions, or if you are unable to access any of the tools in this program, please contact your Customer Care team at 800-633-7058. NSI 6000: Become a Reseller Today THe NSI 6000 Low-Level Carbon Mon- oxide (CO) Monitor (ncilink.com/NSI- 6000Review ) is more sensitive and accu- rate than a typical store-bought detector. You can offer real protection to your customers by bring- ing this life-changing monitor to every ser- vice call. To do this, you first must become a re- seller . This exclusive program is only for HVAC, plumbing and weatherization contractors. Homeown- ers, facility managers and property man- agement personnel must purchase the NSI 6000 through an authorized reseller. National Comfort Institute, Inc. (NCI) has stringent requirements in place for any company desiring to sell and install the NSI 6000 monitor. This process requires candidates to either be currently NCI Combustion/ CO certified or they must complete the Combustion/CO certification class. There is a five-step process for becoming a reseller. Go to ncilink.com/NSI6000 to learn more. Once you become a reseller, NCI has prepared a video to walk you through the process of setting up your customers. The video is at ncilink.com/NSI6000Vid1. If you have questions, or need more in- formation anywhere in the process, you can call 800-633-7058. JANUARY 2022 19HVACTODAY.COMNext >