industry influencers High-Performance HVAC hvactoday.comJUNE 2022 HIGH-PERFORMANCE HVAC TODAY TM If You Don’t Measure, You’re Just Guessing! ™ • Create Static Pressure Testing Best Practices • The HVAC Industry Loses Another Great Leader • Contractor Spotlight: SoCal Airflow Pros ALSO IN THIS ISSUE: a r o f a l o D i F l i p p o o h n s o n B r o o k sTRIBUTE: The HVAC Industry Loses Another Great Leader NCI CEO Dominick Guarino shares his thoughts and memories on the late NCI President, Rob Falke. HVAC Industry Influencers COVER STORY: Class of 2022 High-Performance 10 Meet the four newest inductees to High-Performance HVAC Today’s Industry Influencers Club. 15 JUNE 2022 VOLUME 6 NUMBER 6 HIGH-PERFORMANCE HVAC TODAY TM 19 DEPARTMENTS JUNE 2022 3HVACTODAY.COM Today’s Word .........................................................................................4 High-Performance Product Review ...............................................5 Contractor Spotlight: SoCal Airflow Pros ...................................6 NCI Update .........................................................................................17 HVAC Smart Mart ...............................................................................22 Ad Index ................................................................................................23 MANAGEMENT: Create Static Pressure Testing Best Practices Contractor Ben DiMarco of Cleveland, OH-based DiMarco and Associates shares some of the best practices he’s incorporated into his company.4 JUNE 2022HIGH-PERFORMANCE HVAC TODAY TODAY’S WORD By Mike Weil HVAC and beyond. Joe Fristikwas the publisher of Contracting Business magazine when the publishing indus- try was undergoing tremendous changes. The challenges of being a print publication convert- ing to digital technologies were complex. He was never afraid of tackling problems, but always ap- proached them with finesse and grace. He was a master relationship builder -- a skill that benefited not only the magazine but also the industry. Rob Falke was the president of National Com- fort Institute who passed away on May 3, 2022. Please read Dominick Guarino’s tribute to Rob on page 19. Everyone who knew Rob knows the tre- mendous contributions and leadership he shared with the HVAC Industry. Without his guidance and insight, the concepts of High-Performance HVAC contracting would not be what they are to- day. Rob’s gentle inquisitive- ness and wisdom helped me understand the technolo- gy and importance of testing and measuring HVAC system performance. He and I spent hours talking about the industry, ASHRAE 221, and, of all things, religion! We both shared many insights into our beliefs, and Rob taught me how to look for commonalities instead of differences – something that I hope translates across all my in- teractions with anyone I encounter. In addition to these gentlemen, I’d also like to point out four other individuals who great- ly impacted the High-Performance HVAC In- dustry. They certainly contributed to changes in how the overall HVAC Industry looks at perfor- mance from a testing and measuring standpoint. Read about them on page 10 in the article, Class of 2022 High-Performance HVAC Industry Influencers. I am just going to say it: I am a Baby Boomer. You can safely say that the Boomer Generation contributed some of the most amazing advanc- es to humanity. The word “influencers” has a different meaning today. Before it became synonymous with social media, it was about people who focused on making a positive change in the world in a way that would inspire others. I want to talk about those kinds of influencers: people who I consider heroes. For example, anyone who knows me knows what a geek I am concerning computers and computing technology. Without a doubt, in that field, my big- gest heroes are Bill Gates, Steve Jobs, and Steve Wozniak. They turned the world upside down when they brought affordable computing technol- ogy to the masses. And then there are the professional influencers who impact the entire HVAC Industry as well as me. Three gentlemen come to mind immediately: Jim Norris, Joe Fristik, Rob Falke. Jim Norriswas the executive vice president of the Air Conditioning Contractors of America (ACCA) from 1969 to 1997. In my lifetime, he was the leader who took ACCA to the next level. He helped grow it into one of the largest and most contractor-focused organizations in the HVAC Industry. His insights and vision helped not only this industry, but me as a young reporter and ed- itor. I interviewed him countless times and over the years, we became friends. He helped change how I viewed my job and my relationships in Influencing a Generation: A Personal Tribute BEFORE IT BECAME SYNONYMOUS WITH SOCIAL MEDIA, “INFLUENCERS” WERE PEOPLE WHO MADE POSITIVE CHANGES IN THE WORLD AND INSPIRED OTHERS. Mike Weil is editor- in-chief and director of communications and publications at National Comfort Institute, Inc. Contact him at ncilink. com/ContactMe.JUNE 2022 5HVACTODAY.COM surface you measure. You can connect the EBT730 microma- nometer from the air balancing hood to the TSI/Alnor 801090 velocity matrix and program it to display cfm (cubic feet per minute) on the screen. This feature saves you time on math calculations and in- creases your accuracy. The device aver- ages multiple air velocity measurements from a one square foot area and has an air velocity range from 25 to 2500 fpm (feet per minute). The velocity matrix has only one downside. It isn’t the best tool to use on windy days for those who measure econ- omizer airflow. Since the test ports are open with no protection, significant fluc- tuations in your velocity measurements could occur. However, when used to measure open-area airflow, it