Innovative thermostats that raise the bar for connected features and value.
• Professional, contractor grade
• Residential, Commercial, and School models
• Easy to install, simple to program
• Can help reduce energy costs
• Reliable, feature rich, and better value
• Free Skyport Mobile App controls comfort from virtually anywhere
• Advanced geofencing, reporting, and alerts
To
Maine HVAC contractor asks, “Why be the jack of all trades when you can be the master of one?”
Unique, geothermally-boosted HVAC system design facilitates LEED v4 Gold certification.
Fan failure and blower errors are a continuing problem in an otherwise great
Standard Operating Procedures are like a
playbook, helping to establish consistency in many areas.
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Recession, refrigerant phasedowns and business opportunities keep things interesting.
1990s Predictions Still Resonate
First in this First Word: see page 10 for blockbuster news that will be hard to top in 2024, the Bosch acquisition of the Johnson Controls/Hitachi residential and light commercial HVAC business. The $8 billion deal includes so many brands in the Johnson Controls heating and cooling stable that it will be interesting to see how Bosch markets those products in a way that will be harmonious with its existing product line. This news will bring some added excitement to AHR EXPO 2025.
Continuing our 80th Anniversary retrospective, our coverage of HVACR in the 1990s began with a profile of Automatic Controls Service, Inc. based in Glenshaw, Pennsylvania. Featured on the February cover were Cliff and Terri Hardt, a father-daughter team that had doubled the sales at the residential service company twice during a five-year span. The company endured some hardship. Terri’s brother Brett was killed after being struck by lightning in July of 1986. Prior to that he had put some management practices in place that helped double sales in his three years as general manager. Additionally, a flood caused $57,000 in damages to HVAC equipment, and property damage of about $250,000. The company’s 50 employees stuck it out and business doubled. Terri’s detail-oriented management included an accurate accounting system.
Predictions
We started 1991 with predictions from leading residential and commercial contractors:
“The year 1991 will reveal which contractors can adapt to meet new market demands. 1991 will be a wonderful year of opportunity to market to our customer base, and realize how profitable that can be. We will spend 80 percent of our time, effort and money marketing to our existing customers and 20 percent to new markets and new customers.”—Doug Matz, VP, Matz Heating and Air Conditioning.
“Our business climate is strongly influenced by the high-tech industry and they are not doing well…Money is tight or not available at all… We have to sell harder and build backlogs that are higher than we actually want in normal times. The reason: many projects are delayed indefinitely or even permanently.”—Joe P. Critchfield, President, Critchfield Mechanical, Inc.
“The 1990s will differ from the 1980s. Quality and good value will be on the minds of most customers. Contractors need to react and plan with level heads, resisting the urge to be overly optimistic or to panic. The managers who use this time to think and incorporate strategies outside their normal business plan will survive and do well.”—Terri L. Hardt, VP, Automatic Controls Service, Inc.
EDITORIAL
TOM
MIKE CONLEY
VINCE DIFILIPPO
DiFilippo’s Service Co.
DOMINICK GUARINO National Comfort Institute
LOUIS HOBAICA
Hobaica Services
MATT MICHEL
Author
BRIAN STACK
Stack Heating & Cooling
Concerns were growing over refrigerants’ effect on the ozone layer. The big prediction was that halting production of CFCs by 2030 would fully restore the ozone layer . . . by 2070.
In his February editorial, Editor-in-Chief Jim Wheeler warned of impending price hikes on refrigerants, due in part to virtually non-existent reclamation and recycling. “HCFC-22 may be gone in the next 20 years! Is our industry and your business ready for that?” Wheeler asked. R-22 was indeed shown the door, with a phaseout that started in 2014 and concluded in 2020.
“Refrigerant and oil simply must be reclaimed,” Wheeler warned. “The day is rapidly coming when you will have to account for every pound of refrigerant you use. It wouldn’t surprise me if we are eventually required to remove all CFC refrigerants from existing systems. Hopefully there will be something we can replace it with.” (italics mine).
Thankfully, we had R-410A and now, A2L refrigerants as better refrigerant alternatives.
Early in 1993, ACCA President and Contracting Business HVAC Hall of Fame contractor Elliot Sokolow provided comments as the economy had moved up and out of the recession of the previous two years, but something else was troubling. Like Wheeler in 1990, Sokolow wrote that “unsettling challenges” were coming related to CFC refrigerants. “As a result of the inaction by the EPA for the last two years, contractors have faced a ban on CFC and HCFC venting, complete with prescribed penalties…Responsible contractors have seized the opportunity to lead the industry in their market areas by complying with the law…Enforcement of no-vent rules will happen.”
Sokolow predicted IAQ would grow. “A growing emphasis on Indoor Air quality by consumer groups and at all levels of government and industry will result in increased business for contractors in 1993 and beyond,” he wrote.
Consultant Daniel Wadleigh shared what to look for to improve home comfort, including clogged coils or heat exchangers; leaky ducts; improperly balanced systems. Here we are, 31 years later, and contractors are seeing the same challenges to home comfort. Opportunity is endless.
Scott Goldsmith
EGIA Announces EPIC2025 Keynoter Speakers
SACRAMENTO, CA— Contractor University and OPTIMUS, two divisions of the Electric & Gas Industries Association (EGIA), have officially announced full details for EPIC2025, the next chapter of their annual conference designed to help home services contractors grow and optimize their businesses.
EPIC2025 will convene March 6-7, 2025, at the Yacht & Beach Club Resort at Disney World in Orlando, FL. EPIC2025 will provide an unforgettable event that features celebrity keynotes, breakout sessions led by industry experts, an extensive exhibition of products and services, a spectacular blowout evening party and charitable golf tournament that supports the trades.
The Yacht & Beach Club Resort, in the heart of Disney World, will offer attendees a stimulating and inspiring environment for learning, networking, and growth. EPIC2025 includes a keynote lineup as impressive as ever, featuring dynamic personalities with a wealth of leadership, entrepreneurial, and business expertise. The EPIC2025 keynote speakers are:
• Michael Strahan: Pro Football Hall of Famer, Broadcaster, and Entrepreneur
• Nick Vujicic: World-renowned inspirational speaker and bestselling author
• Evy Poumpouras: Former Secret Service agent, TV star, bestselling author of Becoming Bulletproof
• Ricky Kalmon: Celebrity hypnotist and mindset expert
The blowout evening party, a wellknown staple of EGIA’s annual event, will take place inside the Indiana Jones Epic Stunt Spectacular amphitheater at Disney World’s Hollywood Studios and will provide an ideal environment for valuable networking opportunities and fun for attendees and their families.
“We are excited to present an extraordinary lineup of education and entertainment at EPIC2025,” said Bruce Matulich, CEO and Executive Director of EGIA. “This conference will deliver transformative insights, cutting-edge strategies, and significant networking opportunities for success-minded home services contractors. EPIC2025 will deliver an unparalleled event where contractors can gain the knowledge and inspiration needed to elevate their businesses in 2025 and beyond—along with some much needed fun and entertainment.”
A day before the EPIC2025 conference, contractors and industry professionals can participate in the charitable golf tournament, Tee Off for the Trades, on March 5, 2025, at Shingle Creek Golf Club. This optional kickoff event raises funds for a pair of industry workforce development charities, Women in HVACR and EGIA Foundation, dedicated to advancing education and training initiatives in the home services industry.
Early bird registration for EPIC2025 opens on July 17th, with special pricing available until September 30th, 2024. Exclusive discounts are also available for
onsite hotel rooms and Disney World theme park tickets.
For full details regarding every aspect of EPIC2025, visit the official event website at EPIC2025.com.
ICE Group Convenes in Atlanta, Sept. 9-11
July 12, 2024 —The ICE Group—Independent Contractors Exchange—will hold its annual conference September 9-11 at the Westin Peachtree Plaza, Atlanta, GA. The ICE Group is a select group of independent HVAC contractors specializing in the service and installation of applied HVAC systems, including chillers, boilers, air systems, water systems, cooling towers and automation.
This year’s event will be hosted by Mallory & Evans, a group member in Atlanta, GA. The mission of the ICE Group is to improve the people, companies and entire commercial chiller installation and service industry with technical support and training, sharing best practices and maintaining positive relationships with strategic industry partners.
Attendees will hear from their peers and sponsors on innovative chiller products and successful projects completed by member contracting businesses.
Keynote speaker for ICE 2024 will be Chris Fuller, author of Iditarod Leadership: Unleashing the Power of the Team and InSPIRED Leadership: Your Proven Path to Remarkable Results. Fuller travels the world equipping organizations to execute with excellence and create teams that deliver results and build cultures that other organizations can only dream about.
Chris Fuller has experienced leadership at every level imaginable—from being an unprepared, first-time leader to advising C-Suite leaders at Fortune 500 companies and everywhere in between.
A dinner will be held at the NCAA College Football Hall of Fame.
ICE event sponsors to date are: Diamond Level
• Build-ops (www.buildops.com)
• XOI Technologies (www.xoi.io)
• Dunham-Bush (www.dbamericas. com)
• H3 HVAC Parts (www.hhvac.net)
Platinum Level
• Micro Control Systems Inc. (www. mcscontrols.com)
To learn more about the ICE Group, visit https://www.icegroup.org/about/.
NCI to Host ‘Outperform!’ Summit, Sept. 11-13
Change in the HVAC industry is happening at a faster pace than ever. Electrification, heat pumps, inverter technology, new refrigerants and new efficiency standards are just a few of the challenges and opportunities in front of heating, ventilation and air
News Bits
conditioning contractors. The key is to be prepared, proactive, and educate your team to meet the new opportunities head-on.
National Comfort Institute can and will offer many ideas, at its “Outperform!” Summit, September 11-13, in Asheville, North Carolina.
Now in its 21st year, NCI’s HighPerformance HVAC Summit has become the gathering place for high-performance contractors across North America. It’s the only event of it’s kind completely focused on servicing, selling, and delivering highperformance HVAC systems.
This conference is open to the entire industry. Summit is a welcoming gathering of like-minded people who are open and willing to share with their fellow high-performance professionals. Attendees will join fellow high-performance contractors for seminar sessions, the NCI Partners Trade Show, off-site events and the Summit’s annual IDEA Session, which will feature profitable ideas from attendees in a fastpaced flow of information. The Annual NCI Summit Awards will also be presented.
Join your fellow high-performance contractors at NCI’s Summit in Asheville to explore ways to outperform your competition, delight your customers, and lead your marketplace as you set your priorities for 2025 and beyond.
EARLY-BIRD PRICING is now available. Business owners who bring three or more team members will receive the
Jason Obrzut and Clifton Beck of HVAC Excellence and the ESCO Institute were recently invited to the US Department of Energy’s Oak Ridge National Labs. Their mission: to educate contractors and engineers on the intricacies of A2L refrigerants and the latest technological advancements in HVACR.
