< PreviousWHY IS AIRFLOW TESTING NECESSARY? 1.EnergyEfficiency: Inefficient airflow can lead to wasted energy. When an HVAC sys- tem struggles to move air effectively, it must work harder to achieve the desired tempera- ture. This extra effort translates to higher en- ergy bills for homeowners. By testing and optimizing airflow, contractors can help cus- tomers save money in the long run. 2.ComfortandHealth: Proper airflow en- sures consistent temperature distribution throughout a home. Without it, some rooms may be too warm while others are too cold. Additionally, inadequate airflow can lead to indoor air quality (IAQ) issues, such as dust and allergen buildup. Ensuring proper airflow can create a healthier living environment. 3.SystemLongevity: HVAC systems that work under duress due to poor airflow are more likely to break down prematurely. Reg- ular testing and diagnostics can identify po- tential issues before they escalate, prolong- ing the system’s lifespan and reducing the need for costly repairs. 4.Environmental Impact: A well-tuned HVAC system is kinder to the environment. Reduced energy consumption means fewer greenhouse gas emissions. By helping home- owners reduce their carbon footprint, HVAC contractors can contribute to a greener planet. HOW TO PERFORM AIRFLOW TESTING Airflow testing involves a series of steps. Here’s a simplified overview: z Measurement:Contractors use specialized M y mom would routinely tell me to do the ‘right thing.’ When HVAC tech- nicians and installers are too lazy to check the quality and performance of our work, we are violating our customers’ trust. On average, we install systems delivering only 57% of the comfort our customers paid us. So, when we install 20 SEER equipment, the system only performs at 11.4 SEER. Regarding residential HVAC systems, ensuring optimal performance isn’t just about comfort – it’s about safety, health, efficiency, and environ- mental responsibility. In this article, we’ll dive into the world of airflow testing and diagnostics to explore why it’s the right thing to do for HVAC contractors and their customers. THE HVAC CONTRACTOR’S CHALLENGE Residential HVAC contractors, often trades- people with strong technical skills, face a unique challenge. They’re experts at installing and re- pairing heating, ventilation, and air conditioning systems, but they may not be well-versed in the intricacies of airflow management. This is where airflow testing and diagnostics come into play. UNDERSTANDING THE BASICS Before delving into why airflow testing is es- sential, let’s get a handle on the basics. Airflow testing involves measuring the quantity and qual- ity of air moving through an HVAC system. It’s akin to checking a patient’s vital signs before de- termining a diagnosis and treatment plan. In this case, the “patient” is the HVAC system, and the “vital signs” are the system’s airflow metrics. 10 NOVEMBER 2023HIGH-PERFORMANCE HVAC TODAY Why Airflow Testing & Diagnostics is the Right Thing to Do By Jim Ball SERVICE “KNOWING TO DO THE RIGHT THING AND NOT DOING IT IS WRONG.”Customers are more likely to choose a contractor who can pro- vide a holistic solution. 2.Customer Satisfaction: Home- owners enjoy better comfort and lower energy bills when HVAC sys- tems operate optimally. Satisfied customers are more likely to be- come repeat clients and refer the contractor to others. 3.Reduced Callbacks: Proper air- flow testing can prevent issues that lead to callbacks and warranty claims. Such testing saves contrac- tors time and money. 4.Professionalism: Demonstrat- ing a commitment to airflow test- ing and diagnostics shows pro- fessionalism and a dedication to providing the best service possible. EDUCATING CUSTOMERS Contractors also play an essen- tial role in educating homeowners about the importance of airflow test- ing. Many homeowners are unaware of the impact of airflow on their HVAC systems. By explaining the benefits of testing and offering it as a service, contractors can empower custom- ers to make informed decisions about their heating and cooling systems. IN CONCLUSION Airflow testing and diagnostics are not just technical details; they are the key to unlocking a range of benefits for both High-Performance HVAC con- tractors and their customers. The advantages are clear, from en- ergy efficiency and cost savings to im- proved comfort and system longevity. By making airflow testing a standard practice, HVAC contractors can elevate their services and build a reputation for excellence. It’s not