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Popular Stories in Contracting Business
Issue Highlights
Sales Managers as Coaches
https://contractingbusiness.com/55127335
Building a Heat Pump Business
https://contractingbusiness.com/55125399
Target ALL Demographics
https://contractingbusiness.com/55128057
RectorSeal Acquires PSP
https://contractingbusiness.com/55132954
ACCA Accepting Award
Nominations
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Daikin Receives Grant for Heat Pump Development
https://contractingbusiness.com/55132174
Attracting Next Generation
https://contractingbusiness.com/55093573
Present, Propose, Close
https://contractingbusiness.com/55038400
Best of David Richardson by David Richardson David's columns have been real audience pleasers. Here are a few of the best. https://contractingbusiness.com/55131084
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A ceiling fan with two settings: off and very very on.
Your customers have enough problems. But with a reliable, easy-to-use heating and cooling system from American Standard, they (and you) have one less thing to worry about.
You have to have empathy and make it about the customer, not about trickery. If the ‘price is too high’ they don’t see the value.
My interview with the affable, congenial, appreciative and insightful Steve Howard reaffirmed two truths I’ve often experienced in this industry: the most effective sales approaches are firmly rooted in human nature, and they will never fail.
I’ve never sold an HVAC system or maintenance agreement; my job is to share what I learn from the greats found throughout this great industry.
What a trainer Steve Howard has been. He’s another expert I wish I had known back in his earliest days as an author, sales coach and writer for Contracting Business. By the time I joined, he was writing for another publication.
The good news for me is, I will be there as Steve Howard is inducted into the Contracting Business HVAC Hall of Fame on October 16, during the Service World Expo in Lake Buena Vista, Florida (serviceworldexpo.com).
Our Hall of Fame article about Steve appears on page 34. This First Word column serves as both a look back at some content from the 2000s in recognition of our 80 th Anniversary, and it also provides some extra column inches to devote to this fine educator.
“People trust people more than products. Trust is the most powerful shortcut in the entire sales process. To build trust in your people, show how they’re ‘more than safe to hire.’
“A final company differentiator is your integrity. Socrates said: ‘You’ll never know a line is crooked unless you place a straight line next to it. Set the standards by discussing your straight-line, nonnegotiable policies: Your Satisfaction is 100% guaranteed, and Our Word is Our Bond.”
Have you ever tried to define “Total Comfort” for your customers? Steve Howard has, and he shared 12 actions that illustrate it, in the article shown below, from our series on Total Comfort from March 2003. Among those actions:
• “I shall conduct Manual J and D calculations, then show them to my customer and explain their importance.”
• “I shall present the benefits of properly designed, sealed and balanced duct systems combined with two-stage, variable speed high-efficiency furnaces, air conditioners and heat pumps for maintaining the ultimate in comfort, quietness and low utility bills”
• “I shall propose fresh air and positive pressure options when needed: HRV/ERV and whole house HEPA filtration and dehumidification systems.”
Continued on page 38
EDITORIAL
ADVISORY BOARD
TOM CASEY
Climate Partners
Griffin Service
MIKE CONLEY
Pioneer Heating & AC
VINCE DIFILIPPO
DiFilippo’s Service Co.
DOMINICK GUARINO
National Comfort Institute
LOUIS HOBAICA
Hobaica Services
MATT MICHEL
Author
BRIAN STACK
Stack Heating & Cooling
Steve and Charlotte—his wife of 55 years—have been in this together. Steve did the training and writing, and Charlotte, “kept the wheels turning.”
Howard is best known as the founder of ACT Group, Inc. (Air Conditioning Training) in Phoenix, Arizona, an industry-specific training, consulting and publishing firm. He has coined some salesspecific trademarks, including No Pressure Selling® , Sell the Way Your Customers Want to Buy™, Design the Ideal Comfort Solution® and Comfort Concerns List™
Prior to his career as a trainer, Steve Howard was an Air Force aircraft mechanic who served in Vietnam, and a refrigeration technician. He was first hired by Paul Hobaica, Sr., founder of the legendary Hobaica Services in Phoenix. You can see one of Steve’s articles on this page, and I’ve posted them at ContractingBusiness.com. They’re from 2002 and 2003. In one, he shares these gems:
“There are four things only you can provide: your company; your installation; your comfort system; and YOU.”
Our full line of single and multi-zone systems includes a wide variety of highly reliable, ductless mini split units and multi-position air handling units (MPAHUs). Each one is loaded with standard features and backed by exceptional service usually reserved for premier product lines.
With cutting edge inverter technology, our new MPAH system combines our compact side discharge outdoor units with a modular design indoor unit. The result: high efficiency, space saving, quiet systems that allow for multiple installation options. Let Westinghouse take your business to a whole new level.
For more information on how you can become a Westinghouse distributor, please contact Sales@WestinghouseAC-USA.com. www.WestinghouseAC-USA.com
CHARLOTTE, NC, July 2024— In July, Service Experts was on the set of a Charlotte home renovation with Montel Williams. The big reveal for “Military Makeover with Montel®” on Lifetime TV won’t air until September 20, but added to the home improvement series’ list of military families it has celebrated through home makeovers across the country.
Talk show legend Montel, himself a military advocate and veteran, was in Mooresville, North Carolina wrapping the
project for Benjamin and Melissa Mahaley, U.S. Marine Corps veterans and parents to five. Melissa, a nurse, and Benjamin, a firefighter with the Charlotte Fire Department, last saw the house on July 12 before the renovation began.
The full home transformation will be shown on Lifetime starting in August, and Service Experts confirmed they had donated extensive HVAC equipment to transform the Mahaley’s home into a haven of comfort, well-being and energy efficiency.
“Military Makeover with Montel” will air at 7:20 a.m. ET starting August 23 through September 26, with the reveal debuting on September 20.
Service Experts operates in Charlotte as Komfort Air and will be promoting the show with its “Military Makeover” van that’s on the streets now and will continue to be through airing. Service Experts has 98 locations across the country providing HVAC repair, maintenance, new equipment sales and related services to residential and commercial customers in 31 states.
ENGLEWOOD, CO, July 24, 2024 —Women in HVACR (WHVACR), a nonprofit organization dedicated to empowering women in the heating, ventilation, air conditioning and refrigeration trades, wants to lead by example, and its 13-member board of directors showcases how women have advanced in the skilled trades industry since the group’s inception in 2002.
“This board includes some of the most powerful women in the HVACR and home comfort industries,” said Women in HVACR Executive Director Amy O’ Grady. “Women in HVACR wants to lead by example, and this board exemplifies this goal. This is a group that will encourage any woman entering the skilled trades industries by creating the type of dynamic environment
that inspires them to succeed.”
The executive board of directors is comprised of five members, including:
• President Lori Tschohl: Tschohl is the owner of Eagle Pipe & Mechanical, a leading HVAC contractor in Poulsbo, WA, specializing in gas piping, heating and cooling. With more than 35 years of industry experience, she has been a driving force behind the company’s growth and success since 2015. She has received the Service Nation Women of the Year award in 2022 and the Boundless Benefactor Award in 2023 for her exceptional leadership and has received numerous awards for her charity work. She also serves
as an advisory board moderator for AB80 Queens of Contracting and is a founding member and state chapter president of Women in Plumbing and Piping (WIPP).
• Vice President Kristin Gallup: Gallup is the director of product management for Carrier Enterprise, a joint venture between Watsco, Inc. and Carrier Corporation. She has been in HVAC Distribution for over 17 years in multiple leadership capacities and has been a supporting member of WHAVCR for more than 10 years.
• Immediate Past President Marcia Christiansen: Christiansen is the business unit manager for PECO Control Systems, an Astronics
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company, a manufacturer of thermostats for the HVAC, industrial and commercial cooking industries in Portland, Oregon. She is a key technical resource for PECO and has worked in the industry for 27 years.
• Secretary Tanya Steindl: Steindl serves as the director of marketing for the aftermarket parts division of Daikin Comfort Technologies, a company that provides heating, cooling, ventilation, air purification, refrigerants, and connected devices for residential and commercial spaces, located in Waller, Texas. During her time at Daikin, she has been instrumental in the development of private label parts and controls brands, which offers universal options available to any contractor.
• Treasurer Sarah Hammond: Hammond is the president of Atlas Electrical, Air Conditioning, Refrigeration & Plumbing Services in Alton, Texas. She also oversees Hummingbird Trailer Park and
Alton X-Plex and is an investor in several local businesses. She also serves as the CEO for the Better Business Bureau in South Texas, and is the president of FemCity RGV, a community of more than 70 businesswomen in McAllen, Texas. Other board members include:
• Erica Leonor, director of business development for Goodleap in Riverton, Utah.
• Laurelyn Arriaga, OME sales manager for McDaniel Metals, Inc. in Houston, Texas.
• Becky Hoelscher, senior account manager for Arkema in Sidney, Ohio.
• Jane Sidebottom, president and founder of AMK in Bonita Springs, Florida.
• Crystal Williams, founder and marketing strategist for Lemonseed Marketing in Burke, Texas.
• Linda Rodriguez, marketing and events manager for Quietflex in Houston.
• Angela Miller, brand ambassador for Goettl Air Conditioning & Plumbing in Las Vegas.
• Nicole Norris, strategic relationship manager for Service Nation in Coppell, Texas.
For more information about Women in HVACR, visit womeninhvacr.org/
When you need to get the job done, Liberty’s 331 transfer pump is the benchmark for performance that battery powered pumps simply cannot match. With more flow, higher pumping head and the reliability of non-stop 1/2 hp, 115V performance, why settle for less?
Against the backdrop of back-to-back regulatory changes impacting the HVAC industry, Carrier is once again taking the opportunity to redesign its systems from the inside out, putting dealers, technicians, and homeowners at the forefront of innovation, sources report. Carrier’s latest portfolio relaunch includes the entire lineup of ductless systems; expanding offerings, incorporating new platforms and technologies, and integrating R-454B, Carrier’s refrigerant of choice known commercially as Puron Advance™.
“The 2025 refrigerant phasedown set the timeline, but improving serviceability and installation while maximizing energy-efficiency was the priority,” said Tyler Oehlman, Associate Director, Ductless and VRF Product Management, Carrier. “We’re not just adding to the lineup, we’re improving the full portfolio and helping to establish ductless as a viable, sometimes even preferred, home heating and cooling solution for North America.”
Changes to the Carrier ductless portfolio include refrigerant specific components, new control technologies, and additions to the Crossover portfolio. Carrier’s Crossover Solutions provide a system that maintains the traditional ducted heating and cooling characteristics while leveraging elements of ductless technology. Enhancements made to the ductless lineup include: NEW Puron Advance components: Expanded portfolio with enhanced capabilities and capacities.
• Refrigerant leakage detection sensors included in most indoor units.
• Enhanced compressors in select equipment.
One more connection port added to multi-zone condensers. NEW controls features:
• New wireless and wired controllers, with built-in WiFi option.
• Optimized, user-friendly and easy-to-read display screens.
• Remote upgrades with over-the-air updates.
New additions to the Crossover lineup include:
• New air handler unit with multi-poise design configuration.
• Single fan chassis up to 5 ton.
• Larger service port available.
Isolated terminals for 5V and 24V controls.
• Improved performance across all sizes. www.carrier.com/residential.
