Nov/Dec 2025

Emerging Heat Loss Methods

Modern software speeding up sizing calculations for today’s Canadian heat pump landscape.

n Hydronics Technical Training Day Supplement

n Calculating heat loss

n Replacement vs. service

n Developing charge-out rates

RESIDENTIAL CONSTRUCTION ISSUE

n Hot Seat Year in Reverse

I cannot believe that another year has come to pass. There has been so much that has happened in the past year that I don’t think one column is enough to cover it. I mean, just take a look at the geopolitical changes that have occurred between Canada and the United States. At one point, I would have described the two countries as close as siblings. But nowadays, with the re-introduction of the Trump administration’s tariffs, that relationship has developed cracks.

It is no longer the strong friendship that the world looked at with awe. I don’t know how many years or decades it is going to take for the relationship to mend itself to the level it was before the current administration took office.

The Canadian and American economies will always be so interlocked; when one succeeds, the other will see its own success. And as much as I would love to see us return to the days when the Canadian/United States relationship was the envy of the world, I do see some good that has come out of this dynamic shift. I have written about this in previous columns, but I truly love to see the Canadian pride that has been the result of this strife; just as long as that pride doesn’t turn toxic.

We live in a world where geopolitics and geoeconomics are so intertwined that it can be dangerous when one country turns towards

an isolationist mentality. I don’t see us moving towards that as the extremes down in the United States. But it’s always great to be mindful just in case we start to fall down that rabbit hole.

Another concern that has worsened as we shifted from summer to fall and now to winter, which I suspect is a bit of a product of the world’s complicated geopolitical environment, is a drop in certain markets within the HVAC/R industry. Now, from what I’ve heard, this isn’t an across-the-board issue, but there is a lessening of investment in the residential market compared to the commercial sector.

As promised in my last column, I want to briefly address the question regarding the outdoor unit for a heat pump located near my house. The question related to why it was installed in the method it was. Unfortunately, I still don’t have a clear answer.

One response explained it was likely due to the direction the wind was coming from. Unfortunately, we may never know the concrete answer. I’m still interested in hearing other thoughts! Lastly, I hope everyone enjoys the holiday season!

Publisher Mark Vreugdenhil Cell: (416) 996-1031

mark@plumbingandhvac.ca

Editor

Leah Den Hartogh Cell: (289) 830-1217 leah@plumbingandhvac.ca

National Account Manager

Brandon Collins brandon@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.

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Industry reacts to newly released 2025 Federal Budget

By Leah Den Hartogh

Industry stakeholders across the construction, housing, and energyefficiency sectors react mostly positively to the newly released 2025 Federal Budget,butconcernremainsaboutexecutionandgapsinpolicy.Releasedon Nov. 4, this year’s budget sets excessive expectations placed on initiatives for government-supported housing through Build Canada Homes, an initiative that aims to address homelessness and low-income households, but lacks support for the middle-class or the next generation of homeowners.

“The lack of focus on additional measures t hat will help C anadians who work hard and have good jobs move into the ranks of homeownership, which most still aspire to, is very troubling, especially in light of the fact that last year ’ s budget had good momentum with positive policy reform for market-rate housing,” said Kevin Lee, CEO of the Canadian Home Builders’ Association (CHBA). “Canada can’t double housing starts if the country can’t tap into the investment power of individual Canadian families to buy their own home. The government needs to go back to including market-rate ownership as part of the housing affordability equation, and we will continue to make recommendations on how to do so ”

The construction and housing industry are warning that much of the success of this year’s budget will depend on faster permitting, fair procurement, and realistic planning to turn federal dollars into actual projects.

“Budget 2025 is a big moment for Canada’s construction industry and for the Lower Mainland,” said Jeannine Martin, president of the Vancouver Regional Construction Association (VRCA). “The investments are bold, and the direction is right but turning ambition into action will take timely permits, fair procurement, and a workforce ready to build.” The VRCA applauds the new investments in housing, infrastructure, and workforce programs, including the Build Canada Homes initiative and renewed apprenticeship supports. However, the real test will be how quickly projects move from “promise to progress.”

“Federal funding opens the door,” said Martin. “But without faster approvals, fairer procurement, and a strong plan to tackle rising costs and labour shortages, that door could stay half-closed. Our members are ready to build, but readiness needs realism.”

Tax burden

The Residential Construction Council of Ontario (RESCON) was overall pleased with the budget and its “pledges and programs that the federal government announced earlier to spur new housing construction, especially the commitment to cut sales taxes.”

“Eliminating the GST on new homes at or under $1 million and reducing it on those up to $1.5 million for first-time buyers is a step in the right direction because exorbitant taxes, fees, and levies are crippling the residential construction industry,” says Richard Lyall, president of RESCON. “First-time buyers represent a substantial segment of the market, and we are already seeing increased traffic at sales centres as a result of the move. It is a step in the right direction.” The cuts are anticipated to shave 13 per cent off the cost of a new home for first-time buyers, with total savings of $130,000 on a $1 million new home. “The tax burden on new housing is one of the critical factors that are stymieing new construction and driving up costs,” says Lyall. “Presently, the tax burden accounts for 36 per cent of the cost of a new home. The best way to improve housing affordability is to prioritize lowering costs by reducing the tax burden. Cutting the sales tax should help move the needle.”

The 493-page Federal Budget was released on Nov. 4 and is the first budget released by Carney’s liberal government.

Trades & workforce

One of the elements missing from this budget was support for climate policy. “The federal government missed a crucial opportunity to make energy efficiency a nation-building project through Budget 2025,” shares Brendan Haley, senior director of policy strategy at Efficiency Canada. “Energy efficiency is Canada’s fastest, cheapest, and most productivity-enhancing climate and affordability solution. Yet Prime Minister Mark Carney’s highly anticipated fiscal plan failed to reverse the abrupt shutdown of the Canada Greener Homes Loan or fix the bias that clean electricity tax credits create for energy supply over demand-side solutions. The result will be higher costs for consumers and a less productive economy”

The budget includes proposed legislative action to modernize the Energy Efficiency Act, which should enable regulatory sandboxes, new statistical powers, coverage for online retailers and updated fines.

One aspect of the proposed modernization is the “incorporation by reference to simplify and streamline regulatory development,” which according to Efficiency Canada likely means “automatically recognizing efficiency standards developed in other jurisdictions or standard-setting organizations” The Energy Efficiency Act already enables harmonization with the U.S., provinces, and other jurisdictions. As such, “This suggested change could be related to a proposal under the Free Trade and Labour Mobility Act to recognize provincial standards that may be outdated and lower performance,” shares Haley. “Such a change would undermine the Energy Efficiency Act and needlessly complicate equipment and appliance efficiency standards, given uniform federal standards for products crossing borders already exist. There is no reason to create unnecessary confusion over which standards apply in Canada or invite gaming of provincial standards that would reduce energy productivity”

There is concern regarding the budget not including recapitalization of the Greener Homes Loan program by Efficiency Canada. Along with NRCan’s plans to wind down the Canada Greener Homes Grant. “The language used suggests Ottawa could cancel several energy efficiency-related programs when existing funding envelopes are exhausted” www.plumbingandhvac.ca

Let’s talk money

Changes are underway in how the government will move forward with how it reports fiscal spending. This will be part of the newly introduced Capital Budgeting Framework. “For the first time, the federal budget will formally distinguish between day-to-day operational spending and long-term capital investments. Capital spending is defined as any federal expenditure that contributes to capital formation in the public or private sectors.”

The budget includes a deficit of $78.3 billion. In response, Pierre Poilievre, leader of the official opposition, called the government’s approach “reckless borrowing under the guise of growth” and warned of rising debt.

And yet, the federal budget was able to receive the votes it needed to pass, with a total of 170 votes in favour and 168 against. If the budget had failed, this would have triggered another federal election. Overall, the industry is in favour of the newly released budget, but there remains concern about its execution, clarity, and workforce readiness for the budget to deliver real results.

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CIPHEX West headed out West for biannual tradeshow

By Leah Den Hartogh

Another CIPHEX West tradeshow has come and gone again in Vancouver, B.C. A total of 3,300 attendees and exhibitors walked the show floor over the two-day event. Running Nov. 4-5, a total of 182 exhibitors filled the tradeshow floor, located at the PNE, Vancouver, B.C.