Amy O’Grady has been named the first Executive Director of Women in HVACR (WHVACR). She brings more than 13 years of experience as a licensed contractor, sales and marketing director and events manager to WHVACR. She also served four years as the executive director for the North Florida Air Conditioning Contractors Association (NFACCA). In related news, Women in
biggest discounts. Register at https://www. gotosummit.com.
Four Associations Sign Strategic Alliance
WASHINGTON, D.C.—Four industry associations—National Electrical Contractors Association (NECA), Mechanical Contractors Association of America (MCAA), Sheet Metal and Air Conditioning Contractors National Association (SMACNA), and The Association of Union Constructors (TAUC) officially signed a strategic alliance agreement on July 10, 2024. The importance of all four associations coming together emphasizes the combined commitment to collaboration and innovation through all facets of the construction and maintenance industry. The agreement solidifies a unified front among these prominent organizations to address industry challenges and leverage collective strengths. It also highlights the value of cohesive efforts in advocating for policies that support the growth and stability of the construction sector at national and regional levels.
By working together NECA, MCAA, SMACNA and TAUC aim to develop and promote best practices, enhance safety standards, and drive technological advancements across their respective sectors.
The strategic alliance is expected to deliver tangible benefits to the members of MCAA, NECA, SMACNA and TAUC by fostering a collaborative environment that encourages the sharing of knowledge and resources. This alliance is poised to set a new standard for industry cooperation and pave the way for future innovations.
HVACR has appointed Ripley PR, Knoxville, Tenn. as its public relations agency of record.
ACCA announced that its educational arm, Air Conditioning Contractors of America Educational Institute, has joined the American Council for Construction Education (ACCE) as a Sustaining Association Member. The ACCE Board of Trustees approved ACCA-EI for membership in June. ACCA President and CEO Barton James was to join the ACCE Board of Trustees at the upcoming annual ACCE conference in Denver, Colorado at the end of July.
Amy O’Grady WHVACR
Heat Pump
Trane – by Trane Technologies introduced the Thermafit® Air-Source Modular Multi-Pipe Model MAS, a heat pump that produces cooling in the summer, heating in the winter, or simultaneous heating and cooling when both are required. The Thermafit Model MAS helps give contractors and engineers the option to eliminate or reduce the need for traditional, fossil fuel boilers and owners new solutions to decarbonize buildings through the electrification of heating.
The new Thermafit Model MAS is an all-in-one air-source modular multi-pipe heat pump with advanced logic to independently control each module’s mode of operation— cooling, heating, or heat recovery. It responds to varying building loads throughout the day and year, resulting in performance that is 8.2 times more energy efficient than other forms of electric heating.
Trane has also released an improved Deluxe Sound Package for the Trane® AxiomTM horizontal and vertical water source heat pumps, to help improve occupant comfort and updates and improvements to the Tracer® SC+ Building Automation System. Because Trane Axiom Horizontal and Vertical Water Source Heat Pumps help contribute to carbon-reducing efficiency, they
are ideal for multi-tenant structures. They are also commonly placed near occupied spaces.
A new and improved Deluxe Sound Package is now available from Trane as a factory-installed option on standard and high-efficiency units to help increase occupant comfort. One of the quietest WSHP units available, testing validates that with the deluxe sound package, the Axiom Vertical and Horizontal Water Source Heat Pumps operate up to five decibels more quietly than units without the package installed. The package includes sound-absorbing compressor blankets, mass-loaded vinyl sound barriers, and two-inch-thick insulation on its cabinet panels.
Valves & Fittings
Conex Banninger ’s >B< MaxiPro is a press system suitable for air conditioning and refrigeration, for applications up to 700 psi. MaxiPro is a flamefree press system that is quick and simiple to use, providing a secure and permanenet joint.
Record ’s newly-patented valve core is for use with low GWP impact gases, such as HC gas (propane/R-290 and R-600), HFC gas (R-32) and HFOs (R-123ze and R-1234yf). The patent consists of using a special HNBR seal gasket and a particular shape of the valve i order to achieve great anti-leakage performance at extreme temperatures and pressures.
NIBCO PressACR fittings are used in copper pipe systems for air conditioning and refrigeration applications. Press technology creates a safer installation for HVACR systems where Class A refrigerants are present sine ther is noflame or fire hazard. The patent-pending groove design and crimp pattern supports the higher pressure requirements of an HVACR system. The fittings are UL recognized to 700 psi and feature an extended warranty period of 15 years.
Sporlan has developed a solenoid shut-off valve for use with flammable refrigerants that allows contractors to develop new systems that use flammable refrigerants safely. This tight-sealing valve meets the requirements under UL 60335-2-89. The valve is simple to control and closes securely under no-flow conditions.
Air Filtration
Bosch Home Comfort , a leading source of high-quality heating, cooling and hot water systems, has introduced its latest solution for a cleaner, safer home with the release of its Bosch Air Series Purifiers. Available at select retailers, Bosch Air Purifiers are helping homeowners breathe easy by removing over 99% of air impurities commonly found inside homes.
“Most of us spend the majority of our time indoors and
unfortunately, studies from the U.S. Environmental Protection Agency show that the concentration of some pollutants are two to five times higher inside than they are outside,” said Divya Darshini Piskala, product manager at Bosch Home Comfort. “This is a scary statistic, but it does demonstrate how important clean air is for our health and well-being. At Bosch, we believe that improving our indoor air quality can help improve our quality of life as well. Bosch Air Series Purifiers are designed to significantly reduce the amount of pollen, pet dander, dust, viruses, and odors we inhale on a daily basis.”
Leveraging innovative filtration technology to help remove dust, smog and other respiratory triggers from the air, Bosch Air Purifiers come in three sizes to fit your space, and are capable of improving air quality in rooms up to 2,745 square feet in size (about the area of a tennis court). Whether looking for an air purifier for a small space or large room, each model in the Bosch Air series features easy-to-use controls such as an LED light ring to indicate air quality, a built-in timer and three levels of ventilation regulations; quiet mode operation; and smart sensors to detect dust and automatically adapt to the air quality and room size.
Bosch Air 2000 was designed to purify spaces 810 square feet or less, and can be placed on a table tops due to its compact size. Bosch Air 2000 features include:
• removes over 99% of all impurities such as pollen, bacteria, viruses, smoke, dust, dander, outdoor pollution, and odors
• filters the air in rooms up to a size of 810 ft² and can be placed anywhere due to its compact size (table version)
• purifies the air with an output (Smoke CADR) of 106 Cubic Feet per Minute (CFM) features smart sensors, an automatic mode, and an LED light ring to indicate the air quality
For those seeking a mid-size air purifier, Bosch Air 4000 specifications include:
• removes over 99% of all contaminants such as pollen, pet dander, dust, viruses, and odors
• filters the air in rooms up to a size of 1,345 ft²
• purifies the air with an output (Smoke CADR) of 177 Cubic Feet per Minute (CFM)
• features smart sensors, an automatic mode, and an LED light ring to indicate the air quality.
Bosch Air 6000 is the largest and most robust air purifier in the series. It can filter out harmful elements in large homes or rooms.
Bosch Air 6000 features include: removes over 99% of all particles such as pollen, pet dander, dust, viruses, and odors
• filters the air in rooms up to a size of 2,745 ft²
• purifies the air with an output (Smoke SCADR) of 353 Cubic Feet per Minute (CFM) smart sensors and an automatic mode to measure air quality, temperature, and humidity. bosch-homecomfort.com
Titus has launched ESV-VP single duct terminal units with factory-mounted valve packages. Ideal for airport terminals, schools, universities and offices, the ESV-VP features the same high-performance construction as the original Titus ESV. The factory-installed hot water coil valve package of the ESV-VP eliminates the need to install valves in the field, saving time and labor costs. Single duct terminals are fundamental components of variable air volume (VAV) systems, regulating airflow to a zone in response to zone temperature requirements. Field installing control valve packages for these units is a time-consuming process that requires technical skill, and it can be difficult to replicate quality between units without that level of expertise. With multiple control options, construction options and valve package configurations, the ESV-VP has the flexibility to serve a range of applications and project requirements. For the standard offering, customers can choose from 2- and 3-way valve pack configurations as well as 2-position and modulating control valves. Additional standard ESV-VP features include: on/off or floating point valve acuator; P/T ports; isolation ball valves; unions for easy placements and optional auto flow control or Y-strainer with blow-off connection. titus-hvac.com
Software
CompanyCam is a photo-based solution created for contractors, by contractors. Users can take unlimited photos which are location and time stamped, sent to the cloud and stored securely. Every photo is organied by project and instantly available to your team, allowing users to see what is goin on anytime, anywhere. Photos can be annotated with drawings, arrows, comments, tags and voice notes, and users can create project timelines, photo galleries, reports and transformation photos through the app. companycam.com
Fral ’s Conduit Tech’s platform is a bobile-first, LiDAR-enabled softwre platform for residenetial HVAC contractors to build 2D floor plans and 3D models of homes, while completing full load calulationa and presnetation materials in under 15 minutes on the site. The technology platform starts by digitizing the contractor’s home walk-through process and performs in-field analysis for every home. getconduit.com
The White-Rodgers Connect mobile app uses Near Field Communication with select White-Rodgers replacement controls to provide quick configuaration and accurate diagnostics from a mobile device. Setup can be performed without power to the control before installation. WiFi and cell service are not required once downloaded. bit.ly/4bW2BmM
David Holt Named President of SilverBullet Price Page
PLEASANT HILL, CA —SilverBullet Price Page, Inc., a leading provider of cloud-based sales proposal software for residential HVAC contractors, announces the appointment of David Holt as its new President.
SilverBullet Price Page is a leading provider of cloud-based sales proposal software designed specifically for residential HVAC contractors. The company’s innovative solutions help HVAC professionals streamline their sales processes, improve customer satisfaction, and profitably grow their businesses.
Holt brings decades of HVAC industry experience, with a proven track record of developing innovative software solutions. His expertise in system analysis and design will be instrumental in driving product development at SilverBullet.
A Wealth of Experience for Continued Success
Throughout his career, Holt has consistently made significant contributions to the HVAC industry. In 1985, he founded H2 Solutions, Inc., developing one of the first PC-based software systems for HVAC service businesses. He used H2’s software to grow his family’s residential/light commercial HVAC business to $3.5M with 3,497 maintenance agreements in 1999. Later, he led the design and development of software for Profit Strategies, Inc., (now FieldEdge Flat Rate) empowering thousands of technicians with flat rate pricing tools, increasing their profitability.
At National Comfort Institute, Inc., Holt played a key role in developing best practices that improve sales, cash flow, and profitability for high-performance HVAC companies. His commitment to fostering relationships within the industry has benefitted numerous companies, enhancing their products, services, and profits.
“We are thrilled to welcome David as our next President,” said John Anderson, Founder of SilverBullet. “David’s extensive experience and proven ability to develop systems that drive innovation make him the ideal leader to propel our company forward. We are confident he will have a positive impact on our product development, our team, and most importantly, our customers.”
