Peak cooling season is about to begin, now’s the time to start getting up to date on the latest cooling products hitting the market to help contractors determine the best technology for the job.
INSIDE
n The Blue Pages
n Calculating infiltration
n Building greener with air-to-water
n Evaluating the business
(ON PAGE 21) THE BLUE PAGES DIVE INTO
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n Hot Seat
Reaching global trade war levels
To start, I recognize that there has been a surplus of articles and columns regarding the recent news coming out of the United States. Particularly surrounding news about tariffs. I am just as sick and tired of it. It’s just as bad as during the pandemic where in almost every piece editorial, there was some mention of COVID-19.
The tariff articles are typically the very last piece of editorial that I submit to our graphic designer in hopes that the content remains true within the weeks it takes to get to our readers. But it feels like the news regarding tariffs down in the states changes almost daily.
The recent announcement of a baseline 10 per cent tariff on certain countries, and potentially more depending on the trade deficit between the country and the United States, was shocking, to say the least. I know that there are reports that it could have been worse, and that Trump could have doubled the amount of tariffs he was implementing on each of those countries. That doesn’t exactly warm any one’s heart and give much relief. This just means that the trade war within North America has expanded and now encapsulates the rest of the world, which can never be described as a good thing.
We have learned the complicated nature of geopolitics and the global economy from this; life lessons that I had hoped we’d never have to learn the hard way like we currently are.
Countries are standing up together to fight what can only be described as a wishful desire to shift towards some kind of 21st-century version of autocracy.
There are some comical elements to these brand-new tariffs against the global economy put on by Trump; for instance, the United States has decided to tariff a country where the only permanent inhabitants are penguins and seals. Yes, I am talking about the Heard and McDonald Islands, located south-west of Australia. Personally, I would argue that it’s the type of comical situation that makes you laugh while shaking your head, and maybe twitching your eye in an attempt to actually understand this epically strange situation we find ourselves in.
I am proud of the continued growth in Canadian patriotism that has come out of this situation. As we head into the federal election at the end of April, it is important that as many people show up and vote. I strongly believe it is our privilege to be able to do so. Whichever political party comes out on top, it is important that we, as Canadians, stand together for the fight to come. It might not be the easiest of times, but we need to remember to stay united in the time to come. Elbows up!
April 2025 Volume 34, Number 7 ISSN 1919-0395
Publisher Mark Vreugdenhil Cell: (416) 996-1031
mark@plumbingandhvac.ca
Editor Leah Den Hartogh Cell: (289) 830-1217
leah@plumbingandhvac.ca
Assistant Editor
Francesco Lo Presti Cell: (647) 531-5697 francesco@plumbingandhvac.ca
Contributing Writers
Glenn Mellors, Greg Scrivener, Michael Ridler, Ron Coleman
Design and Production
Samantha Jackson production@plumbingandhvac.ca
All articles and photos by Plumbing & HVAC staff unless noted.
PLUMBING & HVAC Magazine is published seven times annually by Marked Business Media Inc. and is written for individuals who purchase/ specify/approve the selection of plumbing, piping, hot water heating, fire protection, warm air heating, air conditioning, ventilation, refrigeration, controls and related systems and products throughout Canada. Marked Business Media Inc.
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Copyright 2025. The contents of this magazine may not be reproduced in any manner without the prior written permission of the Publisher. A member of: • Canadian Institute of Plumbing & Heating • Mechanical Contractors Association of Canada • Ontario Plumbing Inspectors Association • American Society of Heating Refrigerating & Air Conditioning Engineers • Heating Refrigeration and Air Conditioning Institute of Canada • Refrigeration Service Engineers Society of Canada
This year’s AHR Expo saw more than 50,000 attendees over the three-days.
Tariffs, refrigeration, and AI: Hot topic at this year’s AHR Expo
HVAC/R technology levels up its game at the 2025 AHR Expo.
The AHR Expo, located this year at the Orange County Convention Centerin Orlando, Florida, had the best turnout since the pandemic, with a total of 50,807 attendees. There was a total of 1,878 exhibitors on the show floor.
“Orlando brought record numbers,” shares Mark Stevens, show manager of AHR Expo. “There is a lot of movement happening around the industry — with business, regulation, administration shifts, equipment designandmore,professionalswerekeentogatheranddiscussitall.”
There were a few not-so-new topics highlighted at the show. This included decarbonization, refrigeration transition and A2Ls, AI and smart controls, andworkforcedevelopment.
is to everyday life,” shares Matthews. His main audience is supermarket and commercial refrigeration technicians, service managers, business owners, and manufacturers. As a follow-up to the show, he expressed his views that CO2 refrigeration and propane are hot topics as of late and will continue to grow in North America. According to the show report, he states that, “In the US, HVAC/R technicians don’t require any certified training except EPA 608 and very few towns requiring certification. This is unacceptable.”
Over the three-day show, there were more than 300 sessions available for attendees of the show. Topics addressed pain points within the industry, including methods to increase efficiency, business practice, and cross-sector relationships. Of the sessions, 145 were new product presentations in the New Product Theatres and seven panels were held as part of the AHR panel series.
At this year’s show, the product of the year award was given to PassiveLogic for its Sense Nano wireless sensor.
The 2026 show will be heading back to Las Vegas, Nevada and the Las Vegas Convention Center. Registration is expected to go live in early summer.
Over the three-day show, the Plumbing & HVAC magazine team held meetings with the manufacturers exhibiting at the show. Here are some of the highlighted products from those meetings:
understand how
Returning to the 2025 show, the Podcast Pavilion saw a total of 22 podcasters hosting interviews with industry experts. Canadians on the podcast mic included Trevor Matthews, founder of Refrigeration Mentor Inc. “I don’t believe refrigeration is talked about enough in the mainstream media for the number of things it does for the planet and all the people on it. We need to do more work to help
Low-ceiling unit cooler
Heatcraft Refrigeration Products, Stone Mountain, Georgia, introduces its new solution for low-ceiling cooler applications. These unit coolers feature a coil design with internally enhanced tubing and fins to maximize heat transfer. It is housed in an aluminum cabinet and features molded fan guards and access panels made from NSF- and UL-rated materials. The low-profile unit coolers feature hinged and removable front access panels, allowing quick entry to refrigeration and electrical components. Pre-wired electrical components, factory-installed solenoid wire harnesses, and pre-drilled mounting holes streamline the installation process.
Heatcraft u www.heatcraftrpd.com
Common venting solution
IPEX, Oakville, Ont, expands its line of venting systems for gas-fired appliances with it’s new System 636 common venting solution. Common venting allows the cascading of multiple gas-fired appliances. Depending on temperature requirements, System 636 common venting system is available in PVC for exhaust temperatures up to 65 C, and in CPVC up to 90 C in diameters ranging up to 12-inches. The System 636 common venting system complies with CSA B149.1 natural gas and propane installation code.
IPEX u www.IPEXna.com
Modular AHU
Midea, Mississauga, Ont, announces its Evox G3 air handler unit (AHU). The block-n-lock air handler unit is designed with contractors and customers in mind and has a SEER2 rating of up to 19. It has a 100 per cent heating output at -25 C with COP of up to 1.9. It has a latching modular design that allows the unit to be configured based on the requirements of the application. It has multi-voltage compatibility of 115V and 208/230V. The filtration module is compatible with one-inch to four-inch filters.
Midea u www.mideaevox.com
Hybrid heat pump water heater
Single-zone mini-split
Fujitsu, Mississauga, Ont, expands its H-series mini-split heat pump line with the introduction of its Airstage Altair wall-mounted models featuring R-32 refrigerant. The Altair single-zone series, including the Altair 300, 500, and 700, have a capacity from 9,000 to 36,000 BTU/h and efficiencies reaching 30 SEER2. Select models up to 12,000 BTU/h are also available in 115-volt power supply. The wall-mounted unit offers multiple fan speeds and special operation modes, including economy, energy savings, powerful, minimum heat, automatic defrost and auto-restart.
Fujitsu u www.FujitsuGeneral.com
Heat pump economizer
Danfoss, Oakville, Ont, introduces its new economizer for cold climate heat pumps. A brazed plate heat exchanger coupled with an extra expansion device; the economizer enables scroll compressors with vapour injection. The economizer subcools the refrigerant before it enters the expansion valve, increasing its heat absorption capacity in the evaporator. The heat exchanger utilizes bi-metal connections. The product also features flexible configurations with the use of either electronic expansion valves or thermostatic expansion valves. It can be used in residential, light commercial, and commercial cold climate heat pumps.
Danfoss u www.danfoss.com
Improving IAQ
GE Appliance, Toronto, Ont., a Haier company, Air and Water Solutions, launches its all-new GE Profile Geospring smart hybrid heat pump water heater. The FlexCapacity feature is made possible with a patented, electronic integrated mixing valve. It can be used with its SmartHQ app, which gives owners control, enabling them to monitor usage and costs, adjust temperature and capacity, and set custom schedules. A Wi-Fi enabled sensing anode rod alerts owners when replacement is needed. It is also equipped with wireless leak detection and smart valve shutoff. It is also available in 240and 120-volt options to fit a variety of installation requirements. GE Appliances u www.geappliancesairandwater.com
Reviveaire, Kenilworth, New Jersey, introduces its Aireshield, an air filtration method that combines airborne pathogen, disinfection, particulate agglomeration/collection and cooling coil biofilm prevention within residential and commercial HVAC system airstreams. It is a non-thermal plasma-based airborne contaminant filtration method. Aireshield offers negligible HVAC system static pressure drops and is ozone-free. It resembles a one-inch-thick traditional HVAC media filter frame. It slides into an HVAC system’s filter channel and is hard-wired into the control circuit. The Aireshield creates a 5,500V plasmic field that damages airborne viral and bacterial contaminants’ genetic material as they pass through the HVAC airstream. The plasmic field inactivates, neutralizes and prevents replication beyond 99 per cent, as proven by third-party tests for SARS, influenza, staphylococcus albus, and other biological contaminants.
Reviveaire u www.reviveaire.com
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n Industry News
U.S. appears to be in trade war with the world
By Leah Den Hartogh
“Yesterday (April 3) marked the latest in president Trump’s unprecedented series of U.S. tariffs that are designed to reshape the international trading system,”sharedMarkCarney,primeministerofCanada.
He was talking about the new list of tariffsthattheU.S.haveannounced against a long list of countries; this includes China, the European Union, Japan, India, the United Kingdom, Brazil, Australia, Norway, the Dominican Republic,Kazakhstan,Egypt,andUkraine,tonameafew.Intotal,therewere 185 countries included in the list. To put it into perspective, according to the Worldometer,thereareatotalof195countriesworldwide.
Abaselineof10percenttariffsonallimportedgoods,withwhatherefersto asreciprocaltariffequaltohalfofwhathesaysothercountrieschargetheU.S. CountriesleftoffthelonglistofnewtariffsincludeCanada,Mexico,Russia, North Korea, Cuba, Belarus, Palau, Vatican City, Somalia, Burkina Faso, and Seychelles.
