July/August 2022 by Plumbing and HVAC

Publication Mail Agreement #43029513. Return postage guaranteed Marked Business Media Inc. 286 King Street W, Unit 203, Oshawa, Ontario, Canada L1J 2J9

Going Above and Beyond T i i resources hhave evolved Training l d to make k iit easier i ffor tradespeople looking to upgrade their skills and knowledge.

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n Contents

Hydronics Issue Departments Hot Seat .........................................5 Job well done

Industry News ..............................7 CIPH takes over Jasper

Building Development............... 38 Bidding for the job 101

People & Places ...........................42 Out in the field

Shop Management .....................44 Maximizing your performance

Coming Events ............................46 HRAI holding AGM in Ottawa

Products & Technologies

CIPH meets in Jasper

Wholesalers must adapt to the growing online market

Hydronics.....................................15 Hydronic Products.......................23 HVAC ............................................25 HVAC Products ............................31

Features

Refrigeration ...............................32 Tools & Instruments ....................37 Bidding for the job

What sets your company apart?

Cover: At the 2021 CIPHEX West trade show in Vancouver, BC, there was plenty of training available for attendees, including a special hydronics on-the-go training truck.

www.plumbingandhvac.ca

Zoned systems

Even smaller homes can be designed using a multi-zone method

Hydronic training

Training resources have evolved, making it easier to upgrade skillsets

July/August 2022 – Plumbing & HVAC

n Hot Seat July/August 2022 Volume 32, Number 5 ISSN 1919-0395

Publisher Mark Vreugdenhil (289) 638-2133 ext.1 Cell: (416) 996-1031 mark@plumbingandhvac.ca Editor Leah Den Hartogh (289) 638-2133 ext. 2 Cell: (289) 830-1217 leah@plumbingandhvac.ca Assistant Editor Francesco Lo Presti (289) 638-2133 ext. 3 francesco@plumbingandhvac.ca

Changing the game Every once in a while, I go through old issues to compare how things were to how the industry is now. About 12 years ago, Simon Blake wrote a column about how often the industry goes through periods of change. “Anyone who has been in the industry for more than 10 years has probably lost count of the number of changes they have seen in everything from equipment, to codes, to business practices.” After more than a decade, I am fairly confident that there aren’t many people in this industry that wouldn’t agree with this statement. The timeliest example is Amendment 17 to Canada’s energy regulations. Nowadays, it feels like there is consistently something new coming down the pipeline regarding energy efficiency, decarbonization, or electrification. I think it’s even safe to say that in every issue published this calendar year, there has been an article or two that highlights these themes. The new amendment will be affecting the mechanical trades; split system central air conditioners, split system central heat pumps, electric motors, electric water heaters, gas-fired storage water heaters, oil-fired water heaters, and walk-in freezer/cooler components have all been included. Harmonization between Canada and the United States is the driving force behind the changes, which the industry has been pushing

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for not only in energy efficiency regulations but in several other areas as well. There is some concern from industry associations on both sides of the border with the amendment regarding misalignment, according to a letter sent to Rob Singleton, team lead of standards development at Natural Resources Canada, by AHRI, HRAI, and CIPH. The consultation period for the amendment has been closed for well over a month now and the amendment is expected to come into force six months after its publication in the Canada Gazette. Hopefully, some of the issues that were highlighted by the association were able to make it into the update. I am confident that this year will round out with only more and more focus on energy efficiency and decarbonization as the industry looks at its role in climate change. That being said, the steps that have been taken by the industry, whether it is by the manufacturers that have improved the efficiencies of products, companies implementing “green” corporate initiatives, or contractors diving into the world of net zero, there can already be a lot to celebrate.

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Contributing Writers Roy Collver, Ron Coleman, Mark P. Evans, Bill Hooper, Michael McCartney, Glenn Mellors Bruce Nagy, Greg Scrivener Design and Production Tim Norton/Janet Popadiuk production@plumbingandhvac.ca All articles and photos by Plumbing & HVAC staff unless noted.

PLUMBING & HVAC Magazine is published eight 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. 286 King Street W, Unit 203, Oshawa, ON L1J 2J9 Tel: (289) 638-2133 Postmaster: Send all address changes and circulation inquiries to: Plumbing & HVAC Magazine, 286 King Street W, Unit 203, Oshawa, Ontario, Canada L1J 2J9. Canadian Publications Mail Sales Product Agreement No. 43029513. Postage paid at Toronto, ON. Annual Subscription Canada: $40.00 plus applicable taxes, single copy $5.00 plus applicable taxes. Annual Subscription United States: $60.00 U.S. Annual Subscription foreign: $90.00 U.S. Copyright 2022. 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

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n Industry News

By Francesco Lo Presti

Attendees made their way out to Trefoil Lake for the Country western BBQ, which featured food and entertainment by local musician Peter Cherniawsky and Sons & Daughter.

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The Canadian Institute of Plumbing and Heating (CIPH) hosted a successful and entertaining three-day conference after a three-year hiatus due to the COVID-19 pandemic. This year, the association and its members met in Jasper, Alta. from June 19 to 21 at the Fairmont Jasper Lodge. Approximately 300 members and 94 new delegates and companions took part in the many events and educational seminars featured as part of CIPH’s annual business conference. As part of the educational sessions, attendees listened to Ian Heller, founder and chief strategist for Distribution Strategy Group, speak about the e-commerce market and how CIPH companies could adapt to the growing online market. He used Amazon as a placeholder for the online marketplace but stated that there is a surplus of companies that could have been used in this conversation. “It is in no one’s interest in this room to sell on Amazon, in my opinion,” stated Heller. “Be careful who you trust when it comes to marketplaces.” Heller also moderated a workshop, allowing for attendees to build on the discussion from his previous presentation. During the workshop, attendees were separated into groups to follow along on a guided number of questions. At the end, members were asked to nominate one person to summarize their findings. Effective communication between the wholesaler and tradesperson was one takeaway that kept coming up during the workshop. This is one level of service not found July/August 2022 – Plumbing & HVAC Continued on page '8'

New delegates and companions came together on the first night of the conference to mingle and play an icebreaker game.

Continued from page '7'

within the online market. The wholesaler will be able to provide products, design, and technical support for the tradesperson from the beginning to the end of the project. At the end of the day, wholesalers are able to solve those complex problems online marketplaces just aren’t able to, he explained.

Value added services A strong online presence can also help the wholesaler chain, as has been seen throughout the pandemic, stated Heller. “The NBA gives the player a point for an assist, but wholesalers don’t give the website the same point for the assist,” said Heller. “You hear the misnomer that millennials all want to be online. But that’s just not true. They want help just as much as those ahead of them did.” One suggestion the audience heard was for executives to reach out to 100 or so customers over the phone, as it might have been a while since they have interacted with the customer. Another suggestion was to add a “quote cart” to their website. This would allow for the tradesperson to gather the products required for the job and determine the final cost before hitting the checkout button.