“I’m honored to lead SilverBullet as President,” said Holt. “Our focus is clear: to empower contractors with a world-class tool that simplifies HVAC buying decisions for homeowners. By choosing contractors that use SilverBullet, homeowners gain the confidence to compare product, service, and affordable monthly payment choices. At SilverBullet, we’re dedicated to making a real difference for homeowners, contractors, wholesalers, and manufacturers alike. I’m excited to lead our outstanding team in achieving that goal.”
Learn more about SilverBullet Price Page at https://www. silverbullet.ac or contact John Anderson at john@silverbullet. ac or 925-849-2002.
Holt
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Bosch to Acquire JCI/Hitachi Residential/Light Commercial
HVAC Business
STUTTGART, Germany—July 23, 2024—
In the blockbuster HVAC brand acquisition of 2024, Bosch will acquire Johnson Controls’ and Hitachi’s residential and light commercial HVAC products business. The transaction includes Hitachi’s 40 percent interest from the original Johnson Controls/Hitachi partnership that was completed in October of 2015.
The products include JCI’s YORK, Coleman and Luxaire brands, and will reside in Bosch’s Energy and Building Technology division.
Bosch chairman Stefan Hartung said the deal represents the “biggest transaction in Bosch history and an important milestone in the implementation of our corporate strategy for 2030.” Bosch deputy chairman Christian Fischer added that the “acquired entities will strengthen Home Comfort in an extremely attractive segment, and will become part of Bosch core business.”
The Bosch shareholders and supervisory board have approved the transaction. Binding agreements on the acquisitions were signed by the parties involved today. The acquisition is subject to approvals from the antitrust authorities. The purchase price for the acquired businesses is $8 billion (7.4 billion euros). The acquisition is expected to be closed in approximately 12 months.
“As the biggest acquisition in Bosch history, this is an important milestone in the systematic implementation of our strategy for 2030. We are dynamically pushing ahead with the strong development of Bosch, and will achieve a globally leading position in the promising HVAC market with this acquisition,” says Stefan Hartung, chairman of the board of management of Robert Bosch GmbH. “In taking this step, moreover, we will strengthen our presence in the U.S. and Asia and achieve a better balance among our business sectors. This is also part of our strategy. In this way, we will open up further growth opportunities and put the company as a whole on a firmer footing.”
Together with JCH, the businesses Bosch intends to acquire generated sales revenue totaling roughly 4 billion euros in 2023 ($4 billion) and employ some 12,000 people worldwide.
The transaction includes 16 manufacturing sites and 12 engineering locations in more than 30 countries. The product portfolio covers the entire spectrum of HVAC solutions for residential and light commercial buildings, and includes well-known brands such as York and Coleman in the U.S. and Hitachi in Asia, for which Bosch will be granted a long-term license.
Fischer adds: “With this acquisition, Bosch will accelerate its growth and nearly double its sales revenue in the HVAC market to roughly 9 billion euros ($9.7 billion). Together with our future colleagues, we want to seize the huge opportunities offered by the market for the further growth of this new
unit.” The company expects the global HVAC market to grow 40 percent by 2030, driven by technological progress, the fight against climate change, and new regulations. “The acquired businesses will become part of the Bosch core business—and this will benefit customers, installation partners, and associates,” Fischer adds. “We have proved several times in the past that we can successfully integrate brands, take them forward through investments, and strengthen them.”
Find the entire story online at contractingbusiness.com/ 55127783
LG Assumes Global Training Role; Boston Academy Opens
SEOUL, South Korea—LG Electronics reported in June that its Heating, Ventilation and Air Conditioning Academy is reinforcing the company’s human resources infrastructure by training over 30,000 HVAC professionals annually. By building such a large network of skilled installation and service engineers, the academy is playing an important role in supporting the company’s global B2B expansion strategy, sources said.
The academy enhances the skill-and knowledge-base of local technicians, equipping them with the ability to ensure the optimal set-up and performance of the company’s advanced HVAC solutions—which is crucial in delivering the differentiated customer experiences LG seeks to uphold.
Sources for the LG HVAC Academy estimate it will provide training to approximately 37,000 individuals in 2024. Each branch of the academy features integrated showrooms and training rooms where attendees can gain hands-on experience with the company’s business-to-consumer and business-to-business products. Along with product installation and maintenance training, LG’s academy introduces the company’s new HVAC solutions and offers specialized regional training programs, technical forums and customized on-site classes at clients’ offices.
LG Senior Vice President Steve Scarbrough welcomes guests to the new LG Boston Academy
In May, 2023, LG Electronics dedicated a new, state-of-the-art training academy in Englewood Cliffs, NJ at LG Electronics North American Headquarters.
In May of this year, LG Air Conditioning Technologies USA opened the doors of its newest HVAC Training Academy outside of Boston.
LG Academy training goes beyond teaching basic “Step 1, 2, 3”-type processes. LG’s comprehensive training program offers practical instruction for LG’s inventive, all-electric, energyefficient comfort solutions for residential and commercial applications.
Academy courses include classroom lectures and a hands-on laboratory designed to educate HVAC professionals about LG’s HVAC products, including technical training on installation and service.
LG instructors, with extensive experience installing and troubleshooting an array of air-conditioning products, teach classes across a variety of subject areas, including duct-free, VRF, and controls solutions, with topics covering everything from installation to service best practices for the full range of LG air solutions products.
The new academy will help educate experienced third-party contractors about the environmental and economic benefits of heat pump technology, including LG’s popular cold-climate heatpump home comfort systems.
Training Around the Globe
On an international level, in April 2024, the LG HVAC Academy hosted a five-day “Train The Trainer” program at LG headquarters in Seoul, South Korea. The program was designed to further HVAC trainers’ capabilities, giving them the tools to adapt to changes in customer engagement, as well as the valuable opportunity to exchange ideas and experiences with their peers from different regions and subsidiaries.
LG is also expanding its region-specific programs with events such as last month’s LG HVAC Consultant Leaders’ Summit in Seoul for technical consultants from across Asia. The company is continuously adding to its existing HVAC Academy infrastructure, and is set to open a new branch in Lyon, France by the end of 2024. Additional additions to the network include sites in Taipei, Taiwan), Chennai, India and Kolkata, India.
Rheem Reports Progress on Sustainability Initiatives
The 2023 initiatives include studying the environmental impacts of products through lifecycle analysis, from materials sourcing, manufacturing and end of life. Specifically, gathering data driven insights on the environmental footprint of heat pump water heaters compared to other products.
Additional efforts include succeeding in the US Department of Energy’s Cold Climate Heat Pump Technology Challenge, as well as the formation of the Sustainable Packaging Task Force and continued partnership with ENERGY STAR® to designate energy-efficient offerings.
Reducing Greenhouse Gas Emissions
Rheem’s global manufacturing facilities continue to prioritize Zero Waste to Landfill (ZWTL) and responsible manufacturing processes across all sites.
• Rheem’s North American plants have reduced 720 metric tons of CO2e emissions since the formation of the Energy Management Program in mid-2022.
• Sites around the world implemented multiple tactics for their specific needs such as conducting compressed air leaks, installing solar panels, upgrading systems and improving energy efficiency to further reduce GHG emissions.
• By the end of 2023, 76% of Rheem’s manufacturing plants qualified as ZWTL.
Training Trade Partners
Rheem’s trade partners across the globe play a critical role in improving Rheem’s collective impact on the environment. In 2022, Rheem achieved its 2025 goal by training 250,000 plumbers, contractors, and influencers on sustainability practices. Rheem had more than 170,000 additional training participants in 2023, a 55% increase in trainings hosted since 2022.
The opening of new Innovation Learning Center (ILC) facilities in Utrecht, Netherlands, and Fort Smith, Arkansas, boosted Rheem’s global ILC count to 24 facilities, furthering these efforts. In addition, 2023 saw the development of a sustainability training e-learning course for global employees. Since the program’s inception in 2019, Rheem has proactively implemented an array of environmentally focused programs and solutions in North America and abroad. Comprehensive updates on Rheem’s A Greater Degree of Good efforts are provided annually in Rheem’s Sustainability Progress Report at www.rheem.com/progress.
HVAC Contractor Builds a Heat Pump Business
Maine HVAC contractor asks, “Why be the jack of all trades when you can be the master of one?”
As the owner of Royal River Heat Pumps, I have been fortunate enough to have built a prosperous business from the philosophy of installing and repairing just one brand of heating and cooling system—Mitsubishi Electric heat pumps.
I founded Freeport, Maine-based Royal River Heat Pumps in 2013 after the owner of the HVAC company I previously worked for told me to stop selling all-climate heat pumps in favor of conventional fossil fuel-burning HVAC systems. During this
watershed moment, I put in my two weeks’ notice and started my own heat pump-only company.
Eleven years later, my 56-employee small business is thriving, with year-over-year growth at about 20% annually. In that time, the company went from one service truck to 26.
In 2023 alone, Royal River’s 36 technicians installed more than 1,000 outdoor heat pump units in Maine. Other accomplishments during the installations included using:
• 92,189 feet of 1/4-inch copper tubing—equivalent to 17.46 miles.
• 69,221 feet of 3/8-inch copper tubing—slightly more than 13 miles.
• 25,000 feet of corrugated drainage tubing—equivalent to 4.8 miles.
Every year, I exceed business projections and profitability goals by installing the most energy-efficient and lucrative product I know. After being in the HVAC industry for nearly 40 years, I know heat pumps.
One system to simplify business and build expertise
There are several reasons Royal River Heat Pumps sells one manufacturer’s products exclusively. I believe the heat pumps we install and repair are:
• more energy-efficient and climate-friendly than others and definitely preferable to conventional systems in those areas.
• highly cost-effective because they are so efficient.
• able to adequately heat and cool indoor spaces even in Maine’s extreme temperatures.
Plus, the entire 36-technician team gets specific training from our heat pump manufacturer, enabling us to be thoroughly trained and knowledgeable about installing and repairing heat pump systems.
The real magic is that I only need to stock our vans with equipment to install one type of system. We don’t need oil burner ignitions, nozzles, thermostats and other parts for conventional HVAC systems because we install and service heat pumps only.
Being singularly focused has enabled us to become one of two companies nationwide to be honored for being in the METUS Diamond Elite Technician program, the provider’s top distinction. Although I could try to expand the business’s service offerings deeper into the electrification space by installing heat pump water heaters, air-to-air heat recovery ventilators (HVRs) or EV
The Royal River team reassures potential customers that all-climate heat pumps are nothing like their 1970s predecessors.
chargers, for example, I stand by my goal of being a heat pumpexclusive expert.
We used to sell heat pump water heaters, which are extremely popular in Maine. But we stopped because I want for me and the entire team to install and repair heat pumps so we can be the best at one thing, not good at a bunch of things.