just the right thing to do; it’s the smart thing to do. tools like manometers and flow hoods to measure airflow at vari- ous points in the HVAC system, in- cluding supply and return vents. zAnalysis: The collected data from the above measurements are then analyzed to determine if the sys- tem delivers the required airflow for heating or cooling needs. zAdjustments: If airflow falls short of expectations, adjustments be- come necessary. These adjustments might involve cleaning or replacing filters, resizing ducts, or recalibrat- ing the blower fan. zVerification: Finally, another round of testing confirms that the adjust- ments effectively improved airflow. THE BENEFITS FOR HVAC CONTRACTORS For HVAC contractors, incorpo- rating airflow testing and diagnostics into their service offerings can lead to several advantages: 1.Competitive Edge: Offering com- prehensive HVAC services, includ- ing airflow testing, sets contrac- tors apart from the competition. NOVEMBER 2023 11HVACTODAY.COM Jim Ball has been involved in the HVAC industry all his life. He’s been a long-time National Comfort Institute (NCI) shining star and an effective implementer of High-Performance HVAC. He sold his family HVAC service company and now gives back by contributing his knowledge and experience through NCI. Contact him at ncilink.com/ContactMe .12 NOVEMBER 2023HIGH-PERFORMANCE HVAC TODAYNOVEMBER 2023 13HVACTODAY.COM support. Furthermore, many contractors join a best practice group to expand their reach for top- notch training. TRAINING MUST KEEP UP WITH MARKET CHANGES This increased interest in training will continue for many years as our industry evolves. For exam- ple, there is the energy efficiency evolution. We currently have 13 and 14 SEER 410A equipment and SEER2 410A equipment in the market, and soon, we will have SEER2 A2L equipment as well. Understanding the differences and benefits of these offerings will be a challenge for all con- tractors to explain to their consumers. The elephant in every job is the ductwork; is it sufficient for the equipment to operate as de- signed and deliver the comfort and efficiency as promised? Top contractors are invested in test- ing and measuring airflow performance in the ductwork. The old adage, what gets measured gets done, applies to the duct system in every home. If you aren’t testing and measuring airflow, you risk the operation and lifespan of new equipment and consumer comfort. These contractors understand that the equipment is destined to underperform if they don’t adequately size ductwork. Airflow testing has become a standard for top contractors as they realize the direct correlation between good ductwork and a satisfied and com- fortable customer. TECHNICAL TEAM RECRUITMENT REQUIRES TRAINING As we move into three vastly different models of unitary equipment (SEER, SEER2, & SEER2 A2L) in the market and a necessary influx of youth A s we interact with our HVAC contractor customers, we hear a common request: “What training can you provide?” This request is true throughout all our mar- kets, coast to coast. Professional contractors know that a well- trained service and installation team will result in fewer callbacks, lower warranty rates, and a sat- isfied consumer. These contractors invest their time in quality training, whether it comes through the factory, rep agency, contractor best-practice group, or their distributor. Contractors have told me throughout my career, “We work from word- of-mouth referrals.” Therefore, the consumer experience is vital to their success. The pursuit of providing a great consumer ex- perience leads many contractors to invest more in training their entire staff. Many contractors elim- inate unnecessary stock rooms in favor of build- ing training rooms and live-fire equipment labs. Some invest in their own full-time training staff to provide customer service, sales, and technical How Important is Training? The Distributor’s Role By Chad McAllister TRAINING NCI’s John Puryear leads an HVAC System Performance training session at R.E. Michel recently.14 NOVEMBER 2023HIGH-PERFORMANCE HVAC TODAY a technical department for the peaks of our business. When we experience a heat wave or cold spell, every contrac- tor in the country calls the factory for support. Contractors are stressed, working long hours, and the last thing they want to do is wait for 10, 20, or 30 minutes (sometimes more) for tech- nical support. This is why training has an infinite value. It is also why we train during the off-seasons and then