Jenny Products, Inc. , offers the AM840-4HG-HC4V – a lightweight and compact hand-carry compressor powered by a 4-horsepower Honda engine. Featuring a 4-gallon twin-stack tank, the unit produces 4.7 CFM @ 100 PSI (4.4 CFM at 125 PSI) delivering high power in an extremely portable package.
The compressor features a single-stage, direct-coupled pump, built with a cast-iron cylinder for longer service life and an aluminum head to allow better dissipation of heat. Other standard performance components include a high-quality pilot valve, pneumatic throttle idle control and special unloading valves to assist in motor/engine starting.
Designed for minimal and simplified maintenance, the new compressor is built with a pressure relief safety valve, an air-line regulator and easy to reach manual tank drains. The tank and frame assembly are constructed of heavy-duty powder-coated steel, and integrated anti-vibration feet cut down on unnecessary movement and wear during operation. To help ensure thorough lubrication of the compressor’s pistons, crankshaft, bearings, rings and cylinders, the compressor is shipped with an initial oil fill of Jenny “Ultimate Blue” compressor-pump oil. jennyproductsinc.com
RectorSeal has introduced ClearDrain PVC, which effectively eliminates major contributors to clogged HVACR condensate drains. The new product supports what sources say is RectorSeal’s continued position as a leader in condensate management. HVAC condensate lines typically become clogged over a relatively short period due to algae and bacteria buildup. Problems related to restricted or clogged condensate lines may include:
• Water overflow—damaging walls, ceilings, and flooring near the HVAC system and may lead to mold growth, wood rot, and other structural damage.
• Improper drainage—leading to water backing up to the evaporator coil and reducing the energy efficiency and
THE EVENT FOR HVACR / FEB 10-12
performance of the HVAC system.
• Stagnant water—producing foul odors indoors when condensate drains are contaminated with mold, bacteria, and other pollutants. rectorseal.com
Wildfire smoke particles are roughly 300 times smaller than a strand of hair, and 10-times smaller than even particulate matter 2.5 (PM2.5). This means these tiny invaders pose substantial health risks, easily infiltrating buildings in higher quantities than larger particles like pollen and dust.
Metalmark , a new and leading innovator in air filtration technology, has launched its SierraTM Smoke Safe Filters.
Sources report the filter is the only MERV 13 filter scientifically tested and proven for highly effective wildfire smoke removal. Its “unparalleled efficiency makes it the top choice for safeguarding health during wildfire seasons,” sources report.
During wildfire smoke events, the general advice is to reduce HVAC ventilation and upgrade filters to MERV 13, however a study has found that the majority of smoke particles escape removal by typical MERV 13 filters: bit.ly/metalmarkstudy
The Sierra Filter’s filtration efficiency was evaluated using pine needle smoke, which is comparable to wildfire smoke and a common analyte used by U.S. EPA scientists. It was independently tested at a third-party lab with pine needle smoke for an extended duration under commercial HVAC flow rates (2000 CFM equivalent).
In addition to being enhanced for smoke filtration, the Sierra Air Filter has undergone rigorous testing per ASHRAE standard 52.2 and is rated a MERV 13 filter for general use. It is now available for pre-order at https://www.metalmark.xyz/ about-metalmark.
Along with the Sierra Air Filter, Metalmark also developed the TatamaTM air cleaner, the world’s first self-renewing air cleaner, designed for commercial buildings to remove harmful airborne particulates, smoke, and pathogens*. Tatama is a system for commercial building retrofits and new-build integrations. Owing to its patented self-renewing technology, it offers a low cost of ownership, maintenance, and waste generation while providing cleaner indoor air with a number of potential health and economic benefits, such as reduced absenteeism and HVAC energy use.
Metalmark, a small-business spinoff of Harvard University, is a winner of the US Environmental Protection Agency’s “Cleaner Indoor During Wildfires” Challenge. https://metalmark.xyz * Third-party independently tested with MS2 and Staphylococcus
Greenheck has expanded its line of isolation dampers with the new HBT-321 rectangular bubble-tight damper that is rated to 20 in. wg (5 kPa). Each HBT-321 damper unit is factory-tested to ensure bubble-tight leakage performance per AMCA 500-D
Thanks to ProCoreTM high corrosion-resistant technology, you can have maximum confidence in our copper tubing It’s like a force field against
Tired of replacing leaky coils? ProCoreTM copper tubing provides the solution. Even in the most severe environments, tubing with ProCoreTM technology maintains refrigeration system integrity with no reduction in capacity. Install with confidence, and bring longer-lasting comfort to your customers.
• Dramatically inhibits pitting & corrosion
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• Enabled a drastic reduction in replacement coils over the last 5 years
• Stronger and more resilient than standard & oxygen-free copper
The company known as Building36 is named after a computer science building on the campus of the Massachusetts Institute of Technology (MIT). It was there that company co-founders Dan Goodman and Craig Heffernan started envisioning a smart home that could conserve energy without sacrificing comfort. Today, their innovative smart home technology can be found in over five million homes.
Building36 provides advanced technology and connected devices that enable trade companies to efficiently deliver smart home solutions. Building36 smart home solutions deliver all the conveniences modern homeowners demand. They also monitor and protect critical home systems to help prevent the air conditioning from failing on a hot summer day or a water leak from causing major home damage.
Smart home solutions by Building36 are sold, installed and supported by a nationwide network of authorized service providers.
Of recent interest is the Smart Thermostat HQ, a successor to the Smart Thermostat HD. The Smart Thermostat HQ operates through a powerful, built-in Hub that seamlessly controls other smart home devices. Smart Thermostat HQ simplifies installations, reduces costs and uses less space in the home. A dedicated cellular connection and broadband backup ensures reliable performance, and supports SmartStart so devices can be quickly and easily added to the smart home.
In an interview with Contracting Business, inventor Dan Goodman, a graduate of MIT, shared that his post-grad career involved selling semiconductors for Texas Instruments. With the invention of processors and wireless devices, Goodman joined a wireless startup company that made Zigbee chips. He designed a smart meter, and saw the coming need for smart meters to “talk” to home thermostats. He started the Radio Thermostat Company and from there made the first WiFi thermostats that were used in connected systems by companies such as Alarm.com, Comcast, Time Warner and Cox.
“Then I had a big wake-up call when I realized we were making thermostats that were being installed by cable TV companies. The people who need to install thermostats are not the people who fix them, but the people who can fix HVAC systems. Those are the professionals you need to reach out to,” Goodman said.
“We started Building36 with the intention of taking everything we knew about making connected products and building it around the professional trades; no more retail, no more directto-consumer. They would be sold directly to the trades and help ‘tie the trades to their customers.’” Contractors who sell Smart Thermostat HQ have 93 percent maintenance program retention.
Goodman is not an HVAC contractor, but he realizes that contractors seek to build long-lasting relationships with customers, so that when the HVAC system eventually needs to be serviced and
Smart Thermostat HQ
Smart Thermostat HQ
eventually replaced, there’s no worry about who to call.
“It’s all about forging a relationship between the homeowner and the contractor. There’s not this panicked, ‘I have to buy something’ moment, and ‘who do I trust’?
Goodman said.
Smart ThermostatHQ has a cell phone build into it, so that once the technician installs it, it is connected to the Internet, with a more secure and reliable connection.
“At its core, this is professional-grade hardware. You can tell a customer you’re not just installing a WiFi thermostat that has to be on your network, and there are no privacy or security concerns,” Goodman explained.
“Secondly, we can also control every device in the house with this. In my house I have 84 connected devices, including lights, door locks, a sump pump monitor, dry contact monitors for float switches in the condensate pan, and more. All of those can connect to the thermostat and use the cellular connection to get the data out, in one app. I now have one app that can control every device in the house.” Another popular feature of Smart Thermostat HQ is automatic wire detection and configuration.
“When you wire it up, it will know if it’s a normal system or multi-stage system. More importantly, if you don’t have enough wires in the wall or a common wire, you can separate the thermostat into two ‘pieces,’ install the thermostat backplate, run power through the wall and the two pieces will talk wirelessly. If there aren’t enough wires in the wall, you can install the thermostat without installing wires.”
Smart ThermostatHQ has impressive compatibility with different HVAC systems.
“We have the ability to pull in devices that we don’t make on the back end. For example, if you’re using a Lennox iComfort system or a Rheem ecoNET, or Apriaire system, we can pull all those thermostats into our system as well. We can connect to all sorts of devices and bring them into our platform. We have the largest eco-system of connected devices, such as Schlage or Yale door locks, LiftMaster garage doors, Lutron or Leviton lights, RainBird sprinklers and more.”
Building36 makes the back end technology for most of the residential security companies and those in the light commercial space, and monitors more than 1.2 million thermostats in that field through its security company. —Terry McIver
Find this company at www.Building36.com, or call Dan Goodman at 781-474-0500. He speaks the language of HVAC contractors and would like to hear from them.
prior to shipping and also meets ASME AG-1, Class 0A requirements.
The HBT-321 can withstand velocities up to 4,000 fpm and a temperature range from -40 oF to 250 oF. Available in sizes up to 48 in. x 42 in., the HBT321 allows larger openings to be filled with one pre-engineered damper to provide zero leakage rather than a multi-section assembly that can add significant pressure drop to the system. In addition, HBT-321 dampers can be supplied with a wide range of factory-installed actuators including electric, pneumatic, or manual actuator options.
Heavy-duty model HBT-321 features a fully welded frame, full-length axles, a field-replaceable sweep-style blade seal mechanically fastened to the blade, and a flanged damper frame for easy mounting. Designed for isolation or decontamination applications where leakage is critical, Greenheck’s HBT-321 bubble-tight damper is ideal for clean rooms, chemical and treatment plants, data centers, medical facilities, microelectronic manufacturing, bag-in-bag-out (BIBO) filtration, laboratories, and testing facilities. bit.ly/hbtdamper
The Copeland Sensi offers highly rated residential smart thermostats and multiple thermostat controls for light commercial buildings. Sensi’s smart thermostats are designed for energy savings and data privacy to provide control and comfort—helping customers save on their HVAC energy consumption by adjusting the temperature using flexible scheduling, remote access and geofencing.
Sensi’s top-rated mobile app and easy installation give customers remote control of their thermostats and enable monitoring of current day and historical heating, cooling and fan runtimes within the app. Copeland also partners with more
than 100 utilities across North America to deliver rebates and energy efficiency programs for customers using Sensi thermostats. sensi.copeland.com
Copeland’s Verdant smart thermostats combine intelligent occupancy sensors with patented software to reduce HVAC energy usage and help achieve environmental, social and governance (ESG) goals. Patented protocol uses low-frequency radio waves that penetrate thick walls and cover long distances independent of Wi-Fi, Zigbee® or additional networking equipment, for reliable performance and connectivity. Copeland’s Verdant VX3 and ZX smart thermostats are ENERGY STAR ® certified, unlocking utility rebates to enhance energy cost savings for building owners. verdant.copeland.com
2025 will be an exciting year, as comfort products manufacturers roll out new electric heat pumps to complement existing products.
Allied Air Enterprises announces the new 97G2E two-stage constant torque gas furnace with 97% AFUE efficiency under the Concord® and Ducane™ brands. With energy savings even during the coldest months, the units were designed to meet the qualifications for federal tax credits, where homeowners could be eligible for $600 in tax credits under the Inflation Reduction Act* and up to $2,600 if a qualifying heat pump is added.