In fact, we’ve been asked to beta test some newer heat pump products. I have never seen or heard of that kind of relationship between a contractor and manufacturer. It’s quite something to be involved with cutting-edge HVAC technology by going into the field and testing it.
Busting
misconceptions by educating customers on heat pump benefits
Although Royal River Heat Pumps does not sell and install conventional HVAC systems, I’m baffled that so many contractors buy into the misconception that heat pumps only work in warmer climates. These myths are often amplified by companies selling fossil fuel products.
Our team does plenty of myth-busting about climate-friendly heat pump technology. In doing so, we reassure potential customers that all-climate heat pumps are nothing like their 1970s predecessors and adequately heat and cool spaces whether in New Mexico or Maine. Certain systems can provide up to 100% heating capacity, even when temperatures plummet to -5⁰ F—all while saving between 40% to 60% of what their energy bills would be with conventional HVAC units. We’re the most northeastern state in the country, still getting snow in April, and yet my 1850’s farmhouse has not burned fossil fuels in 17 years.
Maine also lacks a robust natural gas infrastructure in many parts of the state, including the Casco Bay Islands. Residents of these islands off the coast of Portland, Maine, pay a dollar more for a gallon of oil or propane than those on the mainland. Therefore, Royal River Heat Pumps has a thriving business on the Casco Bay Islands as homeowners and businesses look for more cost-effective solutions.
Since the Inflation Reduction Act (IRA) of 2022 was enacted, we also encourage eligible residents to take advantage of the incentives the legislation has to offer, such as claiming up to
Homeowners and commercial building owners are asking for all-electric heat pumps as they try to lower their carbon footprint and take advantae of government incentives.
$2,000 per year off their taxes. Further, the Efficiency Maine Green Bank provides rebates and incentives to the residential and commercial sectors for energy improvements like all-climate heat pump solutions and recently received approximately $15 million in funds to expand its initiatives.
Go with the fossil fuel-free flow and watch business grow
The only downside about working solely with heat pumps is that I sometime lose a technician who also wants to learn about installation and service of traditional fossil fuel-burning HVAC systems. However, this is rare as most see the benefits of honing their heat pump system expertise.
In fact, between climate change, decarbonization efforts and the nation working toward lowering its carbon footprints, more HVAC business owners should consider transitioning to a heat pump-only model, even if they start with just one team of technicians at a time.
Every level of government is talking about strategic electronification, with all-electric heat pumps becoming a larger share of the conversation. Homeowners and commercial building owners are asking for them as they try to lower their carbon footprint and take advantage of government incentives. Demand for heat pumps will only intensify.
A barrier some contractors have nationwide is they are too tied to their existing conventional HVAC system customer base and are afraid to change by adding energy-efficient heat pumps.
I urge each of them to start with one vehicle, train one crew— even if it means rebranding the company a bit—and let that specialized team offer just heat pumps. Become the expert in your area and watch how rapidly that one truck becomes 10.
With over 35 years’ experience and training in the HVAC industry, Scott Libby, Royal River Heat Pumps founder and owner, decided to create a company where he would want to work. Today his heat pump installation company meets his high standards of quality, integrity and community, all while needing no emergency on call staff and shutting down for 10 days between Christmas and New Year’s. 207-400-4065 or scott@royalriverheatpumps.com.
High Marks for School Efficiency
Unique, geothermally-boosted HVAC system design facilitates LEED v4 Gold certification.
As more families moved to the western communities of Greater Victoria, the local Sooke School District realized they needed to build two additional schools to accommodate the more than 1200 elementary- and middle-school students who would be attending. The schools needed to be seamlessly integrated into the existing landscape as well as be Earth-friendly in every way (see Figure 1). This required optimizing energy efficiency by targeting LEED v4 Gold certification. Attaining Gold certification means that a building has incorporated a sustainable design that carries through future operations. Such buildings are singled out as using innovative approaches for how they conserve energy, reduce water use, and enhance indoor air quality.
The Sooke Schools achieved their Gold certification through incorporating elements such as photovoltaic panels on the roof, strategically positioned and designed windows, and a geothermally-boosted HVAC system that runs heating and cooling water through the ground to extract or reject heat as needed for added efficiency. The planners also decided upon a district heating model, in which a central plant collects and distributes energy between the two schools for flexible heating and cooling. Rather than having two mechanical rooms, water is conditioned at a single heating/cooling plant to easily accommodate different energy cycles between the schools. If one building requires less heat, the excess heat can be moved to the other building. Heating and cooling can be produced simultaneously by a water source
heat pump, with additional heating provided by electric boilers as needed. They also chose to make the operation available for educational purposes (see Sidebar: Supporting District Heating Education and Awareness).
Design Considerations
According to Michael Hladky, principal of engineering firm SMcN Consulting Inc., the key in these distribution piping or energy transfer piping applications is to keep the heating or cooling energy from escaping while it travels underground to the schools. To meet this challenge, the team specified REHAU INSULPEX pre-insulated PEXa pipe as the basis of their design. INSULPEX pipe was specifically designed to efficiently transfer hot or chilled fluid through buried pipelines to minimize energy loss. The REHAU O2 barrier pipe also incorporates a co-extruded oxygen diffusion layer that prevents corrosion of any cast iron components within the heating system in compliance with DIN 4726.
Hladky: “We were using a very low-temperature/high-efficiency heating water system with water at only 46°C (115°F), so we couldn’t afford to lose much heat in the trip through the pipe from the heating plant to the buildings. With INSULPEX, the heat loss numbers were within tolerance and the pipe met all aspects of the demanding design criteria very well.”
Transferring energy from the central plant to each school is 125 mm INSULPEX pipe. The middle school uses 671 m (2,200
PROJECT SPECS
• Project: PEXSISEN Elementary School and Centre Mountain Lellum Middle School, Vancouver Island, BC
• Type of construction: Education, district heating for two schools, opened 2022
• Scope of project: 854 m (2,800 ft) of underground energy transfer piping
Figure 1: The Sooke School District decided to remain earthfriendly when it built two schools for 1,200 elementary and middle school students. Images courtesy of REHAU
2: Unlike rigid piping which must be manually insulated on the jobsite, INSULPEX is a one-piece pre-insulated piping solution that supports labor and material savings.
ft) of INSULPEX, while the elementary school uses 183 m (600 ft). In both cases, the flexible pipe is supplied in coil lengths of 40 m (130 ft) or greater and consists of PEXa O2 barrier pipe surrounded by foam insulation and a durable corrugated PE outer jacket (see Figure 2).
Hladky and McLaren had used REHAU products for indoor radiant heating applications, however, this was their first experience with the products in outdoor underground piping. They agreed that it was uncommon, in that climate, to bury building heating piping underground. Hladky said, “Plastic piping like REHAU’s was the clear choice for long-term durability—corrosion would be a concern for metal piping—plus INSULPEX comes pre-insulated right from the factory, so we were confident that the installation would be even, consistent, and gap-free throughout.”
Choosing PEXa piping that is already pre-insulated further streamlined the installation process. Metal piping must be manually insulated on the jobsite, which becomes costly, laborintensive, and can lead to performance issues. The flexibility of PEXa supports faster installation because installers can easily navigate bends or obstacles without the need for extra fittings or couplings, minimizing potential leak points. Bell said, “We put in thousands of feet of pipe and had no leaks at all.”
Installers were able to achieve quick and secure connections using the user-friendly RAUTOOL hydraulic tool kit. Gord McLaren, Division manager of mechanical contractors at Professional Mechanical Ltd, explains, “Larger bore pipes are generally more challenging to work with, but the RAUTOOL does the work for you.” Project installer, Joe Bell, added, “You can’t put the pipe and fittings together wrong. The tool won’t let you misposition anything.”
McLaren was also impressed with the hands-on assistance he and his team received from REHAU field reps. “It was great to have an expert available to bounce off ideas when it came to different ways to lay the pipe, work the joints, connect spools, terminate the pipe, and other aspects. It definitely gave us an edge in ensuring we did an optimal job.”
REHAU also provides a lot of technical information online that helps their customers calculate relative flow rates, pressure drops, pump sizes, heat loss, and other aspects of typical projects.
Having this information readily available allows engineers to efficiently calculate design parameters and determine product compatibility with their project in mind.
The Sooke School District project incorporated a unique design that will not only provide lower overall HVAC costs over time, but allowed for quick and easy installation, and facilitated the requirements needed to achieve LEED v4 Gold certification. The REHAU products and installation tools were important for the project, offering the right materials and tools, while the company itself provided real time services when needed.
According to Michael Hladky, the central plant for the two new Sooke District schools was designed to provide educational value to others. The project team implemented the central plant as a learning hub for upcoming engineers and trades workers, including features such as color-coded pipes and a TV dashboard that displays plant data, energy consumption, and GHG (green-
‘You can’t put the pipe and fittings together wrong. The tool won’t let you misposition anything.’
—Joe Bell
prioritize plant visibility for educational purposes. The plant was designed to be a learning hub, including features such as color-coded pipes and a TV dashboard that displays plant data. As a result, industry professionals and the public can learn more about the inner workings of district heating applications.
house gas) savings (see Figure 3). While central plants are often concealed, this project prioritized visibility with windows at the front of the building, so industry professionals and the public could learn about the inner workings of district heating applications.
As a result of the collaboration among SMcN Consulting, Professional Mechanical, and REHAU, the schools now have a high-performing district heating application that facilitates a high-quality learning and working experience for students and teachers. The schools are contributing to a more sustainable future in their community, while also supporting the development of the next generation of engineers and trades workers. Terry Persun is a writer specializing in engineering case studies.
Figure 3: While central plants are often concealed, the Vancouver Island Schools
Figure
Effective HVAC Sales Managers Coach Companies to Success
Without a sales manager in place, a sales team that lacks focus and structure can be a source of friction.
If you ask a random sampling of residential home services sales professionals what their goal is, 99% will likely say it’s closing more sales.
In reality, closed sales are simply a significant milestone toward the ultimate goal. The end game isn’t just the sale—it’s earning repeat business and referrals through customer confidence and trust.
Earning that confidence is a genuine team effort. It takes an effective sales team to set high expectations, an expert installation team to deliver on those expectations, and strong service and support teams to maintain trust over time.
Sales managers are at the head of that effort. Without a sales manager in place, a sales team that lacks focus and structure can be a source of friction.
The result can be inefficient workflows and operations that compromise performance, morale, and customer experience.
A successful sales manager, however, can empower sales teams to provide a consistent, high-quality customer experience while supporting streamlined internal operations essential for sustained profitability and growth.
Proven Processes Drive Results
An effective sales manager develops a proven sales process that guides the sales team from the moment a lead enters the system to installation and followup. A systematic sales process empowers teams to gather and convey all the information essential to
closing a sale as well as the important post-sale follow-ups.
Structuring the entire sales process and ensuring global adoption ensures each customer has a consistent experience, builds trust, and positions the company to take advantage of referrals and recurring revenue.