In addition, a product showcase displayed some of the latest technology hitting the market on the upper floor, including the winners of its innovation awards. The 2025 New Product Showcase winners from the CIPHEX West + Electrical Learning Expo have been announced. The showcase featured 35 new product entries across the electrical, lighting, plumbing, hydronics, HVAC/R, and water treatment industries.

Participating products were placed in one of nine categories, with one winner selected from each. The categories included: alternative energy, commercial/electrical products, heating/air conditioning/forced air ventilation devices and components, heating/hydronic air conditioning/domestic hot water production devices and components, kitchen and bath, plumbing and piping, software/electronic equipment/smart technologies, tools and equipment, and water treatment.

Industry and technical knowledge were passed along in the form of education sessions, led by some of the industry’s leading trainers.

The event kicked off with an industry dinner with a motivational speaker as the entertainment. Bruce Kirkby spoke about his many world travels, including a trip up to Alaska and his almost-lost travel companion.

This year’s event was the first edition of the show to include the electrical side of the skilled trades, and was organized by the British Columbia Electrical Association (BCEA), the Alberta Electrical Alliance (AEA), and the Canadian Institute of Plumbing and Heating (CIPH). Taking place in 2027, the next CIPHEX West is expected to be held in Calgary, Alta.

CWQA event

Tagging along with CIPHEX West festivities, the Canadian Water Quality Association (CWQA) hosted its fall event on Nov. 3 and 4 at the Delta Hotels by Marriott Burnaby Conference Centre. An informal welcome reception kicked off festivities on Nov. 3.

The event featured technical conversations regarding the hot topics in the water quality industry: PFAS, tariffs and geopolitics, and business management strategies.

Much of the conversations circled around “the devil we know” as PFAS. The biggest suggestion for water quality professionals is to get education. As Jason Jackson, senior account executive at PT Ecolab Purolite Resins, said during a panel discussion, “Consistent and ethical messaging is important. Speak to consumers properly by using the right language.”

The CWQA will host its next conference – The Sky’s the Limit – from March 24-25, 2026. The event will be piggybacking on CMPX in Toronto, Ont.

the 2025 CIPHEX West tradeshow in

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From left to right: Norm Bajwa, senior VP of plumbing sales at Bartle & Gibson, Joshua Dueck, VP at D.A.D. Sales, Brent Cornelissen, president of +osb, and Satinder Chera, CEO of CIPH, officially open

Vancouver, B.C.

AHR Expo announces annual innovation award winners

The AHR Expo announces the winners of its 2026 Innovation Awards. Held annually during the AHR Expo, the competition highlights innovative HVAC/R products, systems, and technologies across 10 categories.

The 10 categories include: building automation, cooling, heating, indoor air quality, plumbing, refrigeration, software, sustainable solutions, tools & instruments, and ventilation.

Below is the list of winners for this year:

Building Automation: Honeywell for its Honeywell Connected Solutions, which is a suite that enables building owners and service providers with cloud-based tools for remote monitoring, predictive maintenance, energy optimization, and asset lifecycle management.

Cooling: Daikin Applied Americas for its Magnitude WME-C Quad, which is a dual circuit series counterflow chiller that delivers up to 3,000 tons of capacity using Daikin’s magnetic bearing compressor technology. With four compressors, Daikin’s WME oilfree magnetic bearing technology features RideThrough and RapidRestore, which offer part-load efficiency.

Heating: Copeland for its heating-optimized modulating vapour injection portfolio that combines two-stage, tandem and variable-speed compression platforms with vapour injection (EVI) technologies to deliver maximum flexibility, scalability and performance in achieving the capacity and efficiency requirements of next-generation commercial heat pumps for hot air and water applications.

Indoor Air Quality: Sharp Corporation’s Airest mini-split heat pump features built-in MERV 14 certified filters. It captures over 99.9 per cent of dust before it enters the unit. With an airflow reach of 43 ft, Airest cools, heats, and purifies the air simultaneously, all made possible by its engineered internal structure.

Plumbing: IDC Fluid Control’s Leakstop III, an automated water leak detection system designed for homes and small commercial buildings. The

system is built to alarm in the event of a leak detection. When the water flow is continuous and exceeds a preset and programmable maximum value, the system automatically shuts down.

Refrigeration: Copeland’s transcritical CO2 scroll compressor with dynamic vapour injection technology.

Software: Rebar, with its Rebar AI software platform, is specifically designed for HVAC applications. It reads construction plans, identifies mechanical pages, marks equipment, and generates accurate takeoffs in minutes — cutting hours of manual work. Purpose-built by industry experts, Rebar helps reps move faster, win more jobs, and streamline the sales process.

Sustainable Solutions: Blue Frontier’s BF-DOAS, which cools and dehumidifies, represents an evolution away from refrigerants and the vapour compression cycle. It contains a dispatchable thermal storage battery and can independently control db and dp.

Tools and Instruments: CSG Compressors’ SAMMi, an AI-powered HVAC monitoring and dispatch system that detects issues before they cause breakdowns. It autonomously alerts and dispatches technicians, saving time, money, and product loss.

Ventilation: ABB Motors and Drives for its ACH580 Variable Frequency Drives, which enable seamless control of up to six EC titanium motors, optimizing energy efficiency, reducing installation complexity, and lowering the total cost of ownership. This fan array solution delivers high performance and simplified management of permanent magnet motors for advanced HVAC applications.

From these winners, one overall 2026 Product of the Year winner will be announced during the AHR Expo in February, which will be held in Las Vegas, Nevada from Feb. 2-4.

n Residential Construction

Expanding the Toolkit

Emerging heat loss methods for residential heat pump retrofits help sharpen assumptions, speed up sizing, and result in better retrofit outcomes.

By Erik Janssen

Heat pumps are changing the landscape and heat loss calculations are becoming a critical part of the conversation in retrofits. In most existing homes, furnaces are sized based on what’s already there; if the old unit worked and wasn’t clearly too oversized, a similarly sized unit goes in, but that approach doesn’t work for heat pumps.

Replacing a 60,000 BTU/h furnace with a comparable five-ton heat pump will likely lead to a cascade of issues beyond unnecessarily high upfront costs: short cycling, poor temperature control and dehumidification, premature component wear, and faults or noise related to an airflow mismatch with the ductwork.

To get the sizing right, we need to go beyond rules of thumb, considering both proven heat loss calculation methods from new construction and newer approaches based on real-world data from the home.

The established method for calculating residential heat loss in Canada comes from the CSA F280-12 standard. It uses home dimensions, component specs, insulation values, air infiltration, and other inputs to calculate the design heat loss (DHL) at the outdoor design temperature (ODT) for heating. To be clear, CSA F280-12 doesn’t consider the energy use of the home. It’s also conservative and this ensures the home won’t be cold.

In new construction, CSA F280-12 is more straightforward; drawings and specifications are readily available. In retrofits, it’s more complex. You need to gather the needed information and explore what’s behind the walls or make educated guesses. Air infiltration, a key input, requires a blower door test to estimate accurately. EnerGuide audits help with this information, but many

homeowners skip them without incentives.

The quoting process adds another layer. Contractors provide free quotes, but accurate heat pump sizing requires a heat loss estimate, a sunk cost with no guarantee of winning the job. Solutions are needed.

Emerging approaches

The path to faster retrofit heat loss calculations splits in at least two directions: speeding up CSA F280-12, and exploring alternative methods based on realworld data.

Several innovators are simplifying CSA F280-12 compliance. Volta SNAP, developed by Toronto-based Volta Research, uses EnerGuide audit results to generate a compliant calculation. Properate, based in B.C., has developed an F280-certified app called Stride that scans interior rooms and builds a 3D model with all needed dimensions — saving significant time.

Additionally, it’s possible to leverage real-world data from the home. Empirical means based on data, and two promising sources for empirical heat loss methods are smart thermostat data and energy bills.

These methods are intuitive. If a home has a single-stage 60,000 BTU/h furnace and thermostat data shows it only ran 50 per cent of the time overnight near the outdoor design temperature (ODT), the actual heat loss is likely closer to 30,000 BTU/h.

Energy bills also help. Heat loss and energy use are clearly related — higher loss means higher consumption. The relationship just needs untangling. One approach was highlighted by the Green Building Advisor and

showcases a 15-minute approach to determine the building’s design heating load. From there, using a calculator, like knowyourload.ca, it can implement it for Canadian homes.