Getting down to business At the conference, CIPH’s 89th annual general meeting was also held, which saw Ralph Suppa, president and general manager of CIPH, Bill Hooper, regional sales manager of Uponor and chair of CIPH, and Andrew Dyck, vice president at Barclay Sales Ltd and honorary vice chair of CIPH, present the annual business report, treasurer’s report, and the election of the 2022/2023 board of directors. Matt Robinson, vice president of Showroom Group Robinson, was announced as the 75th

Plumbing & HVAC – July/August 2022

chair of the board for CIPH. He will be taking the reins over from Hooper. In the ceremonial passing of the gauntlet, Hooper called Robinson a real gentleman and was pleased to be handing the keys over to him. With Robinson as chair of the board, this marks the second time in CIPH history where a father and son have both served as chair, with Ross Robinson acting as chair in 2003/2004. Robinson unveiled the association’s five main objectives for the next three years, which included a clean water initiative, industry awareness campaign, an initiative to promote CIPH’s government and industry relations goal statement, refine the goal statement for the Plumbing and Mechanical Advisory Council (PMAC), and develop an industry training hub.

Industry recognition Several awards were handed out to members and CIPH member companies. Nancy Barden, director of member relations for CIPH, was recognized for 30 years of work with the association. Uponor received the second Gold Leaf award, which honours a CIPH Member (manufacturer/master distributor) that best

supports the efforts of sales agencies. Paul Stevenson, formerly of Emco, received the Award of Merit, which recognizes individuals who have demonstrated outstanding commitment to the advancement of the hydronics industry in Canada. CIPH Honorary Life Membership Awards were presented to Joe Senese, formerly with Groupe Deschênes Inc, Bill Palamar, Weil-McLain Canada Sale Inc, and Harald Prell, formerly with Viessmann Manufacturing Company Inc. The CIPH Lifetime Service Award was presented to Fred Albert, Bibby-SteCroix, and Joe Desjardins, Boone Plumbing and Heating Supply Inc. The award recognizes 40 or more years in the plumbing and heating industry. Suppa also received recognition for his 20th year as CIPH president. The very first CIPH Women of Distinction Award was presented to Barbara O’Reilly, Rheem Canada Ltd, which recognizes nominees who have demonstrated a commitment to mentoring, developing, and promoting women in the plumbing and heating industry. Continued on page '11' www.plumbingandhvac.ca

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n Industry News The Canadian Institute of Plumbing and Heating hosted its 89th annual business conference at the Fairmont in Jasper, Alta from June 19-21.

Continued from page '8'

Fun in full swing During the event, there was plenty of opportunities for members and companions to participate in networking events. New delegates gathered outside the lodge on June 19 (the night before the conference officially kicked off). The traditional “poker hand” event saw new delegates interacting with board members and competing for the best poker hand. A welcome dinner was held in the Beauvert room, following the new delegates event. Attendees learned all about the history of Jasper at breakfast on June 19 through a presentation given by Karen Byers, manager with Jasper-Yellowhead Museum and Archives. In the afternoon, members were able to participate in several optional activities, which included a Skyram tour, fly fishing, or a golf tournament. The first evening ended with a Country western BBQ

dinner at Trefoil Lake. The second day of the conference fell on National Indigenous Peoples Day, and as such, the breakfast reception featured a presentation by Matricia Bauer. She spoke about her experiences growing up as an Indigenous woman and how the industry could do more to decolonize the workplace. She highlighted the importance of giving Indigenous peoples support and time to work through the generational trauma that they have experienced, and gave tips on how the workplace could decolonize.

Around 300 members and 94 new delegates and companions participated in the many events held over the three-day conference.

www.plumbingandhvac.ca

One example she gave was to alter the structure of traditional business meeting practices; rather than meeting at a boardroom table, she suggested that meetings could take place outdoors and in a circle. This would allow for everyone to feel more involved in the discussion. On June 21, attendees heard an entertaining and hilarious presentation by Graham Sherman, owner of Tool Shed Brewing. He had the crowd laughing along as he told his story from when he started his brewing company in his family’s toolshed, all the way to the present time and operating a business during a global pandemic. The hydronics industry also met for a luncheon hosted by the Canadian Hydronics Council. Sidney Manning, provincial plumbing and gas administrator with Municipal Affairs for the government of Alberta, gave a presentation on the regulatory application of the CSA B214 installation code for hydronic heating systems. Optional events for June 21 included white water rafting, fly fishing, or a guided motorcycle tour through the Rockies. The conference ended with the annual Chairman’s Banquet, where members were dressed to the nines, enjoyed a dinner, and entertainment by Paparazzi: Opera on the Rocks! CIPH’s next annual business conference will be held at the Delta St. John’s in Newfoundland and will run June 18-20, 2023.

July/August 2022 – Plumbing & HVAC

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n Industry News

Concern raised over Amendment 17 Changes are coming to Canada’s energy efficiency regulations that will directly impact the air conditioner and heat pump markets. Amendment 17 would update energy efficiency and testing standards for both types of technology used in the residential sector. Additionally, minor changes would be made to currently regulated products to align Canada’s requirements with U.S. requirements.

proposing to misalign its requirements with the United States that will cause confusion and unnecessary cost and compliance burdens for manufacturers.” For the mechanical trades, split system central air conditioners, split system central heat pumps, electric motors, electric water heaters, gasfired storage water heaters, oil-fired water heaters, and walk-in freezer/ cooler components will each be affected by the amendment. The consultation period for the proposed regulation is now closed. The amendment is expected to come into force six months after publication in the Canada Gazette, Part Two. The 70-day public comment period ended on June 11.

The Air Conditioning, Heating, and Refrigeration Institute (AHRI), the Heating, Refrigeration, Air Conditioning Institute of Canada (HRAI), and the Canadian Institute of Plumbing and Heating (CIPH) released a collective statement to the government in discussion on the pre-publication of the amendment. In the letter sent to Rob Singleton, team lead of standards development at Natural Resources Canada (NRCan), they expressed appreciation for aligning regulations with the U.S. “However, there are issues in Amendment 17 sets out to align Canadian regulations with the United the current draft of this regulation whereby Canada is States. Photo by HRAI

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n Hydronics

Getting your skills beyond just basic training will require discipline, drive, and commitment. By Roy Collver The very first article I wrote for the Mechanical Buyer and Specifier magazine was in September 1996. Back then, the editor was Ron Shuker. Under the care of Simon Blake, the magazine morphed into the Plumbing & HVAC magazine which can be read today. When I was recently going through my article catalogues, I realized that this article marks www.plumbingandhvac.ca

number 200 and thought this would be a good milestone to bring my regular magazine contributions to a close. In that initial article, I challenged the industry to up its game towards the training of hydronic professional installers, service technicians, designers, and salespeople. Over this 25-year journey, I have set out to do something about it. The need will never go away. Training resources and methods have evolved to make it much easier for individuals to continually upgrade their skills and knowledge. Professionalism has always been about the quest of individuals to be as good as possible. I Continued on page “17”

July/August 2022 – Plumbing & HVAC

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n Hydronics For many years, seminars have been the mainstay for further education in the hydronics industry. This course was taught by Barry Cunningham of Triangle Supply in Red Deer, Alta.

