hvactoday.comNOVEMBER 2024 HIGH-PERFORMANCE HVAC TODAY TM If You Don’t Measure, You’re Just Guessing! ™ SUMMIT 2024 Highlights Also In This Issue: • Mastering Sales Through High-Performance Testing • Territory Managers Are Our Allies: Let’s Be Theirs • Maximize Dehumidification with Modern Heat PumpsNOVEMBER 2024 VOLUME 8 NUMBER 11 HIGH-PERFORMANCE HVAC TODAY TM DEPARTMENTS Today’s Word .........................................................................................4 High-Performance Product Review ...............................................5 SPECIAL Spotlight: National Comfort Institute ........................6 NCI Update .........................................................................................27 HVAC Smart Mart ...............................................................................28 Ad Index ................................................................................................29 One More Thing ................................................................................30 10 TECHNICAL: Maximize Dehumidification with Modern Heat Pumps Inverter-based heat pumps are enabling their use in cold-weather climates. Here is what you need to know. SUMMIT 2024: Breaking Records and Set- ting the Stage for 2025 In September, the High-Performance HVAC™ Industry gathered once again. Here is a recap of what happened. 15 20 MANAGEMENT: Territory Managers are Our Allies: Let’s Be Theirs! How can you strengthen your relationship with your distributors? Here are some thoughts from Kalos Services. 24 SALES: Close More Sales Leads Using High-Performance Testing Chuck Worley shares his secrets for getting better at closing sales, based on his HVAC Summit 2024 presentation. NOVEMBER 2024 3HVACTODAY.COMTODAY’S WORD By Mike Weil should also pay attention to some other opportu- nities that are out there. Industry surveys show that predictive main- tenance is trending upwards as contractors look for better ways to educate consumers and offer them better experiences. I spoke with several contractors attending the Summit who were interested in the A2L refrig- erant changes and how they could better train and prepare their teams to handle such changes. Others looked at new smart technologies — not just products but also smart testing and mea- suring tools like measureQuick ® and True- Flow Grids. Based on national consumer trends, homeown- ers are looking for better ways to control energy use and security in their homes and offices. Contractors can help by using apps like mea- sureQuick to not only gather measurement data, but then produce easy-to-understand reports that consumers can use to inform purchase and renovation decisions. PROVIDING A PERSONAL TOUCH During the Summit Idea Meeting, many of the lead generation and sales ideas shared by contractors revolved around setting their com- panies apart from competitors by providing cus- tomers with unique personal touches. From lunch-and-learn programs to teach cus- tomers the advantages of new heat pump tech- nologies to assembling product demonstration kits to help customers understand what is hap- pening with their systems, contractors shared exciting and fresh ideas to service their markets better and grow their businesses. They so set the tone for Summit. And that in turn set the tone and created excite- ment for next year. Are you ready? I t’s been a month since returning from the 2024 High-Performance HVAC Summit, and there is still a glow from all the excitement that event invokes in most people who attend it. Including me. What is most exciting is how the continuing evolution of our industry and the growing accep- tance of high performance creates so many op- portunities and opens the door to an outstanding 2025. In this month’s issue, we provide a re-cap of Summit 2024 on page 15. The theme this year was “OutPerform!” That is what the practice of system performance is all about — not only creating HVAC systems that outperform anything other contractors do but also creating a culture and approach that allows your company to outperform itself. I’m talking about having background systems and procedures to enable your team to test, mea- sure, and diagnose complete HVAC systems. This, in turn, helps your companies earn better yet fair profits and see more growth. From where I stand, this sets the stage and the tone for the future. For example, one of the main topics addressed at Summit was the newest inverter technologies in modern heat pumps. For the first time, heat