Comfort Solutions are Key to Performance-based selling

Beating the Comfort Commodity Challenge When it comes to comfort differentiation, HVAC manufacturers have it tough these days. The rapid pace of technological development means that no single manufacturer can maintain a competitive edge for very long. Each one invests millions of dollars developing new products and, before they can cash their first check, one …
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Heat Transfer explained

or So what exactly is combustion energy and heat transfer anyway? This article is based on more than 30 years of field testing, measuring, and auditing equipment performance. Although some of the information requires interpretation, it’s still based on proven field performance. What is Combustion Energy? Combustion is the burning of some kind of fuel …
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Measuring static pressure

Let’s stick with the basics and take a look at how to measure residential static pressure in six simple steps. Step-By-Step Static Pressure Testing Typically technicians should take less than five minutes to measure a residential system’s static pressure. Here are sample instructions for a furnace and an external coil: STEP 1: Locate the appropriate …
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Energy Savings Formula

When you want to achieve the highest energy efficiency possible, HVAC equipment must be tuned properly, gas pressure and input most likely need to be increased. It’s also important to make sure the necessary airflow is available before any adjustments are made. But the question is, how can you easily calculate or estimate the potential …
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White collar boxing

LEAVE THAT THERMOSTAT ALONE!!!! Staying comfortable in our homes and workplaces has become something of a battleground over the last three decades. OK, let’s not pull any punches — it’s a war! Especially when you think about all the different age groups and generations who live and work together. Each “group” has different comfort needs …
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System Performance Guide2

What if you could offer your customers a system efficiency option of 57%, 78%, or 93%? No, this is NOT equipment-rated efficiency. It’s the operating system’s field-measured efficiency after installation and verification in a home. Here’s a sample proposal of the future. Field Measured System Efficiency Constant advancements in our ability to field measure the …
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Good CSRs are Key to Your Success

In most cases the customer service person who answers your telephone is the very first contact your potential customers have with your company. Customer service personnel begin building a relationship with your customers from the moment the telephone first rings. Tip #1: First and foremost, you should have a live person answering the telephone in …
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Print

When I was a kid, I didn’t know what my beliefs were, so I had a habit of constantly asking why. I questioned my mom and dad repeatedly on the things I didn’t understand. They patiently answered my questions and encouraged me to keep asking. If you’re a parent, you’ve no doubt experienced this with …
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POGO_walt-kelly-05

When it comes to dealing with HVAC customer and employee problems, the famous quote, “We have met the enemy, and he is us,” by the comic strip character, Pogo, said it all. Some time ago, I was following a conversation on one of the HVAC Industry discussion forums that addresses how business owners deal with …
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Red Ocean

About 10 years ago, a book titled, “Blue Ocean Strategy” was published by the Harvard Business Review Press. When I first read this book I recognized the things that we’d been doing at NCI for the previous 10 years were actually part of a blue ocean strategy. Our blue ocean was, and is, helping our …
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