Continued from page “15”

was proud to get my start in this industry as a tradesperson, but I never let that term box me in and neither should you. Lifetime learning makes you a professional — embrace it.

fundamentals of plumbing, gas, hydronic distribution, electrical, refrigeration, heated and chilled air distribution, and ventilation. And for all of the above, know your troubleshooting and diagnostic skills, safety requirements and work practices, and applicable code requirements.

on-the-job learning alone can leave you short of the academic skills needed to progress. The best engineering programs for hydronic designers should also include real-life work semesters to give academics practical knowledge of the work environment and an appreciation of the types of problems

Technical basics While it’s important to always remember the basics behind the arts and science of hydronics, always keep in mind that going beyond is still necessary, depending on how you specialize. For fundamentals and calculations, it’s important to know those related to heating, cooling, domestic hot water and auxiliary loads (heat loss/heat gain), heat transfer, fluid flow, air flow, building science, hydronic specialty equipment, controls application, installation, integration and set-up, equipment and system testing and commission. Going back to the basics, know the

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Training resources and methods have evolved to make it much easier for individuals to continually upgrade their skills and knowledge. How much do you want to know? How far do you want to take this? Trade schools and technical institutes can get you started on the journey. The traditional way to learn the basics is through an accredited school along with on-the-job apprenticeship training. Academic training alone just won’t cut it, but

that seem to constantly jump out at you every single day. Moving beyond basic training requires discipline, drive, and commitment from the individual. Training takes time and although Continued on page “19”

July/August 2022 – Plumbing & HVAC

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n Hydronics Continued from page “17”

it can’t be expected to be all on the employer to bear the full cost of additional education, they should help out and be accommodating. Some of the very best training can consist of using the “stop, look, and listen” method, especially when diagnosing system problems.

Back in the day… Hydronics training has improved dramatically in scope, options, and quality from the dark days of the late 1980s. Industry groups, with the enthusiastic support of the manufacturers and distributors, have jumped into the training vacuum when the “new hydronics,” like radiant floor heating, weren’t up to par. Manufacturers continue to develop excellent and up-to-date content and are heavily invested in a variety of methods of delivery, especially with the last twenty years of internet development. The options are now amazing. Online

training was given a major boost during the recent COVID-19 troubles and the industry has been getting more comfortable learning via this method. Manufacturers continue to develop excellent and up-to-date content and it isn’t just all sales talk these days. Expect them to promote their particular products, but that speaks to the discipline. Develop the critical skills to sift through the presented information and go for what makes sense to the situation. Expect to give new ideas a try before jumping in with both feet. For me, that normally means printed books and training information, including but not limited to John Siegenthaler’s hydronics textbook, which is usually my goto resource. The new fourth edition, Modern Hydronic Heating & Cooling, is a great place to start. Additionally, ASHRAE handbooks, training manuals, and manufacturer’s techni-cal training literature are good resources. The list is very long these days and usually, if you ask, they will send support.

Service and troubleshooting experience is a must and the best way to get better faster. Don’t forget to ask the old guy or gal before we are all done. Have a bit of patience, some of us do ramble, but you can learn unique and valuable information unavailable from other sources. Beware of unfiltered and poorly moderated online forums, chat rooms, or information from self-declared experts — some so-called gurus can steer you in the wrong direction.

Additional resources A great resource is Plumbing & HVAC magazine’s own Training Trades website, which can direct those looking for training towards a wide variety of courses, many of them hydronic-related and many of them are free. Trade shows and conferences are a must, as is joining industry organizations and attending every conference and educational Continued on page “21”

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July/August 2022 – Plumbing & HVAC

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n Hydronics

Continued from page “19”

event. They often have very impressive seminar programs available either for free or for modest fees, and you get to see the latest products and talk with the companies that manufacture it. Bonus, they can also be a lot of fun.

Conferences like the Canadian Hydronics Conference are a great place to get up to speed on the latest products hitting the industry.

www.plumbingandhvac.ca

Trade shows offer an impressive selection of seminar programs which are available either for free or at a modest cost. Magazines are another way to stay up to date on the latest information. Don’t forget to check their archives and go through past issues you might have missed. This leads me to one of my favourite resources: manufacturer's installation and operation manuals. Their technical specification and support literature is the best way to learn the fine details. “Read the darn manual” has always been good advice. Now widely available for download on most manufacturer’s websites, you can quickly skim through these manuals and locate the topics of greatest interest with a little bit of practice. There is nothing wrong with sitting down on a chair in a boiler room to read through a manual. Years ago, after another company installed a new pump, we were called in to

troubleshoot a problem. The pumping wasn’t performing properly, it was 2 a.m. and the building was starting to get cold. The owner saw me reading the manual and complained — “I thought you guys were supposed to be the experts?” I continued to read and replied — “We are and after I read through this manual, we will be even more expert-er.” I was able to figure out what the problem might be from reading the manual, switched some wiring connections, and everything start working properly. The building became toasty warm in less than an hour. Then the owner complained about how expensive the job was, you can’t win them all. :

Roy Collver is an author and consultant on hydronic heating based in Qualicum Beach, B.C. He can be reached at hoth2o@shaw.ca

July/August 2022 – Plumbing & HVAC

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Monitor up to 16 boilers Tekmar, Vernon, BC, a Watts brand, released seven new eLearning modules on its Smart Boiler Control 294. The new learning modules include an overview of the 294, typical applications, and how to wire the control. The training covers the user interface and the sequence of operation. It offers remote, real-time management of up to 16 boilers in multiple buildings through the Watts OnSite mobile app and the OnSite website. The modules can be accessed through Watts Works Online. tekmar www.tekmarcontrols.com

Dirt separator Caleffi, Milwaukee, Wisconsin, unveiled its Dirtmag Pro 5463AM series dirt separator with dual magnetic fields, which increases ferrous particle removal efficiency. The Dirtmag Pro removes ferrous and non-ferrous dirt particles from fluids by collecting them in a large collection chamber, which then gets drained. This device can remove even the smallest particles with minimal head loss. The Dirtmag Pro comes in a brass body and offers a max working pressure of 150 psi and a working temp range of 32F to 230F. Caleffi www.caleffi.com

PEX ball valves Heatlink, Calgary, Alta, adds 1/2 to 2-inch PEX expansion ball valves to its F1960 expansion connection systems. The PEX ball valves are approved for use in potable and hydronic systems and offer full port for maximum flow. It is corrosion resistant to chemicals found in water and gas. Heatlink www.heatlink.com

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Thermo 2000, Richmond, Que, introduces its VenTum hydronic air handler to the market. The VenTum provides heating and cooling by conditioning the air in a new or existing centralized system. The VenTum comes with a high-efficiency ECM fan motor, a four-row coil, and an integrated three-speed circulator pump. It can cool with a heat pump or air conditioning system and is available in two sizes — the VenTum 40 and 60. Thermo 2000 www.thermo2000.com

Commercial boiler and water heater IBC Boilers, Burnaby, B.C, releases its IFire high-efficiency commercial condensing boiler and volume water heater, engineered for the commercial new project or retrofit marketplace. The IFire provides stainless-steel water-tube construction and features adaptive controls with its Versa IC self-learning touchscreen control. The IFire features up to 96.5 per cent thermal efficiency at full rate, a seven-to-one turndown ratio, and cascade up to eight heaters. Both options have six models from 300,000 to 1,000,000 Btu/hr. IBC Boilers www.ibcboiler.ca

Wall-mounted water heater NTI Boilers, Inc, Saint John, New Brunswick, introduces its S20W high-performance wall-mounted indirect water heater to market. The S20W features an industrial-size stainless-steel coil, 445 GPH first-hour recovery rate capability, and a 20-gallon tank. The S20W also offers improved efficiency with a CFC-free two-inch EPS insulation that reduces standby losses. The water heater also comes with 444 stainless-steel material for the coil and tank. It is compatible with all hydronic boilers on the market or existing installations. NTI Boilers www.ntiboilers.com

July/August 2022 – Plumbing & HVAC

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n HVAC

Contractors should listen to the homeowner and understand what it is they are looking for from their system.