Without a proven, repeatable process, sales teams are on their own. Without oversight, they often misdirect their energies. They fail to prioritize the right kinds of jobs or can’t educate homeowners about available new solutions.
Without an established process, team members must rely on their interpretation of how interactions with customers or other departments should go. If a company has multiple team members in the sales department, the result can be inconsistent and unpredictable experiences for customers and other internal departments.
Consider the downstream effects of this variability felt by customers and other team members. One sales team member may gather all the information the installation team needs for a successful job, while another provides the bare minimum. The installation team cannot consistently deliver a highquality experience to customers unless supported for success on every job.
Trust and Verify
One way to understand the role of the sales manager is to replace the word “manager” with “coach.”
That’s what a sales manager really is. One of their essential responsibilities is developing their team’s talent—ensuring that team members who report to them are growing in their positions, hitting sales goals, and reaching their personal and professional goals.
The foundation of the sales manager’s role is to help the sales team perform at its best. Coaching salespeople toward reaching their goals is critical for a company to leverage its available labor and maximize profitability fully. In today’s highly competitive market, that means guiding your team toward ideal outcomes with every lead.
Imagine a football coach with a detailed game plan giving his team an inspiring motivational talk, high-fiving them as they head onto the field, and then just waiting in the locker room to see how things turn out.
“Oh? We lost? Okay, we’ll make some changes for the next game.”
Unfortunately, that’s precisely what many sales managers do. They set monthly goals, hold weekly meetings, and then send their teams into the field. They may see results that don’t meet their expectations or standards, such as lower-than-average sales
or declining closing rates. They discuss it at the next sales meeting, then send their team right back out and see the same results at the end of the month.
These sales managers trust their system and their teams. They should. But just like the football coach, who needs to watch the game and make real-time adjustments, they need to see their teams in action to verify the implementation of the process in place.
Sales managers should regularly spend time in the field with their teams as part of their coaching role. They must prioritize their teams and processes by scheduling ride-alongs that allow them to see employees in action. They observe firsthand how well their team implements the process and use the opportunity to mentor and coach team members in person.
When you’re not seeing the expected results, it’s because the team isn’t following the set standard. Your team is not doing the things that have historically demonstrated effectiveness. Regularly watching and working alongside your team in the field allows you to coach in the moment and make necessary adjustments during the game—when it matters most.
Measuring Success
One way to measure the effectiveness of a company’s sales manager is against set goals. Long-term effectiveness, however, depends on a sales culture dedicated to empowering your team to maximize every opportunity and work toward ideal outcomes on every phase of every job.
Does the sales team have a great working relationship with other departments? Are they always cultivating positive relationships with service technicians, often one of the best-performing funnels for leads? Do they maintain open lines of communication with the installation department? Are they always asking how they can help them be more effective?
Closing sales matters. But checking off boxes every month isn’t the only measure of a company’s success. Earning referrals through trust, strong teamwork, and a consistent sales process is one of the best metrics for an effective sales manager.
Shaun Weiss is a head coach and trainer for Business Development Resources (BDR), the premier business training and coaching provider to HVAC contractors and distributors. With over two decades of experience in the HVAC and Plumbing industry, Shaun has transformed independent-minded departments into cohesive interdepartmental partnerships by implementing mutually beneficial efficiencyfocused processes that improved company-wide morale, customer experience, and bottom-line profitability. To learn more, visit www.bdrco.com.
The construction industry will need to attract an estimated 501,000 additional workers this year to meet the demand for labor.
Attracting the Next Generation into Construction
To attract young people into the trades, we must speak their language: technology.
In the construction industry, the challenge isn’t just about tackling today’s projects but also about building an enduring business amid a decadeslong labor shortage. The rising costs and uncertain job prospects associated with traditional college paths are making the trades a viable alternative to help fill this labor gap.
But to truly attract young people into the trades, we must speak their language: technology. At the same time, it’s critical not to lose sight of what makes the trades uniquely hands-on and visceral in today’s digital world. Our goal as leaders is to clearly communicate to those considering the trades: you get the best of both worlds.
That’s easier said than done. Despite its $12 trillion valuation, the architecture, engineering, and construction (AEC) sector
has been among the slowest to adopt digital technologies. Yet, the urgency to innovate is clear. The construction industry will need to attract an estimated 501,000 additional workers this year to meet the demand for labor, underscoring the need to make the industry more attractive to the next generation.
The good news is that there’s no shortage of ways we can use tech in our daily operations. Exciting technologies like augmented reality and drones are reshaping project visualization and site surveys, enhancing the precision and craftsmanship traditional to our trade. These technologies not only support the existing workforce but also attract tech-savvy newcomers who are looking for dynamic work environments.
Sundt Construction uses augmented reality (AR) and virtual reality (VR) to
enhance project planning and safety training. By allowing employees to visualize complex projects in a virtual environment, Sundt not only improves project outcomes but also attracts young talent interested in cutting-edge technology.
But we should also not overlook the impact of simpler, more familiar technology on everyday tasks—tech that younger generations already know and are proficient in. AI tools like ChatGPT and industryspecific chat tools, like the copilot tool we’re launching at BuildOps, streamline tasks such as accessing project specifications, submittal requirements, and change order statuses, providing instant support and critical information. Additionally, OCR technology simplifies asset data collection with a quick snap of a photo, immediately displaying operation manuals
for field technicians. These innovations not only save time but also significantly reduce the error rate, allowing our craftspeople to concentrate more on their expert skills rather than clerical duties.
Use Tech to Attract New Hires
It’s crucial to embrace technology and showcase it effectively. Make it easy for candidates to see your company as innovative. Celebrate the technology you use openly on your website and social media. For example, list out the tech stack you use to complete massive projects on time and under budget. Showcasing these technologies not only highlights your company’s modern approach but also serves as a testament to your commitment to efficiency and quality.
Allocate time to speaking at live and virtual events about the impact of tech in the trades. While speaking to those in the industry has value, expanding your reach to regional tech symposiums or broader industry conferences can open doors to “tradescurious” individuals who might not yet see
the construction industry as a tech-forward field. This broad exposure helps to challenge outdated perceptions and showcases construction as a cutting-edge sector.
Engage Younger Employees
As more young people opt for vocational training, demonstrating that the construction industry is forward-thinking and committed to innovative practices is essential. We must foster a culture that uses technology and also encourages young workers to contribute to its integration. Allow younger employees to lead teams that evaluate new technologies and have a say in the tech tools the company adopts. This empowerment helps to cultivate a sense of ownership and pride in their work.
Turner Construction Company has established a “Young Professionals Network” where younger employees are mentored and can collaborate to use their unique perspectives to build the future of the organization. These younger employees often relate more effectively to their peers, making them ideal representatives to speak
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about tech in the trades at events. They feel valued and can help drive innovation.
Walking the Line Between Tech and Tradition
As we look to the future, the success of the construction industry in attracting and retaining talented young workers hinges on our ability to integrate cutting-edge technology with the hands-on aspects of the trades. By demonstrating that construction careers offer a unique blend of modern technological practices and a deep commitment to craftsmanship, we inspire a new generation to join and lead the industry forward.
For this generation, technology is a tool that enhances their work, augmenting the hands-on satisfaction that has always drawn many to the trades, ensuring a future where innovation and tradition thrive together.
Alok Chanani is a Co-founder and Chief Executive Officer of BuildOps.
Solving Fan Failure Errors
Fan failure and blower errors are a continuing problem in an otherwise great HVAC industry advancement.
Variable capacity equipment is one of the greatest advancements in our industry. Unfortunately, there’s a nagging problem: fan failure and blower errors. Some fault codes happen daily, while others are infrequent. They never had to deal with this new complaint from homeowners before, so many contractors assume it must be the new equipment.
Installing contractors often guess how to fix these problems. Many technicians start by replacing the control board and/or wall-mounted controller, but the problem doesn’t go away. So, they spend hours making random adjustments, hoping something works, usually to no avail.
Our industry is getting a black eye for a long-standing but often overlooked problem that these advanced systems bring to light. Previously installed duct systems and/or air filters don’t work like they’re supposed to, and this new equipment will have no part in it.
Solving fan and blower failure errors doesn’t have to be a guessing game. Let’s look at a systematic approach you can use to test, diagnose, and solve such errors on variable-capacity equipment.
A Static Pressure Kit is Mandatory
To solve fan failure errors, you need airside measurements. Static pressure testing is an excellent place to start troubleshooting. To measure it, you’ll need some basic gear. Standard test instruments and accessories include:
• A manometer—analog or digital
• Static pressure tips and an inflator needle (for tough test locations)
• Tubing—neoprene or silicone
• 3/8-inch test port plugs
• A drill or impact driver with a step bit and a 3/8-inch drill bit with a stop
• Thin screwdriver—for piercing internal duct liner. You can assemble a complete kit for less than $250. Each component has a purpose, so don’t leave any out.
You’ll need the right gear to track down airside problems. A manometer with the right accessories lets you see what’s happening inside the duct system.
Images courtesy of David Richardson/ NCI
Get Your Baseline First
Testing in the right locations is essential for diagnosing a fan failure error. Readings in the wrong spots will lead you to inconclusive results.
Don’t get too wrapped up in testing before you perform a visual inspection. Since most installations include newer equipment installed on existing duct systems, first look for obvious problems. These include closed dampers or supply registers, blocked return grilles, dirty filters, or improper equipment setup. Fix these problems first, but don’t assume they will solve them.
After eliminating any obvious issues, you must gather essential information about the equipment. This data helps you establish static pressure and airflow targets before measuring. The basic equipment information you need includes:
• Equipment type and location
• Indoor unit model number(s)
• Fan airflow settings
• Maximum rated total external static pressure (TESP) from the indoor nameplate
• Outdoor unit model number
• Outdoor unit tonnage
• Equipment manuals and specifications.
With this information in hand, you’re ready for the next step.
Measure Static Pressure
You typically need four static pressure readings to diagnose a system. To gain access to the system’s airside, you must first install (drill holes) static pressure test ports. The type and location of the air-handling equipment determines where to install these ports. Gas furnaces have different locations than air handlers, so be sure to know the differences.
Once you’ve installed test ports, turn the system to its highest
setting and check fan airflow at the controller or count the blinking lights. Is it within ± 10% of the manufacturer’s required airflow? If not, adjust the fan settings to achieve the required airflow. Once fan airflow is within ± 10%, measure:
• Total external static pressure (TESP)
• Filter pressure drop (∆p)
• Coil pressure drop (∆p)
• Supply and return duct pressures.
TESP is the first measurement because it provides an overall picture of what’s happening with the system’s airside. If measured TESP exceeds the air handling equipment’s maximum rated TESP, an airflow problem probably exists. Checking pressure drops across the air filter and coil and checking duct pressures help you identify the most restrictive airflow components.