have our TSAs on call for the weath- er-related spikes in business. WHAT ARE THE BENEFITS FOR DISTRIBUTORS? Technical training is necessary to deliver the service and experience to our customers and employees. A knowledgeable branch sales staff is vital to providing the highest levels of customer service that R.E. Michel prides itself on. In the ‘Moment of truth,’ we want our team prepared to meet customer needs. By providing quality training for contractors to run an extra service call for profit rather than a call back for free. When it comes to training our cus- tomers, R.E. Michel understands the importance of meeting them where their training needs are. For some customers, that training is in person at one of our live-fire facilities. Others may prefer we host a multiple-day NCI (National Comfort Institute) training course at one of our facilities. And oth- er contractors might be more interest- ed in having a vendor representative or one of our TSAs at their office. Furthermore, some contractors pre- fer the flexibility of virtual recorded content, and some prefer to go straight to the factory for training. Having multiple avenues for training our cus- tomers is very important. As we grow, we invest more in training rooms in most of our remodels and new branch locations. It’s part of our business that we are committed to moving forward. into the trades (due to the ‘Great Re- tirement’), training will continue to be of utmost importance for our indus- try. Plus, we will see another refriger- ant change at the tail end of this de- cade as we move forward from ‘mildly flammable’ A2L into ‘flammable’ A3 refrigerants. Safety will drive our training and tools as we move into the world of mildly flammable and flammable re- frigerants. Here at R.E. Michel Com- pany, training requirements and train- ing availability will continue to evolve into an on-demand platform out of ne- cessity to meet our contractors’ needs. WHY IS TRAINING A BIG INVESTMENT FOR US? The R.E. Michel Company takes training personally. We know that without proper product and/or instal- lation training, our contractors may be unable to meet their customers’ ex- pectations. R.E. Michel has employed nearly 20 TSAs (Technical Service Ad- visors) to support our contractors na- tionwide for years. These TSAs are factory-trained on our key product lines to support our loyal contractor and employee base. We view this investment in train- ing as an integral part of our custom- er service. Is there a cost associated with this? Sure, but what is the cost for our contractors to wait on hold with the factory or months to receive factory training? Our TSA group not only hosts training in our facilities but also in our contractors’ facilities year- round. Our TSAs’ training helps save our contractors thousands of dollars in callbacks. Many manufacturers simply don’t have the bandwidth to adequately staff During distributor-held training, NCI’s John Puryear talks about some of the tools for recording airflow test measurements.NOVEMBER 2023 15HVACTODAY.COM TRAINING having all the tools necessary to ad- dress them. These are just a few topics that our industry will be training on for years. We will continue to support HVAC in- dustry organizations, including NCI, to bring the necessary training to our contractors in the best format for their business. We sold these an- alyzers 20 years ago, but today, we sell more in the off-sea- son than in-season years ago. More con- tractors today em- brace arming their technicians and in- stallers with the tools necessary to save time. Ultimate- ly, they leave the job with a satisfied consumer who will share their positive experience with others. As our industry continues to evolve, so will the training requirements of our contractors. We are facing chal- lenges with SEER2, A2L, duct siz- ing, electrification, cold-climate heat pumps, water source heat pumps, and LEARNING ABOUT THE LATEST PRODUCTS AND TOOLS Aside from the aforementioned cost savings, training also educates con- tractors on the latest and greatest con- trols and tools! Contractors largely accept the benefits of value-added con- trol packages and tools to display their work to customers. I think of digital combustion analyzers as an example. Chad McAllister is the sales director for R.E. Michel Company, a Glen Burnie, MD-based national distributor of HVAC prod- ucts and services. He has been with the company for 23 years. During that time, Chad served in many field positions and has gained insight into