Contractors no longer have to fear the big audacious zoning system; nowadays, even smaller homes can be designed using a multi-zone approach. By Glenn Mellors

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Several years ago, when I was still in my formable years, I took on a project that many walked away from. The site was a singlefamily home. The main floor was 2,400 sq. ft, consisting of six lifestyle areas. The west wing was made up of an 800 sq. ft. walk-in closet and ensuite, somewhat an open concept, no doors, and oversized openings joining the rooms. Just outside of the primary sleeping area was a 400 sq. ft. office complete with a 40,000 BTU gas fireplace. The center of the home was open concept with a large living room

and dining room. The east wing was an oversized eat-in kitchen, laundry room, and powder room. The second floor was 1,200 sq. ft, stretching across the entire north wall. Two large guest rooms flanked a Jack-and-Jill washroom. Moving to the sixth area, the basement was another living area/game room and featured an oversized gym. The perfect example of an ideal multizoned application. For some engineers or HVAC zoning experts, you might take one look at the drawings and specifications and run like the wind. However, I was given a $100,000 plus Continued on page “31”

July/August 2022 – Plumbing & HVAC

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n HVAC

going to be thrown before we reached the end! The owner/engineer was not signing any cheques until he got what he wanted, which was not going to happen; at least budget to heat and cool this 3,600 sq. ft. home. Show me not without us showing red ink. the money! It started with his displeaOnce we agreed on the price and sure over the sleeping quarters; design of the air distribution duct an open concept of three comconfiguration, the project started. ponents — the sleeping area, The house was closed in December the dressing area, and bathing and was ready for the mechanical area — which was supposed to installations to begin in the new be supplied by one zone. But year. I had divided the home into six he wanted the sleeping area zones — west wing main, east wing at 16C while the dressing area main, central main, office main, and bathing area were at 21C. north wing second floor, and finally, But the added electric in-floor the entire basement. radiant heating was set to 24C. The six zones allowed for almost We will refer to this as problem equal airflow in each of the areas Zoning shouldn’t be considered as scary of a one. and the air distribution design would job as it once was. Problem number two was the accommodate this perfectly. Bypass office. No matter what time of year it was, the owner wanted dampers were matched to provide a quiet, silent temperature the fireplace burning, while maintaining a temperature of 20C regulated airflow. year-round. And he mostly worked through the night. The third problem was in the lower level, which housed You no longer need to be the gym and games room. The gym was supposed to be maintained at 18C, while the adjoining games room was to afraid of recommending be held at 21C. Now the crème da la crème. Problem four was a constant zoning even in smaller homes. hum that was very noticeable in the dining room, much Zoning has been made simple, like an untuned harmonica! Admittedly it was annoying as hell. Continued from page “29”

just ask your wholesaler for upcoming training.

The resolution

Plenty of curve balls

Fortunately, a veteran designer friend of mine came to my rescue. He fixed the problems, or at least satisfied the engineer, by adding a separate five-ton split system complete with an air handler and distribution duct system to supply additional cooling to the sleeping area, the bathroom, the office, and the gym. The extra cooling was just what was needed to allow the fireplace to run all summer and maintain 20C, the sleeping area at 16C and the gym at 18C. The electrician had to add

You might have heard the saying “begin with the end in mind.” Well, apparently no one knew how many curves were

Continued on page “33”

The installation went smoothly, and the outcome was nothing short of a piece of sheet metal artwork! After a tour of the home with the builder and homeowner, there was nothing left to do but commission the equipment and collect a cheque!

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July/August 2022 – Plumbing & HVAC

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n HVAC

Continued from page “31”

some controls to the indoor heating to stop the floor from competing with the air conditioning. I still had to find a solution to that annoying hum. So we went through, checked every damper, and replaced the ones that may have been the culprit. We knew it was coming from the ductwork, there was no questioning it. While touring the home with the housekeeper’s aid, we were able to pin down the area in which the music was the loudest. It was coming from the dining room, and to be more specific, the outside wall area. When standing with your back to the wall of glass, the harmonics was the most evident. It wasn’t necessarily the exact spot the sounds were coming from, but it was the location where you could hear it best. Glancing around the room, panning floor to ceiling, corner to corner, back down to the floor, with the sun sweeping across the entire floor with its bright glow, we finally found the culprit. Inside the return air was the siren for the home’s security and fire alarm. Back then, security companies would install an air horn in the return air and use the ductwork as speakers. The air flow during constant fan was just enough to turn the wheel inside the horn to generate the hum. The saying “stick a sock in it” came to mind and that was exactly what we did until it could be rectified.

Got the cheque I tell this story not as a way to compete, but to compare with your zoning nightmares from perhaps your first, second, or even your last zoning job as a residential HVAC contractor. For years we have avoided anything to do with zoning and let the commercial contractors with more experience handle them. But today is a new day. There are so many user-friendly zone control products on the market that the thought of zoning should no longer be scary. If I look back at this job, how simple it would have been to deliver exactly what the homeowner wanted without all the hassles. As an example, multiple areas of an open concept could be serviced by multi-head mini split heat pumps, variable speed, and variable capacity furnaces and A/Cs. This would

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Even smaller homes can utilize a zoned system approach. eliminate wasted energy being dumped through bypass dampers. A home facing north or south can benefit from an east and west zoning system and plug-and-play components have made wiring a system very efficient. Zoning doesn’t have to be as scary as it once was. That big hairy audacious zoning system is a thing of the past. You no longer need to be afraid of recommending zoning, even in smaller homes. Zoning has been made simple, just ask your wholesaler for upcoming training. You will be glad you did. One final note, based on recent studies, some homes with zoning systems are saving over 20 per cent energy savings annually. Save energy and reduce carbon footprint. It is our responsibility. :

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.

July/August 2022 – Plumbing & HVAC

n HVAC Low maintenance unit cooler Danfoss, Baltimore, Maryland, unveils its Optyma cooler, a low-maintenance unit cooler, to the market. The Optyma is designed for quick and easy installation and features cross-rifling inside the heat exchanger tubing, maximizing air turbulence. It comes standard with a variable-speed capable fan motor. The Optyma offers a wide capacity range with six and four FPI. Low, medium or high-profile models are available. Danfoss www.danfoss.com

Newly designed louver

Hybrid and evaporative fluid cooling tech Tower Tech, Oklahoma City, Oklahoma, introduces two closed-circuit cooling tower models to its TTXR series—the Hybrid Fluid Cooler Technology and Evaporative Fluid Cooler Technology. Keeping the same structure and features as the TTXL series, the TTXR models differ internally. The TTXR series models are non-corrosive. The Hybrid Fluid Cooler Technology and Evaporative Fluid Cooler Technology offer a no-drift solution for industrial applications like food processing that require mitigation of airborne contaminates. Tower Tech www.towertechusa.com

All-aluminum evaporator coils Johnson Controls, Milwaukee, Wi s c o n s i n , l au n c h e s t h e MaxAlloy, its new line of all-aluminum indo or residential evaporator coils. The redesigned indoor coils feature a streamlined, A-shaped design that provides balanced refrigerant flow. The MaxAlloy coils are specifically intended for use with split-system cooling and heat pumps from York, Luxaire, C oleman, Champion and Fras erJohnston brands. It also meets the Department of Energy’s minimum efficiency standards, which go into effect on Jan. 1, 2023. Johnson Controls www.johnsoncontrols.com

