You can translate by saying something like, “Your cooling system’s air pressure is rated at a maximum of 50, and we measured its pressure at 82. That equals a blood pressure of 180 over 100, or Hypertension Stage 3. If you were in the hospital, you wouldn’t be leaving that day.”

British Thermal Unit (Btu) is a measurement of heat. As with all these initials, don’t use them with a customer. Try using simple whole numbers to describe the amount of rated or measured heating or cooling in a system.

The best way to translate Btu is to compare it to the system’s reduction in miles per gallon. Any customer would take action if their car MPG were reduced by 60%.

Plot airflow and measure temperature change to calculate delivered Btu. Then divide by rated Btu to find the system’s percent of MPG loss.

You could explain it something like this: “Your air conditioning system is rated at 36,000. We measured the delivered cooling and found it’s only 14,300. Your system’s MPG is only 40% of what it should be.”

The Power of Translating Diagnostics

Engage your customers in diagnosing their system. Some will want to participate. Others will follow you and ask questions as you test. Unfortunately, some won’t be interested.

It should be clear to your customer that you’re very different from your competition. Regardless of the level at which they choose to participate, they care about the test data information your diagnostics produce because that data is essential to their buying decisions.

When you test, diagnose, and translate solutions for your customers, you help build trust and become the qualified person they’ll choose to provide the answer.