Another tool, ThermalPoint, developed by the Toronto and Region Conservation Authority with support from collaborators, The Atmospheric Fund and Voltage Research, takes a similar approach. Currently, for gas-heated homes in Ontario (with plans to expand), it uses annual gas consumption and a few other inputs to estimate both heat loss and key heat pump sizing metrics.

ThermalPoint reverses traditional energy modelling. Instead of using heat loss and weather data to predict energy use, it uses gas consumption and weather data to estimate heat loss. The result reflects average home heat loss at different outdoor temperatures. In contrast, CSA F280-12 focuses on the extremes.

This table shows the ThermalPoint inputs for an empirical heat loss calculation.

The above image shows ThermalPoint inputs for an empirical heat loss calculation. The annual gas consumption is the key input, and it is available from the homeowner utility portal.

"The path to faster retrofit heat loss calculations splits in at least two directions: speeding up CSA F280-12, and exploring alternative methods based on real-world data."

The point where the red and blue lines intersect is a threshold below which backup or supplemental heating will likely be needed (-9 C in this example).

ThermalPoint estimates a heating load line (red) for the home, and overlays on top of it an optional user-defined heat pump capacity curve (blue). The point where they intersect is a threshold below which backup or supplemental heating will likely be needed (-9 C in this example).

Empirical heat loss in action

To test both ThermalPoint and CSA F280-12, Keith Burrows, director of low carbon buildings at the Atmospheric Fund, used both testing approaches when sizing a heat pump for his home. “The ThermalPoint algorithm gave me and my installer the confidence to size the system much more aggressively than the CSA F280 calculations suggested. The CSA F280 calculations are conservative, and the heat loss results for my house were 65 per cent

Keith Burrows, director of low carbon buildings at TAF, used both empirical methods and CSA F280-12 to properly size his home’s heat pump.

Continued on page “15”

DUAL FUEL. DONE RIGHT.

The Moovair Central-Moov Add-On heat pump system provides an easy retrofit coil-and-condenser solution to most existing indoor furnaces. Or now also available with an AHRI-rated matched furnace systems to optimize performance and utility costs.

Compact, quiet, and cold-climate ready, Central-Moov provides:

• ENERGY STAR® Cold Climate certification

• Heat pump heating down to -30 °C

• Efficiencies up to 16.1 SEER2 / 8.0 HSPF2 region V

• Inverter-driven variable capacity compressor

• Whisper-quiet operation ranging from 57-64 dB(A)

• Environmentally friendly R-454B with built-in LDS

• Heat pump and coil models available from 18 to 60 MBH

• 60 & 80 MBH furnace AHRI matched with 18-36 MBH Central-Moov

10-year limited parts & compressor warranty

n Residential Construction

Continued from page “13”

higher than ThermalPoint. Ultimately, we sized the heat pump using the ThermalPoint results as a guide, with enough supplemental electric resistance to meet the CSA F280 calculations. The result is a heat pump that hit the sweet spot: it never short-cycles and only requires supplemental electric resistance a few times a year when outdoor temperatures get really cold,” shared Burrows.

Another example of in-field use for these methods was at Victor Hyman’s, executive director of ClimateCare, home. “I was surprised when ThermalPoint produced an empirical load calculation of half of the EnerGuide Report load done on my house,” explained Hyman. “The ThermalPoint calculation correlated with the design heating day runtime data from my Ecobee, and I chose to size my hybrid system based on ThermalPoint. I removed a two-stage 80,000 BTU/h furnace and installed a two-stage 40,000 BTU/h furnace, along with a two-ton cold climate air-sourced heat pump. After this winter,

I can attest that it nailed the sizing. My system ran as ThermalPoint predicted, and my house has never been so comfortable. I continue to use and recommend empirical load calculations as a check in retrofit applications.”

Comparing methods

CSA F280-12 is standardized, defensible, and sometimes required in retrofits for code or incentives. It’s the only method suitable for room-by-room heat loss, which is essential for ductless systems, and helps evaluate energy upgrade impacts. But it takes time and skill, and in retrofits, accuracy depends on the quality of the information that was gathered.

Empirical methods, by contrast, can take a few minutes. They use simplified models, but they are calibrated using real data. While they can’t account for other energy upgrades, they reflect how the home performs today. However, they rely on specific data, which may not always be available. Certain home-specific factors can also skew results, so contractors must judge suitability case by case.

A follow-up article will evaluate different heat loss methods applied in retrofits. Early results suggest empirical methods tend to better predict the outdoor temperature at which backup or supplemental heat is needed, as well as overall heat pump utilization.

These methods aren’t competing; they can be complementary. Empirical approaches can help properly size the heat pump to handle most of the load, while CSA F280-12 remains important for sizing supplemental heating systems to maintain comfort during design conditions.

Erik Janssen is a program manager at the sustainable technologies evaluation program (STEP) of the Toronto and Region Conservation Authority (TRCA). For more than a decade, he has led data monitoring pilot projects evaluating new heat pump technologies installed in homes, large buildings, and in STEP’s Archetype Sustainable House (ASH) Lab.

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n Residential Products

HVAC fittings

Nibco Inc., Elkhart, Indiana, is meeting the growing demand for larger diameter press connections with its new 2-1/8-inch OD fittings for its PressACR line. Designed for press connections in the air conditioning and refrigeration industry, the PressACR fittings are made of pure copper and meet stringent certification and compliance standards, supporting applications rated up to 700 psi. The PressACR line ranges from sizes 1/4-inch up to 2-1/8-inch. Nibco u www.nibco.com

Smart thermostat

Resideo, Scottsdale, Arizona, announces the launch of Honeywell’s Home ElitePro smart thermostat. Powered by Pro-IQ services, the smart thermostat is designed to provide live video streaming from compatible doorbells, as well as indoor air quality monitoring and control, and is compatible with humidifiers, dehumidifiers, and ventilators. Key highlights for the thermostat include one-touch configuration templates, remote updates, and real-time system alerts.

Resideo u www.resideo.com

Carbon steel press fittings

CB Supplies, Surrey, B.C., introduces its MechPress carbon steel press fittings. These fittings are suitable for Schedule 10 to 40 carbon steel pipe in standard sizes from 1/2-inch to two-inches. All MechPress fittings are designed to protect against corrosion, feature a 360-degree symmetric design with a double row of SS grip rings, and leak-proof technology. These fittings can be connected to most carbon-steel systems installed in residential, commercial, and industrial applications.

CB Supplies u www.cbsupplies.ca

Toilet repair

Fluidmaster, San Juan Capistrano, California, introduces its Fluidmaster 523A-009 Super Flapper to customers. Built to fit both two-inch and three-inch flush valves, the Super Flapper makes toilet repairs simple and quick by restoring factory specs and saving water, even in older high-flow or modern low-flow systems. The Super Flapper is built with chlorineand hard-water-resistant rubber, brass eyelets, and is compatible with 1.6 GPF, 3.5 GPF, and dual-flush systems.

Fluidmaster u www.fluidmaster.com

Potable water PEX pipe

Uponor, Apple Valley, Minnesota, debuts its ResiPEX hot-and-cold potable water PEX-a pipe to market. Designed for single-family residential plumbing, ResiPEX offers economical, stable pricing, superior flexibility for fewer connections, and durability against corrosion and freezing. The ResiPEX is available in 1/2-inch and 3/4-inch coils, as well as 20-ft. straight lengths.

Uponor u www.uponor.com

Ductless minisplit series

Bosch Home Comfort, Watertown, Massachusetts, introduces its Bosch Climate 5000 d uctless series heat pumps, available with R-454B. These heat pumps can achieve up to a 27.4 SEER2 rating, potentially lowering customers’ energy costs, and can operate up to six zones. It also runs quietly, featuring an ODU as low as 53 dB and an IDU as low as 23 dB.

Bosch Home Comfort u www.boschhomecomfort.com

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HRAI | Dec. 15 to 18

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TURNING POINT: FROM REPLACEMENT TO REPAIR

Customers who once replaced systems without hesitation are now asking to fix them instead.

By Glenn Mellors

Companies thriving in today’s HVAC market are the ones that view service and replacement as two sides of the same coin.