The 97G2E was built on Allied’s current furnace platform that keeps dealers moving by making installation easy. Units are shipped ready for up-flow or horizontal left or right installation with no modifications to the furnace needed. Utility connections can be made from the left or right side, and duct connection feature pre-bent and pre-drill flanges from the factory. concordair.com / ducanehvac.com
High-performing inverter technology earned the Amana® brand ASZV9 heat pump recognition as Most Efficient of ENERGY STAR® 2023. Engineered using variable-speed swing compressors, the ASZV9 supplies consistent, reliable and quiet indoor comfort with stellar efficiency ratings, up to 8.2 HSPF2 and up 22.5 SEER2.
Integrated into every ASZV9, award-winning ComfortBridge™ communicating technology helps technicians commission, configure and diagnose systems quickly and easily using the CoolCloud™ phone and tablet app.
Contractor-friendly features include Amana brand control algorithmic logic; coil and ambient temperature sensors; sweat
connection service valves with easy access to gauge ports; top/ side maintenance access; single-panel access to controls with space for accessories. In communicating mode, only two lowvoltage wires to the outdoor unit are required.
Designed, engineered and assembled in the USA, the ASZV9 is available in 2- to 5-tons with heating capacities up to 52,500 BTU/h. Backed by Amana brand’s renowned Lifetime Unit Replacement Limited Warranty and 10-Year Parts Limited Warranty. amana-hac.com
Slim, easily transportable and requiring only 4-in. of clearance, Amana® brand S-series splitsystems solve installation challenges. An affordable, premium mid-efficiency solution, these quiet, inverter-driven systems are engineered for traditional ducted applications, available with heat pump, gas furnace or dual fuel capabilities. Amana brand S-series can use existing line sets, connecting up to 100ft. of pipe (for typical installations). Side discharge designs conveniently feature pad or wall mounting. Perfect for small yard and zero-lot-line applications, outdoor units run as quietly as 45dB(A). Indoors, a Quiet Mode adds acoustical comfort.
Inverter technology delivers energy-efficiencies up to 8.6 HSPF2 and 17.2 SEER2, with heating capacities up to 54,500 BTU/h. Customize humidification based on humidity and regions. Intelligent defrost mode and hot start technology enhance cold weather performance. Outdoor units feature advanced water-shedding drain pans, plus Blue Fin anticorrosion coating on the 1,000-hour, salt-rated coils. Backed by outstanding limited warranties, S-series are compatible with the full-featured Amana brand smart thermostat. amana-hac.com
The new American Standard Gold 17 Heat Pump provides benefits from traditional staged equipment and fully variable speed systems. This heat pump offers higher efficiencies with up to 17.1 SEER rating and stronger capacity performance while being a universal system compatible with non-communicating equipment and 24V thermostats. It also includes the lower global warming potential R-454B refrigerant and, when paired with an air handler or furnace for a hybrid system, it meets many incentive requirements, including those for Cold Climate Heat Pumps, while offering reliable comfort that could lower your energy costs. With a quieter operation than a traditional 2-stage design, this heat pump has invertor technology, dampened vibration, and fan swept blades. In terms of serviceability, the American Standard Gold 17 multi-speed heat pump displays fault codes on the unit controller and features unit protections to prevent common field failures. americanstandardair.com
Humidity™ technology to remove more moisture than a standard furnace during cooling operation, and Fan on Plus™ that lets customers choose between four speeds of continuous operation with a compatible control. bryant.com
The RunTru and Ameristar 15 SEER2 heat pumps are singlestage heat pumps that offer a great value and provide energyefficient heating and cooling all year long. For energy efficiency, these heat pumps feature an 8.1 rating of Heating Seasonal Performance Factor 2 and the lower global warming potential R-454B refrigerant. The heat pumps also include industry-leading refrigerant detection sensors that provide a patent-pending installation clip that lets them easily snap onto the side of the pan. Additionally, the 15 SEER2 Heat Pumps are compatible with most thermostats and their serviceability is similar to the brand’s current outdoor units for the technician’s benefit. ameristarhvac.com / runtruhvac.com
The Bryant Evolution™ variablespeed modulating gas furnace warms your winters with up to 98.3% AFUE efficiency. Customers will experience the additional benefit of summertime humidity control through variable speed airflow. Other features include Perfect Heat™ technology for consistent comfort with automatic system adjustments, Perfect
Elevate customers’ home comfort with this variable-speed heat pump that can deliver extreme humidity control, ultra-quiet operation and even receive over-the-air updates providing customers with the latest software for enhanced performance. The Bryant Evolution ultimate cold climate heat pump with Greenspeed Intelligence is up to 21 SEER2, up to 9.5 HSPF2, and up to 2.15 COP. It boasts full communication when paired with the Evolution indoor unit and wall control, is A2L compliant, has a compressor sound blanket, and is as quiet as 56 dba. It heats at 100% capacity down to 0F and operates as low as -23F with a new advanced defrost feature. bryant.com
The Performance 96 gas furnace is a two-stage furnace, with a variable-speed blower motor and will run in low stage up to 90% of the time. Longer, low stage run times give better energy efficiency, better temperature control and increased comfort. It also assures quieter performance. Variable 25-speed blower operation also aids other system components and can help make the air conditioning system more efficient and improve summer dehumidification while SmartEvap™ technology gives cooling condensation time to drain away to prevent rehumidification. SmartEvap can reduce humidity by up to 10%. Pair an InteliSenseenabled Performance series furnace with an ecobee for Carrier smart thermostat to grant permission for data sharing and connected comfort. InteliSense™ technology enables remote views of the operational health of a system; digital tools provide more efficient customer service and remote troubleshooting. carrier.com
Elevate home comfort with this variablespeed heat pump that can deliver extreme humidity control, ultra-quiet operation and receive over-the-air updates providing Carrier’s latest software for enhanced performance. The Carrier Infinity ultimate cold climate heat pump with Greenspeed Intelligence is up to 21 SEER2, up to 9.5 HSPF2, and up to 2.15 COP. It boasts
full communication when paired with the Infinity indoor unit and wall control, is A2L compliant, has a compressor sound blanket, and is as quiet as 56 dba. It heats at 100% capacity down to 0F and operates as low as -23F with a new advanced defrost feature. carrier.com
Split-system Daikin FIT inverter systems are designed to deliver contractors solutions when traditional cube systems cannot. Compact, lightweight and quiet, Daikin FIT outdoor units provide incomparable flexibility for challenging projects—requiring just 4” of clearance and offered with ducted gas furnace, heat pump or dual fuel capabilities.
An energy-efficient, cost-competitive system, Daikin FIT delivers excellent ratings up 8.6 HSPF2, 11.3 EER and 17.5 SEER2. Inverter-driven, side-discharge outdoor compressors run quietly, down to 55 dB(A). Small footprints allow easy carrying and placement. Hot start technology prevents cold drafts. An advanced water-shedding drain pan and Blue Fin coating protect the outdoor coil (1000+ hours salt-spray rated). Available from 1.5-5 tons, with heating capacities up to 54,500 BTU/h, Daikin FIT is controlled by Daikin ONE+ or Daikin ONE touch smart thermostats—offering full, two-way communications with Daikin HVAC systems. Available Daikin One ecosystem IAQ modules. Daikin FIT is compatible with Daikin communicating evaporator coils and gas furnaces. www.daikinfit.com
Energy efficient, single-zone, ductless Daikin ATMOSPHERA delivers remarkable energyefficient performance—even in extreme ambient conditions— solving spot heating and cooling challenges.
Inverter technology provides up to 11.2 HSPF2, 16.3 EER and 27.2 SEER2 efficiencies. With up to 100% rated heating capacity at 5°F WB and continuous operation as low as -13°F, Daikin ATMOSPHERA makes an ideal replacement for old furnaces or boilers. Outdoor units run quietly, down to 47 dB(A); indoor sound pressure can be whisper-quiet. “CLEAN” operation dries the indoor unit’s interior, reducing condensation. Detachable drain pan allows easy cleaning. Includes Wi-Fi for control via the Daikin Comfort Control App. Compatible with Daikin ONE+ smart thermostat and other Daikin communicating equipment.
refrigerants. Pure, single-component R-32 is easy to top off, clean and reuse on-site, or reclaim and recycle.
Available from 0.75 to 2 tons. www.daikinatmosphera.com
Fujitsu General America’s multi-position air handler units are now compatible with the company’s Airstage H-Series XLTH (extra low temperature heating) outdoor units, which provide heating capacity at outdoor temperatures as low as -15°F.
Available in four sizes from 24,000 to 48,000 BTU/H, the multi-position air handlers feature all-aluminum indoor unit coils, high static pressure capability, indoor sound levels as low as 24 dBA and adaptive fan motor control for optimum comfort.
Minimal clearance is needed on three sides of the indoor unit, with only 21 inches clearance needed in the front for service. Down-flow and horizontal right kits come standard with each system. Field-installed electric heat kits up to 15.5kW are factory provided. External input/ output interface for third-party systems is optional. WiFi compatibility is also optional so that systems can be controlled remotely through Fujitsu’s FGLair mobile app, and smart home services such as Amazon Echo or Google Home.
Optional accessories include wired remote controller, simple remote controller, wireless LAN interface, third-party thermostat converter, external input and output PCB, external connect kit, electric heater kit, combustible floor base, and an external filter box.
For more information, please visit www.FujitsuGeneral.com
Goodman brand GMVM97 gas furnaces deliver a slate of helpful features, coupled with heating efficiencies homeowners can appreciate.
With up to 98 percent AFUE performance, GMVM97 gas furnaces feature Goodman’s award-winning ComfortBridge™ technology— allowing contractors to quickly configure, diagnose and service via the CoolCloud™ phone/tablet app.
Daikin ATMOSPHERA features R-32, with one-third the Global Warming Potential of North America’s most used
The modulating, variable-speed, ECM furnace is built for indoor-comfort precision and durability—using a heavy-duty aluminized-steel tubular heat exchanger, a resilient stainlesssteel secondary heat exchange, plus a thermally insulated blower section in a sturdy cabinet designed to minimize air leakage and noise.
Handy features include a selfcalibrating modulating gas valve; autoconfiguration; durable silicon nitride igniter; self-diagnostic control board for continuous system monitoring; multiposition installation; easy-to-install top/ side venting; left/right connection for gas/electrical service; and an airtight solid bottom or side return with easycut tables for effortless removal in bottom air-inlet applications.
Available from 60,000-120,000 BTU/h and backed by Goodman’s Lifetime Heat Exchanger Limited Warranty. goodmanmfg.com
New Goodman brand SD sidedischarge split systems are transforming residential HVAC for good reason. Extremely quiet, conveniently sized and energy stingy, Goodman SD for ducted electric, gas or dual fuel applications offer affordable, efficient solutions for installation challenges.
Inverter-driven Goodman SD heat pumps are up to 53 percent lighter and 40 percent smaller than traditional cubestyle units. Outdoor units require just 4-ft. of clearance, perfect for small spaces and zero-lot-line yards. They run quietly, down to 56 dBA, with energy-saving performance up to 8.6 HSPF2 and 17.5 SEER2. And they handle a remarkable range of outdoor temperatures, up to 115°F DB and down to -10°F DB.
Features include hot start technology, Intelligent Defrost Mode, an advanced water-shedding drain pan, plus
hydrophilic anti-corrosion coating on the 1,000-hour salt-spray-rated coil. Three dehumidification options satisfy regional humidity needs.