Diagnose Your Static Pressure Readings
To help you diagnose static pressure readings, National Comfort Institute (NCI) created pressure budgets. This simple troubleshooting tool assigns a percentage of the equipment’s maximumrated TESP to system components. Below is an example of how a pressure budget works on an air handler rated at .50 in. w.c. (inches of water column) TESP.
You’ll notice TESP is the baseline for pressure budgets. If you add the others up, they equal .50.
As you diagnose pressure readings, look for numbers exceeding the budgets. They show areas you should focus on. The highest pressures equal the highest restriction to airflow.
Let’s say you take the following pressure measurements in the third column of the table. The first indicator that this system needs duct modifications to solve a fan failure error is the .91 TESP reading. It severely exceeds the .50 maximum rated TESP. However, this measurement doesn’t identify where the problems are. It’s time to dig deeper and look at other pressure measurements to identify the source(s) of the high TESP measurement.
Start with the return duct and work your way towards the supply. Return duct pressure measures .45, and the pressure budget is .15. That’s a lot higher than the budget, so this is an area you would focus on.
As you continue down the table and compare measured pressures to pressure budgets, you’ll see the filter also has a much higher pressure drop than the budget. This is another area that needs further investigation to determine why the reading is so high.
The supply duct pressure measurement is much lower than the budget. That’s a great sign this side of the duct system is acceptable. But beware, because low pressures can also indicate disconnected supply ducts and leaks, so proceed with caution.
You’ll notice the coil pressure drop is missing from this information. Since the indoor coil in most air handlers is internal,
there is no pressure budget. If you’re curious about a coil’s pressure drop, you can use a budget of .20 to .30 as a baseline value. For more information about test locations, measurements, and static pressure budgets, please email me for NCI’s Static Pressure Quick Start Guide. (ncilink.com/CONTACTME)
Pinpoint the Repairs
You can see in the readings above the return duct system and air filter need improvement. So, how do you pinpoint these repairs? Let the pressure readings guide you. Relieve the restrictions starting at the equipment and then work down the trunk ducts and branches towards the supply registers and return grilles.
Undersized and restrictive air filters are a common source of return air issues. One simple solution is to remove an undersized one-inch filter and install a correctly sized media filter. If your customer wants to keep the one-inch filter, install a larger filter size with more surface area to lower the pressure drop. While you’re at it, oversizing the return drop or plenum doesn’t hurt.
Many installations need more than air filter improvement to solve fan failure errors. Examine supply and return duct trunks. Measure pressures across duct fittings or every four feet down the trunk. Look for the highest change in pressure because it’s probably the location of the airflow restriction. Common corrections include using less restrictive fittings, increasing duct sizes, or adding extra return or supply ducts.
There are some duct systems where the issues are not in the trunk but in the branch ducts. Simple improvements include removing kinks, improving suspension, or removing excess flex duct and extra elbows. However, some branch duct sizes must be increased starting at the takeoffs. You can also decrease resistance to airflow by choosing performance-grade supply registers and return grilles with low-pressure drops.
Preventing Fan Failure Errors
Most installations suffering from fan failure errors will need additional duct repairs you didn’t include in the pricing. This situation can put you in a bad spot with the customer. To ensure you don’t inherit a flawed duct system in the future, start by measuring static pressure and fan airflow before you quote variable-capacity equipment. The best way I’ve seen to do this in retrofit situations is with a Digital TrueFlow Grid from The Energy Conservatory. This way, you can make any issues you find known to the homeowner before you own them. The TrueFlow app generates a report proving whether an existing duct system is acceptable or needs further work.
Most homeowners don’t know that older equipment tolerates poor duct systems. Newer equipment is more precise and has much tighter operating tolerances. It simply can’t handle poorly installed or undersized ducts. With some testing and planning, you can ensure you don’t get stuck guessing how to fix a fan failure error.
David Richardson serves the HVAC industry as vice president of training for National Comfort Institute, Inc. (NCI). NCI specializes in training focusing on improving, measuring, and verifying HVAC and building performance. Find NCI at www.nationalcomfortinstitute.com.
ALL generations LOVE to buy but HATE to be sold. Win the HEART and the MIND will follow.
Don’t Target One Demographic, Target All
One of the questions that comes up in almost every sales coaching or training is “How do you sell to (blank) generation?” ALL generations LOVE to buy, but HATE being sold. It doesn’t matter anyway, because no “selling process” will ever ethically trump the buyer’s process.
The key is “Win the HEART and the MIND will follow”. The #1 priority is always to uncover WHY
options or cash discounts. Share the process and who will be interacting with them. Based on your discovery, share 2-3 specific things about your company that align with what’s important to them; don’t just show up and throw up. Eliminate all the complexities and keep it simple. Avoid all the technical talk.
Gen-X prioritize 1) Quality & durability and 2) Value as well, followed by 3) Technology & innovation, 4) Brand reviews, and 5) Ease of use. Dig into the techie stuff and find out which features & benefits are important to their LIFESTYLE. Find the balance between technical and ease of use by only emphasizing the specific things that make THEIR life easier.
they’re considering a purchase at this time’ “Tell me, what makes you think you need a new AC? I’m in the business and even I don’t wanna buy one. What’s happening?” If you don’t understand the motivation, you can “pitch” your butt off to just end up looking like another used car salesman in the prospect’s eyes. However, if you understand THEIR WHY, you can “serve” at a higher level relationally and consultively.
Buyers from any generation by emotionally, then justify their decision logically. That said, each generation does have tendencies.
Boomers prioritize 1) Quality & durability, 2) Value for their money, 3) Customer service, 4) Brand reputation, and 5) Ease of use. Leverage product reviews & endorsements. Provide no pay/no interest
Gen-Y prioritize 1) Technology & innovation, 2) Brand ethics, 3) Value, 4) Reviews, and 5) Sustainability. You can broaden the technical beyond just ease of use to demonstrate cutting edge. Brand ethics matter, so core values, community involvement, etc are important. This is the generation where “green” starts to possibly matter. They’re more focused on the concept of “community” both online and offline.
Gen-Z prioritize 1) Technology & innovation, 2) Customization, 3) Brand transparency, 4) Reviews, especially influencers, and 5) Value. They still seek value, but it’s kind of an assumption that they’ll get it. Getting exactly what they want, when they want it is important versus preset packages. Transparency is crucial, so things like how you handled negative reviews and what you actually stand for versus some tagline get filtered through reviews on several platforms and the endorsement of influencers.
Brand matters to all of them, which is a whole other kettle of fish. Notice none of the generations prioritize SEER, AFUE, decibels, etc, which is ironic because the majority of salespeople unwittingly emphasize those.
Win the HEART and the MIND will follow.
Tom Casey has owned multiple HVAC businesses, is a consultant with True Legends Consulting and a member of the CB HVAC Hall of Fame.
Crafting Effective Residential HVAC SOPs
Standard Operating Procedures are like a company playbook, helping to establish consistency in many areas.
Running a business can be challenging, but one thing that helps is having clear processes in place. That’s where Standard Operating Procedures (SOPs) come in. SOPs provide a consistent framework for established and new team members to reference when uncertainty arises, or when issues need to be resolved.
In 2007, my family and I knew we needed to create SOPs if we wanted the business to continue. It would be a slow but essential process. We talked to a few different consultants, but one guy named Al Levi stood out. He asked us a thought-provoking question: “Do you have SOPs for every position in your company?” I had to admit, we didn’t have anything like that. Levi convinced us it would help us achieve our goals. We hired him, and he helped us put SOPs in place. SOPs tell everyone what to do and how to do it. A clear and straightforward process helps ensure that everyone in the company works to the same high standards, provides good service and minimize problems and costly callbacks.
Uncovering the Real Problems: When your employees share their thoughts, real issues and slowdowns become clear. Instead of guessing, this team approach helps find the real reasons for problems in sales, service, installation, and more. Your front-line employees know best where things go wrong and how to fix them.
Boosting Employee Engagement: Listening to your employees and using their feedback makes them feel valued and part of the company’s success. When your employees see their opinions matter, they take more pride in their work and help the company reach its goals. Here are some effective strategies to consider that may help you engage your employees in the SOP development process and leverage their valuable insights:
1. Build Cross-Functional Teams: Bring together a team from different parts of the company. Include people from various departments and with different skills. This way, you get diverse viewpoints, see how processes connect and where to improve.
2. Conduct Interviews and Meetings: Talk directly to employees, hold one-on-one interviews, and conduct group meetings. Ask your employees about their work to learn what’s working well and what’s not. You also get detailed feedback and ideas for solutions.
3. Encourage Frontline Observations: Let employees watch and note how things are done. They can see where the process slows down or has issues. Employees on the ground can give practical advice that you never considered.
4. Ask for Feedback and Suggestions: Create easy ways for employees to share their ideas, such as online forms or other channels, such as a feedback box. Regular feedback can help keep improving your processes.
5. Pilot Test and Iterate: Test new or changed SOPs with employees. People don’t like change, so start slow. Gather feedback and make changes based on what they say. This ensures the SOPs are effective and practical before fully rolling them out.
6. Provide Transparency and Communication: Keep employees informed about the SOP process. Share the reasons for changes, goals, and progress. This openness helps employees feel involved and more likely to support the new procedures. Knowing why changes are made makes them more likely to get on board.
7. Acknowledge and Reward Contributions: Recognize and reward employees who help in the SOP process. When employees see their contributions are noticed, they feel more motivated to keep helping the company improve.
8. Establish a Culture of Continuous Improvement: Encourage employees to continually look for ways to improve. This means they should feel free to suggest changes to the SOPs over time. By doing this, you create a system that keeps getting better.
Using these strategies, you can create a better team environment in your company.
Common Mistakes in SOP Implementation
1. Top-down Approach: Many companies let managers create SOPs without asking employees for input. This can make the procedures unrealistic because they don’t reflect daily work.
2. Lack of Transparency: Not explaining why SOPs are essential can lead to confusion. Employees might see the SOPs as more paperwork than tools to improve their jobs. If your employees hear, “more work,” you can expect pushback.
3. Ignoring Frontline Expertise: Frontline workers often know best where problems exist. Ignoring their input can lead to SOPs that don’t solve real issues and defeat your goals.
4. Insufficient Feedback: No feedback stops SOPs from being updated and improved over time.
5. Lack of Continuous Improvement: Some companies don’t update their SOPs regularly once created, making the procedures outdated and unusable.
6. Resistance to Change: Employees might resist new SOPs, even if they are better. Help your team understand why you’re doing what you’re doing.
7. Insufficient Training and Support: Employees may not use the SOPs correctly without proper training and must understand why they are essential.
By avoiding these mistakes and involving employees in the process, companies can create SOPs that work well. This leads to better efficiency, quality, and employee support. Use employee engagement to unlock the full potential of your processes and to help your company run smoothly and more efficiently.
Rob Minnick is an instructor at National Comfort Institute NCI. He has 44 years’ experience in the HVAC Industry with his family’s business as well as 14 years teaching and training contractors on how to overcome obstacles and be more successful. He can be reached at ncilink.com/Contact Me.