pump options are becoming viable in colder cli- mates. This tech is great for consumers and con- tractors alike. Check out Ben Lipscomb’s article on page 10 to learn more about this trend and some of the challenges and opportunities it presents. OTHER OPPORTUNITIES To focus on providing consumers with safe and comfortable environments that are energy effi- cient, High-Performance HVAC™ Contractors Mike Weil is editor- in-chief and director of communications and publications at National Comfort Institute, Inc. Contact him at ncilink. com/ContactMe. Are You Ready to Set the Tone for the Year to Come? 4 NOVEMBER 2024HIGH-PERFORMANCE HVAC TODAYHVACTODAY.COMNOVEMBER 2024 5HVACTODAY.COM Whether you’re looking to improve tech- nical skills, enhance business acumen, or stay up to date with industry trends, NCI has an online course for you. 4. Practical Applications: This on- line training focuses on real-world ap- plications, providing my team with the knowledge and tools necessary to suc- ceed. Their platform helps us learn how to diagnose problems, troubleshoot is- sues, improve system performance, and even deal with difficult customers. 5. Certification Opportunities: Many of NCI’s courses lead to industry-recog- nized certifications. These certifications enhance our credibility, helps my techs to improve their job performance, and increases their earning potential. 6. Affordable Pricing : NCI offers com- petitive pricing for its online courses, making it accessible to a wide range of industry professionals. 7. Strong Support: This organiza- tion provides excellent support to its students. You can contact their support team for assistance with course materi- als, technical issues, or any other ques- tions you may have. I find that NCI’s online training offers a valuable opportunity to enhance HVAC knowledge and skills. With expert in- struction, flexible learning options, and a comprehensive curriculum, NCI is the ideal choice for my company and should be for yours as well. — by Ron Mathias, Accurate Heating and Air Conditioning Why Use NCI’s Online Training? At Accurate Heating and Air Condi- tioning , we use National Comfort Insti- tute’s (NCI) distance learning and on- line university training platforms for seven reasons: 1. Expert Instruction : These courses are developed and taught by HVAC in- dustry experts. We benefit from their in- sights, real-world examples, and advice. 2. Flexible Learning: NCI’s online plat- form allows everyone on my team to learn at their own pace and on their own schedule. 3. Comprehensive Curriculum : NCI offers a wide variety of courses cover- ing various aspects of HVAC principles from fundamentals to advanced topics. HIGH-PERFORMANCE PRODUCT REVIEW Written by HVAC Professionals for HVAC Professionalsto re-center the HVAC industry around actual system performance and cus- tomer comfort rather than solely on energy efficiency. Guarino joined the HVAC Industry in 1987 when he became part of the Contracting Business magazine team, first as an associate editor, even- tually becoming chief editor and asso- ciate publisher. Falke worked in his family’s HVAC contracting business in central Cali- fornia. In fact, he helped his father buy that business. Eventually, Guarino filled a similar role, leaving the magazine to work for a Cleveland, OH, area HVAC contractor. Guarino recalls, “Separately, Rob and I saw the industry shifting away from providing optimal comfort in buildings and focusing almost exclu- sively on energy efficiency. We met for the first time to test a mutual friend’s home, and began talking about this. Together, we thought it would be amazing to realign the industry with its core mission: delivering comfort through high-performance systems.” THE BIRTH OF NCI The initial inspiration for NCI was that shared vision between Guarino and Falke, both veterans in the HVAC field who had seen the industry lose sight of its priorities. By the 1990s, government agencies like the Depart- ment of Energy (DOE) and the Envi- ronmental Protection Agency (EPA) had set increasingly stringent ener- gy-efficiency standards, often over- shadowing other critical factors like air quality and comfort. Guarino expressed his concern in a 1992 article published in Contract- ing Business titled “The Comfort Revolution,” which challenged HVAC contractors to refocus on the end-user experience. Around the same time, Falke was ex- perimenting with applying commer- cial air balancing techniques to res- idential systems. He concluded that “there was no reason why the same techniques of measuring system pres- sures and airflows couldn’t be applied to residential systems,” an insight that would shape NCI’s approach. S ometimes, the paths we walk in life take us to unexpected places. That can be good or bad or both. When it comes to doing things right, doing things in a transformational way means being open to changes and opportunities and having perseverance to make something good happen. That is precisely how National Com- fort Institute (NCI) came into being. Founded in 1994, NCI has been in- strumental in transforming the HVAC industry’s approach to “High-Perfor- mance HVAC™ system performance,” focusing on delivering comfort, effi- ciency, and safety to end-users. Domi- nick Guarino and Rob Falke, the found- ers of NCI, embarked on a journey TRAINING SPOTLIGHT By Mike Weil National Comfort Institute: Pioneering High-Performance HVAC NCI launched it’s High-Performance HVAC Summit as part of Contracting Business maga- zine’s HVAC Comfortech trade show and conference. Pictured here is the late Rob “Doc” Falke (center)running hands-on testing with contractors at the show in the early 2000s. 6 NOVEMBER 2024HIGH-PERFORMANCE HVAC TODAYremains focused on raising the indus- try standard. “From day one, our mis- sion has been to educate HVAC pro- fessionals on creating safe, healthy, comfortable, and energy-efficient in- door environments,” Guarino states. “By integrating real-world training with in-depth diagnostics, NCI aims to transform contractors from trades- people into craftsmen, a goal it pursues with a rigorous, hands-on curriculum.” As part of its expanding mission, NCI launched its membership in 2000, providing HVAC profession- als access to exclusive resources like technical support, training discounts, marketing materials, and an online knowledge base. Today, the company boasts more than 250 member com- panies and is widely respected for its advanced education in system performance. Guarino notes, “While only about seven to eight percent of HVAC con- tractors adopt the high-performance approach, those who do often grow more rapidly, with some NCI-certified companies surpassing $10 million in revenue within a decade!” HVAC SUMMIT: A GATHERING OF INDUSTRY LEADERS One of NCI’s most significant con- tributions to the industry is its annual High-Performance HVAC™ Sum- mit. Launched in 2003, the Summit provides a platform for like-mind- ed contractors to discuss high-per- formance contracting techniques and emerging industry challenges. Initially attended by 90 members, the event has grown to include more than 200 attendees, with a substantial portion being non-members. Guarino says the Summit is more than just a conference; it’s a “community of peo- ple with shared values and a commit- ment to delivering the best to their customers.” The Summit also represents NCI’s dedication to continuous improve- ment, as it drives industry conver- sations on high-performance HVAC standards. Their conversations and combined insights led them to form the Nation- al Balancing Institute (NBI), the precursor to NCI. From 1994 to 1998, Guarino and Falke developed the in- dustry’s first residential and light commercial airflow testing, diagnos- tics, and balancing certifications. As Guarino explains, “Testing was the key element. The more we tested, the more we realized that by solving comfort issues, we were also address- ing energy waste.” In 1998, they transitioned NBI into National Comfort Institute, adding combustion and carbon monoxide training, which elevated safety as a core focus. Today, the HVAC industry rec- ognizes NCI as a premier training and certification organization, with over 50,000 professionals trained over 30 years and an unwavering commitment to High-Performance HVAC. RAISING THE BAR: NCI’S MISSION AND EVOLUTION Since its inception, NCI’s mission HVACTODAY.COMNOVEMBER 2024 7HVACTODAY.COMadapting to modern challenges while ensuring contractors know the latest techniques and technologies. UNIQUE TRAINING APPROACH AND FUTURE ASPIRATIONS NCI differentiates itself from oth- er training organizations by teaching the technical skills required in HVAC and helping contractors apply these skills to educate customers and rec- ommend solutions. “We’re more than a technical train- ing organization,” Guarino emphasiz- es. “We build confidence in our trained professionals, enabling them to use testing and diagnostics in all customer interactions. This approach differenti- ates them in their