Canadian response
Canada and the U.S. have been in a trade war since the beginning of 2025. Both countries have implemented and removed various tariffs since then. As Kyle Power, legal counsel and regulatory affairs at First Lake Solutions, and RobLaForte,presidentofFirstLakeSolutions,sharedduringtheir governmentrelations discussion during the recent Groundwater Expo in Truro, Nova Scotia,“Wearenottakingthislyingdown”
LaFortewasdowninWashington,D.C.whenthesteelandaluminumtariffs were announced. He argued that the best way to describe the government’s reaction was “whiplash” Thereweresomanypeoplewhowerecaughtoffguard by what was coming out of the White House. TheperceivedAmerican perspectiveonthewaythetradewarwillgoisthatCanadawillsimplyfoldon negotiationsifTrumppusheslongandhardenough,“asTrumpwantsCanada togointoarecession.”
“OpportunitythatliesaheadisthatifCanadastaysunitedandwithastrong resolution,andwesupportourleaderspushingagainstatradewar–nomatter the political affiliation– thatis goingto be thepiecethatgivesus thebest chanceofsurvivingandgrowingwithinwhatisnext,”sharesLaForte.Thegood newsisthatthereappeartobesomecracksshowingdownintheU.S.
Currently,inCanada,onMarch4,theU.S.imposedtariffsof25percenton Canadianexports,and10percentonenergyproductexportsfromCanada.In response, Canada launched its own set of tariffsonAmericangoodscoming into the country. Canada introduced tariffson$30billioningoodsimported
from the U.S., which includes products such as orange juice, peanut butter, wine, spirits, beer, coffee, alliances, apparel, footwear, motorcycles, cosmetics, and certain paper products.
A consultation period ran from March 4 to April 2 that looked at seeking feedback on proposed tariff measures, including the scope of measures, reasons for support or opposition, and any other potential future impacts.
"Opportunity that lies ahead is that if Canada stays united and with a strong resolution, and we support our leaders pushing against a trade war – no matter the political affiliation –that is going to be the piece that gives us the best chance of surviving and growing within what is next."
On March 12, the U.S. imposed a new set of tariffs that included Canadian steel and aluminum, which are both subjected to a 25 per cent tariff.
As a response, on March 13, Canada launched a countermeasure of 25 per cent reciprocal tariffs on a list of steel products worth $12.6 billion and aluminum products worth $3 billion. For the mechanical trades, instantaneous and storage water heaters, filtering or purifying machinery for liquids, electric water heaters, toilets, tools, and refrigerators, freezers and other refrigerating or freezing equipment are all included in Canada’s retaliatory tariffs.
Continued on page “11”
Continued from page “9”
In addition, U.S. goods worth $14.2 billion, for a total of $29.8 billion, were included in Canada’s countermeasures. The list of additional products under the counter-tariffs includes tools, computers and servers, display monitors, sports equipment, and cast-iron products.
“Canadian countermeasures are about protecting and defending Canada’s interests, consumers, workers, and businesses,” states the Canadian federal government. “Applying tariffs on U.S. goods being imported into Canada raises the prices of those goods for sale in Canada, making them less desirable for Canadian consumers to purchase.”
Provinces and territories have implemented their own responses to the American tariffs. Mostly, it has affected products like American booze. “The global economy as we know it has fundamentally changed over the last number of months,” shares Rob Lantz, premier of P.E.I. “While, for now, it may seem like we have not been hit with additional tariffs that the president has spoken about for the last number of months, there will still be impacts on our country’s economy with the tariffs that have been put in place.”
Alberta premier Danielle Smith had a bit more of a positive response, “Today was an important win for Canada and Alberta, as it appears the United States has decided to uphold the majority of the free trade agreement (CUSMA) between our two nations. It also appears this
DISCOVER CONFORTO
will continue to be the case until after the Canadian federal election has concluded and the newly elected Canadian government is able to renegotiate CUSMA with the U.S. administration.”
What is a tariff
To give a bit of an understanding and background on what a tariff is — tariffs are taxes put in place on goods that are imported from another country.
The big misconception is based on who is responsible for paying for these tariffs. The burden of who pays the tariffs lies on the business or individual importing the goods or products into the country.
To put that into perspective, if a company from the U.S. tries to ship a product made in Canada back into the U.S., the American company would be responsible for paying the tariff. Tariffs do have a way of stacking.
For instance, if Canadian steel ships down to the U.S. and is subsequently used to create a product – let’s say a water heater – and then that product is shipped back up into Canada, that product would be tariffed while crossing the border each time.
There is some available support from the Canadian government available. This includes the Canada Small Business Financing Program, which helps small businesses obtain loans from financial institutions by sharing the risk with lenders. The Trade Commissioner Services aims to “help diversify their business operations by connecting them with funding and support programs,” according to the Canadian government.
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Ont. contractors confident in future of the industry
Ontario non-residential building contractors are confidentthatbusinesswill growthroughouttheyeardespitethepoliticalturmoilatthestartof2025.
The Ontario Construction Secretariat (OSC) conducted its annual contractor survey, which found that 67 per cent of respondents felt optimisticabouttheconstructionindustry’sfuture.
Contractors within the institutional, commercial, and industrial construction sectors were polled. Thisincludedphoneinterviewswith400 unionandnon-unioncontractorsinJanuary2025.Thesurveywasconducted before the trade war erupted between the United States and Canada, and the tariffsandcounter-tariffsbeingimplementedwillcertainlypresentsignificant riskstothesector,reportstheOCS.
“Thereisalotofuncertaintyinthemarketbecause ofthecurrentpolitical and economic environment. But despite all that is happening, Ontario is still building.Thereisabigprojectpipelineofroads,transit,schoolsandhospitals that is driving optimism in construction across all regions of the province,” saidBrianBarron,chiefexecutiveofficeroftheOCS.
Thesurveyhighlightedthateightin10contractorspredictstableorrising revenues in 2025, and 28 per cent are expected to increase the number of employees on their team. Within Ontario, 73 per cent of contractors living outside the Greater Toronto area feel confidentinincreasedbusiness,while only56percentofGTAcontractorsfeelasconfident.
While there is optimism, 27 per cent of contractors expect less work in 2025, and more than 35 per cent are concerned about rising material costs andlabourshortages.However,thenumberofcontractorsworriedaboutthe labourshortagewas41percentin2025,downsevenpercentagepointsfrom lastyear’ssurvey
Additional concerns for contractors included labour costs (29 per cent), transportationcosts(28percent),availabilityofprojectmanagers/otherstaff (13percent),andtheavailabilityofmaterials(13percent).
Resultsfromthesurveyalsoshowedthatmoreapprenticesarebeinghired, with nearly 64 per cent of contractors hiring an apprentice. The hiring of apprentices was seen more among unionized contractors, with 80 per cent hiringapprentices.
Thesurveyalsoshowedthat85percentofcontractorssaythatadoptionof new technology is crucial for the future of their business. Specifically,41per centofcontractorsareusingadvancedbuildingmaterials.
Additionally, 18 per cent of contractors said they used some form of artificialintelligence,andoneinfivecontractorsexpects touseit in thenext fiveyears.
InDecember,sevenprovincesandoneterritoryrecordedmonthlydeclines in non-residential construction intentions. Quebec led the decline, down $269.1million.
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More water testing should be completed in private water sources, ground source industry hears
By Leah Den Hartogh
“Waterisourmostpreciousresource–particularlyour groundwater,” shared Gordon Check, hydrogeologist at the Nova Scotia Environment and Climate Change with the Province of Nova Scotia, at the recent 2025 GroundwaterExpoinTruro,NovaScotia.
Checkhighlightedtheimportanceofwaterquality when it comes to wells and making sure the water is tested properly and to the frequency needed. In Nova Scotia, 40 per cent use a private water source and the only way to understand what is in the water is to test it.Morethan50percentofprivatewellownerscannot rememberorhavenevertestedthechemicalqualityof theirwellwater.
“Testing your water leads to safer water and knowingpotentialissuesthatusersmightbeunaware of,” states Check. Therearea varietyofresourcesthat can be used to access water testing. It is suggested by the Nova Scotia government to test well water every six months for bacteria, and every two years for chemical parameters. Nova Scotia has a drinking water interpretation tool to help understand what the testresultsmean.
Planning ahead
Over the two-and-a-half-day conference, held at the Best Western Truro – Glengarry from March 20-22, 169 attendees participated in educational seminars, networked,andwalkedthetradeshowfloor.
The first day, which was more like a half day, includedaneveningwelcomereceptionsponsoredby E.M.S.WaterSystems.Duringthereception,attendees came together and enjoyed appetizers and drinks at the bar, while networking with vendors and fellow watertreatmenttechnicians.
The second day of the event began bright and early with a breakfast, sponsored by Ecowater Canada. Following opening remarks, Stephen Bleizeffer, account executive at BrokerLink, presented on “Are you Properly Insured?” As he shared during his presentation, “Things happen even when you are safe… You are never going to alleviate insurance,” statesBleizeffer.
One example he gave during his presentation involved an Ontario contractor who had done
everything he could to ensure that he was working safely. Unfortunately, someone came driving around the bend in the road and pinned him between his vehicle and the passenger vehicle. The man is currently in a coma and will be waking up with one less arm, pins in his legs, and a pelvis that will need to be rebuilt.
“It is going to be paid for whether or not it is out of your own pocket or the insurance company’s,” said Bleizeffer. “Try to make sure that it’s the insurance company’s.”
He suggested that people should not be buying insurance based on price, “Do you hire lawyers based on price?” Instead, he suggests that companies should take the extra time the next time your
This year’s Groundwater Expo saw a total of 169 attendees network, learn, and explore the trade show floor over the two-days.
policy renews and make sure that your company has the coverage the company needs.
Canadian politics
The next presentation of the day was given by Kyle Power, legal counsel and regulatory affairs at First Lake Solutions, and Rob LaForte, president of First Lake Solutions. Their presentation focused on the political climate. They also announced that the Canada Water Agency officially had a president as of March 2025. Mark Fisher, previously the president and CEO of the council of the Great Lakes Region, is the new president. “He is someone that takes a balanced approach with environmental and consumer protection, with business needs in mind,” shared Power.
They focused on three main points: first was the upcoming federal election, second was tariffs, trade, and Trump, and lastly, was the view from Atlantic Canada.
From the standpoint of the federal election, they shared that party leaders are working with their staff and teams to start working on an election campaign. Most campaigns are focused on what the others are doing poorly rather than on what they are doing well.
Currently, the Liberals are the front runners for winning the federal election, according to polling. There has been a huge uptick in popularity for the federal Liberals when Justin Trudeau resigned on Jan. 6.
This has also started a large collapse in support for the NDP in the past few months. “Not surprising because it is likely strategic voters that weren’t a fan of Trudeau are now looking to Liberals.” In addition, Jagmeet Singh is likely losing popularity due to his partnership with Justin Trudeau.
The trade war between the United States and Canada has brought interprovincial trade barriers into the spotlight. Nova Scotia has introduced revisions to Nova Scotia Free Trade and Mobility within the Canada Act to now include “goods manufactured and produced in a reciprocating province or territory will be treated the same as those produced locally in Nova Scotia.” Service providers and licensees that are properly certified or licensed in another province will now also be recognized as if they are licensed in Nova Scotia.