For decades, the heating and air conditioning industry has relied on replacement equipment sales, or rather the so-called box sales, to drive profitability. New systems offered strong margins, cleaner transactions, and predictable revenue. Service work, by contrast, often operated at a loss, with companies accepting inefficiency and discounting as the cost of doing business. The steady flow of replacements masked those shortcomings. Today, that model is being tested like never before. Economic pressure, rising equipment costs, longer system lifespans, and increased consumer awareness are pushing the industry into a new reality; one where repair and maintenance are taking center stage. Customers who once replaced systems without hesitation are now asking to fix them instead. The result: the balance between replacement and service has shifted, and it’s changing everything about how HVAC businesses must operate.

Shifting consumer behavior

The traditional replacement cycle is slowing down. Inflation, higher interest rates, and tighter household budgets are making homeowners think twice before committing to a full system replacement. Meanwhile, improved equipment quality, variable-speed technology, and better diagnostic tools have extended the lifespan of systems beyond what was common 15 years ago.

Homeowners are also more informed than ever. With access to online reviews, how-to videos, and pricing comparisons, customers question the need for a new unit and are more likely to ask for a second opinion. Many have learned that a well-performed repair can add several years of life to their existing system, often at a fraction of the cost of replacement.

For HVAC companies that have built their business model on high-margin replacements, this is a disruptive shift. The question isn’t whether it’s happening — it’s how to adapt.

Profitability

The problem facing most contractors is simple: service has never been structured to be profitable on its own. It has always been the support department; a necessary but unprofitable function that keeps customers happy and funnel leads to the sales team. Now that service is becoming a larger percentage of revenue, those old weaknesses are becoming glaringly obvious.

Too many companies still base their service pricing on outdated flat-rate books or legacy labour rates that fail to account for today’s real costs: wages, benefits, fuel, tools, insurance, and overhead. The result is that even when technicians are busy, the department loses money.

A $250 repair might sound fair to the customer, but after paying the technician, covering drive time, vehicle costs, dispatch, and administration, the company might clear only a fraction of what’s needed to sustain operations.

In many service departments, technicians bill only 50 to 60 per cent of their available time. The rest is consumed by travel, callbacks, waiting for parts, or performing unpaid freebies. When you compare that to an installation team that bills 90 per cent of its day, the math becomes clear; without disciplined time management and clear processes, service will always lag behind in profitability.

In an effort to please customers, service advisors and technicians often give away diagnostic fees, labour, or parts. Over time, these small concessions destroy margins. It’s a culture issue; one that stems from a lack of confidence in the value of professional service. Many technicians still think like tradespeople, not like business professionals.

It’s time to move away from the time and materials mindset and do your research into flat-rate pricing.

Poor communication

When service operates separately from sales, the company loses synergy. A technician who repairs a ten-year-old unit should flag that system as a replacement opportunity for the future. Conversely, when a new system is installed, the service department should ensure proper registration, follow-up maintenance, and comfort assurance visits. Too often, those hand-offs don’t happen, leading to lost opportunities and fragmented customer experiences.

While the shift toward repair work presents real challenges, it also opens a door for companies that are willing to evolve. The future winners in HVAC won’t be those who cling to old replacement-driven models — they’ll be the ones who make service profitable, consistent, and trusted.

The first step toward profitable service is to price it correctly. This means moving beyond the old time and materials mindset and embracing flat-rate, value-based pricing that reflects the true cost of doing business, and the expertise provided. Customers aren’t just paying for a part and a few hours of labour; they’re paying for professional diagnosis, fast response, and guaranteed results.

Companies that confidently present pricing based on value rather than cost often find customers more than willing to pay for peace of mind.

Improving productivity

Training, tools, and technology play a major role in productivity. Dispatch software, route optimization, inventory management, and mobile billing all help technicians complete more calls per day without sacrificing quality.

Another key is performance measurement. Tracking billable efficiency, first-call completion rates, and average ticket size helps identify where productivity is lost, and where coaching is needed. High-performing service departments treat their technicians like athletes: coached, measured, and recognized for performance.

Service profitability depends on technicians’ understanding the value they deliver. Companies that invest in communication and sales training help technicians explain repairs confidently, charge appropriately, and avoid giving away work.

When technicians see the direct connection between accurate billing and company health, including their own job security and bonuses,

Continued on page “23”

From boilers to ball valves, we make sure you get what you need, when you need it.

Continued from page “21”

attitudes change. A culture of confidence replaces the culture of discounting.

Maintenance plans are the bridge between service and sales. They create recurring revenue, stabilize cash flow, and build long-term customer relationships. Well-structured plans also reduce emergency calls, improve scheduling efficiency, and turn one-time customers into loyal clients. Each maintenance visit becomes a trust-building opportunity, and a future sales opportunity when replacement eventually becomes necessary.

Integrate service and sales

The companies thriving in this new landscape are the ones that view service and replacement as two sides of the same coin. Service technicians gather intelligence — equipment age, repair history, and customer comfort preferences. Sales uses that information to prepare targeted, relevant replacement proposals when the time is right.

This collaboration turns every service call into a future sales opportunity, without pressure or gimmicks.

The HVAC industry has always been cyclical — influenced by weather, technology, and economics. But this transition from replacement to repair marks a structural shift. Homeowners are prioritizing repair over replacement, sustainability over consumption, and efficiency over brand loyalty.

For companies willing to adapt, this shift is not a death sentence — it’s an invitation to rebuild the business on a stronger, more sustainable foundation. A well-run service department can be a steady profit engine, generating recurring revenue and customer loyalty that installation work alone could never match.

The path forward requires honesty, discipline, and leadership. It means confronting the uncomfortable truth that many service departments lose money and taking the necessary deliberate steps to fix that. It means redefining what value looks like, for both the customer and the company.

The days when box sales could carry the company are fading. The future belongs to HVAC contractors who can make service profitable, professional, and predictable. The companies that rise to this challenge, through smarter pricing, better productivity, empowered technicians, and integrated operations, will not only survive this transition, but they’ll also own the next decade of growth.

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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Coming of Age for Radiant Cooling

Air-to-water heat pumps offer an ideal solution for the emergence of hydronic cooling into Canadian homes.

By Michael Ridler

One of the best parts about working in the skilled trades is the difference between knowledge and wisdom. As the industry continues to develop new ways to heat and cool existing homes, we will learn that distinction quickly, just as we did when we went from non-condensing to condensing boilers.

Radiant cooling is becoming more common than ever, and during my recent visits to the East Coast, I realized just how important this shift could be for that region. There is a substantial amount of existing hydronic heating already in place. As homeowners begin moving toward electrification, many start by installing electric boilers or pairing their existing system with an air-to-air heat pump. The challenge is that electric boilers add heavy strain to the grid and don’t reduce operating costs the way people expect, while air-to-air equipment doesn’t integrate well with hydronics. Air-to-water heat pumps, however, are highly efficient and can provide heating, cooling, and domestic hot water from a single system. This makes them a natural upgrade for East Coast homes and an excellent match for radiant cooling. This opportunity is not limited to the East Coast. In the past,

a typical radiant home in Ontario also used a boiler for heating and an air-to-air system for cooling, which meant two separate systems and two different types of equipment. Today, the HVAC market is shifting quickly in response to electrification as more homeowners remove boilers and switch to air-to-water heat pumps that can provide heating, cooling, and domestic hot water all from a single unit. The same hydronic system that keeps a home warm in winter can now help cool it in summer.

Unintended consequences

This shift brings significant opportunity, but also new potential unintended consequences. Moving from boilers to heat pumps means moving from high-temperature water to low-temperature water. A boiler can produce 180 F water, while an air-to-water heat pump cannot. That is not a problem; it is an opportunity, if we fully understand the home, the emitters, and the implications of operating with lower temperatures.

Air-to-water also makes hydronic cooling possible, but it requires a strong understanding of dew point, humidity, and

safe operating limits. When we design systems well, the results are excellent. Homeowners enjoy quiet comfort, better efficiency, and a future-ready home. When we overlook those details, we risk condensation and challenges to indoor environmental quality.

Radiant cooling can be extremely effective, but it must be treated with respect. If the surface of the floor becomes colder than the room’s dew point, water will form on the floor. Condensation is a word no one in our industry wants to hear. To stay safe, the slab must always remain a little warmer than the dew point. The dew point rises when the air is humid or when a window is opened on a hot day. Because radiant cooling can only remove sensible heat and cannot remove latent heat, humidity control becomes essential. This is where dehumidifiers play a critical role. A dehumidifier lowers the dew point in the room. When the dew point drops, the radiant floor can

operate at a lower temperature without creating condensation, which increases cooling performance by roughly one-third. In simple terms, drying the air helps the system cool more effectively.