Available in 1.5-5 tons—up to 54,000 BTH/h—and compatible with Goodman’s new GTST smart thermostat. goodmanmfg.com.
The airH2O Yutaki M air-to-water heat pump by Hitachi is engineered to deliver efficient, decarbonized comfort heating and cooling and domestic hot water all within a space-saving, selfcontained design. Available in 3- and 4-ton capacities, the Yutaki M features an industry-leading vapor injection
The EC-1U-DV brings the performance of our EC-1-DV Series of mini-split condensate pump to a slim undermount unit that installs easily and neatly underneath equipment. Built for reliable and quiet operation, the automatic condensate removal system works continuously to remove water from any ductless mini-split air conditioner evaporative coil when gravity-feed drainage is not possible or practical.
littlegiant.com
compressor that enables the air-to-water heat pump to achieve up to 140F in outdoor conditions as low as -4F, making it a perfect option for warm and cold climates.
The Yutaki M utilizes the low-GWP refrigerant, R-32, to reduce emissions. Safety and indoor air quality are maximized thanks to the system’s innovative monobloc design. Leveraging a closed-loop circuit, the refrigerant is factory-sealed within the outdoor unit eliminating the need for refrigerant handling, testing and the potential for leaks.
The Yutaki M offers unmatched flexibility thanks to a fully open, plug-and-play terminal board. Beyond heating and cooling a home’s air, it can power radiant floor heating, domestic hot water heating and even swimming pool heating—maximizing the value it offers homeowners, especially compared to maintaining and operating several heating systems. hitachiaircon.com
Recognized as one of the “Most Efficient” ENERGY STAR® certified products in 2023, the Lennox EL22XPV heat pump offers class-leading comfort and energy savings. The unit’s variable-capacity operation adjusts cooling output like a dimmer switch, only using the amount of energy necessary to meet comfort needs. When paired with a fully digital furnace or air handler and Lennox S40 smart thermostat, it can step into a fully communicating home comfort system, maximizing its 22.00 SEER2 and 9.5 HSPF2 efficiency with modern communication features. These advanced features allow for more precise control of temperature and humidity, and even include advanced diagnostics and remote sharing to keep the unit perfectly in tune. Additional features include a sound-dampening system that ensures smooth, quiet operation and simplified maintenance thanks to the unit’s proprietary cabinet design that allows quick access to the coil. The EL22XPV is also eligible for the Energy Efficient Home Improvement Credit (25C) federal tax credit, potentially saving homeowners hundreds of dollars with tax credits. Lennox.com.
This high-efficiency, fully digital, ENERGY STAR® Certified furnace offers class-leading comfort with an energy rating of 97% AFUE. While most furnaces are single stage, the EL297V can heat at two different speeds, resulting in balanced and consistent temperatures with lower energy use. Temperature swings are further prevented through the fully digital variable-speed blower motor that is able to run at a continuous low speed, producing consistent airflow. The continuous air motion also provides better air filtration and humidity removal. Designed to operate quietly, the unit has a fully insulated cabinet, special sound-absorbing materials and sturdy burners to reduce noise. When paired with the Lennox S40 smart thermostat, automatic alerts and diagnostics can be shared with a local Lennox dealer, allowing service to easily be arranged when needed. Additionally, the EL297V is eligible for the Energy Efficient Home Improvement Credit (25C) federal tax credit on all configurations, potentially saving homeowners hundreds of dollars with tax credits. Lennox.com.
The Midea EVOX G3 heat pump system is a cutting-edge solution designed for all climates across North America. Featuring inverter-driven technology, it offers exceptional efficiency and performance with up to 19.0 SEER2, 12.5 EER2 and 10.8 HSPF2 ratings. The system excels in extreme
temperatures, delivering 100% heating output at -15F and effective operation down to -22F. Its modular “Block N Lock” air handling unit design allows easy installation and maintenance, breaking down into three manageable components. This heat pump system also supports Over-the-Air (OTA) updates for remote diagnostics and upgrades. With advanced noise reduction features, including a symmetric fan and insulated compressor compartment, it operates quietly at dBA levels as low as 31.5. The EVOX G3 is compatible with most 24v thermostats or the Midea RS485 smart wall control, and it includes Enhanced Vapor Injection technology for high performance in harsh climates. Sources say this system is ideal for energy savings and reliable comfort. midea.com
The Oxbox 80% furnace J801V model family features an aluminized steel heat exchanger to conduct heat quickly and increase durability, along with a painted, galvanized steel
cabinet that has passed a 500-hour salt spray test. It is designed for multi-position installation allowing for easy replacement or new construction installations.
Furnaces are fully convertible to either natural gas or propane, making them suitable for use in any area (LP kit included with furnace). They are also quiet, with a multispeed ECM circulator blower motor oxboxhvac.com
Oxbox 14.3 SEER2 R-454B electric heat pump (with performance up to 15.2 S2) J5HP5 Model Family
This Oxbox heat pump allows for quick access to the control panel allows for easy install, troubleshooting, and maintenance. Its galvanized steel cabinets resist rust and stand up to weather. Available in 1.5–5 tons. The coils have hydrophilic coating, and ECM fan motors with 10 speeds for quiet operation and optimized efficiency. oxboxhvac.com
The Smart Thermostat HQ is the easiest, most reliable way to connect—and stay connected—with your homeowners. Its unparalleled ease, from installation to adding new smart devices, ensures contractors can install systems quickly and smoothly, boosting both technician productivity and homeowner satisfaction.
The Champion® Z9ET 97% AFUE two-stage, condensing gas furnace delivers precise, high-efficiency heating and is engineered to qualify for a variety cost-saving incentives. A standard, five-Speed ECM fan motor achieves enhanced SEER2 ratings and meets the requirements for 25C tax credits, rebates and other subsidies.
With a compact, 33-in. footprint, the Z9ET has been reimagined for streamlined serviceability and installation. It features front-facing screws on the igniter, flame sensor and blower, and fold-up duct flanges for easy connection to duct work. Electrical knockouts have also been eliminated to further simplify the process. The Champion, Coleman, Luxaire and YORK gas furnaces shown on these pages are all backed by a lifetime limited heat exchanger and 10-year parts limited warranties. championhomecomfort.com
With a compact, 33-in. footprint, the Z9ET has been reimagined for streamlined serviceability and installation. It features front-facing screws on the igniter, flame sensor and blower, and fold-up duct flanges for easy connection to duct work. Electrical knockouts have also been eliminated to further simplify the process. colemanhvac.com
Champion® HH8 18 SEER2 side-discharge variable speed heat pumps deliver the superior comfort and technology of a high-tier efficiency unit. Modulating technology maximizes comfort and reduces energy bills, while the inverter system maintains smooth operation—all within a compact design. HH8 heat pumps utilize low-GWP refrigerant R-454B and are optimized for energy efficiency to allow homeowners to apply for the Energy Efficient Home Improvement Credit (25C) and other available local incentives.
Champion® HH8 heat pumps offer easier access during service checks, making routine maintenance faster. The systems are equipped for standard installation and are compatible with conventional equipment and devices. HH8 heat pumps work with the free Ducted Systems (DS) Solutions App for easy access to equipment information, troubleshooting support and helpful tools—including an intelligent refrigerant detection system (RDS) calculator that can be accessed via a smart device. championhomecomfort.com
The Coleman® Z9ET 97% AFUE two-stage, condensing gas furnace delivers precise, high-efficiency heating and is engineered to qualify for a variety cost-saving incentives. A standard, five-speed ECM fan motor achieves enhanced SEER2 ratings and meets the requirements for 25C tax credits, rebates and other subsidies.
Coleman® HH8 18 SEER2 side-discharge variable speed heat pumps deliver the superior comfort and technology of a hightier efficiency unit. Modulating technology maximizes comfort and reduces energy bills, while the inverter system maintains smooth operation—all within a compact design. HH8 heat pumps utilize lowGWP refrigerant R-454B and are optimized for energy efficiency to allow homeowners to apply for the Energy Efficient Home Improvement Credit (25C) and other available local incentives. Coleman HH8 heat pumps offer easier access during service checks, making routine maintenance faster. The systems are equipped for standard installation and are compatible with conventional equipment and devices. Additionally, HH8 heat pumps work with the free Ducted Systems (DS) Solutions App to provide easy access to essential equipment information, troubleshooting support and helpful tools—including an intelligent refrigerant detection system (RDS) calculator that can be accessed via a smart device. colemanhvac.com
LG’s R32 air-to-water heat pump Monobloc offers year-round comfort with versatile leaving water temperature ranges for cooling (41 to 80.6F), heating (59 to 149F), and domestic hot water (59-176F with a third-party booster heater). It maintains 100 percent heating capacity, even at 5F outdoor temperature, ensuring optimal performance in colder conditions with a leaving temperature at 131°F. With reduced defrost cycles and extended operation time
and intervals, delivering transformative climate control for residential and light commercial spaces. LGhvac.com
Luxaire® HH8 18 SEER2 side-discharge variable speed heat pumps deliver the superior comfort and technology of a high-tier efficiency unit. Modulating technology maximizes comfort and reduces energy bills, while the inverter system maintains smooth operation—all within a compact design. HH8 heat pumps utilize low-GWP refrigerant R-454B and are optimized for energy efficiency to allow homeowners to apply for the Energy Efficient Home Improvement Credit (25C) and other available local incentives.
Luxaire HH8 heat pumps offer easier access during service checks, making routine maintenance faster. The systems are equipped for standard installation and are compatible with conventional equipment and devices. An intelligent refrigerant detection system (RDS) calculator that can be accessed via a smart device. luxaire.com
The Luxaire® Z9ET 97% AFUE two-stage, condensing gas furnace delivers precise, high-efficiency heating and is engineered to qualify for a variety cost-saving incentives. A standard, five-speed ECM fan motor achieves enhanced SEER2 ratings and meets the requirements for 25C tax credits, rebates and other subsidies.
With a compact, 33-in. footprint, the Z9ET has been reimagined for streamlined serviceability and installation. It features front-facing screws on the igniter, flame sensor and blower, and fold-up duct flanges for easy connection to duct work. Electrical knockouts have also been eliminated to further simplify the process. The two-stage Z9ET furnace can be easily installed in upflow, horizontal left or right, or downflow applications with minimal conversion necessary. Additionally, contractors can quickly access equipment information and troubleshooting support remotely via the free DS Solutions App. luxairehvac.com
METUS premier wall-mounted indoor units (MSZ-GS/MSY-GS) are updates to the former models (MSZ-GS/MSY-GL).
Part of a mini-split system, Premier wall-mounted Indoor Units can heat or air-condition any residential room.
Premier MSZ-GS indoor units are compatible with single-zone and multizone heat pump outdoor units, including both single- and multi-zone Hyper-Heating INVERTER® (H2i®) units. The Premier MSY-GS is a single-zone, cooling-only air conditioner for climates where heating is unnecessary. metahvac.com
The YORK® Y92E 97% AFUE twostage, condensing gas furnace delivers precise, high-efficiency heating and is engineered to qualify for a variety cost-saving incentives. A standard, fivespeed ECM fan motor achieves enhanced SEER2 ratings and meets the requirements for 25C tax credits, rebates and other subsidies.