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Reliable, Geneva, Alabama, expands its collection of architectural louvers with the newly designed AEL-42-7020-MD louver. It is rated for severe weather (wind loads up to 50 PSF) and extreme performance. It is also designed for use with ductless packaged terminal air conditioner (PTAC) units. The AEL allows for fresh air ventilation without comprising PTAC system performance. Reliable www.reliablelouvers.com

New multi-zone heat pump system Midea, Markham, Ont, unveils its new Evox inverter multi-zone heat pump and air handler to market. The Evox multi-zone heat pump system is ideal for replacing colder central systems and can add up to three split units to cover areas that are difficult to heat or cool. The Evox multi-zone heat pump system features up to 24 SEER and 11.5 HSPF and is compatible with both 24V and 485 communication modes. It is available in two to fiveton models. Midea www.mideaevox.com

Protecting IAQ Fresh-Aire, Jupiter, Florida, introduces its all-new Blue-Tube UV-X, a UVC light for HVAC systems. It comes with a three-year lamp, mounting bracket, upgraded power supply, and 90-degree electrical connector. The Blue-Tube can be used to clean biological contaminants and to treat the air stream of HVAC systems. It features an anti-vibration coating that prevents the unit from vibrating out of position when positioned near an evaporator coil or in a plenum or duct. The power supply is available in two models — 18-32 VAC and 110-277 VAC. Fresh-Aire www.freshaireuv.com

July/August 2022 – Plumbing & HVAC

n Refrigeration

When recovering heat from a refrigeration system, you could allow the refrigerant to condense, or you can remove only a portion of the energy and desuperheat it. By Greg Scrivener

A desuperheating heat exchanger that controls the glycol portion of the heat exchanger to ensure that refrigerant is not condensed. The red arrow indicates the temperature probe used to measure the outlet temperature. The float can be seen on the bottom of the picture. We’ve focused a lot lately on heat pumps where the purpose of the refrigeration system is heating. However, sometimes we want to recover only a small amount of heat. For instance, when heating a small space or preheating some make-up air or water, we don’t want to make things complex. When recovering heat from a refrigeration

Plumbing & HVAC – July/August 2022

system, you fundamentally have two choices — you can allow the refrigerant to condense, and the heat recovery heat exchanger becomes a condenser, or you can remove only a portion of the energy from the refrigerant and desuperheat it. The choice between these two types of heat recovery systems is determined based on how

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much energy you want to recover and what temperatures you need. Condensing heat exchangers range from quite small, not even adding any appreciable condensing capacity to the system, to very large heat exchangers that perform all of the condensing for a plant. The limitation to a condensing heat recovery heat exchanger is that most of the energy is recovered at the condensing temperature, which we often want to lower in order to optimize the refrigerant plant's energy use. These types of heat exchangers also require more consideration in how they are installed as any condensed liquid needs to be drained somewhere (the high-pressure recovery or a lower pressure vessel).

Limitations Desuperheating heat exchangers are limited to the amount of energy they can recover, but because the refrigerant enters at discharge temperature, they can achieve higher temperatures. Additionally, since there is no liquid at the outlet, there are not the same piping and installation limitations that come with condensing heat exchangers.

Figure 1: The basic elements of a pressure-enthalpy diagram. a compressor depends on four main factors; in order to use this information to estimate the discharge temperature, you need to be familiar with getting information from a pressure enthalpy (ph – not to be confused with pH) diagram or refrigerant “steam” tables. Figure 1 shows the typical elements of a ph diagram — the refrigerant, the suction pressure and temperature of the refrigerant entering the cylinder, and the condensing pressure.

The limitation to a condensing heat recovery heat exchanger is that most of the energy is recovered at the condensing temperature, which we often want to lower in order to optimize the refrigerant plant energy use. The question of exactly how much heat you can recover from desuperheating comes up frequently. The most complicated part of figuring this out is using the isentropic efficiency of the compressor to figure out the enthalpy (and therefore the discharge temperature) at the compressor outlet. Some compressor selection software takes the guesswork out, but we will lay out the fundamentals here. The discharge temperature at the outlet of

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Determining enthalpy and entropy First you use the pressure and temperature of the refrigerant entering the cylinder to determine the enthalpy and entropy of the refrigerant. Assuming perfect compression, the entropy of the refrigerant at the compressor discharge will be the same as the suction gas entropy. We use this information along with the condensing pressure to determine what the enthalpy would be with

perfect compression. We know compressors aren’t perfect, and while this varies, a typical isentropic efficiency of a compressor is around 80 per cent. We can use the following to find the actual enthalpy of the refrigerant at the compressor outlet. Then we can subtract the discharge gas enthalpy with the enthalpy of the refrigerant right when it’s about to condense. The

resulting value is the amount of energy that can be removed from the vapour by desuperheating. Figure 2 shows these data points represented on a ph diagram. Figure 3 summarizes the results for three refrigerants at three different condensing temperatures. These are all completed with 30F superheat and no supplementary compressor or oil cooling. As you can see, there are several interesting features of this graph worth noticing. As you decrease saturated suction temperature (SST), a higher Continued on page “35”

July/August 2022 – Plumbing & HVAC

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n Refrigeration The percent of the total heat of rejection that is desuperheating for R507, R448A, and R410A at 75F, 95F and 115F S.C.T.

Figure 2: The enthalpy data points used to determine the enthalpy and temperature of the refrigerant at the compressor outlet and the amount of the total heat of rejection available.

Continued from page “33”

percentage of your total heat of rejection (THR) is desuperheating. The difference between refrigerants is significant. R410A, for example, has much more energy available in desuperheating than R448A or R507; it also has very high discharge temperatures when operated at low SST. While it is not typically a great refrigerant choice for freezer and low temperature applications, perhaps in a situation with heat recovery needs, it would be worth exploring.

Finally, as the condensing pressure decreases, the amount of heat available from desuperheating decreases substantially. It is slightly different in each case, but the amount of heat available from desuperheating decreases by about 50 per cent going from 115F condensing to 75F condensing. This is important because in many applications we want to ensure that there isn’t a lot of condensate in the desuperheater. Liquid in a desuperheater outlet can decrease the efficiency of the condenser and in extreme cases can cause excess pressure to drop if it is allowed to build in a vertical riser. There are also scenarios where liquid condensed in a desuperheater could cause a hydraulic shock (similar to water hammer) and damage the equipment or piping.

Making the right decision

A pair of R507 brazed plate heat exchangers are connected to two refrigeration racks, which is used to heat process water

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This understanding leads us to a choice in the design. We can either do something to control the amount of heat being rejected by our desuperheating heat exchanger, or we can make the heat exchanger no more than approximately 25 per cent of the THR at the minimum load we expect on the system (you could refine this number using the calculations behind Figure 3). Both of these options are used frequently, and the decision depends only on how much heat you need. Figure 4 shows a large desuperheating

heat exchanger that is designed to maximize heat recovery. It has a temperature sensor and modulates the glycol flow to ensure that the refrigerant outlet temperature maintains at least 5F of superheat, which ensures that no condensation happens. It also has a float that will return any condensed liquid to a low side vessel if the controls malfunction or don’t react quickly enough and liquid refrigerant is produced. This heat exchanger is preheating outdoor air, so it was important to be able to maintain the temperature as high as possible. Desuperheating heat exchangers is a good way of recovering a portion of the energy from our refrigeration systems. In many cases, they are less expensive to implement compared to full condensing heat exchangers and they can provide a simple and effective way to recover some energy. : 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.