Heating vs. cooling

Floor materials matter much more in cooling than they would in some heating applications. Carpet and thick wood create insulation layers that slow heat transfer. This forces the system to run with colder water, which increases the risk of condensation. Hard, low-resistance surfaces such as tile or concrete work best with radiant cooling. Controls are equally important. A dew point sensor should monitor indoor conditions continuously, shutting

Continued on page “27”

An air-to-water heat pump was chosen for this installation in Halifax by Iron Dog.

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Continued from page “25”

the system down if the dew point becomes too high. This protects the home when someone brings in humid outdoor air. Even with good equipment, no dehumidifier can fully overcome a wide-open window on a 30 C day with 70 per cent relative humidity.

When humidity control, appropriate floor materials, and proper controls work together, radiant cooling becomes quiet, efficient, and reliable. It pairs perfectly with modern heat pumps and offers comfort without moving large volumes of air.

Radiant cooling works by circulating cool water through tubing in a floor or slab. The surface absorbs heat from the room through radiant and conductive heat transfer, and because water carries heat far more effectively than air, the system is extremely efficient. However, its performance is limited by moisture. Air contains both sensible heat and latent heat. Radiant systems remove the sensible portion, but not the latent portion. When humidity rises, the dew point rises with it. If the slab temperature falls below that limit, condensation forms. To stay safe, the slab must always remain at least 1–2 C warmer than the dew point.

Limitations

These limits also affect the system’s total cooling capacity. A bare concrete slab typically delivers 12–14 British thermal units per hour per square foot of sensible cooling. The output depends on the temperature difference between the room air and the slab surface. When high-resistance floor coverings are added, the cooling output drops significantly. For example, adding carpet with an R-value of 0.60 can reduce output to roughly eight British thermal units per hour per square foot. Some spaces simply don’t have enough exposed lowresistance surface area to meet full cooling loads on their own.

R-32 and R-290 refrigerants are capable of producing water temperatures comparable to gas boilers and are coming to North America.

Because of these limits, many projects benefit from a hybrid approach. Low-temperature hydronic convectors pair extremely well with air-to-water heat pumps and radiant floor systems. They can provide supplemental sensible cooling during peak conditions without requiring high water temperatures or large air handlers. In this strategy, the radiant system handles the base load, and the convector supports peak loads and humid-weather operation.

This hybrid approach reduces risk, supports comfort on humid days, protects rooms with carpet or wood, and ensures the home meets its full cooling requirements. It also aligns with a broader shift in the building world.

"Today, the HVAC market is shifting quickly in response to electrification as more homeowners remove boilers and switch to air-to-water heat pumps that can provide heating, cooling, and domestic hot water all from a single unit. The same hydronic system that keeps a home warm in winter can now help cool it in summer."

As Michael McCallum from McCallum HVAC shares, “Loads are smaller, homes are more efficient, and builders need new solutions.” Air-to-water heat pumps, radiant cooling, and low-temperature convectors give designers and builders the flexibility to match today’s high-performance homes.

Pulling it all together, radiant cooling and hydronic heat pump systems are arriving at the perfect moment. Across Canada, we already face a strong summer cooling peak, and experts are warning that a major winter heating peak is coming as homes electrify. If we continue installing electric resistance boilers, the strain on the grid will escalate quickly. Air-to-water heat pumps paired with hydronics help spread loads more evenly, use lower temperatures, and enable smarter control strategies. When we combine radiant cooling, humidity control, and low-temperature convectors, we reduce grid stress rather than add to it.

Michael Ridler, is the owner and 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 michael@edenenergy.com.

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Hydronics Technical Training Day Supplement

Learn about some of the latest hot topics hitting the hydronics sector.

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Choosing the proper size of circulator will help ensure the system isn’t over pumping and that the piping isn’t damaged.

RECIRCULATION SIZING

A recirculation system primes the pipes for when there is a need for hot water without having to drain any water from those pipes and waste it.

By David Holdorf

View the full presentation on “Proper Sizing and Installation for DHW Recirculation” here:

Recently, I was invited to present at Plumbing & HVAC magazine’s Hydronics Technical Training Day. I was really looking forward to this opportunity again. What topic do I talk about this time? Yes, I do spend a lot of time talking about hydronics, circulators, circulator sizing, and controls, and being that this was the Hydronics Technical Training Day, I thought I might mix it up a little bit and talk about some plumbing.

I decided to bring up the topic of domestic hot water recirculation and circulator sizing. Wait, what does he mean sizing a circulator for domestic hot water recirculation? You might think “It’s not that complicated, not like sizing circulators for a heating system. This is so much easier, you just slap a pump in it and call it a day; you’re done!” However, that statement is so far from the truth.

Sizing circulators for domestic hot water recirculation is very important. Often, these circulators are oversized just like they are for heating systems. However, when circulators are oversized for heating systems, it doesn’t mean the system doesn’t work, it doesn’t mean the system is not heating, it just means that our system may short

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n Hydronics Technical Training Day

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cycle a little too often, creating inefficiencies. When a circulator is oversized for a domestic hot water recirculation system, it doesn’t mean that the water is going to get there faster or hotter, making it more convenient, it becomes detrimental to your plumbing systems.

Damage to pipes

Sizing a recirculation system is important because when the circulator is oversized, you end up with a high velocity of the water flowing through the pipes. This high speed can cause damage to the interior wall of those pipes, whether they are PEX, copper, or your pipe of choice.

It really comes down to the definition of what a domestic hot water recirculation system is. A hot water recirculation system is a plumbing system that replaces hot water to fixtures without draining and wasting water. Recirculating systems mechanically moves temperature from a water heater to the fixtures. I want to focus on that last sentence, it said “moves temperature from a water heater to the fixtures.” It is not looking to move water at a high flow rate. A recirculation system just needs to prime the pipes for when there is a need for hot water without having to drain any water from those pipes and wasting it.

In order to not design or install a recirculation system with a high velocity, you want to maintain a velocity of around two to three feet per second running through the pipes. In a residential system, that flow rate will be anywhere between 1.1 and 3.2 gallons per minute maximum depending upon pipe size and type. Those flow rates are not targets; they are maximums. The flow rate can be lower, and I suggest that we try to design as low as possible. The copper pipe manufacturers, as well as your plastic pipe manufacturers, will give you those recommendations on flow rate based upon keeping two to three feet per second.

Pinhole leaks

What is detrimental about a high flow rate and a high velocity? Pinholes. Pinhole leaks in the piping. Well, it can’t just be the velocity that’s going to create those pinholes, other contributing factors are having elevated water temperatures at or above 140 F, the chlorines and chloramines that are in the water itself, and continuous circulating systems. All these factors together can start to create those pinhole leaks.

As the installing contractor or the designer of a recirculation system, we have the ability to control quite a bit and try to eliminate those pinholes from ever occurring. By choosing the correct circulator and setting it up properly, you can get the speed down to two to three feet per second.

So, how do you size a residential domestic hot water recirculation system to minimize the velocity and still provide the comfort and convenience of delivering hot water to the fixtures? All that is needed is just a little bit of information.

The type and size of that pipe and the approximate length of each size to the furthest fixture from the water heater. All you need is is the approximate length, and the number should end in five or zero. You should be able to eyeball a length of pipe being 10 feet long so stand there in the middle of the house, look at the water heater and assume, “Well there is 3/4-inch copper and that runs for 50 feet and the last little bit is some 1/2-inch hitting that last fixture at about 30 feet. From there, we run some 1/2-inch PEX all the way

Understanding pump curves will ensure the correct circulator has been picked.

By plugging in the system’s information into sizing tools, the math is completed for you.

Design software can now simplify picking which circulator is best for the installation.

back to the water heater for a length of about 80 feet.” If you start taking out the tape measure, you’re working too hard!

With this information, we can now open up the sizing app to do the math for us. When you open the DHWR Size Right circulating sizing tool, it’s going to ask you some basic questions about the system you’re working on: the type of water heater, your pipe layout, and the piping material being used.

Continued on page “37”

n Hydronics Technical Training Day

Continued from page “35”

The right tool for the job

Once you finish with those questions, then you input the information about the size and length of pipe installed. Hit search and it will calculate everything that is needed; it will select a circulator and more importantly the setting of that circulator to achieve the flow rate that is needed for this system focusing on not oversizing the circulator.