With a compact, 33-in. footprint, the Y92E has been reimagined for streamlined serviceability and installation. It features front-facing screws on the igniter, flame sensor and blower, and fold-up duct flanges for easy connection to duct work. Electrical knockouts have also been eliminated to further simplify the process. The twostage Y92E furnace can be easily installed in upflow, horizontal left or right, or downflow applications with minimal conversion necessary. Additionally, contractors can quickly access equipment information and troubleshooting support remotely via the free DS Solutions App. york.com
App to provide easy access to essential equipment information, troubleshooting support and helpful tools— including an intelligent refrigerant detection system (RDS) calculator that can be accessed via a smart device. york.com
The new Rheem® Endeavor® Line Classic Plus® series heat pump (RP15AY) is an innovative solution designed to meet the evolving demands of modern HVAC systems, balancing sustainability with high performance. The unit offers heating efficiency up to 8.1 HSPF2.
Boasting reduced emissions and less environmental impact, one of the unit’s standout features is the 7mm condenser copper coil, which requires less refrigerant, resulting in a lighter, more compact and reliable unit. The two-stage scroll compressor offers dual speeds for heating and cooling, ensuring precise temperature control, lower humidity and enhanced efficiency compared to single-stage models.
The inverted reversing valve further optimizes performance by enabling faster heat transfer and reducing joint stress, boosting reliability. Maintenance and service are streamlined with Rheem’s PlusOne® Expanded Valve Space and PlusOne Triple Service Access, offering a spacious and accessible design for quick and efficient repairs. The PlusOne Refrigerant Detection System™ is another highlight, featuring an integrated A2L sensor and mitigation board for easy commissioning.
YORK® HH8 18 SEER2 side-discharge variable speed heat pumps deliver the superior comfort and technology of a hightier efficiency unit. Modulating technology maximizes comfort and reduces energy bills, while the inverter system maintains smooth operation—all within a compact design. HH8 heat pumps utilize low-GWP refrigerant R-454B and are optimized for energy efficiency to allow homeowners to apply for the Energy Efficient Home Improvement Credit (25C) and other available local incentives.
YORK HH8 heat pumps offer easier access during service checks, making routine maintenance faster. The systems are equipped for standard installation and are compatible with conventional equipment and devices. Additionally, HH8 heat pumps work with the free Ducted Systems (DS) Solutions
Looking toward the future, Rheem designed this heat pump with sustainability in mind, aligning with the Environmental Protection Agency’s (EPA) upcoming 2025 regulations on global warming potential (GWP). The new refrigerant used in this model has a GWP 78% lower than its predecessors, contributing to Rheem’s ongoing efforts to reduce greenhouse gas emissions while maintaining energy-efficient, reliable comfort. The RP15AY comes with a ten-year conditional parts warranty. rheem.com
The new Trane 18 TruComfort™ variable speed heat pump is designed for efficiency, long-lasting performance, and optimal comfort.
This heat pump provides efficient heating and cooling with ratings up to 18 SEER2 and 8.5 HSPF2. This heat pump meets many incentive requirements, when paired with an AHRI-rated air handler or furnace and uses the lower global warming potential R-454B refrigerant. It’s fully enabled with Trane Link™
technology and compatible with the Trane Link™ relay panel, and enhanced with ComfortModes, so it automatically adjusts itself to keep homeowners comfortable. With QuietMode capabilities, product-specific sound enclosures, dampened vibration, and fan swept blades provide a quieter sound performance. For an enhanced, plug-and-play experience at installation and servicing, technicians can use an improved dealer interface used in the Trane Technician App for this product. trane.com
The Ambient air-to-water hydronic heat pump by U.S. Boiler Company is for residential customers looking to upgrade their hydronic systems with the most efficient electric option available.
The new heat pump has a 5-ton capacity (rated at 60 MBH) and provides reliable space heating with outdoor temperatures as low as -13F. Offering a COP of up to 3.95 (395% efficiency) and delivering supply temperatures of up to 140F, the Ambient Heat Pump offers significant energy savings over conventional electric heating systems.
Installation is simple, whether the monoblock heat pump is installed in a new residence or is retrofitted into an existing hydronic system. It’s also easy to install as a stand-alone heat source or in dual-fuel applications.
The heat pump uses environmentally friendly R-32 refrigerant for high efficiency and low global warming potential. Its DC inverter Enhanced Vapor Injection (EVI) technology is extremely quiet, with operating sound levels as low as 39 decibels at two-foot distance (quieter than most refrigerators).
The Ambient heat pump is available with an optional dualfuel controller for applications in extremely cold climates.
U.S. Boiler Company has launched an electrification program to assist homeowners and contractors in adopting air-to-water heat pumps. usboiler.net
Some items edited for space. See all features and benefits online at contractingbusiness.com/55129365. Product claims are made by the manufacturers.
Take the guesswork out of configuration and diagnostics for hundreds of service calls with the innovative White-Rodgers
Take the guesswork out of configuration and diagnostics for hundreds of service calls with the innovative White-Rodgers
Connect app and universal heating controls. No more fiddling with dipswitches, counting flashing LEDs or looking up fault codes. White-Rodgers Connect is preloaded with OEM default settings to save you time on installation. With more cross references than any other supplier, you can carry less and replace more.
Connect app and universal heating controls. No more fiddling with dipswitches, counting flashing LEDs or looking up fault codes. White-Rodgers Connect is preloaded with OEM default settings to save you time on installation. With more cross references than any other supplier, you can carry less and replace more.
Configure | Diagnose | Troubleshoot from your smartphone.
Configure | Diagnose | Troubleshoot from your smartphone.
to Contracting Business
Trane is supporting dealers in myriad ways as the HVACR industry enters a new era for refrigerants and continued improvements in system efficiencies.
We continue our 2024 series of interviews with representatives from some of the leading HVACR brands, as heating, air conditioning and refrigeration contractors and their technician teams prepare to operate by some new ground rules related to high GWP refrigerant phasedowns and adoption of alternative A2L refrigerants. This month, we feature Trane.
We spoke with Eric Weiss, Technical Trainer for Trane Technologies Residential Solutions. Weiss’s background includes work as an HVAC technician and as the owner of an HVAC business during the late 1990s to early 2000s. Our discussion focused on four topics:
• The role of Trane during the transition to A2L refrigerants and wider adoption to inverter technology.
• The “Plug-and-Play” design of Trane’s new products allow technicians to replace a homeowner’s current system easily without the time-consuming element of retrofitting or rewiring the system, saving dealers time and costs.
• Trane Residential’s plan to phase in low-GWP refrigerants into its products, beginning with the 15 SEER2 heat pump in 2024.
• Trane’s recently-announced new naming and tiering system, to help consumers better understand which product is best for their homes.
Contracting Business: Eric, how is Trane assisting their dealers during the refrigerant transition and adoption of new technologies?
Eric Weiss: As a technical trainer, I spend most of my time working with contractors, technicians and dealers in a training capacity, to make sure they’re up-to-speed on the latest Trane products, and that they understand the challenges they will encounter in the field.
Today, our dealers are trying to keep up with the changes, not just with A2L refrigerants, but in increased efficiency products.
PSC (Permanent Split Capacity) motors are now giving way to inverter technology. This trend started with gas furnaces about seven years ago due to a Department of Energy requirement to attain better blower efficiency. Then it transitioned to air handler and package unit platforms, and is becoming more popular with compressor drives.
PSC motors are fairly consistent from one manufacturer to another. However, in the inverter world, that game changes. Every concept will be similar related to filtering processes to clean up the power, and there will be capacitors to store the power, and some kind of control logic to drive that three-phase motor. But the layout and discharge time will be different. You look at a variable speed motor and it may say to wait two minutes or five minutes. Some compressor drives may take up to 20 minutes to discharge and provide safe working conditions. With Trane’s inverter systems, we discharge within two minutes and we’ll either incorporate resistors to discharge as heat within the drive, or use the compressor windings. Inverter technology adds complexity to the system. Different manufacturers may incorporate their inverter controls into a single “drive” board, or they may separate the inverter or controls into two or three individual control boards within the unit. Manufacturers will use different sensors and control logic for compressor operation and reliability. Inverter systems can provide improved system efficiency as well as improved comfort for the homeowner. Unfortunately, this can make life more challenging for the contractors and technicians who must stay on top of advancing technology. Continued training and education are key.
CB: Trane’s ComfortLink II “Plug-and-Play” control was introduced in 2011 as an in-home monitor and aid to greater HVAC system efficiency by providing a better communication path between the thermostat and the indoor and outdoor HVAC units. How is it helping today’s technicians?
Trane’s three new tiers will group products together based on shared characteristics and give names to address these differentiating features: CHOICE—The best choice for quality products at a more modest price point
PRIORITY—Prioritizing whole-home comfort through advanced features working together to create enhanced comfort
PREMIER—Using the latest, most advanced technology to push the boundaries in delivering truly controlled, premier comfort.
EW: Plug-and-Play correlates to communicating system performance. Most 24-volt thermostats control operation in a manner like a light switch without a dimmer. It’s either on or off. That’s unfortunate. One of the challenges in delivering homeowner comfort is ever changing environmental conditions. One day it may be very hot and dry, other days may be cooler with some rain, and that single stage system cannot customize system operation to maximize homeowner comfort & efficiency through these wide range of conditions. With Plug-and-Play communication, the entire system can adjust speeds to maximize performance. The thermostat not only knows indoor temperature, but indoor relative humidity as well; and the homeowner can customize desired set points for temperature and humidity alike. On a hot summer day that requires a lot of sensible cooling capacity; the control system can ramp the compressor and blower to really focus on sensible capacity and keep the house cool. But on cooler rainy days, we tend to notice high indoor relatively humidity; which also tends to occur during the shoulder seasons of spring and fall. In these conditions, the communicating control system will reduce blower airflow to significantly improve dehumidification and maintain comfort. With over 750 compressor speeds; the Plug-and-Play control system continually adjusts compressor and blower speeds for what the environment requires at any given time.
Another challenge technicians face in the field is with control wiring. There are so many wires to be run, and various manufacturers may have different labeling. So, part of the Plug-andPlay with the Trane Link technology is consistency across all platforms: 4 wires, 24 volts in common and two communicating wires. So, whether it’s a furnace, air handler air conditioner or heat pump, every system is wired the same. When you power it up, all components can “talk” to each other and configure the system automatically. Trane Plug-and-Play makes the technician’s life easier, and provides a better configuration experience for the homeowner.
We know that systems are becoming more complex and there’s a greater diversity from one manufacturer to another, so that a simple wiring diagram from 20 years ago, when I could walk up to almost any manufacturer’s unit, there was consistency between products. But with the increase of 2-stage unloading scroll and inverter systems, all of this is becoming more complex. And with the wide variety of units and controls from one manufacturer to another, field wiring for the technician is becoming more challenging. Our plug and play wiring strategy provides consistency within our communicating systems; making it easier for our technicians.
Trane has created a technician app that allows the tech to bring up data on the system they’re installing or servicing. For 24 volt installations, the technicians can scan the unit bar code or select the unit from a drop down menu and add accessories, such as a condensate switch or heat strips. The app will populate a point-to-point wiring diagram specific to the unit they are installing; making the installation easier from one product platform to another. For our Link communicating systems, the app provides configuration menus, test modes and monitor menus for system performance; all in the palm of your hand.