July/August 2022 – Plumbing & HVAC

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n Tools & Instruments

Brushless rachet DeWalt, Mississauga, Ont, introduces its cordless rachet to its product portfolio. The rachets will be featured as part of DeWalt’s Xtreme 12 Max and Atomic Compact series 20V Max lineups. The compact brushless ratchet will allow users to fasten and remove

Complete power supply solution Milwaukee Tool, Markham, Ont, expands its Carry-On power supply solutions line with the introduction of the M18 Carry-On 3600W/1800W power supply system. The M18 comes equipped with a push button start, reaching 3,600 starting watts/1,800 running watts of pure sine wave energy. It also leverages four M18 Redlithium batteries to deliver emissions-free power on the jobsite. The new power supply system is fully compatible with the entire M18 line. Milwaukee Tool www.milwaukeetool.ca

nuts and bolts, in hard-to-reach work areas. The Xtreme 12V Max rachets are available with 1/4-inch, 3/8-inch, and 3/8-inch extended reach square drive configurations. The Atomic 20V Max rachets come available with 1/2-inch and 3/8-inch square drive configurations. DeWalt www.dewalt.ca

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All-in clamp meter UEI Test Instruments, Portland, Oregon, unveils its 600A TRMS clamp meter to market. The 600A comes equipped with DC amps, inrush, magnates and has an operating temperature of 0C to 50C. It also has 750V AC/1000V DC, 600A AC/DC, 600uF capacitance and non-contact voltage detection. UEI www.ueitest.com

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n Business Development

Winning a construction job bid is one thing; following through and succeeding with the project is another. By Francesco Lo Presti The bidding process can be quite a competitive market. There are plenty of other contractors out there that are looking at the same jobs. What sets your company apart from the others? How are you going to get the job over your competition? These are all good questions to ask when trying to win a bid. However, another set of important questions to ask yourself is “Do I have a reasonable chance of acquiring this project and can I acquire this project at a reasonable margin?” explained Tim Wentz, professional engineer and an emeritus professor in the department of construction management courses at the University of Nebraska. When preparing for a bid, it is important to remember that you’re creating a solid construction bid for both the client and your team and “knowing how to bid construction jobs can make the difference between success and bankruptcy for a construction contractor. If a contractor does not know how to bid on construction jobs, they will have no chance of turning a profit,” said Juan Rodriguez, vice president of projects at Luma Energy and an engineering/construction expert, as part of a blog series.

Plumbing & HVAC – July/August 2022

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A new exhaust fan is being hoisted onto the roof that will be servicing the testing chambers at a Toronto chemical research lab. Photo by DMG Mechanical Inc

and you need to ask yourself questions like, do you know the architect firm’s reputation? What is their attitude towards change orders?” Pagliuca also echoed this, mentioning how “Consultants specify work in different ways and some jobs have very specific requirements.”

Finding the right fit Money matters Like in most aspects of life, money is always a major concern. This is no different i n bidding w here, “It’s a ll about the costs. It’s mainly about the bottom line price that’s going to win the bid and in a highly competitive bidding category, you have to find ways to bring costs down,” said Joe Pagliuca, co-owner and president of DMG Mechanical Inc. It is also important to remember that bidding on a job is not only a risk but it can also be expensive, and “You don’t want to waste time, money, and effort,” said Wentz. He also adds that an important early step on any bid involves conducting a conceptual estimate of the project. Wentz adds, “Getting a clear idea right up front is an important step as it allows you to assess whether or not you have the resources to do the job.” When starting their bid, one of the most simple and easy steps any contractor can take is to make sure they, “Have a good background and knowledge of the work they are bidding on. You also need to get as much information as you can. This means drawings, specifications, timelines, leads for equipment, etc,” said Pagliuca. Additionally, Wentz states that one of the first steps any contractor can take is setting up a project risk analysis. “A risk analysis should be a written process and it should be a process that you employ on every single job, and the reason is, if it’s not a written policy on each job, then it tends to be viewed as optional, and if it’s viewed as optional, it doesn’t get done.” Also, ensure you are familiar with a project’s potential team players as, “Relationships overall are critical in the bidding process. Knowing all the potential players is critical,

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It’s also important to realize when a job is a right fit and when it is not. Contractors shouldn’t just bid on anything and everything, as “You bid on a job because you think you can get the job and you think you can get the job at a reasonable margin and it fits with your corporate philosophy,” said Wentz. Another key factor when preparing for a bid is understanding the job's timeline. Pagliuca adds that, “Some builders are notorious for

In our industry, we have the iron triangle, and the three points are speed, quality and price. Most times, the client or owner will pick which two are most important, but it’s crucial that you establish what elements you and your firm are best at, and try to promote those as best you can. putting out bids early, just to get a better price, and that bid for the project may not start for two years.” Pagliuca then mentions how in the time between winning the bid and the start of the project, prices for labour and equipment may increase, which you need to account for. Wentz also highlights how sometimes the industry’s competitiveness can get the Continued on page “41”

July/August 2022 – Plumbing & HVAC

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n Business Development Continued from page “39”

best of contractors and that it’s important to make sound and solid business decisions. “In my opinion, most contractors are type-A personalities. We are competitive, and we enjoy the competition. We enjoy the fact that we can build and do things others can’t. So, when we see a nice job pop-up, we tend to become enamoured with the job and competition instead of asking ourselves good solid business decisions as to whether we can successfully complete that project.”

Go where they ain’t

Getting familiar with all the potential team players on a project is a crucial step in preparing a bid for a job.

In keeping with the theme of finding the right job, Wentz explains that contractors shouldn’t be afraid to go where their competitors aren’t. His firm has used this tactic, explaining that “There are areas where it should be easier to get the job simply because my competition wasn’t there. I used to keep track of my big competitors and see what they bid on, and

I tried to avoid them because, as a smaller contractor, I wouldn’t be as competitive on certain projects." One of the most significant factors in any job is productivity, which also should be considered in every bid. Over the last two years, Wentz explains that there have

been increased risks related to productivity, stating, “The labour shortage has increased our risk. When estimating a job, the first question in the estimating process is what productivity can I get from these plumbers, pipe fitters, etc. Typically, the people you use would all be in-house and trained in how your company works. However, the labour shortage is taking some of that away because there isn’t enough skilled labour out there.” Another factor that has caused some productivity concerns over the last two years is the global pandemic. Pagliuca states, “COVID changed a lot of things in the industry, like timelines on equipment material and the different health and safety protocols on job sites.” Protocols like wearing a mask or other protective garments, handwashing, and temperature checks are protocols that can become a risk to productivity, explains Wentz. “These all don’t sound like much. But when you start adding those up, and you’re going in and out of a building four or five times a day and spread out across a large team, a lot of contractors have had to take a hard look at productivity in terms of how much work can I get done in an eight-hour workday?”

Find your strength

Contractors are installing a new oval spiral ducting system at the Etobicoke Olympian pool recreation centre. Photo by DMG Mechanical Inc.