works well. For more information or to purchase the 801090 Velocity Matrix, visit the NCI store here: ncilink.com/VelocityMatrix . – By David Richardson, National Com- fort Institute TSI/Alnor Velocity Matrix The TSI/Alnor 801090 velocity matrix can increase your testing speed and ac- curacy. It’s a device with many uses that you can quickly adapt to your testing workflows. This accessory uses the same grid found at the bottom of TSI/Alnor air bal- ancing hoods. However, you can attach it to the included telescopic pole with ex- tra-long hoses for various applications. It is ideal when measuring difficult access areas like economizers, kitch- en hoods, or grilles that are inaccessi- ble with an air balancing hood. The TSI/ Alnor 801090 velocity matrix includes different length stand-off feet to main- tain a consistent distance from the HIGH-PERFORMANCE PRODUCTall about a lifestyle change. The good news is that many of his friends, family, and neighbors still wanted him to service their air condi- tioning equipment. Novini says, “I began doing work here and there and enjoyed myself. Then my customers began sending re- ferrals, and I had more work than I could handle. So I decided to get an HVAC contractor license and see how things went.” DOING THINGS RIGHT “Starting my own HVAC business just fell in my lap. That was in 2015, and I formally established my compa- ny right after that.” SoCal Airflow Pros was born. The company is in Rancho Santa Margari- ta (or RSM as locals refer to it), along the foothills of the Saddleback Moun- tains. RSM is a suburb of Orange County, CA, and wherever you are in the town, you have spectacular views of the mountains beyond. According to Novini, who served five years in the United States Marine Corps, his company focuses on resi- dential HVAC work though they han- dle a small amount of commercial. He says the most important thing for him personally is to do things right for the customers. He says that approach pays off. “I live in a community that heavily N ot every contractor’s begin- ning story is the same, but history begins at a casi- no when it comes to this High-Performance HVAC company. First, some background: A young military veteran named Cody Novini worked as a field techni- cian for a large HVAC compa- ny in Orange County, CA, when his wife gave birth to their third child. He took a month off for paternity leave to help his family settle in with their latest ad- dition. Paternity leave comes with a government stipend in California, and Novini received $3,500. That $3,500 earned him $4,000 very quickly. “It was such a sweet feeling,” Novini explains. “We had so much fun. I was an air conditioning tech by day and a card-counting blackjack gambler by night. I’d go to the casinos a few times each week and made a lot of money.” Unfortunately, he grew unhappy with the HVAC company he worked for, and he decided it made a lot of sense to spend more time with his fam- ily. Novini says between the money he had earned as a selling technician and the money won at the casino, he could leave his current employment. It was CONTRACTOR SPOTLIGHT By Michael Weil SoCal Airflow Pros: Take the Gamble Out of High-Performance Cody Novini Training is a cornerstone to SoCal Airflow Pro’s high-performance HVAC approach to contracting. 6 JUNE 2022HIGH-PERFORMANCE HVAC TODAYthrough a system and understand its impact on the refrigerant. “Airflow is the most important part of a heating and air conditioning sys- tem, and that is why our name is Air- flow Pros.” He learned a lot about the impor- tance of ductwork at the company he used to work for and says that is why he focuses on ductwork. “From early on in my career as a service technician, I understood that static pressure is the key to getting these systems to work right, achieve proper flow, and make every room comfortable per customers’ wishes. “So, when I struck out on my own, it was important that airflow was part of my company’s name.” IF YOU DON’T MEASURE, YOU’RE JUST GUESSING Novini says you have to know how to test it, measure it, and diagnose any issues to achieve proper airflow. “You can’t do that unless you are properly trained,” he continues. In that light, every October, he sends 100% of the field staff to train- ing at the National Comfort Insti- tute (NCI) Los Alamitos training center. “We shut the company down for three days, which isn’t fun on the books but is a fantastic investment in our team,” he explains. “I believe NCI is all about how to perfect airflow. I also believe in the techni- cal training from other or- ganizations like the Air Conditioning Contractors of America (ACCA), Heat Exchanger Experts, Inc., Service Nation Alliance, EGIA, and others. “Plus, three days a week we train our service guys in the technical and communication aspects of HVAC. We teach communication because con- sumers, especially heating and air supports veterans,” he explains. “As a veteran doing heating and air condi- tioning, I got a lot of work.” Two years ago, Novini says the com- pany grossed around $4.4 million in revenue and then grew by 50% during the height of the pandemic last year to $6.6 million. “Right now,” he adds, “we’re on pace for $12 million. We operate in Or- ange County, and that is an extreme- ly hot market. Intelli- gent people have told me it’s one of the big- gest HVAC residential marketplaces in the country.” As he says, by do- ing things right, he managed to grow his one-person business in just seven years into a company with 36 total employees and fields 25 ser- vice and installation vehicles. AIRFLOW IS KING Even in Novini’s early days as a tech working for another company, he knew the key to making customers happy was finding ways to perfect airflow JUNE 2022 