Also, our e-learning courses are seeing more gamification. The activities will offer full animation, where the technician
can see inside the refrigerant system and duct system and see exactly what’s going on with system performance, then create field situational conditions the technician needs to solve on the computer; such as dragging wires to their proper location or adjusting refrigerant charge.
CB: How is Trane helping dealers remain up-to-speed related to A2L refrigerants?
EW: The transition to A2L refrigerants is an easier transition than we had going from R-22 to R-410A. That was a difficult challenge because of compressor oils, moisture concerns and higher operating pressures. With this transition, the R-454B refrigerant is very similar to R-410A. Refrigerant pressures and refrigerant oils are very similar.
A major difference is that A2L refrigerant is slightly flammable. So now, there are requirements for pressure tests. We always said, ‘pressurize line sets with nitrogen and make sure you have no leaks as a good practice.’ Now, we will say, ‘pressurize linesets to make sure you have no leaks for safety.’ So, it’s gone from being a good practice to a requirement.
Any technician that has been following the good practices of the past will not see many changes in their day-to-day operation going forward.
The transition should not be too painful for technicians who understand best refrigerant practices.
CB: What training has Trane made available for the refrigerant transition?
EW: Trane has developed a series of training sessions. There’s a onehour online training for all Trane dealers that covers the A2L low GWP refrigerant transition. Our Factory Service Representatives— we have about 250 in the US and Canada—are out there providing training. Dealers can view training online, or through several webinars on the subject. We also have a series of short videos that are narrowly focused on certain aspects of the A2L transition, such as control wiring or troubleshooting a refrigerant detection sensor. So, it’s a combination of in-depth learning combined with short videos should make life easier for Trane field technicians.
CB: Earlier in 2024, Trane announced new product naming and tiering. How are technicians responding and how is Trane helping?
EW: We’ve transitioned from letters, such as “XR” for residential and “XB” for builders, and created terminology that is more intuitive. Now, we can have a Premier line or Choice line. That is a type of “good, better, best” strategy. From a sales perspective, it might be easier to align that, to say, ‘Here’s the platform, and the Premier system will be more complex. It will be like that LINK communicating system with the intelligence to maximize comfort and efficiency. Whereas a Choice system will be more of a simpler, cost-focused system at lower efficiency.
The pairing of this naming transition, which seems to be more intuitive alongside the refrigerant transition, coincides very nicely.
Over a 12-month period, the Fujitsu STHP system used 26% less electricity compared to the PTAC system.
New York City likely has the highest number of PTAC (packaged terminal air conditioner) units of any city in the nation. These systems have been used extensively in hotels, motels, hospitals and multi-family applications for decades. Their popularity is the result of low upfront cost, individual room control, and ease of replacement.
PTACs tend to create a great deal of noise within the occupied space, produce dramatic indoor temperature swings, and consume more energy than most modern HVAC system alternatives.
As New York rapidly seeks to improve the efficiency of its infrastructure, lower demand on its electrical grid, and reduce consumption of fossil fuels city-wide, many studies are being conducted to determine how best to apply private and public funds to that end. One such study pertaining to PTACs and viable alternatives has been underway at a group of multi-family properties in Brooklyn since 2022.
An apartment building on Loring Ave. owned by The Arker Companies was selected for a retrofit pilot project and data analysis to compare the performance of PTACs against the new STHP (Split Terminal Heat Pump), made by Fujitsu General America.
The STHP is a through-wall split system designed as a direct replacement for PTAC units. The indoor unit, which is a wallmounted type similar to those in Fujitsu’s mini-split product
line, is paired with a condensing unit that mounts inside a wall sleeve occupying the original PTAC wall penetration. Available in 9,000 and 12,000 BTUh capacities, the STHP can heat or cool any space that had previously been conditioned with a PTAC.
The project site was identified by MaGrann Associates, an energy efficiency and green building consulting and engineering firm. MaGrann has worked with The Arker Companies on previous demonstration projects. MaGrann, in partnership with Fujitsu, selected The Arker Companies site to conduct a performance
comparison between the STHP heat pumps and the existing gas fired PTAC systems. Jordan Dentz, VP and manager of building performance services, led the analysis.
“MaGrann partnered with Fujitsu to prepare the project proposal and secure funding, developed the work plan and designs, and coordinated the project up until the units were installed,” explained Dentz. “BlocPower, a national project developer, was brought in by The Arker Companies to manage the installations.”
BlocPower acts as a one-stop-shop for HVAC and clean energy upgrades, providing engineering design, incentive capture, financing, construction management and regulatory compliance.
Though the initial pilot project included 36 retrofits, 113 STHP systems have been installed at the Loring Ave. property to date.
Supercool HVAC conducts roughly a dozen heat pump retrofit projects as a subcontractor for BlocPower each year.
“This retrofit project is congruent with The Arker Companies’ goals to reduce energy and fossil fuel consumption while increasing tenant comfort,” said Ilsoo Kim, facility manager for Progressive Management, the management arm of The Arker Companies. “In my line of business, the lack of comfort complaints is the greatest sign of success, and that’s exactly what we’ve experienced from the units that have been retrofitted.”
One full year of utility data was collected from a sample of apartments to evaluate energy, cost, and emissions of the newly installed Fujitsu STHP systems compared to existing gas fired PTACs. MaGrann collected electricity and gas meter readings monthly for a selection of apartments at Loring Ave. served by STHPs and similar baseline apartments with the existing gas PTACs. The apartments were split into groups by size and location:
• Group 1: ground floor studios
• Group 2: 1-bedroom ground floor units
• Group 3: 2-bedroom top floor units.
Each group has at least one full year of occupied data. Electricity, gas use and costs and emissions were compared within the same group. All data was from the same time period: from Dec. 16, 2022 to Dec. 16, 2023.
Natural gas is used for cooking in all apartments and, in the baseline apartments, for space heating. In the baseline apartments, electricity is used by the PTAC compressor in cooling mode and blower in heating and cooling mode, and other miscellaneous, plug and lighting loads. In the STHP apartments, electricity is used for all heating and cooling as well as miscellaneous, plug and lighting loads.
For both electricity and gas use, a baseload was determined using the average of the three lowest consumption months for each apartment. That baseload amount was then deducted from each month’s use to estimate monthly heating and cooling use. For cost analysis, an electric rate of $0.25/kWh and a gas rate of $1.29/therm were used (based on utility bills from the site). For emission analysis, NYC Local Law 97 2024 emission factors were used: 0.29 kg CO2/kWh for electricity and 5.3 kg CO2/therm for gas.
Following are some key takeaways, recognizing that these are preliminary results from a limited number of apartments and not corrected for differences in occupant behavior.
• Annual heating and cooling electricity use ranged from 350 to 2,500 kWh. STHP apartments averaged 1,550 kWh and baseline apartments averaged 1,179 kWh.
• Annual heating and cooling utility cost for STHP apartments averaged $133 less (26%) than the baseline apartments.
• Annual CO2 equivalent emissions for STHP apartments averaged 822 kg less (65%) than for baseline apartments.
• Note that, with the exception of emissions, the results are within the margin of error—more comprehensive data collection and analysis is being conducted over the next year.
The results indicate a potential utility cost savings of 26% compared to the PTAC baseline units and a CO2 equivalent emissions reduction of 65%.
To clarify, the findings indicate that over a 12-Month period, the STHP system used 26% less electricity compared to the PTAC system, which mainly used electricity during a 4-6 month cooling season. Additionally, the STHP system also recorded a significant 65% reduction in emissions over the PTAC. These results collectively support the STHP system as a more efficient and environmentally friendly option.
“Compared to PTACs using electricity for heating, the utility cost savings from a STHP is even greater. Based on New York City’s heating degree days, the COP (coefficient of performance) of the STHP system, the AFUE (annual fuel use efficiency) of a standard heat pump, and the cost of natural gas in NYC, an estimate of the true cost savings provided by the STHP system over a PTAC approaches 60%,” said Khaled Bou-Hamdan, senior product manager at Fujitsu General America.
“While the efficiency and carbon reduction improvements are evident, the STHP offers other advantages, some of which are harder to quantify,” he continued. “The STHP units provide a higher level of comfort due to more consistent indoor temperatures and are much quieter, up to 87% quieter within the occupied space.”
For the installing contractor and the property owner, the benefits continue. The STHP features a 12-year parts warranty, more than twice the industry standard for PTAC systems, and its lifespan is expected to be two- to three times longer than a standard PTAC.
“When the STHP was introduced, it was the only PTAC alternative efficient enough to qualify for rebates and financing through the NYC Clean Heat program without converting to mini-splits or VRF, which simply isn’t an option at many of these properties,” explained Cruz. “There are other alternatives now, including more efficient PTACs, but those have all the same noise and comfort issues inherent to PTACs. The PTAC infrastructure in NYC is huge,” continued Cruz. “The STHP is a fantastic solution for efficiency, carbon reduction, and landlord bottom line. We haven’t had any problems with the units we installed. The build quality is great and it offers all the benefits of a mini-split in a package perfectly adapted to the application. PTACs can only do so much. This is the future for through-wall HVAC.”
Supercool HVAC has 14 more STHP installations to conduct under the terms of the BlocPower contract. The schedule of this work is being determined by tenant vacancies.
“I’m bullish on the STHP technology,” said Merkin. “The results we’ve seen at Loring Ave - with a satisfied client and happy tenants - have been very positive. The STHP increases our opportunities in facilities with existing PTAC infrastructure, where electrification would otherwise be difficult.”
Commissioning really isn’t about discovering IF there are problems. It’s about finding out how many there are and fixing them.
Images: HARRIS
Required by most manufacturers alongside start-up, commissioning is about making sure equipment is functioning as designed and per manufacturer and/or engineer specifications. Reports need to be completed and paperwork must be submitted correctly. If that’s as deep as the conversation goes, commissioning can feel like it’s just the last box you check before closing up and moving on.
That line of thinking is how we end up with clients (usually on smaller jobs with tighter budgets) who erroneously believe that installation is good enough. The equipment is installed and the “disconnect” switch is closed, so surely the lowest bid will suffice.
Here’s the thing: commissioning really isn’t about discovering IF there are problems. It’s about finding out how many there are and fixing them. Today’s buildings (not unlike today’s cars, computers, phones, etc.) are more advanced than ever and with new technology emerging almost daily, they’re getting more intricate and complex by the minute. Considering that alongside the fact that these projects involve the work of many entities spanning multiple trades, it’s hard to envision any project, no matter how small, not encountering issues here and there.
This doesn’t just apply to huge projects with lots of complexity and moving parts. It happens on the so-called easy jobs as well. Take for example a job we performed at a laboratory building that recently installed new solar panels and rooftop units. The solar panel company the customer hired coordinated installation with
a different contractor. Sometime later, they started having trouble regulating temperatures, and when the installation contractor couldn’t find a solution, Harris, who’d been servicing the equipment there for years, was called in to assist. Our technicians discovered constant volume (CV) units had been installed on the building’s variable air volume (VAV) system. While it’s possible the customer, not knowing the intricacies of their HVAC system, was just looking for the lowest priced equipment “in general,” it’s the responsibility of the contractor to do due diligence. It’s on us to make sure that the equipment is suited to the job. This scenario involved a lot of headaches for the owner and resulted in corrective measures and doubtless a loss of credibility for the contractor that originally performed the work.