markets and helps set them up for success.” Looking ahead, Guarino says that NCI plans to continue expanding its digital tools, such as the Comfort- Maxx™ and AirMaxx™ applications, which help contractors with real-time diagnostics and performance optimiza- tion. These tools are part of a broader strategy to make testing and diagnos- tics more accessible and intuitive, en- suring contractors can offer the high- est-quality service in the field. Guarino sees these advancements as crucial to maintaining NCI’s role as the “essential training partner for con- tractors, distributors, and manufac- turers” over the next decade. ADDRESSING TECHNOLOGY AND EDUCATION CHALLENGES The HVAC industry faces a rapidly changing technological landscape, pre- senting challenges and opportunities. Guarino points out that new refrigerants and inverter technol- ogies require a high- er level of technical expertise, particular- ly in areas like airflow management, which is critical for invert- er-based systems. “Airflow has never been more important than it is now with to- day’s advanced equip- ment,” he states. To help contractors meet these challeng- es, NCI continues to develop specialized training and support resources that address the nuances of modern HVAC systems. In addition to technical changes, Guarino says the company emphasiz- es the importance of educating home- owners on the value of a properly in- stalled HVAC system. “Homeowners need to understand In 2018, under Rob Falke’s leader- ship, NCI helped spearhead the de- velopment of ASHRAE/ANSI 221, an industry standard that embodies NCI’s processes for evaluating resi- dential air distribution systems. Guarino highlights this achievement as an example of NCI’s impact on es- tablishing industry standards: “We are proud to contribute to standards that raise the bar for HVAC performance.” ADAPTING TO DIGITAL TRAINING IN A POST-COVID WORLD Then 2020 happened. The COVID-19 pandemic prompted NCI to rethink its training delivery, accelerating its move toward online learn- ing. Within weeks of the initial lockdowns, NCI launched virtu- al certification and recertification pro- grams, enabling con- tractors to continue their professional de- velopment remotely. “We were fortu- nate to be able to piv- ot so quickly,” Gua- rino says. “Now, we offer both online and in-person class- es, which allows us to reach contractors where we normally wouldn’t.” NCI’s online learning platform has become an integral part of its of- ferings, with a university providing courses in High-Performance HVAC principles and soft skills like customer service and sales. This shift demonstrates National Comfort Institute’s commitment to TRAINING SPOTLIGHT Over the years, the Cleveland, OH training center was where a lot of in-person, hands-on training, and certification classes took place. 8 NOVEMBER 2024HIGH-PERFORMANCE HVAC TODAYTRAINING SPOTLIGHT bar for what HVAC professionals can achieve. Through innovative training, digital tools, and a dedication to quali- ty, NCI empowers the next generation of HVAC contractors to excel in an in- creasingly complex field, setting new standards for performance and cus- tomer satisfaction. tractors how to work with HVAC systems; we’re teach- ing them how to build trust and deliver measurable com- fort to customers,” he con- cludes. “That’s the legacy we want to leave behind.” The story of this organi- zation is that of two men who started on paths, taking them in one direction but then changing and evolving, leading them to their future. It wasn’t easy. It sometimes wasn’t fun. By be- lieving in perseverance and having a mission, they wound up exactly where they were meant to be. As NCI looks toward the future, it remains poised to evolve alongside the industry, continually raising the why their equipment costs more and what value they’re receiving,” he ex- plains. “A well-trained contractor who uses precision instruments can deliv- er top performance for this significant investment.” A LEGACY OF EXCELLENCE IN HVAC TRAINING Since its founding, NCI has impact- ed the HVAC industry by focusing on performance, comfort, and safety. With a solid commitment to advanc- ing industry standards, developing cutting-edge training programs, and fostering a community of high-perfor- mance professionals, NCI is leading the way in transforming HVAC from a trade into a true craft. “At NCI, we’re not just teaching con- In 2024 NCI re-located its headquarters to Morristown, TN. HVACTODAY.COMNOVEMBER 2024 9HVACTODAY.COMNext >