It really doesn’t get any easier than this. For our example, it used 1.1 GPM at the maximum flow rate based upon the 1/2-inch pipe size used and had an estimated head loss of 4.6 ft. of head. This flow and head combination for this project is relatively low. Making the correct choice of circulator is critical to ensure we are not over pumping.

Standard fixed-speed circulators, when chosen, will probably still over pump a recirculation system and therefore can still create those high velocities we are trying to avoid. A variable speed circulator has an adjustment to change the speed of the circulator to match the flow rate the system needs. This dial allows you to adjust the speed, not just a selection of one of three speeds, but wherever you stop the dial, that’s the speed you get from a minimum of four watts to 44 watts.

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For our project, a setting of just below low (seven watts of power) will be more than enough.

Domestic hot water recirculation systems are all about comfort and efficiency, but that requires more than just installing a pump. Oversizing a circulator doesn’t improve performance, it can damage piping, waste energy, and shorten system life. By focusing on proper sizing, maintaining low velocities, and using tools like the DHWR Size Right app, designers and installers can ensure systems deliver hot water quickly without compromising reliability. In the end, a little attention to detail during design can save significant headaches down the road, ensuring both comfort and system longevity.

Dave Holdorf has been in the hydronic industry for 25 years, specifically in the radiant heating side of the business, for the better part of his career. Starting in the technical support/design role, and then took over as engineering manager, overseeing the technical support and design department. He has been with Taco Comfort for over 13 years.

Domestic hot water recirculation systems are all about comfort and efficiency but that requires more than just installing a pump.

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STEP BY STEP GUIDE: DESIGNING HYDRONICS

Modern software takes away the grunt work required for designing hydronic systems.

By Michał Strzeszewski

View the full presentation on “Step by Step Guide to Designing Hydronic Heating/ Cooling Surface Systems” here:

Designing hydronic systems can feel quite daunting. The passion, artwork, and ingenuity that goes into these types of systems are palpable anytime you walk into a mechanical room.

A simple tool for hydronic professionals is the Audytor SET program. It is designed to graphically support the design and adjustment of central heating installations, cold, hot and circulation water installations, as well as central cooling installations in which the medium is water or water glycol solution.

A program with a built-in mechanism for importing building bases from Autodesk Revit and exporting the installation design to Autodesk Revit. The Audytor SET 7.4 program introduced the possibility of designing surface systems — an underfloor system, a ceiling system, and a wall system.

The Audytor SET software encompasses four specialized modules dedicated for the following types of systems:

Audytor CH: central heating systems

Audytor CC: central cooling systems

Audytor H2O: domestic water supply systems

Audytor FC: quick heat load estimation and quick calculations for hydronic central heating and cooling systems

The Audytor SET software offers two design methods: diagrams or floor plan views. The second method results in an automatically generated complete 3D model of the system, see Figure 1.

Continued on page “43”

n Hydronics Technical Training Day

Continued on page “43”

Figure 1: Plan view and 3D model of the convection heating and underfloor heating system in Audytor SET.

Cooling design

When commencing a design in Audytor CH software module, it is essential to define general parameters of the system, with mandatory and optional parameters.

The program makes extensive use of data inheritance techniques. It involves the ability to define default data for the entire system or its parts. Then, the default data is automatically accepted by the program, unless the designer sets a different value manually for a given element.

In this case, the data entered manually takes priority over the default data. The data inheritance technique not only saves time (there is no need to enter duplicate data multiple times) but also allows for a quick analysis of alternative variants (typical data is changed only once in one place). When you change the default data, all inherited values are updated automatically (just note that manually set data is not changed). Once the model of the building has been obtained, Audytor SET allows modelling the HVAC system, see Figure 2.

Figure 2: Plan view of pipes and radiators connected in Audytor SET.

After drawing the system model, the calculation function needs to be called.

Diagnostics

The program has an extensive data and results diagnostics module. To evaluate the diagnostics of results generated by the program, messages are classified using four colours, according to their relevance, see Figure 3.

White: Informative, no action required.

Yellow: Minor warnings, not critical.

3: Diagnostic window for results in Audytor SET software.

Purple: Serious issues that should be corrected if possible. Red: Critical errors.

Once calculations are validated, results can be viewed in general tables where you’ll find information on pipe types, heat source parameters, etc.; room-by-room results where you’ll see heat load and selected radiators; valve preset tables, with a list of valves with their preset values; and pipe circuits, including calculation details. which is useful for identifying potential problems. The calculation results are also available in the results drawings.

The Audytor SET software modules represent a comprehensive solution for the development of heating systems, facilitating the work of engineers and designers by enabling a more agile, automated, and accurate design process. Due to their functionalities of quick estimation, automatic selection of components and detailed hydraulic calculations, these modules can improve efficiency and significantly reduce the time required to complete the design.

The ability to calculate system fragments, based on their graphical representation, along with the integration of predefined parameters of radiator and pipe selection, allows professionals to obtain accurate and reliable results.

Hydronic professionals interested in checking out this software can do so as part of a free trial.

Michał Strzeszewski is the director of research and development at Sankom. He has 25 years of experience in developing engineering software. He is also a faculty member at the Warsaw University of Technology, in the Department of Air Conditioning and Heating.

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Biofuel boiler

Weil-McLain, Burr Ridge, Illinois, announces that its Ultra Oil, WGO, WTGO and SGO residential oil boilers are now certified for use with biofuel blends up to 100 per cent (B100). A B100-compatible boiler is one that operates on a fuel blend containing 100 per cent biodiesel. WeilMcLain’s residential oil water boilers have an AFUE rating of 87 per cent, and its Ultra Oil boiler features a three-pass heat exchanger.

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Self sensing in-line pumps

Taco Comfort, Cranton, Rhode Island, adds to its pump technology product portfolio with its SKV series SelfSensing vertical in-line pumps. The SKV series features Taco’s advanced SelfSensing capabilities with the Oe Package, utilizing an IE5 permanent magnet motor technology. By integrating IE5 permanent magnet motors, these pumps significantly reduce energy consumption, lower operating costs, and support sustainability goals.

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Descaling pump systems

High-voltage boiler

Aerco, Blauvelt, New York, expands its Sequoia high-voltage electrode hot water boilers series with the introduction of the Sequoia J and Sequoia S models for large commercial and industrial applications. The Sequoia J and Sequoia S are alternatives to traditional fossil-fuel boilers, converting nearly 100 per cent of electrical energy into steam with zero combustion emissions to reduce the carbon footprint. The Sequoia J is available in models from six MW to 70 MW. The Sequoia S is available in capacities from two MW to 70 MW.

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Three-piece ball valve

Watts, North Andover, Massachusetts, launches its new line of three-piece stainless steel ball valves for industrial applications. The Series S-6800, S-6801, and S-6802 models all feature a stainless steel body, ball, stem, and handle, offering superior corrosion resistance. The ball valves are available with threaded, socket weld, and butt weld end connections, and come in sizes ranging from 1/4 to two-inches.

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Goodway Technologies, Stamford, Connecticut, launches its new line of descaling pump systems, PulseFlo. Each PulseFlo unit features acid-proof pumps and fittings, an easy-to-reach on/ off switch for enhanced operator safety, and a compact design for easier access to equipment and improved maneuverability. The PulseFlo is available in two models: the GDS-200 and GDS-400. The GDS200 features a 50 GPM flow rate, ideal for cleaning systems with capacities of 50 to 500 gallons. The GDS-400 features a 95 GPM flow rate and is ideal for applications that handle 100 gallons or more Goodway Technologies u www.goodway.com

Wall-hung condensing boiler

Laars, Halton Hills, Ont, released its new FT series wall-mounted boiler, with user-friendly controls to allow access to current and past fault codes. It also features a removable front panel, that is secured by four screws, to ease serviceability. This high-efficiency, wall-hung condensing boiler has a 199 MBH heat input with full modulation and a stainless steel fire tube exchanger. It requires category four venting using PVC, CPVC, polypropylene, or stainless steel, and a maximum vent run of 50 ft. with a two-inch diameter pipe, and 100 ft. with three-inch diameter pipe. Annual maintenance kits are available, and many parts are used across multiple FT models. Standard warranty includes 10-year limited coverage on the stainless-steel heat exchanger and a five-year parts warranty. Laars u www.laars.com

n Hydronics Technical Training Day

INTEGRATING SMART HYDRONICS

Make sure to use language that a homeowner would understand when discussing hydronic controls as there are still many out there that believe they have a furnace when in fact there is a boiler in their mechanical room.