Workgroups
The afternoon was filled with breakout sessions; two presentations were made concurrently. To
start, attendees were able to listen in on Kevin Matthews’, director of sales for Eastern Canada at Canature WaterGroup, presentation on “95 Multi Tank System – Teardown,” or Alexandre Gravel’s, general manager of structural tubing and pipe Canada at Nova Tube, presentation on the productionofsteel.
A few other sessions that were helpful during the afternoon included Dr. Sean MacIsaac of Dalhousie University on UV LED and Joe Treen, OHS director of Safety Services Nova Scotia, on “Whatbusinessesneedstoknowabouthealthandsafety”
The second day of the event was a short one, ending at noon. The morning started with breakfast until attendees broke out into session groups. The trade show floor was open the entire morning for attendeestoexplorethevariousbooths.
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Chinese HVAC market slow to adopt lowerGWP technology, catching up to Canada
By Leah Den Hartogh
Itwasaonceinalifetimekindoftrip.That day’s work commute might just be the longest in my history. Second place was likely 15 hours fewer than this journey to Beijing, China and the ISH China and the China International Trade Fair for Heating, Ventilation, Air-Conditioning, Sanitation and Home Comfort System(CIHE)tradeshowfloor.
Thethree-dayeventwasa differentexperiencethanmost trade show events as this experience involved media tours with selected booths, and press conferences with the show’s leadership,includingJohannesMöller,groundshowdirectorof buildingtechnologiesshows(ISH/Light+Building/Intersec)at MesseFrankfurtExhibitionGmbH.MostofthemeetingsthatI hadeitherhadtohavealivetranslatortobridgethelanguage barrier or when I was left t o myself, t he m eeting h ad t o b e heldoveramobiletranslatorwitheachofusspeakingintothe phonesothatwecouldunderstandeachother.Itwashonestly quiteaneatexperience.
ISH China has been running since 1996; previously, it was runonabiannualbasisbutswitchedyearsagotobeanannual show.Thisyear’sfairhosted1,030exhibitorsfrom18countries at the China International Exhibition Center (Shunyi Hall) in Beijing. The 2025 show welcomes 77,468 attendees f rom 59 countries.ItranfromFeb.20to22.
“In my opinion, sharing such data is critical for fostering cooperation among different markets. By learning from one another, we can improve and grow together,” shared Marcin Krupski,policyofficer atthe European Heat Pump Association. “I was very pleased with the audience; the room was full, and participants were highly engaged. It has been a wonderful experience, and I hope this won’t be my last visit. I look forward to continuing this type of cooperation in the future.”
Theshowwasbrokenintofivehalls,eachdividedintocategories based on the types of technology that were present in the hall. In addition, there were a few extra special areas, including a Canadianpavilion,anoverseasarea,aGermanarea,andagas wall-hungboilersindustryG20productssectionthatpresented avarietyofinnovativesolutionsfromaroundtheworld.
Mostofthecompaniesexhibitingattheshowwereonesthat I had not seen in Canada before. But there were a few familiar companies, including Grundfos, Haier, Caleffi, Riello, and Viessmann,tonameafew
“ISH China and CIHE, as the leading exhibition in the HVAC sector nationwide, offersanoutstandingplatformfor www.plumbingandhvac.ca
As the only North American-specific booth, the Canadian pavilion highlighted some of the products that are of interest to the Chinese market.
communication, fostering technological breakthroughs and development across the industry. This event enables us to provide more solutions for users, all with the goal of elevating China’s heating sector to new heights,” shares Cheng Liu, user experience director for Haier Home Central Air Conditioning.
The technology on the show floor was similar to what you would see back home. Heat pumps, heat pump water heaters, and boilers were everywhere. The one difference that I did notice was that a lot of products used R-410, which is greatly different than the products back home. There were a few companies that did offer products with R-32. These products came from some of my meetings where companies showed interest in bringing their products into the Canadian and North American markets. Gas-fired products were definitely highlighted more than the trade shows in North America.
One of the interesting facts that I learned while over in China was that the Chinese government owns the heating and cooling systems within homes and buildings that are located
Continued on page “19”
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n Industry News
Continued from page “17”
North of the Yangtze River. Pricing is based on the square footage of the building or home. To my understanding, the reason behind this is that it is due to the climate differences found North and South of the river.
During the show, I was part of a delegation of journalists with people from Denmark, Norway, Poland, the Netherlands, Malaysia, Singapore, and Japan. We were invited to a special media event in the evening of the first day of the show, where we were able to experience a multi-course meal with traditional Chinese foods, live entertainment, including musical and dance performances, and the privilege to dress up in traditional Chinese garb.
During our three days together, I had some interesting conversations with fellow journalists. I learned that, similar to the Canadian market, there are some headaches when it comes to the installation of heat pumps. Bad installation practices or lack of training resulted in poorly operating equipment when first introduced to their specific markets. Government specific rebate programs, like in Canada, are driving the adoption of heat pump technology in the European market.
When driving to the show each morning, even though it was only a short distance, you could see that heat pumps, specifically air-to-air heat pumps, were quite common. Apartment complexes had more than a dozen heat pumps attached to the front of the building, to paint a picture.
Like many shows back home, ISH China featured a competition for contractors to compete against each other in the installation of a heat pump unit.
The 2026 edition of ISH China is expected to run again next spring and will be located at the China International Exhibition Center (Shunyi Hall), Beijing, China.
Analyzer
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The Blue Pages
Understanding what is found within the water is the first step in creating an effective water treatment system.
INSIDE
n Updates to Canadian allowable iron levels
n PFAS in water, part 2
n Pathogens in plumbing systems
n Water treatment products
Technical training coming your way!
Our very first Water Treatment Technical Training Day will be launching on June 4th. Geared towards water treatment and quality technicians, this session will feature technical training around the components found in potablewater,howtotreatit,andsomuchmore.
Theonlineeventwillincludekeynotepresentationsandeducational seminars. Over the five-hourtechnicaltrainingday,attendeescanlearn from some of the industry experts within the water treatment industry Thesetrainingsessionswillprovidebenefitsforthosenewto thetrades andtheveteraninstaller.Therewillbenosalespitches.Instead,itwillfocus onengagementandprovidingtrainingonsomeofthelatesttechnology Currently,wehavetwoconfirmedmanufacturersspeakingatourevent —CanatureWaterGroupandSummit.ThiswillbethesecondTechnical TrainingDaythatthePlumbing&HVACteamwillbehostingin2025. Recently, I was able to participate in the Canadian Water Quality Association’s (CWQA) Groundwater Expo in Truro, Nova Scotia. The event helped open my eyes to the complicated procedures and technical understandings required with water treatment products. It also opened my eyes towards the number of people who simply do not test their potable water at home. I was surprised to learn that water testing should beconductedonprivatewatersystemseverysixmonthswhenitcomesto bacteriaandeverytwoyearsforchemicalproperties.
During the one presentation, where I learned that fact, I messaged my Dad to see when the last time he had tested their well water. Like so many other people in Canada, he has never tested his water once. Hopefully he will listen to my urging to test his water.
One of my favourite parts of the conference involved a workshop. Different tables of people were given a real-life case study on a water treatment installation. It was each group’s task to come up with a solution towards the problem at hand. At the end, the entire group had one case study that we went over to come up with a water treatment solution.
These types of training opportunities are so important. The industry is ever changing and evolving, and it’s up to the technicians to ensure that they are familiar with the systems they are installing and determine the best solutions for your customers.
Pathogens in Complex Plumbing Systems
Evolution doesn’t come easy in the built environment; considerations for Legionella and other pathogens in complex systems must alter the way we think.
By Kevin Wong
Each time a new pathogen is discovered, the plumbing industry reacts by altering the way water systems are managed. For example, take a look at the learnings from the Walkerton, Ont. event. E. coli was found in the source water, which resulted in a better understanding of the practices surrounding securing the source. The SARs outbreak altered the way the industry looks at drain lines and trap seals; the COVID-19 pandemic highlighted the importance of clear indoor air. Suffice it to say, this is an always evolving discipline.
Evolution has always been in the understanding of how we view water and overall health and safety. It has changed our views around disinfection, water treatment, and understanding of how water behaves. In the future, it will also shift how we plumb systems, design complex water systems, apply water treatment, and utilize resources. This doesn’t come easily or without resistance. Unfortunately, people have had to die for change to come to fruition.
With Walkerton, residents in that town had to get sick before changes
"What we do know about plumbing and piping size is that we tend to oversize. This results in a number of issues, including water sitting still for hours and maybe even days at a time. When water stagnates, it loses energy and in those low-energy states, it is the perfect space for stuff to grow."
were made to regulations, even that took decades to enact.
Today, with our aging population, waterborne pathogens, airborne pathogens and risks were brought to the forefront with Legionella outbreaks in Quebec City in 2014 and the COVID-19 pandemic.
This is driving changes in understanding how driving policy for indoor environmental quality (IEQ), including air and water safety, interacts with the risky end user.
Indoor environmental quality
When the industry throws around terms like IEQ, this doesn’t just mean safe water and air, but also comfort, noise, and, as we have discovered recently in Canada for the first time, cooling requirements.
Innovation took deaths from heat stroke in Vancouver increasing over a few years with successive heat waves and no cooling in dense high-rise environments.
As we delve into the development of the 2030 Building Codes for Canada in this new cycle, we have our work cut out for us, including tackling the Legionella aspects, new indoor air quality aspects learned after COVID, and cooling/air conditioning on top of developing integrated code for new technologies like heat pumps. All with an eye out for our unique Canadian environment.
This is a very complex and evolving discipline in plumbing science. We know that IAPMO is redeveloping the Hunter’s Curve and modernizing it. But with almost 30 years of U.S. EPA WaterSense decreasing outflow requirements for fixtures and appliances, there has been no changes to pipe sizing. I use the outflow word purposefully because the difference between volumetric water concerns in the pipes of the distribution system versus what the fixtures need is important.
What we know
We haven’t reviewed pipe sizing mathematics since the 1940s with Roy Hunter, famous for the Hunter’s Curve, but Hunter really designed that work to understand the needs of a stadium using all of the bathrooms at an intermission and sizing the pipe accordingly to keep those fixtures working.
He didn’t consider the oversized piping aspects when that stadium was vacant for 90 per cent of its life. Apparently, Legionella, biofilms, and pathogen aspects such as the risk of deadheads were not a thing in the 40s.
It is only now, in relatively modern times, that IAPMO has been exploring the original work and trying to apply it to modern-day buildings and codes.
What we do know about plumbing and piping size is that we tend to oversize. This results in a number of issues, including water sitting still for hours and maybe even days at a time. When water stagnates, it loses energy and in those
low-energy states, it is the perfect space for stuff to grow. Who knew!
Warm still water is where life began billions of years ago. Who knew that the concept would still be applicable today? Water stagnation in a building is a major concern for biofilm growth and the harbouring of deadly pathogens such as Legionella. This also leads to the rise of finding mitigating strategies to reduce biofilms, including flushing and chemicals. Kill the home, kill the bug!
Disinfection
Up until 2015 in Canada, water treatment and drinking water systems were not included in the codes. With the development of the CSA B483.1c standard and subsequent codification, water treatment and disinfection were only thought of in terms of the utility outside the building, with no consideration of the quality of the water entering the building. There were no codified options to treat the water inside the building.
