< Previousat the beginning of formalizing this. EDUCATING BEYOND EMPLOYEES Today, Chuck isn’t focused on sales much anymore (he now has people who do that). He spends much of his time marketing, networking, and teaching about the importance of a systems approach and how to explain what that means – not only to his team but to customers and the com- munity. “I got onto a talk radio show to help answer questions for local homeown- ers,” he explains. “But it also serves another purpose. It helps our sales, marketing, and networking. I also at- tend every networking event in our area code. It’s all about meeting cus- tomers, talking to them about what we do, and how we can solve their com- fort and energy problems.” The radio show is called 757 House Whisperer. It is targeted to the Wor- ley’s operational area code and covers not just HVAC but electrical, plumb- ing, and encapsulation. He brings in co-hosts from roofing, pest control, and other industries. Together, they serve homeowners in the greater Vir- ginia Beach/Williamsburg area. He also gives back by helping high school kids see the trades as a college alternative. He teaches classes on why they should consider the trades. He points out the following key at- tributes of the HVAC, plumbing, and electrical trades: z They can make good money zThey can have a great career z They can help keep homeowners comfortable and safe. And he continues educating himself. “I am always looking for ways to learn more,” he says. “I will attend lunch-and-learn seminars at our local distributor or chamber of commerce, who often bring in experts. “The secret is that you can never waste time getting educated. You will always pick up beneficial tidbits. Ed- ucation is an opportunity. Combined with a strong work ethic, you will al- ways find ways to grow and advance. “When it comes to technical train- ing, nobody does it like NCI. NCI has always been about data and ensuring that the system performs optimal- ly. They teach contractors about do- ing the right thing making the system as energy efficient as possible. That fits in with my integrity, character, and doing things right the first-time philosophy.” Success doesn’t come easy. But as Worley says, success will find you if you outwork your competitors, keep the faith, and always serve customers with integrity, character, and a do-it- right-the-first-time attitude. For these and so many other rea- sons, High-Performance HVAC Today chose Worley Home Services to be their September 2024 Contractor Spotlight. Congratulations to Chuck Worley and his entire team. There, he met NCI President Rob “Doc” Falke. When Rob explained to him how most systems in the U.S. had such poor performance, Chuck didn’t believe him. After all, he says he thought he was selling the highest-rat- ed HVAC equipment of the time and promising customers the ultimate comfort. “Now this Falke guy told me I wasn’t delivering on that promise! He said I was only delivering 50% of the capaci- ty based on poorly sized ductwork and its impact on efficiency. I argued and argued, but Doc explained the math and made it so simple that I couldn’t argue with him anymore. “I was heartbroken. I was screwing homeowners without realizing it. I was bound and determined to fix that. I began attending NCI classes. After meeting instructors like Al D’Ambola and Jim Davis, I understood and be- lieved the science behind what they were teaching. “In the end, this training was also life-changing. Though we have not fully implemented everything we are learn- ing, we plan to do that eventually.” Worley adds that they try to sell brand-new duct systems and do duct sealing and cleaning work. He says one of his 2024-2025 goals is imple- menting more duct renovation and air upgrade work. As stated earlier, Worley Home Ser- vices has always been a company that practices building science in a service approach that considers the house a system. Chuck Worley says sever- al techs understand the whole-house solution and airflow testing. Coupled with their NCI training, the mission is to implement performance testing and system optimization. He says they are CONTRACTOR SPOTLIGHT 10 SEPTEMBER 2024HIGH-PERFORMANCE HVAC TODAY14 SEPTEMBER 2024HIGH-PERFORMANCE HVAC TODAYSEPTEMBER 2024 15HVACTODAY.COM industry rarely measures them. When was the last time a code official asked you to test flue gas CO levels in a system you installed? A tougher question might be, when did you last mea- sure flue gas CO levels in a system you installed? Let’s look at what you should know when you hear about a “CO leak.” Then, we will discuss how you can protect your customers. WHAT IS A CO LEAK? The phrase “CO leak” is a misinterpretation of what’s happening during equipment operation. CO spills, it doesn’t leak, and it’s never ac- ceptable when CO spillage happens. In fact, spill- age indicates improper flue gas venting and un- safe equipment operation. Since CO can spill from equipment, why hasn’t there been more of an outcry to stop it, put safeties in place for prevention, and improve awareness? Instead, we tolerate situations that could put you and your customers in unsafe conditions. HOW DOES CO SPILL? There are multiple locations where flue gases can spill from vented equipment. These locations include drafthoods on natural draft equipment, burner inlets, chimneys, and building openings. It’s important to note that flue gases and room air can move into or out of these openings. They act as two-way streets for flow. Draft pressure is the force that determines the direction of flow. Uncontrolled draft can con- tribute to CO spilling from a venting system and any connected equipment. Low or excessive draft creates competition for airflow that causes carbon dioxide (CO 2 ) to build up in the burn- er compartment. CO 2 is a heavier gas and one of the main byproducts of combustion. It starves M ost general interest newspaper or magazine articles about carbon monoxide (CO) will mention “CO leaks” as the cause of CO poisoning. These newspaper and magazine stories imply the venting system always has dangerous CO levels. The reporters assume it’s only when these gases “leak” out that someone gets sick or worse. Most of the public and many in our industry buy into this myth. However, it couldn’t be fur- ther from the truth. Don’t get me wrong, maintaining accept- able CO levels