By Francesco Lo Presti

View the full presentation on “Integrating Smart Hydronics,” here:

During our Hydronics Technical Training Day event, we hosted a panel discussion on integrating smart hydronics. This discussion featured Bo DeAngelo of Stone Mountain Technologies, Jeremy Young of Pro-West Sales, Dave Holdorf of Taco Comfort, and Jay Vath of tekmar Controls. Our editor, Leah Den Hartogh, moderated this discussion, which focused on residential hydronics and controls. Below are some highlights from the discussion.

Question: Controls in hydronics can mean a wide variety of products within a system. What components would you say fall into that category?

Young: Generally speaking, we are talking about everything from the thermostat to zone controls, which feature circulators and valves, as well as priority controls for various tasks, focusing on loads such as domestic hot water, outdoor reset, and staging. There are numerous places for controls in hydronics, and I like to think of controls as a concept. Controls need to

be a major part of the design phase, well before you start piping. It is an underappreciated part of the industry.

Holdorf: I’d look at the thermostat, which is probably the most powerful piece of equipment we can put in someone’s home. The reason I say that is because there is no such thing as a house having a normal number of zones. Because of this, the thermostat becomes so powerful because it’s the only interface to what goes on in the basement. I’m sure all of us have had conversations with customers who say, “You can come take a look at my furnace, but it’s actually a boiler.”

The thermostat is extremely powerful because homeowners want to have more and more zones, and the thermostat is their control.

Vath: I’d like to expand on that and add that mobile apps are also a part of your control system. For many people, these apps serve as their primary user interface for their heating and cooling systems. Whether it’s a phone or tablet, those devices and apps are how homeowners see their systems. I also completely agree with Dave that homeowners are scared of mechanical rooms. They are very reluctant to open the door, and even those who do are very nervous.

Observation from chat: The term mechanical room gets glazed over; we should try referring to them as indoor comfort equipment rooms.

From top left to bottom right: Bo DeAngelo of Stone Mountain Technologies, Jeremy Young of Pro-West Sales, Jay Vath of tekmar Controls, Leah Den Hartogh of Plumbing & HVAC magazine, and Dave Holdorf of Taco Comfort participated on a panel discussion about integrating smart hydronic controls on Nov. 12.

Question: Jeremy, you highlighted how controls should be considered a concept. Can you explain what an effective controls concept should look like?

Young: I always like to start from the end, with the person/user who just sees this thing on the wall. Ultimately, we start with comfort, which can involve a sensor for a snowmelt system or an aquastat in a domestic hot water tank. No matter what, the signal starts at the load and works its way back from there, which goes to some kind of controller for zoning, aka the right valves or circulators, depending on the load. You also need to enable your heat source, which differs in hydronics from forced air.

With forced air, you have an immediate call for heat, and immediately, the furnace or heat pump turns on. Hydronics is responsible for targeting water temperatures, so I always like to think of hydronics as a conveyor belt — you put heat into the water at the beginning, and it needs to be carried down the belt to the finish line. But just because there is a call for heat doesn’t mean the appliance needs to be turned on, which becomes more prevalent in systems with buffer tanks. As long as the sequence is followed — thermostat to zone controller to circulator to analyze water temperature — you can deliver reserved heat effectively.

DeAngelo: To go back to Jeremy’s point on concepts, one of the things that’s very important in residential hydronic controls, especially when talking about

Continued on page “47”

"When it comes to talking controls to homeowners, I find that a lot of us talk to them in our “speak”, which can put homeowners off. I call it ‘hinge neck syndrome,’ as they are just nodding and saying yes, but they are thinking, ‘When will this person leave?’ So, we need to do a better job of talking to customers in their “speak."

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n Hydronics Technical Training Day

Continued from page “45”

radiant heating systems, is the design and understanding of the objective of the thermal comfort of the envelope. What I usually see in the thousands of radiant floor heating systems I’ve designed, when it’s left to the homeowner or architect/builder, the system is not strategically zoned.

In a radiant heating system, the rule of thumb is that you can’t have too many zones, as you have so much control over the system, and there can be a

significant difference between rooms. It’s important to understand what that zoning strategy is. Going back to the beginning in the design phase, I always consider how the building will be used and gain a good understanding of how it will be controlled, as well as the desired level of comfort.

Vath: I’d add that it’s essential to understand who your customer is and what matters most to them. For example, the important thing may not be about comfort. I’ve had customers who are very focused on efficiency and decarbonization, so you need to learn what’s important to them and then design the system to accommodate their needs.

Question: What suggestions would you give installers when talking/ explaining hydronic controls to customers?

DeAngelo: I would try to instill the idea that the simplest approach is often the best. Controls can become quite complicated, so it’s essential to simplify the system as much as possible to achieve the homeowner’s objective. I would also try to listen attentively and understand what the customer wants, while also being confident in providing suggestions that help meet the objectives.

Holdorf: I agree; make it simple, but don’t make it simplistic. When it comes to talking controls to homeowners, I find that a lot of us talk to them in our “speak”, which can put homeowners off. I call it “hinge neck syndrome,” as they are just nodding and saying yes, but they are thinking, “When will this person leave?”

So, we need to do a better job of talking to customers in their “speak.” Explain it to them in words and ideas that they can easily understand. For example, in this conversation alone, we’ve referenced outdoor reset, which everyone here knows. But does the homeowner know what that means? You know, when you’re talking about this and start mentioning that when it gets warmer outside, the water’s going to get cooler, homeowners get confused and start thinking, “Wait, you’re sending cold water to my house?” So, when it comes to outdoor reset, I like to explain it like cruise control in a car; it’s all about fuel economy, which is something they can understand.

Vath: You know, hydronics systems are typically two to three times more expensive than forced air systems. So, when you’re selling hydronics, you really need to appeal to how the customers will feel. You’re essentially selling them the vision/dream of feeling comfortable all the time. Sometimes I feel we get too caught up with explaining/selling the details rather than the experience.

I’d also like to highlight that when you’re dealing with custom homes, architects, and interior designers, not only does the system need to function properly, but it also needs to look aesthetically pleasing. The system also depends on the customer’s aesthetic preferences and their desired outcome.

Observation from chat: A picture is worth a thousand words. Many of us understand concepts and designs better than words/talk.

Young: I agree and believe it’s essential to leave behind wiring diagrams, piping schematics, or some sort of clear understanding of the sequence of operation when talking about complicated mechanical systems.

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n Plumbing and HVAC, In the Field

Prost! Wolseley hosts annual Oktoberfest Expo

By Leah Den Hartogh

This year’s Wolseley Oktoberfest Expo welcomed over 800 attendees and 61 vendor booths. At times, the aisles of the Paramount Event Space in Woodbridge, Ont. were so packed it was difficult to navigate when moving from one booth to another.

“The feedback from both customers and vendors has been overwhelmingly positive; everyone felt the energy and excitement throughout the day. The music and cover band were excellent (though a touch loud at times), and the variety of snacks really helped keep people engaged and enjoying themselves,” shares Wolseley in an email. “Customers are already asking when the next event will be; you’ve clearly set the bar high and created real anticipation for what’s next.”

The Oct. 23 event was positioned as a selling show this

year, in an attempt to give customers a one-day access to more than 16 exclusive deals. In about four hours, there were over 50 successfully placed orders.

“That was a great event, we did not stop, in fact, we had four customers still at our booth at 7:30 when almost everyone was already packed up,” shared an attendee of the show.

“Thank you for joining us at this year’s expo. Your passion and dedication have reinforced our belief in the incredible potential within our industry,” shares Wolseley. “The collaboration you showcased with vendors and peers truly highlights the strength of our community. We are grateful for your essential role in this journey. Let’s continue to push forward and stay connected for future opportunities.”

More than 800 people attended the 2025 Wolseley Oktoberfest Expo at the Paramount Event Space in Woodbridge, Ont.

BEAT THE COLD WITH SMART COMFORT

Ms. Manage Ms. Monitor Ms. Measure

DEVELOPING CHARGE-OUT RATES

Maximize your business’ worth by following the three Ms: manage, measure, and monitor.