When that changed, there was a whole industry supporting water treatment, water disinfections, and unique technology, such as UV that managed the topic of the building.
The increase of stagnant water, the lack of supplementary water treatment and disinfection, and the use of large pipe systems, resulted in building water designs where water residency time was inordinately high. In municipal systems, water has a residency time measured in hours and scalable for high demand periods. But in commercial, institutional, or other buildings where demand periods may fluctuate more frequently, water could sit for days, losing its chlorine residual or growing bacteria. As more people have studied this, it has been identified as a area of concern.
Hot water circulation systems
In complex water systems in big buildings, there may be a part of the water system that is either underutilized, unbalanced, or used in a very hydrodynamic
Continued on page “27”
Large piping can be the breeding ground for bacteria if stagnant water is present.
FIRST 50 TICKETS FREE!
June 4, 2025 | 12PM- 4:30PM EST
n The Blue Pages
Continued from page “25”
This government building was found to have Legionella, the first task was determining where the water was.
situation. We have not modernized how we design water systems in decades, looking to keep water hot enough to kill off pathogens and being cool enough to not scald the user. In a home, this is a relatively easy conversation but as the building gets more complex, it gets harder.
Modernizing water systems is a bit of a misnomer. Electrical, gas, lighting, and other disciplines all have connections to the building automation system and where measured, it can be managed. Plumbing comparatively is in the dark ages. Understanding how water moves in the building and actuating it can manage a lot of these challenges. Modernizing the mode, using new technologies and changing how the trades do the work of plumbing needs to be changed.
Addressing all these will address the risk of Legionella in the system and the hazard it poses to the endpoint user.
Kevin Wong is the Canadian codes manager at GF Building Flow Solutions - Americas (formerly Uponor). Previously, he spent a 12-year tenure as the technological manager for CIPH and the executive director of the CWQA. He is actively involved in various U.S., Canadian, and international standards/codes committees, including NSF 61& NSF 372 (low lead), CSA B64 (backflow), and WQA committees (water treatment) .
New Look, Same Great Performance
1”
Timesaving
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48-Hour
Aqua
Commercial softeners and backwashing filtration system
Watts, North Andover, Massachusetts, launches its Locksmith commercial softeners and backwashing filtration system line to market. This line features Watts’ new Locksmith controller with features to meet the needs of virtually any commercial water treatment application. The Locksmith line is available in a broad range of 1.5inch and two-inch model options. The controller is highly configurable, with customizable programming that can be easily tailored to specific application needs.
Watts u www.watts.com
Wholehome humidifier
Condair, Ottawa, Ont., unveils its newest whole-home humidifier solution for customers. The HumiLife is a flexible wholehome humidifier that facilitates individual custom humidity levels and provides optimum humidity adapted to the needs of each room. The HumiLife steam humidifiers generate hygienic, atmospheric steam by boiling water at 100 C, which effectively kills all germs and bacteria in the water. The humidifier is equipped with a sensor that measures the relative humidity and maintains the humidifier output consistently at the desired set-point and an integrated UV lamp.
Condair u www.condair.com
Water Softeners
EcoWater Systems, Eagan, Minnesota, announces the introduction of its 2800 series water softeners, which includes the ESD2802R30 and ESD2802R39. These water softeners utilize patented AI technology to learn about a home’s water usage and optimize regeneration only when needed. The 2800 series water softener’s key features include salt monitoring water usage insights and high flow rate valve. Both the ESD2802R30 and the ESD2802R39 have a salt storage capacity of 300 pounds and supply water pressure limits of 20 to 125 psi.
EcoWater Systems u www.ecowater.com
PFAS: The Forever Chemical, Part 2
A complete and balanced water chemistry is required to define pretreatment needs.
By Jason Jackson
The water treatment industry has identified PFAS, or scientifically known as per- and polyfluoroalkyl substances, as a contaminant of concern. Technology has been created to address the removal of PFAS from potable water. As we explored in Part 1 of this series, we now understand that exposure should be monitored and sampled to better understand the extent PFAS can affect human health.
What we know is that the maximum allowable concentration and limits are trending lower or to non-detect. Cost, footprint, capabilities, and the availability of technologies typically dictate the best option for the removal of these forever chemicals.
One such method of removal is ion exchange; this is an effective approach to removing PFOA and PFOS due to their chemical structures. PFOA, or perfluorooctanoic acid, is a synthetic chemical known for its persistence in the environment and potential health concerns. PFOS, or perfluorooctane sulfonate, is also a synthetic chemical that is known for its persistence and bioaccumulation in the environment and potential health concerns. Both fall under the larger family of PFAS.
These chemicals have a hydrophilic, ionized “head” (negatively charged carboxylic group in PFOA and sulfonic group in PFOS) that is stable across drinking water pH levels, making anion exchange resins suitable for their removal.
The hydrophilic “tail” of a PFAS structure is non-ionized in nature, which means removal can be achieved by the adsorption mechanism, such as
with granular activated carbon (GAC) and synthetic adsorbents. Ion exchange is designed to take advantage of both the hydrophilic and hydrophobic properties of the molecule, so the mechanism of removal with resin is by both ion exchange and adsorption.
Sulfonic acids are removed more easily than carboxylic acids; longer chains are removed more easily than shorter chains. The selection and design of an ion exchange option for PFAS removal require certain points worth noting.
Chemistry
A complete and balanced water chemistry is required to define pretreatment needs and determine throughput; this includes pH, and a balanced anion and cation analysis.
Changes in water chemistry will affect the longevity of resin. Background water quality will help determine operational treatment costs. Some elements within the water that any water treatment professional will need to gauge are operational flow rate, operational schedule, sulfate, nitrate (as N), nitrate (as CaCO3), alkalinity, chloride, fluoride, perchlorate, arsenic, hexavalent chromium, uranium, calcium, sodium, potassium, iron, and manganese.
Other parameters necessary to gather water quality data include potential foulants or competition, like iron, manganese, total suspended solids, oil and grease, and perchlorate. Finally, the specific PFAS levels and treatment goals need to be identified. This includes: PFBA (ng/l), PFPeA (ng/l), PFHxA (ng/l), PFOA (ng/l), PFNA (ng/l), PFBS (ng/l), PFHxS (ng/l), PFHpS (ng/l), PFOS (ng/l), and GenX (ng/l).
With proper analysis, water treatment technicians can understand whether ion exchange is a viable option. System design would be the next consideration. Here are some of the critical elements for vessel design to treat PFAS using ion exchange resin. The first is bed depth; there needs to be three ft. minimum up to 12 GPM/ft2, and 3.7 ft. minimum above 12 GPM/ft2 design flows. The linear velocity should be within the range of eight to 18 GP/ft2, and the specific flow rate should be between one and five GPM/ft3. The empty bed contact time (EBCT) should be within 1.5 to 2.5 minutes of contact for the lead resin bed.
Ion exchange is faster when compared to GAC, with GAC typically requiring eight to 13 minutes in the lead vessel. Resin vessels must be properly designed to handle the faster hydraulics indicated by the above requirements. Whether designing a new resin system or retrofitting another media vessel for resin use, designs also need to evaluate a slew of other parameters. This includes sizing new piping or evaluating existing piping for accommodating
The hydrophilic “tail” of a PFAS structure is non-ionized in nature, which means removal can be achieved by the adsorption mechanism.
the maximum flow rate and ensuring that influent distributors to the resin vessels are properly designed to distribute the water flow evenly over the cross-section of the vessels — this achieves plug flow or uniform distribution of the water through the resin bed and avoids channelling and premature breakthrough of PFAS.
"Ion exchange is designed to take advantage of both the hydrophilic and hydrophobic properties of the molecule; so, the mechanism of removal with resin is by both ion exchange and adsorption."
Additionally, the design needs to ensure that the slot size of the effluent distributors can retain the resin, ensure vessels are lined with a National Sanitation Foundation (NSF) approved coating and all other components are NSF-compliant, sample ports be installed at 25, 50, and 75 per cent of the resin depth, and sample ports allow monitoring of the PFAS loading profile.
Preferably, vessel design should also include both a side manway and a top manway. These make it easier to inspect the vessel and resin bed.
PFAS system design is one of the many steps in the process. Modelling, piloting, testing and then implementation will ensure that the level of PFAS is reduced and tested to non-detect.
Jason Jackson, the senior technical sales specialist for Purolite Ontario and Eastern Canada. With over 25 years of experience in the water/ wastewater and energy sectors as a business owner, licensed plumber, licensed pump installer mechanic, municipal water system operator, backflow and cross connection specialist, well technician, CWQA master water specialist, fuels technician, and refrigeration plant operator. He can be reached at jason.jackson@ecolab.com.
UPDATES TO REGULATIONS ON IRON IN DRINKING WATER
Iron poses no direct harm to human health when found in drinking water, however, there could be other adverse effects to the plumbing system.
By John Cardiff
IRON
The new objective of less than or equal to 0.1 mg/L of iron is intended to improve confidence in Canadian drinking water and minimize discoloured water events due to iron.
When there is a reddish-brown tint to the colour of water, a distinct metallic taste, foul smell, or visible sediment or discolouration, there could be a chance that iron might be found in the drinking water. Iron itself isn’t a direct harm to human health, but it can help organisms to grow.
On Dec. 27, Health Canada, in collaboration with the Federal-Provincial-Territorial Committee on drinking water, published an updated aesthetic objective (AO) for total iron in Canadian drinking water. The new objective of less than or equal to 0.1 mg/L is intended to improve confidence in Canadian drinking water and minimize discoloured water events due to iron. Health Canada also notes that when both iron and manganese (Mn) are present, the removal of iron generally improves the removal of Mn and thus will reduce the health risks associated with this metal. The previous guideline for iron in Canadian drinking water was less than or equal to 0.3 mg/L.
For municipal water treatment systems, the new objective will also help ensure that disinfectant residual is maintained throughout distribution and improve consumer confidence in drinking water quality. In Canada, iron has an aesthetic objective in drinking water but not a maximum acceptable concentration.
Food is the main source of iron for Canadians and drinking water accounts for less than 10 per cent of our total daily iron intake. As such, nonheme iron (iron that is primarily found in plant-based foods) in drinking water is not expected to cause significant systemic health effects in healthy individuals but can cause laundry and fixture staining, biofilm growth in pipes and water systems, bad or metallic taste in drinking water, and plumbing issues. An upper level (UL) of 45 mg per day for total intake of iron for adults (14 and over) and 40 mg per day for children (13 and younger) has been established by Health Canada.
Treatment options
Before choosing a treatment method, it is essential to determine the type of iron present in the water. The most common forms of iron found in drinking water are ferric oxides and hydroxides, and ferrous iron. Ferric oxides and hydroxides can’t be dissolved and are commonly called red water iron because discolouration is visible from the faucet. Ferrous iron is commonly called clear water iron and is clear from the faucet but eventually oxidizes causing particulates to settle to the bottom of a glass.