the needs of his contractor customers. If you have questions, contact him at ncilink.com/ ContactMe.contractor with static displays of furnaces and air conditioners. Now that we are a High-Perfor- mance HVAC Contractor™, we display an operat- ing HVAC system with test ports and faults. Ribbons tied to the ‘ductwork’ act as stream- ers to demonstrate airflow. The movement of the ribbons helps capture the attention of those who pass by our booth. This often leads to discussions with attendees about what being a high-perfor- mance contractor means. We explain how Can- co doesn’t install boxes — we offer solutions that ensure our customers get “the safest, healthiest, most comfortable, and energy-efficient system possible” (Thanks, David Holt). We also invite attendees to see what a simple “test” on the equipment can tell about how well a system operates. We demonstrate how results are similar to having their blood pressure taken by their doctor (Thanks, Rob Falke). With these live setups in our booth, our team can demonstrate problems caused by blockages in the return air and how we can improve airflow by installing a proper air cleaner/filter. Team members working in the booth encourage people to per- form the ‘test’ themselves using a manometer (not an electronic one) to see the effect of changing the display’s dampers. At Canco, we want our staff to all help work the booth. That includes our technicians. Existing custom- ers relate to them; many recognize the tech who visited their homes. O ne of our favorite events that we look forward to every year is participating in our local home shows. From the beginning, we wanted our company to be a part of the community. At first, we sponsored art events and youth sports teams. In those days, we didn’t have an actual budget for marketing. These sponsorships were a great way to promote our company at a reasonable cost, and we have displayed sponsored team photos in our show- room from 1984. Another inexpensive way to be part of the com- munity is to participate in home shows. Also, from the start, we decided NOT to focus on mak- ing sales at the shows. Instead, we wanted to be more educational with respect to the products and services we offer. WORKING DISPLAYS TO DEMONSTRATE SYSTEM PERFORMANCE Initially, we were like every other HVACR Demonstrate Your High-Performance Services at Home Shows By Nancy McKeraghan MARKETING Canco ClimateCare uses home shows to connect to their community and their customers. 16 NOVEMBER 2023HIGH-PERFORMANCE HVAC TODAYIn the past, we used to hold a draw- ing; however, we stopped because people were wary of being hassled when they filled out a slip that asked for a phone number or email address. MAKING CONNECTIONS Home shows are also a great way to connect or reconnect with custom- ers. It is rewarding to hear what ex- cellent service our techs provide. We love hearing customers say things like, “I use Canco and would never think about going elsewhere.” In addition, for those of us who spend most of our time in the office, working the booth during a home show helps us by meeting customers and being able to put a face to a voice. All in all, I can’t imagine NOT par- ticipating in a home show. In fact, I just registered this week for a show in April 2024. Again, the cost for partic- ipation is reasonable, the time com- mitment is minimal (usually a Satur- Potential customers are less intimi- dated by asking techs questions as op- posed to talking with a “salesperson.” MARKETING AND PROMOTION In addition to working HVAC equip- ment, we include a computer monitor that exhibits before-and-after pictures of jobs our company performed. The team in our booth can make appoint- ments then and there for sales, main- tenance, or service. We always place an ad in the Home- Show brochure inviting attendees to bring their HVACR questions to our booth. This ad differs from other con- tractors who advertise their home show special or have a picture of a piece of equipment. We always ensure that we offer some give-away for passersby who may not have noticed our booth. By providing them with a Canco grocery bag, a Can- co pen, etc., they generally slow down and look at our display. day and Sunday), and — despite NOT entering the show with an expectation of making sales — we always do. Participating in local home shows is a great opportunity to connect with the community, current customers, and potential new ones. It’s also an opportunity to differentiate our com- pany from competitors. Our focus re- mains on