By Ron Coleman

Over the last 40 years, I have reviewed hundreds of financial statements and bookkeeping systems of plumbing and HVAC contractors. For more than 20 years, I did annual reports on the financial statements of the Heating, Refrigeration, and Air Conditioning Institute of Canada (HRAI) contractors and focused on getting the participants to focus on their management accounting. I give over 80 per cent of these companies a failing grade for providing information that is useful to management.

The companies either took standard templates from QuickBooks or Sage, or were designed by CPA firms that are primarily focusing on complying with the requirements of the CRA. They were not designed to provide information to management for improving the running of their businesses. Many companies don’t break out labour between direct labour and overhead labour, or if they do, they don’t do it correctly. They put elements of cost into direct cost that should be an overhead and visa versa, and as you will see in my analysis of labour burden, I believe fewer than one per cent of companies use that process. Without having proper management information systems, you cannot run your business effectively. You need the three Ms: measure, monitor, and manage. Some 80 per cent of companies failed to provide the information for doing that in their financial accounting. I would love to know how many of our readers could provide the information that I have outlined in this article without a major rehash of their records.

Paying employees

There are quick fixes to some of these issues. Some companies pay their technicians only for hours that are billed out; some use flat rate pricing. These are two successful strategies to avoid management having to take responsibility for their bottom line. Both systems are prone to call backs. Neither directly addresses the issues around productivity.

Here are some questions for you: Do you prepare an annual budget? Do you have a realistic method of establishing your labour charge out rates? Do you have realistic methods for marking up materials, subs and equipment for sale? How do you determine how much profit you would like to make? Is it based on a reasonable return on investment (ROI)? How often do you compare your actual performance to the budget? If youdoconstructionwork,haveyoueverusedthedualoverheadrecovery process?(Mostwon’tevenknowwhatthatmeans,butithasbeeninusein the United States since the 1990s.) Do you do monthly work in progress (WIP) reports? Do you have a realistic understanding of the value of your business?

If10percentofourreaderscouldhonestlyansweryestoallthesequestions, Iwouldbeastounded.Thisisagoodstartingpointformanagingyourbusiness moreeffectivelyandefficiently

Take a look at your business

For the sake of this topic, here are a few assumptions: direct labour has an averagebaserateof$35.00anhour;labourproductivity(hoursbilled)is90per cent of hours paid; materials/subs to labour are 1.45:1.00, meaning for every $1spentonmaterialswespend$1onlabour;markuponmaterials/subsis25 percentofcost;markupforprofitis11.1percentofcostorrather10percent ofsellingprice;markupfortruckchargesis11.1percentforprofit;andmark uponlabouristherateneededtorecoverbalanceofoverhead,wehavealready recoveredsomeoverheadonmaterials/subs.

Whenlookingatyourownbusiness,inputyourownnumbersandtargets. These figures are for the purpose of this article only. Quoted jobs can be entered by comparing actual hours to quoted hours to determine the productivityrate.

Table 1: This is the outcome you wish to achieve based on your workforce.

Table 4: Sample schedule of expenses (overhead) excluding vehicle costs.

Table 2: Direct labour plus burden.

Table 5: Overhead and profit on materials and subs.

Table 7: Build your charge-out rate for labour.

Table 9: This revenue figure is a little off target due to rounding issues. *Table 1 showed revenue at $1,529,848.

Table 3: Labour cost at 90 per cent productivity

Table 6: Calculate labour recovery per hour.

Table 8: Vehicle Expense and charge out rate.

I know that this seems like a lot of work, but remember the three Ms: measure, monitor, and manage. You cannot manage what you don’t measure. This exercise will be a real revelation for you, and make you rethink how you manage your dayto-day operations. Every sports team records statistics on their game. That’s how they get better. Shouldn’t you do the same?

You are in business to sell your business for the best price you can get. You do this by maximising profits and enhancing customer and employee satisfaction. This exercise will take you to the next level.

Send me your results, or your profit and loss statement, and I will review the first ten at no charge.

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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n People & Places People

Rinnai America Corporation adds three new team members: Steve Voss, Craig Bryan, and Alysha Johnson. Voss joins Rinnai as vice president of sales, Bryan joins as vice president of finance, and Johnson joins as territory sales manager for Southwest Ontario.

David Minnis joins Navien as its national HVAC sales manager. Minnis will report directly to Adam Wills, director of Canada, and has Canada-wide responsibility for growing Navien’s new HVAC business.

Classic Fire + Life Safety announces the hiring of David Budd as vice president of strategic sales and business development.

Budd has over 14 years of experience in sales and business development.

Bojana Prorok joins Fujitsu’s Canadian leadership team as director of sales for Canada. Prorok will be responsible for promoting and supporting Fujitsu’s residential and commercial HVAC products across Canada.

Kinghome Canada adds Justin Jia to its team as its sales representative for Ontario. Jia brings hands-on experience in the renewable energy sector, which aims to help strengthen Kinghome’s presence in Ontario.

Abilash Kantamneni is joining the Heating, Refrigeration and Air Conditioning Institute of Canada (HRAI) as its director of government relations. In his previous role, Kantamneni served as director of action research for Efficiency Canada.

Alysha Johnson

David Minnis

David Budd

Justin Jia

Bojana Prorok

Abilash Kantamneni

Steve Voss

Craig Bryan

HVAC/R industry heads to Las Vegas for annual tradeshow

What happens in Vegas won’t certainly stay in Vegas after next year’s AHR Expo. From Feb. 2 to 4, the Las Vegas Convention Center Central and South halls will be filled with the latest products hitting the HVAC/R market, experts leading educational discussions on technical training, and plenty of sore feet.

The first and second days of the show run from 10 a.m. until 6 p.m., while the third (and final) day ends a little earlier and runs from 10 a.m. until 4 p.m. Over the course of the three days, the show is expected to attract over 50,000 attendees and close to 2,000 exhibitors. Of the attendees, it is anticipated that 8,000 will be international.

While on the show floor, guests will have the chance to get their hands on the newest technology at each booth and at the new product showcase, which will feature over 150 products scheduled for show-and-tell.

One of the key highlights of the products on display is the Innovation Award winners, which showcase the best products across the following categories: building automation, cooling, heating, indoor air quality, plumbing, refrigeration, software, sustainability, tools, and ventilation. The 2026 Innovation Award winners are highlighted on Page 11.

Education, education, education

In typical fashion, the AHR Expo will offer educational sessions. Specifically, there are over 120

free industry seminars, 61 credit-bearing sessions hosted by industry associations, and seven panel discussions.

The free industry seminars will run every day and every hour. Some session topics on day one include: “Cooling Towers to Community Assets,” “Top HVAC Financing Trends,” “SMACNA System Air Leakage and HVAC Duct Systems Inspection,” and “Heat Pump Balance Point In-Depth Training.”

Some topics for day two include: “Delivering a Hybrid Heat Pump and Boiler Solution,” “How to Deliver High-Performance Heat Pump Retrofits,” “Preventing Compressor Failure in HVAC/R,” and “Decarbonizing Commercial Heating with Hydrogen: Boilers, Water Heaters, and HVAC.”

Session topics for day three include: “Balance and Vibration,” “Acoustic Analysis: A Critical Element in Efficient HVAC Design,” “Energy and Safety Benefits of Air Curtains in Cold-Climate

Last year’s AHR Expo saw 50,807 attendees over the three-day tradeshow.

Storage Environments,” and “Using Orifice Plates to Evaluate Fan Performance in Ducted Systems.” Panel discussions will be split between day one and day two. The full AHR Expo educational agenda is available online.

CALENDAR

Feb. 2 – 4:

AHR Expo 2026: Las Vegas Convention Center, Central and South Halls, Las Vegas, Nevada. For more information, please visit www.ahrexpo.com.

March 24:

CIPH Habitat for Humanity Gala: Metro Toronto Convention Centre, Toronto, Ont. For more information, please visit www.ciph.com.

March 24 – 25:

CWQA Conference & AGM: The Rec Room, & Room 714A – South Building, Metro Toronto Convention Centre, Toronto Ont. For more information, please visit www.cwqa.ca.

March 25 – 27:

CMPX 2026:

Metro Toronto Convention Centre, South Building, Toronto, Ont. For more information, please visit www. cmpxshow.com.

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