It’s important to choose water treatment systems that have been certified by an accredited certification body as meeting the appropriate NSF International Standard/American National Standards Institute (NSF/ANSI) for drinking water treatment units. Certification ensures that materials in the system adhere to material safety standards and include performance requirements that specify the removal that must be achieved for specific contaminants. NSF/ANSI Standard 42, Drinking Water Treatment Units—Aesthetic Effects, is applicable for iron removal from drinking water. For a drinking water system to be certified to Standard 42 for iron removal, it must be capable of reducing an average influent concentration to a maximum final concentration of 0.3 mg/L, according to NSF International.
When purchasing equipment, look for these certification organizations that are accredited in Canada: CSA Group, International Association of Plumbing and Mechanical Officials (IAPMO), NSF International, Water Quality Association (WQA), UL LLC, Bureau de Normalization du Québec, and ALS Laboratories.
Selecting the most effective treatment system for iron removal depends on a variety of factors, including the concentration and form of iron, the water composition, and the presence of other contaminants like manganese, sulphide or ammonia. When selecting a system, consider the total iron in the water using this formula: Total iron = Iron ppm x one plus manganese ppm x two.
Point-of-entry filtration systems
Whole home air oxidization filters are a popular and reliable choice for homeowners because they don’t involve ongoing use of chemicals. They use air to convert dissolved iron into a solid form
Continued on page “35”
Continued from page “33”
and then remove it through filtration. These types of filters are designed to treat water with high iron levels.
Before selecting a system, consider whether a two-tank or single-tank air oxidization filter is best for the application. Two-tank systems, one tank for air and a second tank for media have higher iron removal capacities and are more efficient than single-tank systems because they require less frequent regeneration. Single tank systems are ideal solutions for water with lower iron content and smaller spaces.
Birm (a catalytic filtration media) promotes iron oxidation and is used when dissolved oxygen is present. It is a low-maintenance option but requires the right water chemistry for optimal performance.
Greensand filters can also be used for residential iron removal. These systems have a filter medium with a manganese oxide coating that adsorbs and then oxidizes dissolved iron. Often called manganese greensand filters,
they require significant maintenance, including frequent regeneration with an oxidant and regular backwashing to remove oxidized iron particles. When not operated or maintained properly, greensand filters can release manganese into the tap water. It is important to note that potassium permanganate is a Class A precursor and controlled substance by Health Canada and that regulatory updates have introduced more stringent requirements regarding its distribution.
Another POE filtration option is a conventional water softener. While designed specifically to remove hardness, ion exchange water softeners can also remove moderate levels of ferrous iron. It is important to keep in mind that softener resin is selective towards hardness cations (calcium and magnesium) so the harder the water is, the less effective the softener will be at removing iron. When installing a water softener that will also reduce iron, inform the homeowner that the iron will shorten the life of the softening resin causing more frequent replacements. Regular use of a resin cleaner is recommended in these applications.
For extreme problem water applications, chemical injection systems may be recommended to treat exceptionally high levels of manganese, tannins, or hydrogen sulphide in combination with iron.
Point-of-use filtration systems
Reverse osmosis (RO) drinking water treatment systems are best suited to applications where there are concerns about other contaminants in the drinking water and very low levels of iron. While RO technology has been proven effective at removing low levels of iron at the tap, it is important to consider the service, maintenance, and cost implications of using it for this purpose. Over the course of several years, a point-of-entry iron filter may be a more affordable option, even if the upfront cost is higher.
Prior to installation, water testing and system sizing are required. Properly sizing an iron filter requires you to know the service flow rate, well pump output, the oxidation demands of the water and that the well is capable of providing the volume of water needed for backwash and rinse. Asking your equipment manufacturer to recommend the right system and size based on the water test results and application parameters is the best way to ensure the system performs as expected.
To ensure long-term performance, regular maintenance is required for all iron filters. When installing iron filters, review the maintenance requirements with the homeowners or set up a service call schedule.
Whole home air oxidization filters are a popular and reliable choice for homeowners because they don’t involve ongoing use of chemicals.
Selecting the right treatment system to remove iron is crucial for maintaining water quality, protecting plumbing systems, and enhancing overall water taste and usability. Helping your customers invest in a certified system and then adhere to a strict maintenance schedule will provide longterm benefits for households relying on private wells.
John Cardiff has been in the water treatment industry for 42 years starting with Water Conditioning Canada Ltd., now known as Canature WaterGroup (CWG). He is the executive vice president of sales and business development for North America. Cardiff leads CWG’s sales teams across all brands, customer service, and customer and employee training departments, as well as the commercial industrial engineering division.
EXTREME PERFORMANCE FOR EXTREME CLIMATES
Continental’s Premium Cold Climate Air Source Heat Pump (ccASHP) is engineered to perform in the most severe temperatures—efficiently heating down to -30°C (-22°F) and cooling up to 54°C (129°F).
When you choose Continental, you’re investing in nearly 30 years of innovation and cutting-edge HVAC technology.
Energy Star-rated efficiency
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1-604-270-7173 www.pacificcleanair.com BC 1-800-561-6192 www.heatsaversltd.com MB
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1-800-661-5615 www.bartlegibson.com BC, AB, NWT
1-519-364-7550 Hanover, ON
n Commercial Products
Natural gas/ propane tankless solution
Rheem, Atlanta, Georgia, unveils its Ikonic commercial tankless water heater line of gas water heaters. The new condensing tankless line offers 98 per cent thermal efficiency and is available as a single unit, complete factory pre-built/programmed rack systems, or as a modular build-on-site solution. The new Ikonic commercial line offers a single unit that caters to both natural gas and liquid propane commercial applications with a fuel conversion kit. Businesses can extend the venting up to 170 ft. on eight common vented units using only a six-inch pipe. The manifold control-ready system allows businesses to connect up to 32 units. Rheem u www.rheem.com
Multi-sensor control
Johnson Controls, Milwaukee, Wisconsin, announces the launch of its NSW8000 series wireless network sensor for Metasys building automation systems and FX series programmable controllers. The multi-sensor offers a seamless and cost-effective solution for real-time monitoring of temperature, relative humidity and occupancy detection with optional CO2 sensing for air quality monitoring. The sensors provide up to 150 ft. of coverage and are powered by two lithium or alkaline AA batteries for minimal maintenance. Johnson Controls u www.johnsoncontrols.com
Preassembled manifold/ rack kits
Noritz, Fountain Valley, California, unveils a new series of five pre-assembled manifold and rack kits to customers. The CMK Manifold is available in three wall-hung configurations for supporting either two (Model No. CMK-SS2), three (CMK-SS3), or four (CMK-SS4) Noritz NCC199CDV commercial condensing tankless water heaters. This kit includes a two-inch hot-water copper manifold, two-inch cold-water copper manifold, two-inch black-iron gas manifold, three-quarter-inch PVC condensate manifold, and two wall-mounting brackets. The CRK Rack Kit is available in two floor-standing configurations: the CMK-BB2 for handling two NCC199CDV units and the CMK-BB4 for mounting three or four NCC199CDV units. Noritz u www.noritz.com
A2L Technical Training Day
100% VIRTUAL TRAINING CONFERENCE
FIRST 50 TICKETS FREE!
Session 1
Reasons for the A2L transition and what is changing for the technician
Lee Martindale, Manager, Technical Service and Training, Mitsubishi Electric, HVAC Division, Michael de Sousa, Residential Technical Service Specialist, Mitsubishi Electric, HVAC Division
Session 2
Fundamentals of A2L refrigerants, safety, system design, service, compliance, and applications
David (Tae Jun) Kim, Engineering Manager, P.Eng. LG Electronics Canada Inc.
Session 3
How the A2L transition is impacting the whole channel, from manufacturer to reclamation
Devin Thomas, General Manager Refrigerant Services Inc. Victor Hyman, Executive Director, Climate Care; Maxime Drouin, Refrigerant Manager Quebec, Wolseley; TBA, Chemours
More sessions to be announced!
May 9, 2025 | 12PM- 4PM EST
AIR CONDITIONING VS. HEAT PUMPS
The competition
between air conditioning
and
heat pumps
is expected to evolve and further shape the way HVAC sales is conducted.
By Glenn Mellors
Heat pumps are a year-round solution for heating and cooling and even though technology has improved enough that heat pumps operate efficiently and effectively in cold climates, it still is more common in milder areas.
As temperatures begin to rise in the spring, homeowners and businesses alike start considering their cooling needs. The transition from winter to warmer weather marks a crucial time for HVAC companies, as both air conditioners and heat pumps experience shifts in demand. While traditional air conditioning units are designed solely for cooling, heat pumps offer a dual-function system capable of both heating and cooling. Let’s explore the sales trends of air conditioning units and heat pumps during the spring season, examining consumer preferences, economic factors, and industry developments that influence purchasing decisions.
Air conditioners are widely used in regions with hot summers. They function by removing heat from indoor air and expelling it outside, effectively lowering indoor temperatures. These systems rely on a refrigeration cycle that includes a compressor, evaporator coil, condenser coil, and refrigerant to transfer heat.
Heat pumps operate on a similar principle but differ in their ability to reverse the refrigeration cycle. In warm months, they function like an air conditioning unit, expelling heat from indoor spaces. In colder months, they extract heat from
Continued on page “43”
Continued from page “41”
outdoor air (or the ground, in geothermal models) and transfer it inside. This dual-purpose functionality makes heat pumps a versatile and energy-efficient alternative to traditional HVAC systems.
Market trends in spring sales
Spring marks the beginning of the peak cooling season. Homeowners start preparing for summer by upgrading or replacing outdated air conditioning units. Retailers and HVAC contractors often experience a surge in inquiries and purchases, particularly in spring with rising summer temperatures. Additionally, spring promotions and discounts encourage early purchases before peak summer demand drives up prices. Early season or planned purchasers are looking for options, take time to educate them, and they will tend to spend more on a system.
Heat pumps also see strong sales in spring but for different reasons. In milder areas where winters are not excessively cold, heat pumps are a year-round solution for heating and cooling. Many consumers who previously relied on furnaces during winter consider switching to heat pumps to take advantage of energy efficiency and lower operational costs. Additionally, government incentives and energy-efficiency rebates drive interest in heat pump installations.
Consumer preferences for air conditioning units versus heat pumps depend on geographic location. In the areas of Canada where winters are mild and summers are long and hot, air conditioning units remain the preferred choice due to their cost-effectiveness and efficiency in cooling large spaces. In contrast, in regions with moderate winters and warm summers, such as the Pacific, heat pumps are an attractive option because they provide both heating and cooling efficiently.
Cost considerations
Energy efficiency plays a significant role in purchasing decisions. Heat pumps have a higher upfront cost but lower operational costs due to their ability to provide heating and cooling using electricity instead of fossil fuels. Many consumers are drawn to heat pumps due to their ability to reduce energy bills over time. Additionally, the introduction of high seasonal energy efficiency ratio (SEER) air conditioning units has improved energy efficiency for traditional air conditioners, making them more competitive in the market.
Government policies and incentives significantly impact heat pump sales. Many provinces offer rebates or tax credits for energy-efficient appliances, including heat pumps. Green energy initiatives have made heat pumps more financially attractive for homeowners looking to reduce their carbon footprint. On the other hand, air conditioning units don’t typically receive as many incentives, which may shift some consumers toward heat pumps.