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When trying to stand out, try to “Present specific ideas on how to solve problems and explain what you would do and how you will do it,” said Rodriguez. Wentz adds that it’s best to determine what elements your company is best at and showcase them when trying to stand out. “In our industry, we have the iron triangle, and the three points are speed, quality and price. Most times, the client or owner will pick which two are most important, but it’s crucial that you establish what elements you and your firm are best at, and try to promote those as best you can.” Lastly, and it may be the most simplest thing to remember, is “to submit your bid with confidence. Confidence that you have the ability to do the work at your number, and if you’re not, don’t submit a bid,” said Pagliuca. :

July/August 2022 – Plumbing & HVAC

n People & Places

OUT IN THE FIELD Milwaukee Tools Pipeline event One of the best parts about the world starting to open up again after locking down is the return of in-person events. At the 2022 Milwaukee Tool Pipeline event, social media influencers and trades people were invited to get their hands on the latest product offerings at their flagship Milwaukee, Wisconsin head office. A team of Canadian tradespeople and media personnel attended the event from June 27-29. Over the three-days, attendees were able to test some of the latest products, which were broken down into three categories of products —drilling and driving, carpentry and remodelling, and automotive.

Annual customer appreciation BBQ returns at Noble Noble’s annual customer appreciation BBQ event had a successful turnout this past June, with hundreds of guests attending. The BBQ was held on June 12, at Noble’s head office in Concord, Ontario. Held on a beautiful sunny day, participants were welcomed with a DJ playing music, an all-you-can-eat BBQ lunch, an ice cream truck, a free t-shirt, prizes, and access to more than a dozen exhibiting vendor tents. Some

exhibitors at the BBQ included American Standard, Milwaukee Tool, Rheem, Moen, Zurn, and many more. Former Toronto Maple Leaf, Shayne Corson was even on-site and provided pictures and autographs for attendees. In addition to the festivities outside, guests could also tour Noble’s warehouse facility and AutoStore, an automated storage and retrieval system that incorporates robots for 24/7 order fulfillment within a cubic layout.

Wolseley ONE Show Wolseley held its annual Wolseley ONE trade show at the Universal Event Space in Toronto on June 8. The show ran from 2 p.m. till 7 p.m. and offered attendees the ability to network, test the latest products, and participate in live technical training. Some of the available sessions included “Design Envelope Compass R: ECM Circulators for Multiple Applications with Armstrong” by Peter Wolff, global manager of ecosystems and performance upgrades at Armstrong Fluid Technology, “Pro Plumbing and Mechanical Core Trades Tools Training” by Brett Lewis and Gurjot Sahni, strategic account managers with Milwaukee,

Plumbing & HVAC – July/August 2022

and “System 636 Flue Gas Training and Certification” by Doug Purdy, technical sales representative with IPEX. On the show floor, there were more than 60 exhibitors for attendees to interact with and learn from. The next Wolseley ONE event will be held at the Sheraton Laval in Quebec on Nov. 1.

After receiving demonstrations on how to use each new product by a Milwaukee Tools team member, everyone was able to test out the products themselves. The room was filled with social media influencers testing out the latest drill, rachet, or power saw, all while taking videos of the process for their many followers. At the end of the demonstration period, members of Milwaukee’s executive team gave a presentation on the direction of the company, which was followed by a question-and-answer period with attendees. A tour of the company’s head office was also given, where attendees were able to see how the company’s battery technology is developed, how prototypes are created, and test out their virtual reality system on product concepts.

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MCE Milan 2022 A Canadian delegation of contractors, engineers, and wholesalers attended the 2022 MCE ExpoComfort as guests of the Italian Trade Agency (ITA) and Plumbing & HVAC magazine. From June 28 to July 1, over 90,000 visitors hit the show floor, where they were able to interact with an array of products at one of the biggest industry shows in the world.

The

People Daikin Applied Americas announced that its president and CEO Mike Schwartz is set to retire at the end of August. Acting as president and CEO since September 2011, Schwartz increased manufacturing capacity by 75 per cent and doubled its employee. Lixil has promoted Cosimo Coffa as the new genMike eral manager of trade sales and marketing and will Schwartz be responsible for American Standard, DXV, and Grohe brands. Coffa has over 27 years of experience in senior sales and marketing roles, and before his promotion, Coffa led Lixil’s trade and project sales for Canada. Additionally, Lixil has promoted Marlon Thompson, who will now be Lixil’s vice president of marketing. In his new role, Thompson will be responsible Cosimo Marlon Thompson for the Canadian integrated marketing Coffa team of product, channel, digital, and pricing. Thompson has worked with Lixil since 2019 and has more than 18 years of experience in brand and product marketing. Uponor Corp. has named Andres Caballero president of its building solutions – North America division and a member of the executive committee at Uponor. Caballero has extensive leadership experience, including more than a decade at Honeywell Andres International Inc. He will now be based in Apple Caballero Valley, Minnesota.

The

Companies Zurn Water Solutions and Elkay Manufacturing have completed its merger and are joining forces to create Zurn Elkay Water Solutions. With its combined product portfolio, Zurn Elkay Water Solutions will serve several markets, including education and healthcare. Zurn Elkay Water Solutions currently employs more than 2,600

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“This was an initiative by the ITA to promote Italian manufacturers and products to Canadians. The delegation included a mix of contractors, engineers, and wholesalers. It was an incredible event, and we are excited to continue this partnership with the ITA in 2024,” explained Mark Vreugdenhil, publisher of Plumbing & HVAC magazine. The next MCE ExpoComfort will run March 12-15, 2024. For more information, visit www.mceexpocomfort.it.

people, primarily in the United States. N a v a c has partnered with DRM Repair Centre, Toronto, Ont. to provide Canadian customers with out-of-warranty repairs for its vacuum pumps, recovery units and other HVAC/R tools. DRM Repair Centre specializes in the service and repair of recovery machines and vacuum pumps for air conditioning and refrigeration, and works in line with Navac’s customer service approach, offering emergency services, loans of critical equipment during repairs and rentals with nominal surcharges. Saniflo Canada, a division of Group SFA, achieved platinum status with the Green Business Bureau, a national membership organization that uses an online assessment to certify green businesses. Wolseley Canada has opened its latest branch in Vernon, B.C. The location will offer the full assortment of Wolseley Canada’s plumbing and HVAC products. This marks the second branch Wolseley has opened in the province in recent months, with Richmond unveiling its branch in April. FabricAir Inc. is refreshing its brand identity with a new logo, tagline and redesigned website that reinforces its nearly 50 years of HVAC industry experience. Its new logo features a peacock blue, Verdana font with contoured letters, and its redesigned website will feature newly-created case studies, blogs, application example photos and a selection matrix aid for specification. Armstrong Fluid Technology announces the availability of a new Parts Kits Brochure for more than two dozen pumps and circulators. The Parts Kits brochure details the replacement parts and related hardware required to complete specific service and maintenance tasks and is designed to help bring assets back into service. Emerson announces it has achieved 200 million Copeland compressor installations worldwide. The milestone comes after the company concluded its 100th anniversary celebration of the Copeland brand.

July/August 2022 – Plumbing & HVAC

n Shop Management

Making sure your business stays busy doing the right things is crucial in maximizing your performance in the busy season. By Ron Coleman David Henry Thoreau once said, “It is not enough to be busy. So are the ants. The question is: What are we busy about?” In business, it’s essential to know when you will be busy and plan for when you are not. But, unfortunately, when the busy season comes, we often forget about our personal lives. When it comes to being busy, these are two truisms in my office — we prioritize the wrong things and put off living for the wrong reasons. This is a common occurrence for most businesses. Particularly when the busy season rolls along. For many, it comes as a surprise and we react accordingly. We should prepare for the busy season to come and that it will be followed by a quieter season. Successful contractors plan ahead and even out the ebbs and flows. Last minute strategies are not the answer, however, even the best approach can take a season or two to develop, implement, and fine-tune. The sooner you start, the sooner you will be able to stop putting off living. Ask yourself “What am I busy about?”