Refrigeration Journeyman Completes Seamless CO 2 Commissioning
In California, CO2 booster systems are now the dominant architecture in new retail stores.
By Andre Patenaude
Compared to other states, California is ahead of the curve in adopting low-GWP refrigerants. According to Don Cole, director of training and a journeyman refrigeration technician at Arctic Cooling Systems in Chino, California, CO2 booster systems have quickly become the dominant architecture in new retail stores.
“Almost every grocery chain I can think of is installing CO2 booster systems,” he said.
Commissioning a CO2 system is somewhat of an art form and can be challenging. During the start-up process, technicians typically follow a sequence of many steps, which include these key benchmarks:
1. Staging medium- (MT) and low-temperature (LT) compressors
2. Ramping up to full speed and/or capacity
3. Regulating system pressures in the gas cooler, flash tank, high-pressure valves (HPVs) and bypass gas valves (BGVs)
4. Minimizing oil carry-over, especially during the supercritical mode of operation
As someone who has embraced the initial emergence of CO2 refrigeration in California, Cole has worked with his share of CO2 booster systems. For the past five years, he has helped to install, start up and commission CO2 systems from various equipment and component manufacturers.
To regulate system pressures and ensure stable operation, CO 2 booster systems rely on a robust electronic controls ecosystem.
He now leverages nearly three decades of refrigeration experience to educate associates of the Arctic Cooling System organization and is a certified trainer at the local United Association of Journeymen and Apprentices of the Plumbing and Pipefitting
Copeland
Industry of the United States and Canada (UA) 250 HVACR branch.
“It’s a passion. I am a believer in CO2 refrigeration,” he said.
At a new installation in 2023, Cole led a contractor team through the start-up process, using a Zero Zone CO2 booster system with a full-Copeland solution of compression, controls, valves and associated components. Despite his experience, Cole explained that every installation comes with potential snags.
“You have to understand that with a start-up, the system’s never run before; you have to test every aspect 100 percent, and there are always some hiccups,” he said.
Cole and his team quickly discovered that the Zero Zone-/ Copeland-powered CO2 booster system significantly reduced these hiccups.
“Everything just meshed and worked perfectly together,” he said, referring to how the coordination of each component contributed to a nearly stress-free installation.
Advantages of integrated system design.
The Zero Zone CO2 booster system featured a seamlessly integrated full-Copeland solution, including the following Copeland compression and controls:
• 4MTLS28ME transcritical CO2 semi-hermetic compressors
• ZO and ZOD subcritical CO2 scroll compressors
• EVH series variable frequency drive (VFD)—paired with lead transcritical compressor
• Compressor electronics technology
• CV4 stepper motor-driven HPV and BGV
• E2 supervisory control
• CC200 and XM679 case controllers
To regulate system pressures and ensure stable operation, CO2 booster systems rely on a robust electronic controls ecosystem. The Zero Zone CO2 system was designed with Copeland compressor, rack, case and valve controls, which enabled holistic system connectivity and communication. This all-Copeland solution was critical for facilitating each phase of the start-up process and managing normal operation by:
• Controlling variable-speed fans
• Modulating HPVs and BGVs
• Regulating consistent flash tank pressures
• Coordinating smooth compressor staging
Configuration Leads to Equilibrium
Cole explained how this configuration played a key role in bringing the system into equilibrium during start-up.
“The CV4 high-pressure valve ran flawlessly,” he said, noting that communication with Copeland compressor electronics technology provided further assurance.
Copeland’s onboard compressor electronics technology gave Cole’s contractors additional tools to monitor performance data.
“There’s so much data that it makes troubleshooting easy,” he said, noting that his team had no issues with any of the compressors during this start-up.
Should any issues arise, the system features built-in safety measures to help protect compressors from harm or failure and preserve end users’ system investments.
When it came time to get compressor racks up and running, Cole
recounted how the operation of Copeland compressors and VFDs surpassed anything he’d previously worked with—particularly in terms of quiet sound, low vibration levels and high performance.
“It was so quiet that I was physically a foot and a half away, and I couldn’t hear it,” he said.
His next course of action was to test the vibration levels as compressors ramped up to full speed using the EVH drive. He shared that this step typically requires his teams to skip hertz increments as they bring racks online and up to speed. Dealing with this issue can be a major source of frustration for technicians during system start-up and potentially put the system at risk of damage.
“I’m usually the one that has to make sure all compressors are rotating the correct way and figure out if we’re fighting opposing forces,” he said.
But with the Copeland compression and drive combination, Cole said these concerns were all but eliminated.
“Vibration levels were non-existent all the way from 25 to 60 Hz, which we had never seen before,” he said. “I was giggling like a kid in a candy store with a $20 bill.”
Because the installation took place in the warm Southern California climate, the CO2 booster system was designed and expected to run in supercritical mode much of the time. Typically, this can cause a rise in oil carry-over rates that can lead to poor lubrication and an increased risk of compressor damage.
Cole explained that from his calculations, it appeared that the oil carry-over rate was very low in the all-Copeland system, saying, “There was nowhere near the oil we typically see moving through a system.”
As with any start-up process, Cole said his team needed some help familiarizing themselves with the new equipment. At one point during the installation, they needed assistance setting the discharge temperatures on the Copeland compressor electronics module. After a quick phone call to a Copeland solutions architect, Cole was directed to the correct application engineering bulletin and the exact page number with programming instructions.
“Copeland support has been absolutely unbelievable,” he said.
A Model of CO2 Simplicity
After a successful start-up process, Cole said that the system has been running so well that he uses it as an example of an ideal CO2 booster system. Those who have visited the installation have even called him to rave about the rack and system performance.
“It’s been running flawlessly and alarm-free. I tell my friends, ‘You need to come down here and see this.’ It’s something to behold,” Cole proudly exclaimed.
The installation and partnership with Zero Zone reflect Copeland’s longstanding commitment to developing user-friendly, robust and fully integrated CO2 refrigeration technologies. As CO2 installations like these become more commonplace throughout the country, we will continue to adapt and develop innovative solutions to meet the demands of our industry—while simplifying the adoption of CO2 refrigeration technologies for all stakeholders.
Andre Patenaude is Director of Solutions Strategy for Copeland.
Training HVACR Technicians for the A2L Transition
NATE certification helps technicians demonstrate their knowledge of green, sustainable refrigerants.
by Michael Keating
When the American Innovation and Manufacturing Act (AIM Act) passed in 2020, it started the gradual phase-down in the production and consumption of listed hydrofluorocarbons (HFCs). The alternative refrigerants being used, including A2Ls, have additional safety concerns such as flammability.
North American Technician Excellence (NATE) offers the Low-GWP (global warming potential) certification exam covering A2L refrigerants. Certification addresses these new safety concerns by ensuring technicians have the skills and job knowledge necessary to use these new refrigerants safely. NATE’s offering provides a strong emphasis on the safe handling and use of these new refrigerants.
Gillis explains that NATE certification can help technicians as they prepare for the A2L refrigerant transition. “I love the NATE program, and all Chemours’ courses meet requirements as preparation to take NATE certification exams. NATE is a great resource for A2L training—and it is training I’ve taken. The courses are up to date with the latest information to help technicians make a smooth transition into A2L refrigerants.”
For the past several years, Gillis says that Chemours has been implementing a robust strategy to increase awareness of the importance of A2L training.
To help technicians prepare for the Low-GWP transition, NATE offers a variety of training resources. Technicians can take advantage of NATE’s paperback study guides and online training platform, NATE Training Academy. For technicians that are looking for in-person training opportunities, they can take courses with NATE’s Recognized Training Providers (RTP).
NATE RTPs are organizations with established training courses that have worked with NATE to ensure their curriculum covers the Knowledge Areas of Technician Expertise (KATE) for the LowGWP Refrigerant Certification Exam. Manufacturers, wholesalers and distributors, contractors, trade associations, and educational organizations from across the HVACR industry participate in NATE’s RTP program. By taking courses with training providers with NATE-recognized course content, technicians can ensure they are not only prepared to pass the Low-GWP Refrigerant Certification Exam but also ready to meet the evolving demands of the HVACR industry.
One of many supporters of NATE and its Low-GWP refrigerant certification program is Don Gillis, senior technical trainer, The Chemours Company, a NATE RTP. Chemours has begun taking orders from North American customers for its Opteon XL41 (R-454B) hydrofluoroolefin (HFO) refrigerant. The product is an R-410A replacement in new air conditioning and heat pump applications. It offers zero ozone depletion potential (ODP) and an approximate 78 percent reduction in GWP when compared to R-410A (AR4 GWP).
“NATE is very important to the industry, and NATE’s LowGWP Refrigerants Certification Exam provides validation that a technician is proficient when it comes to explaining, designing, and working with Low-GWP refrigerants,” says Benjamin S. Middleton, national sales training manager at Daikin Comfort Technologies North America, Inc.
Middleton says Daikin offers training for HVACR technicians and others in preparation for the A2L refrigerant transition. Additionally, as a NATE RTP, Daikin has had its technician courses recognized by NATE. “We have live training options, virtual reality (VR) training, and prerecorded content geared towards technicians and Comfort Advisors.” Students in the Daikin A2L training initiative include business owners, sales professionals, installers, and service technicians.
The Daikin executive says it is crucial for HVACR technicians to learn about A2L refrigerants. “From a service and installation standpoint, there is not much difference between A1s and A2Ls. However, there are differences when it comes to storage and transportation, and you need to make sure that your tools are compliant.” (Tool compliance is directed by the tool manufacturer and not through regulation.).
NATE certification on A2L, Low-GWP refrigerants can provide benefits for technicians and end-users alike, says Lenny Diaddario, manager, contractor services at Copeland, a global provider of sustainable climate solutions, including Low-GWP refrigerant options. The company offers products in compression, controls, software, and monitoring for heating, cooling, and refrigeration.
Diaddario identifies two key benefits to certification:
1) It gives technicians the confidence, knowledge, and training they need to stay competitive and offer their A2L expertise.
2) It provides end-users with peace of mind knowing they have access to a qualified service network needed to make the transition to new refrigerant and system technologies.
Diaddario says Copeland offers a wealth of instruction on the refrigerant transition: “Our Educational Services team is conducting in-person and online A2L training seminars as part of its ‘Fit for the Future’ training initiative. Its objectives are to prepare service technicians with the fundamentals needed to safely install, service, and recover A2L refrigerants.”
It’s All About Training
There’s no shortage of training at Carrier, says Jim Price, technical training center manager, Carrier: “A2L competency is a critical component of a successful installation; therefore, we offer A2L- and R-454B-specific online training through our learning management system (LMS), My Learning Center. Additional R-454B training is integrated into our hands-on training offered at the My Learning Center Technical Training Center in Indianapolis, Indiana.”