The cost of installation and maintenance is another determining factor for consumers. Air conditioning units are less expensive to install than heat pumps, particularly in homes that already have a compatible furnace system. Heat pumps, while initially more costly, can offer long-term savings due to their dual functionality. Homeowners who need to replace both heating and cooling systems may find heat pumps a more economical choice in the long run.
Modern innovations
Recent innovations in heat pump technology has addressed some of the limitations that previously deterred buyers. Modern heat pumps now function efficiently
Continued on page “45”
"Don’t run around buying jobs with lowcost entry-level air conditioners, your future reputation depends on offering choices."
+ FlashShield+ minimizes risk in comparison to any yellow CSST with the elimination of bonding and incidental contact with metallic building systems.
+ No bond wire or clamps are necessary, resulting in fewer call backs and/or red tags from inspections. Installs are quicker and material costs reduced.
+ Faster installs in closed-off joist spaces. No issues with minor contact with sprinkler pipe, ductwork.
+ Black jacket of FlashShield+ is aesthetically pleasing, especially in residential installations.
n HVAC
Continued from page “43”
even in colder climates, thanks to advancements in variable-speed compressors and cold-climate heat pump models. These improvements have expanded the market for heat pumps beyond traditionally warm regions.
Smart thermostats and automation have also influenced sales trends. Consumers increasingly prioritize convenience and energy savings, driving demand for Wi-Fi-enabled heat pumps and air conditioning units that integrate with smart home systems. These technologies allow users to optimize energy usage and adjust settings remotely, making both air conditioning units and heat pumps more attractive options.
The shift toward environmentally friendly refrigerants impacts both air conditioning and heat pump sales. Traditional refrigerants, such as R-22, have been phased out due to environmental concerns, and newer models now use eco-friendly alternatives like R-454 and R-32. Consumers are more conscious of sustainability, and manufacturers are marketing energy-efficient and environmentally responsible products to appeal to eco-friendly buyers.
Industry experts predict continued growth in heat pump sales, driven by energy efficiency initiatives and technological advancements. As energy costs rise and environmental policies encourage greener solutions, heat pumps will become an increasingly viable choice for homeowners.
Air conditioners remain stable
Despite the growing popularity of heat pumps, air conditioning units are expected to maintain steady sales, particularly in regions of Canada with hot climates where humidity is a bigger issue. The affordability and familiarity of traditional air conditioning units ensure they remain a competitive option for cooling needs.
A hybrid approach — combining heat pumps with traditional furnaces — may become more popular. These systems allow homeowners to maximize efficiency based on seasonal needs, using heat pumps in milder weather and furnaces in extreme cold. HVAC companies are likely to promote these hybrid solutions to bridge the gap between the two technologies. It is our responsibility to offer heat pumps as a possible solution, and to mitigate rising energy costs as much as possible.
The spring HVAC market presents opportunities for both air conditioning units and heat pumps, with each technology catering to specific consumer needs. While air conditioning units continue to dominate
sales in hotter climates, heat pumps are gaining traction due to their energy efficiency, government incentives, and year-round functionality. As technological advances improve efficiency and sustainability, the competition between air conditioning units and heat pumps will evolve, shaping the future of HVAC sales. Consumers will ultimately base their purchasing decisions on factors such as climate, cost, energy efficiency, and environmental impact, ensuring a dynamic and competitive marketplace for both products. Make sure you have products and training for your people to deliver whichever product they choose. And don’t run around buying jobs with low-cost entry-level air conditioners. Your future reputation depends on offering choices.
Glenn Mellors was born into a plumbing family and started in the industry in 1973. He entered the HVAC side of the business in the 80s, working in wholesale, and then joined Lennox in 1992. In 2008 he joined the ClimateCare Co-operative Corporation, an Ontario contractor group, where he is director of training and implementation. Glenn can be reached at gmellors@climatecare. com.
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n Air Conditioning Products
Cold climate heat pump
Ice Air, Mount Vernon, New York, announces that its RSXC cold climate heat pump will move to R-32 refrigerant. The RSXC can provide heating at -5 F, cooling operation down to 38 F, and has a theoretical operation as low as -25 F. The heat pump can operate at low ambient temperatures without the need for supplemental electrical heat and fits stan-dard PTAC wall sleeves. The RSXC also delivers 60 CFM of outside air and is compatible with seven-day programma-ble thermostats. Ice Air u www.ice-air.com
Dual-fuel heating
Weil-McLain, Burr Ridge, Illinois, introduces its Eco HP air -to-water heat pump for residential and light commercial applications. This new system is a key component of the Eco Hybrid Dual-Fuel Hydronic System, which combines the efficiency of a heat pump with a traditional gas boiler. The Eco HP uses hot water in a closed-loop system to provide radiant and convective heat, offering improved indoor air quality by reducing the spread of dust, allergens, and airborne pollutants. The Eco HP operates efficiently in milder temperatures and can seamlessly transition to the boiler during extreme cold to provide consistent warmth, hot water production, and reduced energy consumption year-round
Weil-McLain u www.weil-mclain.com
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96
Air
Oil-free water-cooled centrifugal
chiller
Daikin Applied, Minneapolis, Minnesota, debuts its next-generation water-cooled centrifugal chiller t o customers. The Magnitude WME-D features a two-stage, oilfree compressor and low-GWP R-515B refrigerant, improving performance for up to 40 per cent more energy savings. The WME-D chillers can provide 250 to 450 tons of cooling and 3,600 to 5,300 MBH of heating. Daikin Applied u www.daikinapplied.com
BUILDING GREENER, FASTER
Air-to-water heat pumps and low-temperature hydronic systems are ideal solutions to deal with the ongoing housing crisis in Canada.
By Michael Ridler
"Builders aren’t here to chase sustainability. They’re here to build homes profitably, quickly, and with fewer headaches."
Thermal storage isn’t a new practice. We have been doing it for a very long time Photo courtesy of GTAHeat.ca
Thepressureonbuildersisintensifying,meetingevolvingenergycodes,significantlyreducingcarbon footprints, and constructing net zero–ready homes all while remaining on schedule and within budget. These challenges were a key part of the discussions during a recent Building Knowledge CanadasessioninLondon,Ont.,thatIhadthepleasureofattending,sparkingacritical conversationonenhancingconstructionpracticesforbetter,moreefficienthomes.
“Wecan’ttaxourwayoutofahousingcrisis.With36percentofanewhome’scostgoingtotaxes, it’s no wonder affordabilityisoutofreach.Smartpolicychangescangetshovelsinthegroundand homes into the market,” shares Patrick Marion, senior procurement and sustainability manager at Mattamy Homes. “The baker doesn’t bake bread to feed the world. The baker bakes bread to make money. ”
Builders aren’t here to chase sustainability. They’reheretobuildhomesprofitably,quickly,and withfewerheadaches.Air-to-waterheatpumpsystemsjusthappentodeliveronallofthatandthey decarbonizethehomeintheprocess.
Now, unfortunately, there is not a whole lot that those of us in the trades can do about the government’s choices on how they tax housing; short of making sure we vote and have our voices heard. We can help builders reduce their building costs and speed up their production times and overallproductivitybyutilizinghydronics.
Turning hydronics on its head
In the past, we have seen hydronics as being radiant floors, a boiler application, and requiring additionalequipmentforairconditioning,eitheranair-to-aircentralheatpumporaminisplit.
Air-to-water heat pumps have turned this concept on its head and are a whole home packaged solution that can deliver heating, cooling, and domestic hot water in a packaged unit. Still relatively new to Canada, in Europe and Asia, they are light years ahead of us in deploying air-to-water technologybecausetheyhavebeendeployingitforlonger.Notonlydoesanair-to-waterheatpump speeduphomeproductionsandsimplifythemechanicalroom,butitisalsouniqueinthatwecango ascarbonneutralaswewantontheemitters.
From an operational carbon viewpoint, this efficiency alone achieves annual savings of approximately200kgcarbondioxideequivalents(CO2e)perhome,exclusiveofadditionalemissions avoidedthrougheliminatingcombustion-basedheating.
Continued on page “51”
n Hydronics
"Utilizing low-voltage terminal units connected with flexible PEX piping eliminates the need for bulky ductwork, reducing complexity in framing and installation. It simplifies coordination across trades, reducing overall installation time."
Continued from page “49”
Operational carbon, which represents the total emissions generated from a home’s energy consumption over its lifespan is increasingly critical, explains Andrew Oding, vice president of Building Knowledge Canada.
As Ontario’s electrical grid rapidly decarbonizes, the emissions intensity of buildings’ energy sources becomes pivotal. This is something that will affect every province and territory across the country. New net zero building standards will look at a variety of new key factors, including the operational carbon of the building and zoning options, which air-to-water is ideally positioned to do.
Streamlining construction
Beyond carbon savings, which was a new concept for me, an air-to-water hydronic heat pump can significantly streamline the construction process. Utilizing low-voltage terminal units connected with flexible PEX piping eliminates the need for bulky ductwork, reducing complexity in framing and installation. It simplifies coordination across trades, reducing overall installation time.
Incorporating thermal storage, whether a buffer tank or a phase-change material battery, enhances energy management through strategic load shifting. By capitalizing on Ontario’s ultralow time-of-use electricity rates, homes can store thermal energy overnight for daytime heating needs. This method not only lowers energy costs but also supports grid stability, aligning perfectly with evolving utility incentive programs that encourage off-peak consumption and demand management.
Air-to-water hydronic heat pumps can provide the decarbonization that builder’s may be looking towards achieving.
This might seem like a crazy new concept, but we have been doing thermal storage since Roman times and the hypocaust systems. When we charge a slab with BTUs in a basement, that energy takes hours to dissipate. There is no benefit beyond comfort and energy savings with gas, although admittedly, those are big perks with an air-to-water heat pump. If we charge it off peak, we are also utilizing the ultra-low overnight rate and not only delivering comfort and energy savings, but we are also stabilizing the grid.
For builders, adopting air-to-water heat pump technology with low-temperature hydronics emitters can provide substantial productivity benefits — fewer involved trades, reduced callbacks, enhanced comfort consistency, and scalability for future electrification demands without added complexity. Builders who effectively leverage these technologies can reduce operational carbon emissions without sacrificing profitability, positioning themselves as industry leaders.
Ultimately, air-to-water heat pumps and low-temperature hydronic systems represent more than technological advances; they signify a shift towards constructing higher-quality, future-ready buildings that are both environmentally responsible and economically viable. Like with all systems, air-to-water is not the magic bullet for every application and there are just as many applications where a cold climate air-to-air heat pump is the best solution.
Michael Ridler, is the general manager at Eden Energy Equipment. He started out working for a Ont-based HVAC company and now focuses on providing field support and technical training to contractors, engineers, and builders on heat pumps, boilers, and all things hydronics. He can be reached at edenenergymike@gmail.com.