7HVACTODAY.COMInterestingly enough, he even has a program where after a member of his team completes a book, if they write a report based on some criteria he sets up, then answer a set of questions based on the books, SoCal Airflow Pros pays them $500 per book! “After our daily meetings, the man- agement team and I have a book club meeting. We’re currently listening to The E-Myth HVAC Contractor by Michael Gerber and Ken Goodrich. We discuss each chapter as we com- plete them.” He has a similar setup for his field technicians as well. Again, Novini emphasizes reading to keep his people learning and grow- ing, which directly benefits their focus and success in the field. SYSTEM RENOVATIONS AND AIR UPGRADES “We work hard to be freaking good at heating and air conditioning,” he says. “I believe we provide customers with the best installations they can get in our market area. And we face a lot of big competition. For us, installation is the key to our success.” Novini adds that his technicians have each other’s backs. “This way, we rarely miss anything. For exam- ple, if the installers show up and find the sales guy did 98% of his job and missed a couple of things, the instal- lation crew will make sure everything else is dialed-in perfectly. “By testing and measuring, we can offer customers options to best cor- rect their comfort and energy issues. We look at ways to reduce heat gain – whether it’s using solar, replacing windows, and so on.” He says his installers have a lot of pride in doing quality work. Half of the installation team has a military background, which creates a sense of brotherhood and camaraderie, in No- vini’s words. “They hold each other accountable to a higher standard,” he says. “They also help train new techs and mold them into forward-thinking, mature, ambitious people who want more training and want to do better.” When it comes to sales, Novini wants salespeople who have a retail mindset when it comes to duct ren- ovations and air upgrade sales. He conditioning customers, face a lot of scammers. As a legit business, you must be able to communicate well enough to prove to clients that you’re not one of those crooks. And frankly, it’s not that easy to do.” He says because HVAC work is tech- nical work, technicians must be able to explain things in layman’s terms to be clear to homeowners. “But then I also need training. I certainly don’t have all the answers,” Novini says. “So, I participate in something called MAP Manage- ment Program. They are a consult- ing group that helps business lead- ers learn their weaknesses, how to fix them, and how to improve the other vital factors of management. “Because MAP’s Newport location is near us, we’ve sent our entire lead- ership team through their program. They even come to our office and do a monthly Vital Factor Meeting. This helps us set up accountability, create efficient, productive meetings, and more,” says Novini. BOOK CLUBS WORK Novini adds that he is a big believ- er in reading and continuously learn- ing. He says that each day begins for him around 5:00 AM. As he preps for the day, he reads or listens to books. He calls this being “focused on work- ing on his brain.” He adds that he encourages his management team to do this as well. “I have a book list for my team that they all can access. They just need the Audible app, and they can listen to books while they’re driving between service calls, on their way into the of- fice in the morning, or on their way home.” 8 JUNE 2022HIGH-PERFORMANCE HVAC TODAY CONTRACTOR SPOTLIGHT SoCal Airflow Pros is owned by Cody Novini, a retired U.S. Marine, and serves a community dedicated to supporting veterans.JUNE 2022 9HVACTODAY.COM CONTRACTOR SPOTLIGHT grizzled veteran -- you need always to be a student. “You should always be willing to learn. You will be learning until the day you die, or the industry will sur- pass you.” SoCal Airflow Pros was, according to Cody Novini, founded on a sim- ple principle: “provide the service we would like provided for ourselves. So- Cal Airflow Pros continues to prove that world-class customer service, workmanship, and integrity are truly the best recipes for success.” For these and many other reasons, High-Performance HVAC Today magazine chose SoCal Airflow Pros as this month’s Contractor Spotlight. Congratulations to Cody and the en- tire team. HIGH-PERFORMANCE IS NOT A GAMBLE “NCI’s high-performance contract- ing approach is all we do. Testing, measuring, and diagnosing airflow, static pressure, and other readings change you from being a contractor who just guesses into a true profes- sional,” Novini adds. “There is no gamble to this approach. It is tried and true. It builds confidence in your team and helps them have con- fidence in their abilities. They know that what they are doing is 100% accu- rate and correct. They aren’t guessing or telling themselves they are only doing it because the boss is telling them to.” In the end, he says his philosophy is that no matter where you are in your career – a tech fresh out of school or a says they need to understand the technology, be able to take measure- ments and tests, and then be able to interpret the data so that customers can make intelligent buying decisions. He wants salespeople interested in building relationships to listen to cus- tomers and solve their problems. “Our salespeople like this approach because of our technical strategy, and they enjoy coming to a customer with facts. Because of their training, they know how to communicate with homeowners, and they can sell more successfully as a result. “Part of this is to help clients un- derstand by educating them. Selling high-performance HVAC systems can be an uphill battle if we can’t do this. So communication is a big deal.”Next >