The Secret Sauce

Having worked for an HVAC company for many years, we jumped in early with the Sensi product and smart monitoring. Emerson’s predictive maintenance solution helped the company I worked for to analyze customer HVAC systems and know how it was performing BEFORE problems popped up.

But this wasn’t something we could just jump into. It required a partnership, training, and understanding of getting equipment to perform how it’s designed to perform. These three ingredients were part of the secret sauce that led to my company’s success.

As an HVAC company, connecting with your OEM or a training organization such as National Comfort Institute is the gateway to understanding the difference between rated and delivered performance. You must understand that difference.

The Next Step Is to Get Trained

Training looks different to a lot of people. Some prefer in-person classes, whereas others want digital access. You can access much of the Smart Tech training via video libraries, online refresher courses, and information available for people to pull up in the field.

As a result of this wide-open approach, training has improved. However, it’s essential to pick the proper training for the right group of people. Some technicians want to get their hands on Smart Tech and learn about it that way. Others wish to have classroom time. Some want both.

Besides technical training, communication training is also necessary because it will determine how your team talks about Smart Tech, answer consumer questions, and think about it.

The last thing you want is for your field technicians to think that Smart Tech is the boogie man coming to take their jobs. Instead, they should think about how this technology helps them take better care of customers.

Because, at the end of the day, every tech worth their salt wants the best thing for their customer.

Communication training is vital to help techs think this way. It helps them explain what Smart Tech is, why they should consider offering it, what it does for the homeowner, and how they should talk or not talk about it.

To be involved with Smart Tech, you must embrace the training. We truly live in the information age, and I think there’s an opportunity today to deliver higher service levels than we ever had before.

The Power of Data

The key to Smart Tech AND High-Performance contracting is the power of data. It provides tremendous opportunities. What if you could monitor static pressures, airflow, and more remotely? What if we could fine-tune delivered BTUs into the home where we can prevent discomfort, get ahead of potential carbon monoxide issues, and ensure that customers’ homes are both comfortable and energy efficient without having to send technicians out?

One technology that has been around for a while and will come more into play over the next five years is smart monitoring. As I mentioned earlier, I have experience with Emerson’s Sensi Predict. Their data is tremendous; they can interpret readings from 12 different sensors to predict faults with coil leaks, capacitor issues, and much more.

It can also lead to helping contractors with things like price transparency, labor management, and more.

Such predictive monitoring may answer HVAC seasonality issues, cash flow, and help with smarter workforce use. Add IAQ sensors, and contractors can monitor comfort at the register in the future.

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