The change process for refrigerants has been on-going, according to Price. “The new requirements for refrigerant transition,” he says, “are almost entirely rooted in proper refrigerant practices that have been in place for several decades.” Price’s take on certification? “NATE-certified technicians are often more
familiar with industry regulations, best practices and, in turn, can provide homeowners peace of mind.”
Price notes that the Carrier training keeps learners aware of changes in the industry: “Our online courses are designed for students that need baseline knowledge of regulation and refrigerant standards; however, most students are technicians that are interested in ‘getting ahead of the curve.’” He adds, “Our students don’t want to be surprised by what they encounter in the field.”
Carrier has multiple training tools in place.
Technician Training = Good Business Sense
Greg Guse, director of engineering for Ritchie Engineering Co., has been involved in training in several ways. His firm is a worldwide supplier of U.S.-designed and manufactured tools and equipment with its Yellow Jacket brand.
Ritchie Engineering Co.
“Ritchie works with their reps to help train wherever we can,” says Guse. “Personally, I have been on several podcasts discussing our tools and helping people understand the hazards of A2Ls and A3s (higher flammability) as well as how to approach a safe system.” Guse has also been a presenter for two years at the HVAC Excellence training program, where he helps train the instructors and educate them on the changes coming with A2L’s and A3 refrigerants.
Edited for space. Find additional comments from all contributors at contractingbusiness.com/55089976.
Michael Keating is a contributor to NATE magazine and Contracting Business
The Importance of Clean Oil in a Vacuum Pump Courtesy of Fieldpiece Instruments
A vacuum pump is a powerhouse machine that removes air, gases, moisture and contaminants from a system to create a clean environment for refrigerant. These efficient and powerful machines need clean oil to perform at their peak. When oil becomes cloudy or saturated, the pump won’t work as well, and pulling a deep vacuum takes longer.
Double-duty Oil
The oil in the vacuum pump acts as both a lubricant and as a sealant. It keeps the pump vanes (rotor blades) lubricated and helps keep a proper seal for an optimal vacuum. The deep vacuum that the pump creates helps push moisture and non-condensables from the system to the pump, ensuring the system is ready for refrigerant. This process contaminates the oil in your vacuum pump, which negatively impacts the pump’s performance and efficiency by compromising its internal seal. Pumps with contaminated oil will
struggle to create a strong pressure differential, leading to increased evacuation time and eventual damage to the pump.
When to Change the Oil
The need to change your oil will depend on several factors. The most effective way to maximize performance and efficiency of your vacuum pump is to change the oil after each evacuation. In humid environments systems are more likely to contain moisture. Systems with more moisture and non-condensable contaminants present will contaminate your oil faster, requiring more frequent changes to maintain performance. Moisture contamination is easy to spot because the oil looks milky or cloudy. Other contaminants can sink to the bottom of your oil reservoir, so vacuum pumps with better reservoir visibility, such as the large window on the Fieldpiece vacuum pumps, allow for more accurate monitoring.
Another key indicator that it’s time for an oil change is pump efficiency. When pulling a vacuum, if the rate at which your microns are decreasing starts to level out, this could signal the need to change oil. When pump efficiency starts to wane, pulling a deep vacuum becomes more time-consuming. Note that the time to pull a vacuum will vary depending on the size of the system, atmospheric conditions such as humidity, and the efficiency of your evacuation setup.
Get a Vacuum Pump that Works for You
Since clean, dry oil is crucial for faster evacuations, consider vacuum pumps that make oil changes quick and hassle-free. Fieldpiece vacuum pumps are powerful, portable and offer oil changes on the fly, saving you time on every evacuation. Visit fieldpiece.com to see an entire line of pumps, oil and other HVAC tools built and designed for technicians.
Andy Hobaica
Andy Hobaica is a Comfort Advisor and sales leader at Hobaica Services, Phoenix, Ariz. He will be a presenter at the 2024 Service World Expo, October 14-17 in Orlando, Fla. Learn more about the event at serviceworldexpo.com.
Stop Selling, Start Helping!
Istarted working at Hobaica Services working in the sheet metal shop, going on ride-alongs with technicians and installers, and then I worked as a technician for more than 10 years.
My dad, Louis Hobaica, had given me three choices: join the military, go to college, or work for the company full time.
I knew that didn’t want to go to school. I didn’t get much out of high school, because I don’t enjoy sitting in a classroom staring at a board to learn something I’m not interested in. I learned at a young age that I loved working with my hands, working with people and talking to people.
By 21 I was the company’s top technician. At 25 I became the company’s first technician to hit $1 million in revenue. As a technician, you’re getting paid hourly wages plus spiffs, so I was 25 and making over six figures. And, I loved what I was doing.
have the mindset that you will help this customer and improve their life rather than “selling an air conditioner,” they will buy whatever you have to offer that day.
If you have the mindset of helping them, it will be so much better and it will come off better: “I’m Andy with Hobaica Services. Let’s make your day better!” They will see that you’re genuine and that you care. And then, at the end of the two-hour presentation, they will think, “I like this guy, I’m going to buy from him.”
‘Prospects are shocked when I tell them we will need up to two hours for a first meeting.’
I asked myself, “if I can make this much as a technician, how much could I make as a sales person?”
That’s what I wanted to do. I would repeatedly ask my dad to let me become a Comfort Advisor, but he would answer, “Nah, you’re not ready for that.”
I was frustrated by that, but he was right. I wasn’t ready. Later, my brother, who was two years older, said one day it was time for me to be in sales, and that I should give dad an ultimatum. I walked into dad’s office and said, “I don’t want to be a technician any more. Either try me out in sales for six months or I’ll do something else.”
He walked up to me and said, “Alright. Congratulations for coming to me. You must have talked to your brother.”
He put me in commercial sales, doing door-todoor sales for commercial maintenance. Talk about an experience that gets you tons of rejection. But getting a “yes” felt so good.
Eventually I became a full-time Comfort Advisor, and I’ve set company records ever since. I was the first to sell $3-, $4, and $5 million, and I’m on track to hit $6 million this year.
What’s My Approach?
People ask, “How do you hit these numbers?” My answer is “Stop Selling and Start Helping.” If you
Too many salespeople are trying to sell, and they run through a 20-minute presentation that’s focused on making a sale. Prospects are shocked when I tell them we’ll need up to two hours for a first meeting. They say, “The last three guys took 30 minutes.” I tell them, “That’s not my company. I don’t sell boxes. I want to provide a system that’s perfect for you and your home, one that will make you happy. We don’t just sell you something.” Then we go through the process: look at thermostat, returns, ductwork, attic, the AC unit, the electrical panel. Nobody’s doing that. Some don’t even look at the equipment.
I also own a training business, and most people that I train tell me they go right to the equipment. You first need to create a relationship, find out why you are there and ask them what they want to accomplish.
Do it right, and they will call you from then on. You will become their guy, because you solved their problem, and they will refer you to their friends and family, all because you didn’t sell on price or product.
We conduct sales role play classes twice each week. Role play is the key to every company’s success, in every department. You should be conducting role playing in the office, for people on the phone, for the installation department, with technicians on customer communication, and 100% of comfort advisors should be role playing based on difficult situations, objections and closing. If you get into a situation and don’t know what to say, you will not have confidence, and the customer will quickly lose interest.
Daikin
SALES CONTACTS
South & West: Senior Manager, Business Development Randy Jeter 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
‘We have to learn to promote ourselves as wellpaid professional craftsmen, not just tradesmen.’
We Must Replenish Our Dwindling Workforce
The Bureau of Labor Statistics says only one in two HVAC technician slots will be filled by 2027 if the current employment rate remains the same. That is a serious statistic, and our industry must immediately pull together to change it. We must find ways to replenish our workforce.
At the AHR Expo this past January, I hosted a panel of industry leaders, including manufacturing, education, and contracting. The panel “How Do We Address the Workforce Development, Recruitment, and Retention Gap?” focused on this topic. A video of the panel discussion is available on AHR’s website at ahrexpo.com.
The general upshot of the discussion was that we must work together to attract new people to our industry while finding ways to retain our existing workforce. Of course, we will always have attrition due to retirement, but we must figure out how to keep people from leaving for other careers. I believe the solution is to increase awareness of the great opportunities in HVACR.
One factor that makes our workforce difficult to replenish is the variety of knowledge that is needed. HVAC technicians need to understand the refrigeration cycle, airflow, and combustion. They have to be proficient in electrical, controls, plumbing/piping, and air distribution. In addition, they must possess great people skills. That’s a tall order!
The key is our ability to articulate all our benefits –especially as an alternative to a college education.
Image Change is Essential
While it’s simply not true, many still view the trades as dead-end, low-paying jobs. Numerous studies have proven that someone entering the HVAC industry at age 18 can out-earn a typical college grad – especially in the first eight years, and they’re not saddled with tens of thousands of dollars in student debt.
So, how do we educate the population that working in HVACR is very different from the stereotype that has plagued us for decades? Part of the solution is to learn to promote ourselves as well-paid professional craftsmen, not just tradesmen.
I believe one of the best ways to make your company stand out is to show prospective employees that you are a High-Performance HVAC™ organization and what that means for your team members and your customers.
Start by painting a picture of what a day in the life of a service tech, comfort specialist, or installer looks like working for a company with this type of culture. You can show them how you are different and the clear paths for advancement within your organization.
To attract Gen Z’ers and Millennials, you must also learn to accommodate varying life-work balances. I’m not suggesting you coddle employees. Just the opposite: find out what motivates a prospective hire and make the position work for both of you with clear, written expectations.
Different Labor Pool
Dominick Guarino is President & CEO of National Comfort Institute (NCI) (nationalcomfortinstitute. com), the nation’s premier High-Performance training, certification, and membership organization. NCI focuses on improving consumer safety, comfort, health, saving energy, and helping contractors grow and become more profitable. His e-mail is domg@ncihvac.com.
In the past decade, HVACR technology has advanced significantly and continues to evolve at a breakneck pace. It’s easy to see the glaring need to attract the best and the brightest to our industry.
People entering our workforce must be able to work with not just hardware but also software, which is prevalent in every aspect of HVACR. Systems are less forgiving than ever and must be precisely installed, tested, and adjusted to perform as designed. New tools, instruments, and software are available online every day. These tools require advanced learning and skills training.
This presents challenges for our existing infrastructure, particularly regarding education and training. However, it also presents an opportunity to attract a more significant population segment.
A contractor recently told me that he rarely hires technicians from other companies and feels technicians fresh out of trade school typically require re-training. Instead, he prefers to recruit talented people outside our industry and, as he put it, “grow my own” field people.
His favorite sources include car dealerships, both in the showroom and the shop, and other in-home service companies. The bottom line is we must learn to “fish in different ponds.” HVACR can be taught, but other qualities like great attitudes and people skills are harder and often impossible to teach.
We can solve this crisis. Our industry must start marketing itself as a desired field to work and be appreciated. It needs to start with our thousands of HVACR service companies reaching outside the industry and showing people the incredible opportunities in this great industry!