providing legitimate infor- mation on what we do. Nancy McKeraghan is an owner/operator, along with her husband, Bob, of Canco ClimateCare , an HVAC contracting company established in 1984 in Newmarket, Ontario, Canada. In 2023, she was inducted into this magazine’s High-Performance HVAC Contractor Influencer hall of fame. The HVAC industry has recognized her for her leadership and innovation. She was the first and only female to be Chair of the National Contractors’ Division of HRAI and Chair of the total organization in 2007. She can be reached at ncilink.com/ContactMe . NOVEMBER 2023 17HVACTODAY.COM18 NOVEMBER 2023HIGH-PERFORMANCE HVAC TODAYdevelopment of the curriculum and the trainers themselves. z Eric Palmer joined NCI in July 2023 to fill the technical curricu- lum manager role. His background includes Quality Management Systems (QMS), train- ing programs, curriculum develop- ment, qualification and certification, field testing, metrology, and auditing. z Nancy Zander joined NCI in mid-2023 as administrative assistant in the new Morristown offices. She performs sev- eral administrative functions, includ- ing reception, class prep, processing, shipping and receiving, and inventory management. Have questions? Call your Customer Care Representative at 800-633-7058. Summit 2024 Hotel Registration is Open Ladies and Gentlemen — The High- Performance HVAC Summit 2024 hotel reservation site is live and ready for you. Summit will be headquartered in the Crowne Plaza Asheville in Asheville, NC, from September 10-13, 2024. There are four ways you can reserve a room: 1. Attendees can take advantage of spe- cially negotiated room rates of $174 by calling the hotel and using the NCI Room Block code of NCI to get the low rate. 2. You can also use the following link, which will automatically add the NCI block code for you: NCI_Sum- mit_2024. This link is NOT Mobile Compatible! 3. If you’d like to reserve rooms the old-fashioned way, call the Asheville Crowne Plaza toll-free number 844- 330-0296 (open 24/7) and mention the group name of NCI Summit 2024 to receive the special group rate. 4. Finally, for In-House reservations, at- tendees can call the local number during regular business hours — 828- 285-2603 — and mention the group name, NCI Summit 2024 . Don’t Forget to Register For the Summit! Don’t worry if you hav- en’t already locked in your spot. You can still do so here: gotosummit.com/summit- registration . Early registrants get several bonuses, including access to the FULL 2023 SUM- MIT RECORDINGS . If you missed the 2023 event, these recordings will provide you with many hours of great ideas from the breakout sessions, general sessions, and more. But you must register for 2024 by December 31, 2023, to have this access. If you have questions, call your NCI Customer Care Representative at 800- 633-7058. Survey Drawing Winner The winner of the 2023 Readership Sur- vey prize drawing is David Coziahr of Cozi- ahr Heating , Council Bluffs, IA. David’s name was drawn from the contractor respondents to this study and won a FREE registration to the 2024 NCI High-Performance Sum- mit in Asheville, NC. National Comfort Institute (NCI) con- tinues to grow and change. We are ex- cited to announce the addition of new members to our team, as well as several team promotions. Our new additions join a group of individuals who have consis- tently demonstrated their dedication, ex- pertise, and commitment to NCI’s success. Their hard work and contributions have not gone unnoticed, and we are proud to recognize their achievements. Please join us in congratulating them: z Mark Hunt – Mark joined NCI in 2021. He has an exten- sive background in the PHVAC industry, eventually specializ- ing in hydronic heat- ing systems, includ- ing radiant, steam, and hot water. NCI recently promoted Mark to a full-time technical instructor. z Rob Minnick joined NCI in 2023 as part of the trainer/ instructor team. He has 43 years of expe- rience in the Heating and Air Conditioning field, in particular, with Mechanical De- sign & Building Performance for own- ers. He holds a number of national cer- tifications and is active in many HVAC Industry associations. z David Richardson first joined NCI in 2010 as a curriculum developer and train- er. He took on a much broader role after the passing of Rob Falke. He was recently promoted to vice president of training to oversee the NCI UPDATE NCI’s Latest Team Additions and Promotions HVAC SUMMIT 2024 HIGH-PERFORMANCE NOVEMBER 2023 19HVACTODAY.COMNext >