in flue gases is necessary, but our What Do You Know About Carbon Monoxide “Leaks?” By David Richardson TECHNICAL Would a rip in the flue allow CO to “leak” into a building? What if the flue gases never reached this opening or measured 10 PPM on a combustion analyzer?If you focus only on the equipment to solve CO spillage, you may be looking in the wrong location. If it operates long enough, CO lev- els will rise so high that a combustion analyzer won’t be able to display the reading. A traditional test will miss this safety issue. THE SOLUTION You can only find the cause of spill- age through proper testing, equip- ment monitoring, and using fewer as- sumptions. A properly designed and operating system shouldn’t spill CO. If it does, the built-in safeties should turn the equipment off so it doesn’t endanger anyone. If you focus only on the equipment to solve CO spillage, you may be look- ing in the wrong location. Many causes of CO spillage have nothing to do with the equipment. In- stead, they have everything to do with the equipment’s environment. External influences such as exhaust fans, duct leakage, airflow imbalanc- es, and building pressures often inter- fere with proper draft and cause spill- age through an interaction known as back-drafting. A firm understanding of building science and diagnostics is priceless when diagnosing back-draft- ing issues. Here’s an idea: offer low-level CO monitors to your customers instead of over-the-counter CO alarms. Many believe store-bought CO alarms pro- vide the same protection as low-level CO monitors. They don’t. Your customers deserve a device that prevents exposure to excessive CO levels before they alarm. Why not equip them with a safeguard that lets them know they are at risk before harmful levels build up? Unfortunately, some contractors will continue to use the “CO leak” as an excuse for their lack of understand- ing and troubleshooting skills. Don’t be that person. Instead, move past the excuses and find out the ac- tual reasons. We can improve our in- dustry and our customers’ safety with proven solutions that prevent CO poi- sonings from ever being a news story again. equipment for combustion air as it builds up internally. This CO 2 build up is often the cause of what’s often misinterpreted as a CO leak. The equipment operates improp- erly when this condition exists, and it remains hidden if you test for it us- ing current industry protocols. Two of those common protocols are: z A single CO test in the equipment’s flue gas after 10 minutes of operation zUse chemical smoke at the base of a drafthood. DISCOVERING CO SPILLAGE Are you aware that there are often visual signs indicating spillage is hap- pening? Look for the following clues. 1.Melted water pipe grommets or electrical wiring 2.Rust around drafthoods 3.Rust in the burner compartment 4.Burner compartment discoloration. The only way to verify if spillage is hap- pening is to take multiple CO measure- ments in the flue gas while the equip- ment operates. Stable CO readings below 100 parts-per-million (PPM) in- dicate the equipment is venting cor- rectly. Rising CO readings during the run cycle indicate flue gas is spilling. In the example at the top of the page, the CO measurement remains stable as the equipment continues to operate over 12 minutes. The CO read- ings stay below 100 PPM and are sta- ble. In the above example, the equip- ment is venting properly. In the second example on the top right of this page, the CO measure- ment continues to climb and doesn’t stabilize. This pattern shows an appli- ance spills flue gas and is unsafe to op- erate. CO levels will continue to climb until the equipment cycles off. David Richardson serves the HVAC industry as Vice President of Training for the National Comfort Institute, Inc. (NCI). NCI specializes in training focusing on improving, measuring, and verifying HVAC and building performance. If you have questions about this article, contact him at ncilink.com/ContactMe . 16 SEPTEMBER 2024HIGH-PERFORMANCE HVAC TODAYSEPTEMBER 2024 17HVACTODAY.COM18 SEPTEMBER 2024HIGH-PERFORMANCE HVAC TODAYpast and give our clients something most have never truly experienced: Comfort. UNDERSTANDING THE BASICS The HVAC renovation process begins when you accept your client’s call. Besides setting the tone and expectations for what’s to come, this intro- duction can reveal many pain points the clients may have. Take notes on what is said — these provide tiny nuggets that will pay back 10x more later in the process. Do they need a quote, OR do they need a consultant? Either way, your team needs the answers to the following basic questions BEFORE they arrive at the customer’s home: Before needing a new HVAC system, did the current one satisfy your needs? zDo you have any uncomfortable rooms in your home? z Is the humidity under control? Are you com- fortable with the humidity levels in your home? z Have you performed any home upgrades such as insulation, air sealing, door or window re- placements since your last HVAC was installed? Did that help? zHow are your energy bills? Is efficiency a pri- mary concern? COMMON CHALLENGES AND MISCONCEPTIONS One common misconception is that your cli- ents won’t care about the deficiencies you may discover. Another challenge is answering uncomfort- able questions like “I’ve used your company for years. Why hasn’t anyone brought these con- cerns up till now?” I n the retrofit market, HVAC renovation is essential for customer comfort and system performance. Simply swapping equipment without understanding the entire system can be a recipe for disaster. Before offering system replacements, you should use precision measuring tools and proven sci- ence to determine what is happening in the home. Guidance through the ACCA (Air Conditioning Contractors of America) design series of man- uals will help you deliver exceptional results for clients and reduce nuisance warranty issues. FOCUS ON COMFORT In general, most HVAC contractors and tech- nicians too often focus on the box, the job, or the time. Instead, we should be focusing on deliver- ing unmatched comfort and client experiences. Instead of swapping out HVAC equipment, we have the opportunity to right the wrongs of the High-Performance HVAC™ System Renovations from Start to Finish By Dustin Cole TECHNICAL SEPTEMBER 2024 19HVACTODAY.COMNext >