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n Tools & Instruments
Cordless snake
Ridgid, Elyria, Ohio, debuts its latest residential cordless snake to market. The K-46 cordless SinkSnake is a handheld drain cleaner that features a multi-position built-in kickstand that supports the load of the tool in vertical, angled, or flat positions for better stability, control, and reduced user fatigue. The K-46 is used in 3/4 to three-inch drain lines. It comes equipped with a 5/16 by 25-inch inner core cable and is compatible with 1/4 and 3/8-inch cable diameters up to 50 ft. in length. Ridgid u www.ridgid.com
Drain cleaning machine
General Pipe Cleaners, McKee Rocks, Pennsylvania, is helping clear small line stoppages with its Super-Vee power drain cleaning machine. The SuperVee can unclog sinks, showers, toilets, and laundry lines up to three-inches in diameter. The Super-Vee features both a slide-action chuck and Flexicore cable. The chuck automatically adjusts to 1/4 through 3/8-inch diameter cables, while the Flexicore cable is left-hand coiled over a wire rope core and then heat-treated. A variable speed motor powers the Super-Vee and carries up to 50 ft. of 1/4-inch or 5/16inch or 35 ft. of 3/8-inch Flexicore cable
General Pipe Cleaners u www.drainbrain.com
New manifold gauge
Navac, Lyndhurst, New Jersey, unveils its Flex-X Manifold Gauge to customers. The Flex-X features a graphic user interface (GUI) that translates data into easy-to-understand visuals. Additional features of the gauge include a rechargeable lithium battery with up to 100 hours of battery life, a versatile gauge that can support up to 72 refrigerants, and an aluminum body with IP54-rated protection. Navac u www.navac.com
Anti-vibration gloves
Milwaukee Tool, Mississauga, Ont., is helping workers stay safe on the job by introducing its new Anti-Vibration gloves. Designed for carpenters, remodelers, masonry, maintenance, and mechanical professionals, these gloves can be worn for professional applications while protecting from harmful tool vibrations. The gloves provide a cut level four rating from lacerations and are made with a soft and comfortable liner. The gloves also feature an 18-gauge material, back-of-hand protection and SmartSwipe for a touchscreen-compatible fingertip. Sizes are available from small to double extra large.
Milwaukee Tool u www.milwaukeetool.com
Air and gas leak camera
Teledyne Flir, Wilsonville, Oregon, introduces its latest air and gas leak detector camera to market, the Flir Teledyne Si2 – LD. The camera detects leaks of 0.05 litres per minute at a distance of 10 metres. For closer camera work, the Si2-LD can detect minute leaks of 0.0032 litres per minute at a distance of 2.5 metres. These cameras are fitted with two LED lights and microphones. The Si2-LD cameras also feature a built-in software called Industrial Gas Quantification, which can quantify the financial loss caused by potential leaks.
Flir u www.flir.com
Modular storage system
DeWalt, Mississauga, Ont., debuts its newest ToughSystem 2.0 series modular storage system. The 30-inch storage system has a functional workstation that includes four 30-inch products such as a worktop, deep drawer unit, two-drawer unit, and dolly. All pieces can be easily customized, are compatible with existing ToughSystem 2.0 products, and fit under most truck covers.
DeWalt u www.dewalt.com
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COOLER AND FREEZER INFILTRATION
Understanding how infiltration loads are calculated can help understand when a refrigeration system is not performing correctly.
By Greg Scrivener
Refrigerated load calculations for walk-in coolers and refrigerated spaces isn’t a new topic in this column. We’ve covered the overall calculations and some specific elements of the calculations before, including infiltration. In this issue, we will take a deeper look into the infiltration calculations that form part of the overall load calculation and examine some pitfalls of the methods that are commonly used in industry.
In most walk-in coolers and refrigerated spaces, the main form of infiltration comes from the flow of air into the space through open doors. There is also a smaller component of infiltration that comes from gaps around the doors themselves, unsealed penetrations, and gaps in the panel junctions, most commonly at the floor. In some cases, there can also be large openings for conveyors and other equipment (or just holes that are there for no reason – see Figure 4).
While there has been several methods available to calculate door infiltration, the truth is that the calculations are always going to be an approximation. The actual behaviour of air is very complex, and the variables required in the calculations are
Continued on page “57”
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n Refrigeration
Continued from page “55”
difficult to know accurately; there is ongoing research into the topic at both the commercial and industrial level, and the methods that have been developed will continue to improve. At the moment, several calculators I’m familiar with use a method similar to the two methods described in the ASHRAE Refrigeration Handbook.
The two methods described in the handbook are infiltration by air exchange and infiltration by direct flow.
Infiltration by air exchange
Infiltration by air exchange occurs when a door is opened to a volume of cold air and the air establishes flow in both directions through the door. Essentially, the warmer air goes in through the top of the door and the cold air comes out at the bottom because of the density difference of the air at the two temperatures. Figure 1 illustrates how this flow regime would look.
Some versions of infiltration by air exchange are the most common methods used to perform detailed infiltration calculations, and correspondingly it seems to be the most common way that airflow actually establishes with a door open. To do these calculations, an understanding of the size of the door, the number of times the door opens, how long the doors take to open, how long the door stays open, the protective devices present and their effectiveness (e.g. air curtains, strip curtains, etc.), and the temperature and humidity on both sides of the door are required.
The calculations themselves are a bit complex and beyond the scope of this article. However, they are not too difficult to understand if you spend the time to work through them.
The biggest problem with these types of calculations is that there is not a lot of consideration in how airflow will change over longer periods of time.
I think the easiest way to visualize this is to consider your fridge at home. It’s pretty easy to imagine that when you open the door to the fridge, flow is established in a way similar to Figure 1. But it’s equally easy to imagine that after a couple of seconds, the air is almost completely exchanged.
In other words, the fridge is now just full of warm air. The same thing happens in small walk-in coolers, and even in larger coolers with very large doors. These calculation methods assume that the air in the refrigerated space stays at the same temperature. For this to be true, the refrigeration system would have to have enough capacity to continuously cool the warm air
coming into the space. However, since we usually average the load from door openings over a longer period, the refrigeration systems are not able to do it. In these cases, a better method would be to calculate the refrigeration required to cool the air in the space from room temperature back down to the refrigerated space temperature when the door finally gets closed. If it’s open too long, the product will get warmer, complicating the calculations even more!
Infiltration by direct flow
Infiltration by direct flow is when the flow is allowed to establish almost completely in one direction through an opening. Figure 2 illustrates how this flow regime would look.
Unlike infiltration by air exchange, for direct flow to be established, there needs to be a sustained pressure difference between the cooler and the ambient space. The most common situation that causes this is when another door to the refrigerated space is opened and there is a pressure difference between the two areas external to the refrigerated space. Usually mechanical ventilation, wind through dock doors, or some other forcing factor exists that causes the pressure difference in the building. It is quite common to see this type of flow established at conveyor openings into freezers that connect with ventilated production areas. An example is shown in Figure 3.
by direct flow through different pressure regions in a building.
Continued on page “59”
Figure 1: Infiltration by air exchange.
Figure 2: Infiltration by direct flow.
Figure 3: Infiltration
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Continued from page “57”
The main form of infiltration for refrigerators or walk-in coolers typically comes from the flow of air into the space through open doors.
"To minimize infiltration, it is desirable to prevent flow from fully establishing in the first place. This means that any way the flow can be disrupted often results in a reduced infiltration load."
Since direct flow is based on a pressure difference between several areas and may include factors such as wind, it is very difficult to calculate accurately in advance of being able to make pressure measurements. However, it almost always returns significantly higher loads than the infiltration by the air exchange method.
Minimizing infiltration
Allowing direct flow to establish is always undesirable because it is basically allowing a constant infiltration load on the system and is not constrained the way infiltration by air exchange is. Figure 4 shows a hole that had been cut in a freezer wall. This allowed direct flow to establish and was a constant infiltration load on the freezer, causing ice build-up and a refrigeration system that couldn’t keep up.
To minimize infiltration, it is desirable to prevent flow from fully establishing in the first place. This means that any way the flow can be disrupted often results in a reduced infiltration load. Strip curtains and air curtains do a reasonably good job at this depending on some specifics of the installation. Their effectiveness varies but can be in the 80 per cent range.
Understanding how infiltration loads are calculated can help understand when a refrigeration system is not performing correctly. The same understanding can also help reduce errors and over-sizing of refrigeration equipment. Most of the small commercial refrigeration calculation tools don’t have a robust way of estimating infiltration and if you are going to be more accurate with calculations, it’s important to fully understand the calculation method and its limits. A good place to start is the ASHRAE Refrigeration Handbook.
Greg Scrivener is the lead refrigeration engineer and a partner at Laporte Consultants, Calgary, and works throughout Canada and the U.S. He is a professional engineer and journeyperson refrigeration mechanic. He can be reached at GScrivener@laporteconsultants.com.
Figure 4: In some cases, there can be large openings for conveyors and other equipment, and other times for no reason at all.
TO SELL OR NOT TO SELL, PART 2
Evaluate the business before buying, and know how to attract the right buyer.
By Ron Coleman
“Past profitability is not necessarily an indicator of future profitability and potential. Some elements that will help establish future profitability include planned maintenance contracts, repeat customers, and a large database of current and previous clients.”
To find the right buyer, you need to know what will make you an attractive prospect. We have previously focused on making your business more profitable and independent of your day-to-day presence, so let’s focus on what the buyer is looking for. As a buyer, you need to know how to evaluate the businesses you review. As a seller, you need to know that you’ll have the right credentials to attract the right buyer and get the best price. Both sides need to set the value above the price. It should be a win/win situation.
Your history of profitability is a key starting point. However, past profitability is not necessarily an indicator of future profitability and potential. Some elements that will help establish future profitability include planned maintenance contracts, repeat customers, and a large database of current and previous clients. Work that is won on the open bid market is not sustainable.
Both parties need to see the potential for future growth and profits. I generally recommend that buyers buy a business with a proven track record. This would be a business where you can fine-tune it to make it more profitable. Buying a turnaround is certainly a lot cheaper but that’s the risk-reward scenario. I like to minimize risk.
Take control
When you buy the business, you are likely losing one of its main assets –— the former owner. To minimize this risk, you need to ensure you have a reasonable transition period with retiring owners and employees and use it wisely. Get to know your customers and your employees. Categorize your customers and employees on a grading scale. Get rid of the Ds as early as possible and consolidate your relationship with the A’s, then work on the B’s and C’s. Lock in your key employees and reassure your customers that they will be well taken care of. The less upheaval, the better.
Buying a business can be very risky. The downside could be severe financial hardship. Don’t fall in love with the employees, customers, location, or products. Stay focused on what the business can do for you financially. There are usually a few key factors that you can bring to the business. You are a fresh mind to the operations. Are you bringing technical expertise, management, IT, or something else? Identify the critical success factors for the business and the key performance indicators. Increase accountability and authority for your employees.
There are usually a few key changes you can make quickly and with little expense. Ask your customers and your employees what’s one thing would you change about your interaction with us. Three musts: explain things in simple terms and write them down, nothing beats a great attitude, and you and your
team should be proud of what you are doing.
The
flaws
Every business has flaws. None of us are perfect. Hunt them down and eliminate them. Find activities that add no value to the processes and eliminate them (we covered that in a previous article). It is difficult to eliminate steps but the impact on profitability and efficiency will be well worth the effort. The devil is in the details.
Don’t take life so seriously; you won’t get out of it alive! Have fun and make sure your team does also. We spend a lot of time at work, and we should look forward to being part of a successful organization.