Commissioning seems expensive when you’re only considering the up-front cost. Effective commissioning will actually reduce operating costs, improve energy efficiency, catch mistakes (sometimes well in advance of close out when commissioning agents are brought in early) and go a long way towards promoting the overall efficacy and longevity of the systems and equipment in a building, not to mention the reduced warranty call-backs that may follow over the next 12 months.
Plus, with sustainability a part of almost every conversation these days, commissioning and recommissioning is how buildings meet and maintain building and energy benchmark score standards (also avoiding hefty fees in some regions).
Getting commissioning right as a contractor comes down to understanding who does the work as much as how to work well alongside them, so we’ll start there.
By the books on most work, a commissioning agent can be either a qualified employee of the owner, an independent third party or subcontractor, a member of the design or construction team (not involved in the design or construction of the project to be commissioned) or a completely independent consultant. It’s not at all uncommon for a representative of the owner (a contractor, the architect, the project manager, etc.) to solicit bids from potential agents, but the ideal situation would involve the owner finding and retaining the commissioning agent directly. The imperative here is to ensure the commissioning agent is beholden first and foremost to the owner, their requirements and their design intent. You want to avoid any bias or conflicts
of interest, as only by having a truly independent and objective commissioning agent conducting the work can you be certain the findings reported back to the Owner are thorough, transparent and above all, accurate.
As a contractor, this means the commissioning agent is not our friend. Nor should they be. Their job is quality-assurance on top of anything we’ve already done. They’re making sure systems operate correctly, checking the finer details of the construction work and ensuring correct settings, program codes and more. They then write a report that becomes public to all parties with a “punch list” of items that need to be handled. In other words: they’ll air our dirty laundry.
That said, just because the commissioning agent isn’t our friend doesn’t mean they can’t be a valuable ally. Commissioning records are absolutely critical for future service. Having a record that equipment met specifications during commissioning makes it a lot easier to identify issues that happen afterward, whereas without those records, pinpointing the cause becomes a nightmare of back-and-forth, with the client trying to diagnose a problem.
We smooth the path for commissioning through well-executed start-up. At Harris, this can look like walking the building to trace piping and ductwork (mapping it, essentially): does the layout make sense, does everything look correct on sight? As an example, recently we had a project that was plan and spec, and during one of these walk-throughs something looked questionable. Upon further investigation it was, in fact, assembled incorrectly. Never doubt the amount of catches a skilled professional can pick up sometimes just by having a look.
Following a visual examination, we move to pre-functional checks to confirm that all equipment and systems are safe to operate, then to functional checks, following behind electricians as they confirm that equipment is ready to be turned on. Ideally, the building automation professionals work alongside us with point-to-point checks as we move throughout the project getting everything up and running, at which point balancing comes in to do their checks. This process gets everything ready so that by the time the commissioning agent arrives on scene, we’ve worked through and addressed as many problems as we can identify beforehand. That translates to fewer mechanical punch list items in their report and ultimately fewer headaches under pressure when the deadline is coming in hot.
The aim of every job, whether it’s for new construction or an existing building, is to get the work done right the first time. The more successful you are, whether that’s as an industry-leading
organization or as the best-in-class independent contractor in your area, the easier it is to trust your work so much you stop checking it as often as you once did. Many contractors come in, install the equipment, turn it on and leave, but you cannot oversell the value of putting in an extra 10 percent. It not only builds, maintains and enhances your reputation as a contractor with unimpeachable capabilities, your relationships with general contractors, clients, subcontractors and even employees within your organization become deeper and more valuable.
Advocating for more quality assurance no matter the size or scope of the project isn’t about your faith in the work or your people’s ability to execute. It comes down to being more committed to getting it right than you are to just getting it done, which is a reputation that will never stop bringing in business.
Ken Berg is Service Pipefitter for Harris. Ken has been in the industry for over two decades. His education and training, along with hands-on experience working on a variety of facilities and challenges, make him a valuable team lead.
Christian Desautels is HVACR Service Field Supervisor for Harris. Christian has been with Harris for six years and in the industry for almost twenty. He has extensive experience in the HVAC Service industry and has worked on a variety of products including split systems, industrial air handlers, boilers, chillers and modern VRF/VRV systems in both Canada and the United States.
One of the foundational truths of the ACT process is that you can Profit from Knowledge.
During October’s Service World Expo, we will induct Steve Howard, who has devoted his life to HVACR technical training and No Pressure Selling®. The event runs from October 15 to 17.
Steve Howard was born in 1948 in Flagstaff Arizona. He signed on to the US Air Force while still in high school, using the early enlistment option. While in Vietnam, he trained and served as an aircraft mechanic, and volunteered for missions distributing psychological warfare leaflets and other operations. Back home, he continued his aviation mechanic’s training, and earned an A&P license (Aircraft & Power train). When commercial aviation fell on hard times, Howard used his remaining GI Bill funds to study refrigeration at Atlanta Technical College, where he learned from Claude La Haie, the teacher he credits with helping him get established on his HVACR journey. “He went out of his way to be sure we were successful above and beyond the call of duty,” Howard said. In 2022, out of gratitude for Mr. La Haie’s influence on his life and career, Steve and Charlotte Howard established the Steve and Charlotte Howard Award Scholarship and the Claude La Haie HVAC Scholarship.
Steve Howard began his HVACR technician career at Hobaica Services of Phoenix in 1972, and later worked for six years at Industrial Refrigeration, rising to become service manager for 16 technicians across the state. From 1979 to 1985 Howard provided training for Trane and then Carrier commercial franchises. Howard parlayed that job into commercial sales, and his selftraining included night school, where he studied real estate, which helped him take a new sales approach.
“Once I made a contract with a client, instead of speaking about overhauls and service agreements, I talked about return on investment, cap rates and net operating income. I’d show owners how they could reduce their net operating costs by maintaining equipment. We also taught them how to use the utility rate for commercial businesses. We were saving people thousands of dollars each month.”
Carrier purchased the franchises, and Howard stayed with Carrier, teaching building operators how to operate chilled water plants. In 1986, the savings and loan industry collapsed, which caused a decline in operator funds for maintenance and training.
Moving on, Howard became an instructor for Alabama Power’s Alabama Heat Pump Training Center,
where he developed a popular seminar: “How to Sell Heat Pumps by Focusing on Value Instead of Price.”
“That was basically how I started my sales training program,” Howard said. “The key was to sell the benefits of heat pumps. It was amazing, and changed everything.”
“Then I started sales training for YORK, and as luck would have it, Trane sent a vice president and a manager to one of my heat pump programs in Alabama. They liked it so much they asked me to work with them. Our company has been doing work with Trane almost exclusively for 35 years.”
Steve and Charlotte founded ACT (Air Conditioning Training) in 1985. It was incorporated and renamed ACT Group, Inc. in 1989. Five ACT Group trainers are on call for training. They’re all independent contractors with their own businesses.
Howard trademarked several sales titles within the No Pressure Selling ® program: Sell the Way Your Customers Want to Buy ®; Design the Ideal Comfort Solution®; and a Comfort Concerns List®, which is used to help consumers state their home comfort problems and needs.
“The lion’s share of contractors today use a ‘good/ better/best’ process,” Howard said. “The problem is, one of the choices has something they don’t want, and another choice is leaving something out. Design the Ideal Comfort Solution gives the customer exactly what they want, the resistance melts away and closing ratios increase.”
Jim Hinshaw, a fellow consultant and close friend of Steve Howard, now with Service Nation, offered these words: “I’ve shared the stage with Steve several times and had many conversations with him. He’s an outstanding trainer. I found myself in envy of his presentation style and skill. The material he’s developed for contractors is first rate. His service agreement program was way ahead of its time. He built upon the work of Ron Smith and Jackie Rainwater.
“Steve built a training organization. Most trainers are one-man bands. Steve’s ACT Group was and is a true business with a number of trainers. Steve developed, in my opinion, the most professional and polished material for his customers/contractors to use.”
Thank you, Steve Howard for your support of HVAC contractors everywhere, and welcome to the Contracting Business HVAC Hall of Fame.
The transition of HVAC manufacturers towards A2L-based systems across various parts of the globe has continued to drive ahead during the past few years, and the push toward that new platform has put a spotlight on the leak detection system needs of those systems and the ones which will follow. by Richard Rodrigues
The roots of the transition to A2L tie back to the original Montreal Protocol, developed by the United Nations and ratified in 1989 to protect the ozone layer by banning release of chemicals like chlorofluorocarbons (CFCs), which had been commonly used in HVAC equipment, aerosols, and other applications.
Many companies shifted their refrigerant platform toward hydrofluorocarbons (HFCs). While those compounds did not deplete the ozone layer, the tradeoff was a significantly elevated global warming potential (GWP), creating an outsized effect on global warming.
The Kigali Amendment, ratified by the United States in 2022, moves to phase out HFCs around the globe reducing their use by 80 to 85 percent by the late 2040s in developed countries. Overall, the trend in refrigerant technology and approach over the past 40+ years has been the continued movement toward systems with a reduced GWP and overall lower environmental impact.
A2L refrigerants have a far less GWP than the HFCs they are replacing, but they introduce another factor to consider—flammability.
In this context, chemicals are generally classified in terms of both flammability and toxicity according to ISO 817.
Chemicals in category A3 are considered less toxic, but highly flammable—such as propane. While chemicals at B1 may not be flammable, they are toxic. A2L chemicals are slightly flammable but are less toxic.
In order for a flammable refrigerant to create an incident, two conditions must be met
1. the refrigerant must be present in a high enough concentration
2. a spark or ignition event must occur
The use of these compounds in HVAC settings led to development of UL60335-2-40. Because systems may be placed in areas where sparks cannot be fully controlled, this standard is designed
to prevent the former condition from taking place by detecting the presence of refrigerant and initiating mitigation measures to safely remove it.
The regulation requires that manufacturers evaluate each refrigerant based on its lower flammability limit—the concentration of gas required to ignite.
For R454A (as an example)—that LFL is 0.278 kg/m³. R290 is much more flammable, so its LFL is far more restrictive—A3 Gases generally have an LFL of ≤ 0.10 kg/m³ or high heat at combustion ratings.
UL regulations take the LFL for that specific refrigerant/refrigerant blend, and require that the system require a leak detection and mitigation system prevent the concentration of gas from reaching 25% of that value—providing a significant safety margin. Other key aspects of the UL guidelines require
• The sensors must be factory set and sealed with no field adjustment permitted
• Self-test protocols run every hour to ensure proper operation and function
• The sensor cannot be affected by poisoning due to common household and workplace contaminants which trigger false alarms or nuisance trips
While the global goal of reducing global warming impacts is necessary, the challenge for HVAC OEMs is that all of this new technology is an added cost to each system which the end consumer may not fully understand—putting an additional
premium on the need for a robust system which will not require additional maintenance or decrease the overall working life of the unit.
The Sensata Resonix™ RGD sensor—the result of a multi-year development process—was designed to deliver the performance and reliability OEMs need for these next generation of platforms.
The sensor leverages acoustic resonance technology to continually sweep for the presence of the target gas within the environment required by the HVAC system—in most cases near the condenser coil, where leaks may be most likely to occur.
NORTHERN CALIFORNIA
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It delivers a fast response time with a life expectancy of more than 15 years—often exceeding the lifetime of the equipment itself. Because the sensors do not require field calibration or re-zeroing, they reduce service costs for both installers and end users.