Plumbing & HVAC – July/August 2022

Here and now One of the first things you can do is to look at your pricing menu. You can ask yourself, what can I do to squeeze extra dollars out of each service call? For example, if you have five technicians working 160 hours per month, that totals 800 hours. If you have another $5 per hour, that would generate $4,000 in additional profit per month. At $10 per hour, that would be $8,000 per month. Try to develop premium rates for same-day callouts, evenings and weekend calls. There are other methods of charging customers that you should also consider.

These are pure profit and there is no cost to the company. One, implement a fuel surcharge or increase it if you already have one. Two, increase the time allowed for travel time. For example, if your minimum charge is for 30 minutes on-site and you charge $100 for the first half-hour on-site, increase that to $125 for the first half-hour on-site and $25 per quarter hour after that. Thirdly, add or increase the charge for supplies or consumables. Next, make sure you charge for using vacuum pumps, scopes, and other equipment as line items on your invoice. Five, have a checklist for

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your technician with the usage fee for all items that should be extras. In addition, consider flat rate pricing for both the customer and the employee. You can also use menu pricing for the more common work, like changing out faucets, toilets or thermocouples, fans, belts, etc. Also, don’t be afraid to brainstorm with your team members to see what recommendations they can make.

Customer work In the busier seasons, customers are less price sensitive. If you are increasing your workload and attracting new customers, you could charge a $10-hour premium. However, now might not be the best time to take on new customers, and you should focus on the customers you do have and build their loyalty. Loyalty begets loyalty. You don’t want to lose existing customers because you can’t service them since you have taken on new

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ones. That’s like filling the bathtub without out putting in the stopper. Instead, offer your technicians premiums for working longer hours. Allow them to bank time or get paid out, and because you are charging out their time at a premium, you can afford to pay more for extra effort. You should also try and schedule your work to minimize travel time. A good rule of thumb is to stay within eight km of your base. Now, when you’re on a call, do as many different tasks as possible. This could be offering to check other systems that might need work. If you are going to try and maximize each call, make sure your vehicles have as many parts and tools as possible so that the technician avoids trips to wholesalers and return journeys to the customer. Develop a good triage process so that you are not rushing off to calls that could be better serviced a day or two later. Bring in students to stock up the vehicles and wash them when they come back at the end of the day. Have the work schedule ready for your techs when they come to work. Automate as many procedures as possible. Implement on-site invoicing, as this is billable time. If it is done later, it is overhead. This also improves cash flow and reduces queries about invoices.

The long-term We’ve looked at short-term solutions or tricks you can implement. Now let’s dive into what long-term solutions you can implement in your business. To start, develop as many planned maintenance customers as possible and provide them service in the shoulder seasons. If you have implemented a planned maintenance program, now is the time to review it, tweak it and push to sign-up customers. Be sure to articulate the advantages to the customer and reward your employees for signing customers to the program. The added incentive to increasing

your planned maintenance customer base is increasing your business’ value. For all my plumbers out there, this one is for you. When you go on a call, put food colouring into each cistern before you start your service and then offer to replace any leaking flappers. At $15 or $20 per flapper, you could easily pick up $30 to $40 for a quick fix and help the customer use less water. Leaky toilets can waste a very significant amount of water every day. Give your tech $5 for each one they install. In a previous article, we explored augmented reality and how the training can benefit your company. Check out that article and see how that could enhance your productivity, as some service contractors are using this for diagnostics and training. Offer discounts to customers who get their equipment serviced in the shoulder seasons. Where possible, schedule retrofit work for the shoulder seasons. Also, to increase efficiency, cross-train your technicians so that it is easier to schedule workloads. Whatever changes you make to your business, you must ensure that they fit your business model and values. Gouging your customers in the short-term is not to be encouraged. Your reputation will suffer. Make sure you get regular feedback from your customers. This means calling or emailing them often. Some years ago, I did a customer focus program for an HVAC contractor and asked three questions to the customers. The question was, “what is most important if you have no heat?” And the available responses were: the response time, the quality of the work, or the price. Now, which answer do you think always finished third? : Ronald Coleman is a Vancouver-based accountant, management consultant, author and educator specializing in the construction industry. He can be reached by e-mail at ronald@ronaldcoleman.ca.

July/August 2022 – Plumbing & HVAC

n Coming Events The 2022 HRAI AGM will closely resemble the previous in-person conference, which was back in 2019 in Niagara Falls, Ont.

HRAI gathering in Ottawa for 54th AGM The Heating, Refrigeration, and Air Conditioning Institute of Canada (HRAI) will host its 54th annual general meeting and conference up in Ottawa. From Sept. 18 to 20 at the Westin Ottawa Hotel, Ottawa, Ont, attendees can attend a series of panels, presentations, and networking

INDEX to ADVERTISERS Aerco ................................................. 18 Bradford White Canada ..................... 10 Caleffi................................................. 14 EcoKing ............................................. 24 Flocor ................................................. 48 Haier .................................................. 26 Honeywell .......................................... 36 IBC Technologies ................................ 28 ICP ..................................................... 11 Masco ................................................ 20

Plumbing & HVAC – July/August 2022

events designed to reconnect and realign the HVAC/R industry, according to HRAI. “It’s about time we brought the industry together in person again,” said Sandy Macleod, HRAI president and CEO. “If you’re a contractor looking to get your name in front of potential business partners, learn what’s Milwaukee ......................................... 36 Navien ................................................. 9 Plumbing & HVAC Magazine............... 24 RWC .................................................. 30 Taco ..................................................... 4 Thermo Manufacturing ...................... 13 TPI ..................................................... 19 Training Trades ................................... 40 Triangle Tube ..................................... 16 Ultra Cool ............................................. 2 Viessmann ......................................... 12 Wolseley ............................................ 32

coming for our industry, and have some fun in the process, this is the place to be.” Highlights on the agenda include a twopart session on “HVAC/R Climate Change Story: Technology, Transition, and Talent,” as well as a technology and refrigerant panel, an IAQ forum, and a visit to Queen’s Park, where attendees will sit in on the parliament’s question period. As part of the networking activities, the conference will feature a kick-off social at the Westin’s Twenty-Two Facility, gala dinner at the Parliament Banquet Facility, Rideau Canal and Ottawa River boat trip, brewery, museum, and food market tours, coffee crawl, electric/regular bike excursions, historic walking tours, a trip to the aerial park and mountain coaster, and lastly, the CanmetEnergy facility tour. “The big focus of this year’s show is getting the industry back together after years of virtual meetings and events,” said MacLeod in a press release. “We want to make that reunion special by planning a variety of ways to enjoy Ottawa and reconnect with peers.”

Calendar Sept. 18 – 20, 2022: HRAI AGM & Conference, Westin Ottawa, Ottawa, Ont. For more information, please visit www.hrai.ca.

Sept. 27 – 28, 2022: Canadian Hydronics Conference 2022, World Trade Center Prairieland Park, Saskatoon, Sask. For more information, please visit www.ciph.com.

Sept. 28 – Oct. 1: MCAC Annual National Conference, Halifax Marriott Harbourfront Hotel, Halifax, Nova Scotia. For more information, please visit www.conference.mcac.ca.

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