As a seller, you now know how to groom your business for sale and as a buyer, you know what to look for and what to do to take an acquisition to the next level.
A complimentary business will be very interested in your database as this is a source of leads for their services. An example of this is a plumbing contractor who buys an HVAC business. As a seller, you should explore how the buyer will gain an advantage by acquiring your database, customers, and employees. Will they relocate to their premises? Will they reduce overhead? Will they gain operational efficiencies? These are all factors that will gain you a greater selling price. As a buyer, these elements will acquire more attractive and lower risk with a greater potential for profitability.
As a buyer, you need to make sure that the customers and employees see the advantages of staying with the business under new ownership. Make sure you articulate to them the advantages and how it is going to become stronger and more beneficial to everyone. Make it a win/win/win environment.
Finally, don’t forget about your suppliers. Suppliers will often find that they get more orders from the business in the future, particularly if both companies are using the same suppliers. Aim for rebates from them. Likewise, look after your sub-trades. They reflect your culture and your attitudes.
Ronald Coleman is a Vancouver-based accountant, management con sultant, author and educator specializing in the construction industry. He can be reached by e-mail at ronald@ronaldcoleman.ca.
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Master Group elevates the traditional trade show at its inaugural MPower Summit
HaveyoueverseenanAppleproductlaunch?Ormaybe a Ted Talk given by some famous scientist, celebrity, or geopolitical expert? What might come to mind is a large stage, big screens behind the speaker, with every spotlight focused on one individual standing with a microphonespeakingtoalargegroupofpeople.
This elevated way of presentation was the approach taken by the Master Group at their inaugural MPower Summit, which took place Jan. 28-29 at the Toronto CongressCentre.
There were three main components to the event — a tradeshow floor,networkingopportunities,and educational seminars. Almost 100 manufacturers were spreadoutaroundthetradeshowfloor.
Thefirstdayof theevent,onlyMasterGroupstaff wereinvitedtoallowthemtolearn,engage,anddiscuss with the manufacturers on the trade show floor.The second day started bright and early at 7:30 a.m. with networking breakfast and coffee.Rightafter,everyone made their way into the north ballroom to listen to a presentationbytheexecutiveteamatMasterGroup.
The trade show and seminars began at 9:30 a.m. andranallmorning.OnesuchseminarwasledbyPaul Pieper, national director of business development at Master Group. He spoke on meeting decarbonization goalswithair-to-airenergyrecovery.“Air-to-airenergy recovery ventilation (AAERV) provides one of the most cost-effectivewaystorecyclewastedenergyand create superior indoor environments,” reports Master Group. “It is also a fundamental tool to meeting our
decarbonization and energy efficiency goals.”
During the lunch break, attendees received a catered lunch and were able to listen to an inspirational presentation by Chris Hadfield, retired Canadian astronaut. He spoke on how his humble beginnings, having grown up on a small farm in Ontario, shaped his life towards one day running the International Space Station. Hadfield highlighted how important it is to stick to ones goals and fight to achieve them.
Following his presentation, each person received a signed copy of his book An Astronaut’s Guide to Life on Earth, which was released in 2013.
Other sessions during the day were “AI – The Impact of the Virtual Engineer in the Installation and Maintenance of HVAC Equipment,” by Jean-Simon Venne, co-founder and CTO at BrainBox AI, “Proper Hydronics Piping Systems for Heating and Cooling,” by Emilie Boyer, products director of hydronics for the Master Group, and “How are the efficiency requirements changing,” by Chris Forth, vice-president of regulatory, codes and environment at Johnson Controls.
The night wrapped up with a mix-and-mingle cocktail event, where attendees were able to risk-free gamble with games such as roulette and blackjack. Following cocktails, a dinner and gala night featured different cultural food stations and an open bar. The night ended with a performance by the Barenaked Ladies, with plenty of dancing and singing along by the crowd of attendees.
The MPower Summit is set to run on an annual
rotation with the next event scheduled to run in Montreal. The plan will be to rotate between different Canadian regions – West, central, and East. Date and location of the next event has yet to be announced.
Check out our social media to see some live coverage of the event.
Chris Hadfield gave an inspirational keynote presentation and highlighted his life’s journey and how he was able to lead a group of astronauts on a mission to the International Space Station.
Master Group’s inaugural MPower Summit first day was an invite-only event for its employees, with the second day open to its customers.
The evening wrapped up with a performance by the beloved Canadian band, the Barenaked Ladies.
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Plumbing & HVAC magazine founder dies
MyfriendRonShuker,
I was saddened to hear about the recent death of my friend and co-editor at Plumbing & HVAC magazine, Ron Shuker. Ron founded this magazine, originally known as Mechanical Buyer & Specifier, with two partners. He has created a lasting legacy within the plumbing and HVAC/R industry that has now spanned decades. His creative vision helped mould the magazine into whatitremainstoday.
Over his lengthy career at Heating, Plumbing, and Air Conditioning magazine, Ron served as editor for many years. He was a prolific writer on industry topics, and was well known and well respected in the industry. Ron passed away on Jan. 22.
I met Ron in 1998 when the magazine was split into separate publications, one serving the plumbing industry and the other HVAC/R. Ron welcomedme
Sian Smith joins Westlund as its region manager of Canada East.
Smith has over 20 years of experience within the industry, working for Emco, Noble, and Riptide. Smith is also the honourary past chair of the board of directors with the Canadian Institute of Plumbing and Heating.
Navien announces that Adam Wills will act as the new director of Canada.
Wills previously served as Navien’s national sales manager for Canada. Before joining Navien in 2020, he worked for Rheem Canada.
Wolseley Canada has promoted Jacqueline Janes to director of the Atlantic Region. Since joining
Ron Shuker founded the magazine that is known today as Plumbing & HVAC magazine.
as editor of the new plumbing edition. Ron was a very easy person to work with. We
spent a lot of time together at shows, conferences and other events. He was always upbeat and goodnatured. Ron touched a lot of people and brought industry writers such as Art Irwin and Roy Collver, among others, into our publication.
I will always remember the laid-back planning meeting/barbecues that Ron hosted at his acreage northeast of Toronto, where our staff set goals for the following year.
After Ron left, he went on to become executive director of the HVAC Heritage Centre Canada. When he retired, I heard that he had moved back to his native Vancouver Island.
Godspeed my friend!
Simon Blake, retired editor of Plumbing & HVAC magazine for over 20 years.
Sian Smith
Adam Wills
n People & Places
president of its newly established controls and thermal management division.
Eric Ripoli joins Ice Air as its new controller. Over the last 15 years of his career, Ripoli has served as a senior finance leader and business partner in the private sector, primarily focused on financial reporting, operational leadership, lender relations, and spearheading transformational changes. In his new position, Ripoli will partner with ownership and Ice Air’s board of directors to develop and drive the companywide strategic plans.
The Hydraulic Institute (HI) reveals its new board of directors and officers. HI’s officers will now feature John Donatiello , senior vice president of business development at Hydro Inc, as HI chairman, Kerby Pope, president and general manager of Patterson Pump Company,
as HI board president, Ansell Sims , president of Grundfos USA, as HI treasurer, and Mike Mancuso, vice president of marketing and technology at Flowserve Corporation, as HI secretary. They will all
January 28, 2025 4:17 PM
serve a one-year term. Additionally, the board of directors will feature three new members, all serving three-year terms, Darren Mowry , president and board member at Leistritz Advanced Technologies Corp, Erik Daron , president at Teikoku USA Inc, and Luis Maturana, managing director and president at KSB Inc.
Marki Huston has been appointed as the permanent chief executive officer of Viega North America after serving as interim CEO since October 2024. In her expanded role, Huston will also join the Viega Group Board, further aligning North American operations with the broader strategic goals of the global organization. Huston’s previous roles included chief operating officer for Viega North America and vice president of Global Quality in the aerospace industry.
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Eric Ripoli
John Donatiello
Mike Mancuso
Luis Maturana
Kerby Pope
Darren Mowry
Erik Daron
Marki Huston
Ansel Sims
Heat Pump Symposium returns to Toronto
Heat pump nerds, assemble. The Heat Pump Symposium, an event dedicated to learning all things heat pumps, will be returning to Toronto on May 6 at the International Centre Hall in Mississauga, Ont.
The one-day event will see industry members gather to discuss insights within the heat pump sector and identify growth opportunities. First established in 2023, the event came from a discussion with the Heating, Refrigeration, and Air Conditioning Institute of Canada’s (HRAI) emerging trends committee.
During the event, attendees can network and explore the trade show floor, which will feature over 50 exhibitor booths. The day will start with registration at 7:30 a.m. and breakfast from 8:00 a.m. to 8:30 a.m.
Speakers will begin with opening remarks from Chris Hann, director of Wolseley, and will transition into the opening keynote presentation at 8:40 a.m., titled “The Sustainable Choice – Hard Facts.” This session will be hosted by Bryan Flannigan, who will present on key statistics and case studies on heat pumps’ environmental and economic benefits.
Next on the schedule is the first of three panels throughout the day. The first panel is
titled “The Heat Pump – Industry Trends and Game Changers.”
After a short break, attendees can walk the trade show floor. Guests will also have their choice of three breakout sessions to attend. These sessions will all begin at 11:00 a.m. and will cover the following topics: “The City of Toronto’s Deep Retrofit Challenge – A HighRise Case Study with Minto and Ecosystem,” “Tech Talk – The Big Picture from an Industry Influencer,” and “Unlocking Energy: The Power of Air Sources and Ground Sources.”
During the lunch break, attendees can enjoy their food while listening to a session on “Revolutionary Global Policies.” This will then be followed up with a skills gap analysis review hosted by Martin Luymes, which then leads into the second panel of the day, “Heating Up Opportunities – Overcoming the Skilled Labor Shortage.”
Following another trade show break, the afternoon will resume with breakout sessions at 3:00 p.m. These session options include: “The City of Toronto’s Deep Retrofits Challenge – Case Study #2 with Dream Unlimited and Bondi Energy,” “Design Rethink - Boosting Performance, Efficiency and User Experience,” “How to Sell a Heat Pump,” and “Why Not Go All Electric
Viability of all Electric Solutions.”
The final panel will focus on “Incentivizing Change – Policy Solutions for Accelerating Heat Pump Adoption.” The last keynote presentation will be done by Melanie Auvray from the European Heat Pump Association, who will provide insights into the supply chain and competitiveness in the heat pump industry.
The Heat Pump Symposium will wrap with closing remarks and a Heat Pump Champions pitch by Chris Hann, followed by a well-earned cocktail reception and trade show. Registration remains open on its website.
CALENDAR
April 24 – 25:
MCEE Show 2025, Palais des congrès, Montréal, Que. For more information, please visit www.mcee.ca.
May 6:
Heat Pump Symposium, International Centre, Toronto, Ont. For more information, please visit www. heatpumpsymposium.ca.
May 9:
A2L Transition Technical Training Day, Virtual. For more information, please visit www.accelevents.com/e/a2ltechnical-training-day.
May 21 – 22:
OGA Conference 2025: York University – Accolade East Building, North York, Ont. For more information, please visit www.ogaconference.com.
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