As flammable refrigerants continue to expand across the globe, the need for leak detection across a variety of mediums will continue to become more and more widespread. Regulations managing leak detection for R290 systems are already in process, and other refrigerant platforms may enter the fold in the future.
The steps laid out under the Kigali Amendment to reduce and eliminate the use of HFCs is intended to keep more than 100 million tons of carbon dioxide equivalent of greenhouse gases from the atmosphere. By 2100, that effort will have hopefully helped to avoid up to 0.5 degree Celsius of global temperature rise. Looking ahead, further enhancements in HVAC system design will continue to take shape, driven by the focus on safety, environmental impact, and energy efficiency worldwide.
Richard Rodrigues is the Senior Global Product Manager for Sensata Technologies’ HVAC Gas Sensing product line. Richard has 14 years of product development experience in industrial sensing, professional lighting, environmental sensors, and additional product categories. sensata.com
Crystal Williams is founder and strategist for Lemon Seed Marketing, a fullservice marketing team based in Diboll, TX. She is a board member of Women in HVACR and a presenter at HVACR industry events. Find Lemon Seed Marketing at lemonseedmarketing.com .
Every day, we receive those familiar requests:
“Dear [Your Name], I’m a loyal customer, and I’m asking for support for my daughter’s soccer team,” or “Hello, we’re seeking sponsors for our annual event. Can you buy a table?” These messages flood our inboxes, social media feeds, and even our desks. Non-profit organizations and community groups reach out for support, each with a deserving cause that tugs at our hearts. But with so many worthy causes, how do we harness the power of community support to drive leads and revenue for our business? The answer lies in being intentional with our involvement.
Engaging in community activities isn’t just a nice-tohave—it’s essential.
For HVAC contractors looking to grow their business and deepen relationships with their local community, engaging in community activities isn’t just a nice-to-have—it’s essential. By taking proactive steps to become more visible and involved, you can build trust, establish a strong brand presence, and ultimately increase customer loyalty. Here’s how you can make community engagement a powerful part of your marketing plan in 2025.
1. Show up and Show Out at Community Events!
One of the simplest yet most impactful ways to engage with your community is by showing up where it matters.
Participate actively and intentionally in local festivals, fairs, sporting events, and school activities. Imagine your brand’s van parked front and center, your mascot mingling with the crowd, and your company sponsoring the main event. This kind of visibility doesn’t just boost brand awareness—it creates real, personal connections. The old adage of “shaking hands and kissing babies” still holds true. Face-to-face interactions at these events make your brand more recognizable and trusted. Set up a booth, sponsor an event, or join a local parade to showcase your services. The more you’re seen, the more your community will remember you.
2. Start a “Local Heroes” Campaign
Honoring local heroes is a heartfelt way to connect with your community. Whether it’s offering discounted or free services to teachers, first responders, or veterans, a “Local Heroes” campaign
can generate positive buzz and foster community pride. Share their stories on social media or your website, showcasing their contributions and your appreciation for their service. This approach not only engages your audience but also positions your company as one that values and supports the community’s heroes.
3. Collaborate with Local Businesses
Partnering with other local businesses can amplify your community presence. Consider teaming up with a local food truck to offer a special deal in your parking lot, or collaborate with real estate agents to provide HVAC inspections as a “welcome gift” for new homeowners. Joint promotions and service packages can draw a larger audience and offer more value to your customers. Plus, these collaborations help strengthen the local economy, reinforcing your role as a key player in the community.
4. Sponsor Local Sports Teams
There’s nothing quite like the pride of supporting local youth sports teams. Sponsoring a team not only puts your brand in front of a broad audience of parents, families, and friends, but it also allows you to get creative with your involvement. Go beyond just putting your name on a banner—invite the team to your office for a press photo, have the kids record a video singing your jingle, and give them branded t-shirts and drinks in your company colors. Post these moments on social media and watch the likes, shares, and community engagement skyrocket. It’s a win-win for everyone involved!
Community involvement should be a non-negotiable part of your marketing strategy each year. Don’t just react to requests—prepare for them, plan for them, and budget for them. By implementing strategies like a referral program, recognizing local heroes, collaborating with other businesses, and sponsoring sports teams, HVAC contractors can build stronger connections with their communities. These efforts will not only increase your brand visibility and customer loyalty but also establish your company as a trusted and valued member of the community. Make 2025 the year you fully integrate community engagement into your marketing plan and watch your business thrive.
Continued from page 6
• “I shall offer humidification to replenish the moisture lost in homes of colder climates, reducing dry throats and skin, cracking woodwork, and even static electricity.”
• “I shall provide customers with maintenance agreements to maintain the peak performance of their system and comfort of their homes. Explaining the benefits of maintaining their comfort system is just as important as changing oil and replacing the dirty air filter in their car.”
During his many years as a sales trainer (For Carrier, Trane, YORK and Alabama Power), Howard’s most famous sales truths that formed the basis for his No Pressure Selling® process took shape: “Sell the Way Your Customers Want to Buy™ and this will allow the customer to sell themselves.”
And the questions are the all-important starting point.
“In Vietnam, they flew a C47, WWII-vintage aircraft; the other was a U10 Helio Courier utility aircraft, the slowest airplane in the Air Force inventory. But before every flight, whether it was a large plane or small, the pilot and co-pilot would go through a checklist, which was basically a series of questions. By asking questions, they didn’t forget anything,” he shared.
“Then, I had read a quote by Aristotle: ‘The fool tells me his reasons; the wise man persuades me with my own.’ So, I thought, what if we ask questions to find out what people wanted and
then told them how we would give them what we wanted? That was it,” he said, and we both laughed at the simplicity of it all.
“Nobody else in sales was asking questions, he recalled, “they were just telling customers things. With our process, we ask the questions and tell them how to provide what they’re looking for.
The ‘price is too high’ if they don’t see the value, so the whole idea is to build value.”
You must, Howard insists, Sell the Way Your Customers Want to Buy™. If you don’t, you’re being pushy and doing the wrong things. There’s a process in which you try to get the customer to agree to buy what you’re selling before they even know what you’re selling. You have to have empathy and make it about the customer, and not about trickery.
One of the foundational truths of the ACT process is that you can Profit from Knowledge. In today’s rapidly changing business world, knowledge is one of your most valuable assets. The right knowledge at the right time can mean the difference between profit and loss.
The ACT program is designed for the technician (which includes the building engineer, equipment operator, HVACR technician_ and the property owner or manager, and meets the specific needs of a contracting business and its staff.
Thank you, Steve Howard, for your dedication to HVAC sales training, and welcome to the CB HVAC Hall of Fame.
SOUTH & WEST: SENIOR MANAGER, BUSINESS DEVELOPMENT
Randy Jeter
Office: 512-263-7280
Cell: 512-426-9145
Fax: 913-514-6628
rjeter@endeavorb2b.com
EAST COAST: SENIOR MANAGER, BUSINESS DEVELOPMENT
Brian Sack
Cell: 732-629-1949
bsack@endeavorb2b.com
ACCOUNT MANAGER MIDWEST
Bill Boyadjis 973-829-0648
bboyadjis@endeavorb2b.com
CLASSIFIEDS/INSIDE SALES: MEDIA ACCOUNT EXECUTIVE
Steve Suarez Cell: 816-588-7372
Office: 941-259-0867
ssuarez@endeavorb2b.com
DIRECTOR OF SALES, BUILDINGS & CONSTRUCTION GROUP
Joe Agron 941-200-4778 jagron@endeavorb2b.com
www.americanstandard-us.com
bosch-homecomfort.us
building36.com/HQ
www.copeland.com
fujitsugeneral.com
www.ahrexpo.com/
www.lennoxcommercial.com/
The
big hope is for AI to improve system troubleshooting so that a relatively new technician can perform at the level of a senior technician.
Artificial Intelligence (AI) appears to be a hot topic at every industry conference and with every trade publication. While many can be excused for borrowing from Macbeth by claiming so far AI is “full of sound and fury signifying nothing,” there is a significant potential for AI to positively impact contracting businesses.
Fundamentally, AI is just computer software. Yes, it has an ability to adapt to new data that traditional code lacks, but it remains subject to the biases and limitations of its programmers as several embarrassing examples of historical revision by well known programs have reveal. In short, it is not HAL (Heuristically programmed ALgorithmic computer) from the movie, 2001: A Space Odyssey. At present, it cannot do what many hope and some fear, though AI capabilities are evolving over time and computing power.
1. Inventory Management—In the future contractors will be able to reduce truck stock and warehouse inventory with AI tracking past usage, anticipating demand from weather forecasts, and sourcing from multiple suppliers.
2. Truck Maintenance—There are already truck maintenance programs. As AI takes more of a role, maintenance will be optimized based on engine temperatures, pressures, tire wear, brakes, and so on to schedule maintenance or real time data, as well as working with GPS systems to optimize routes based on time, traffic, and road conditions, and to provide feedback for improve driver performance.
3. Process Creation—An area AI can help today is process creation and documentation, though it will require human review.
4. Troubleshooting—The big hope is for AI to improve system troubleshooting so that a relatively new technician can perform at the level of a senior technician. AI could also evaluate the condition of equipment, energy prices, usage, and so on to suggest when it is optimal for the homeowner to replace rather than repair.
5. Chatbots—AI is already impacting chatbots and improving back office efficiency, including after hours responsiveness. This will only improve over time.
6. Training—It will be possible for AI to become personal training mentors on a position by position basis, adjusting individualized training based on testing and performance evaluation.
7. Research—A legitimate role for AI today is for owners and managers to turn to it as a jumping off
point for researching a new product, accessory, business opportunity, marketing concept, etc. Yet, it is only a jumping off point.
8. Sales Proposals—Expect AI to assist in the creation of dynamic sales proposals with options presented based on an online or in-person interview. These can be emailed or linked by text on the spot, after a human review. AI can further maintain follow ups with texts and emails until the job is closed.
9. HR Management—In addition to training, AI will be able to serve as a virtual human resources department, helping with reviews, benefits administration, safety compliance, employee handbooks, and regulatory compliance.
10. Precision Marketing—In the old days, half of all marketing didn’t work and we didn’t know which half. With digital, it’s less than half and we still don’t know. AI has the potential to change that, by better targeting, better tracking, and anticipatory marketing, such as concentrating efforts where replacements are due to people with good credit scores. All AI driven marketing should be reviewed and edited by humans.
11. Review Management—AI driven review systems will help encourage reviews and monitor review sites from instant responses from thank you’s to shock and apologies at bad reviews with requests to take it offline to resolve.
12. Dispatching—There’s lot of discussion about using AI to improve dispatching. The real return comes from optimizing the right revenue opportunities with the right techs and sales professionals.
13. Condition Driven Maintenance—AI equipment monitoring can shift maintenance from interval driven to condition driven, adjusted by weather forecasts, demand service volume, tech availability, and so on.
14. Financial Management—In the future, AI will be able to prepare financial statements, analyze KPIs, alert managers to problems, including fraud monitoring of suspicious activities.
As you adopt AI systems, remember that they are not perfect. They will even lie on occasion, so they should be fact checked on public facing work. AI will improve over time and make contractors’ lives better as a result.
Matt Michel will be a keynote speaker at the October Service World Expo (ServiceWorldExpo.com). His new book, Contractor Stories , can be found on Amazon.
