8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 134
ACCA CEO Predicts MoreRules Regulations in 2016
Carefully Correcting Disobedient Techs
HVAC association remains a vocal participant in industry working groups
Addressing technician missteps is challenging especially when quality replacements are sparse
HE HVACR CONTRACTORrsquoS WEEKLY NEWSMAGAZINE SINCE 1926
MARCH 7 2016 | $500 | ONLINE AT WWWACHRNEWSCOM |
ly that allows contractors to more easilyin by paying one price Since the changeCCA has experienced significant mem-ership growth and the organization
xpects that trend to continue said Paulalknecht president and CEO of ACCAACCA also partnered with 12 state
ontracting associations in 2015 to sup-ort advocacy effortsldquoPartnerships like these help keep thedustry strongrdquo Stalknecht noted ldquoWeeed to make our presence felt at the localate and national levelsrdquo
Based on the associationrsquos Contrac-r Comfort Index (CCI) which reachedores in the 80s in 2015 contractors were
xtraordinarily optimistic last year A CCIeater than 50 means contractors are
xpecting short-term growth In 2015 theCI never dropped below 72 and scored an0 or higher for five months which is the
chs theyrsquore willing to go to great lengthskeep them in their uniformsHowever even seasoned technicians
ake mistakes Thus when disciplin-
ary action is required how strict can a
contractor be without jeopardizing anemployeersquos future with the company
NOT AN EASY SUBJECTEmployee discipline is a topic that few
mdash not ownership management or employ-ees themselves mdash get excited to discuss
When the subject of employee disciplinewas raised Matt Bergstrom president of
Thornton amp Grooms in Farmington Hills
Michigan said ldquoThe fun part of all ourjobs is discipline hellip notrdquo
So where do contractors start Howdo they implement rules procedures andpolicies that encourage a positive workingenvironment while also letting employeesknow that disobedience will not be over-looked or taken lightly
ldquoStart by reviewing your rules to make
sure theyrsquore reasonable and contribute
to the company culture you wantrdquo saidCarter Stanfield author of the ldquoFunda-mentals of HVACRrdquo textbook ldquoDonrsquotbuild traps for yourself by having a lot ofrules that employees cannot adhere tordquo
Those rules can vary wildly depend-ing on the company In a previous articlesome contractors said they instituted
2015 was a busy year for ACCA
The contractor organizationinitiated a new open membershipstructure that went into effect in
Q ualified HVAC techniciansare desirable commodities
When HVAC contractingowners get their hands on good
PRICE INCREASEViega LLC (Wichita Kansas)
announced a 3 percent price
increase on its ProPressG fittings
a 5 percent increase on ProRadianttrade
select controls PureFlow FostaPEXreg
tubing and PureFlow Risers and
a 2 percent increase on PureFlow
PEX Press Zero Lead fittings
effective April 1
RESIDENTIALCONTRACTORSModern Mechanical LLC (Ashburn
Virginia) was named a finalist for the
US Chamber of Commercersquos
(Washington) 2016 Dream Big Award
A1 Air Inc (Lewisville Texas) donated
$50000 to the National Breast
Cancer Foundation (NBCF)
COMMERCIALCONTRACTORIndoor Environmental Services Inc
(Sacramento California) donated
$5000 to the Mechanical Contract-
ing Education amp Research Founda-
tion (MCERF)
FYIHVAC BRIEFS
BY NICOLE KRAWCKE
THE NEWS STAFF
BY NICK KOSTORA
THE NEWS STAFF
continued on Page 5
REGULATORY ROAD Paul Stalknecht president and CEO of ACCA foresees an avalanche ofnew rules and regulations in 2016 due in part to the 2016 presidential elections and the Obamaadministrationrsquos last stand Stalknecht said ACCA will remain active in industry workgroups in hopes suchproposed rules and regulations appropriately represent the needs and desires of HVAC contractors
See DISCIPLINE | Page 22
See CEO | Page 10
httpddaachrnewscom
CALL FOR ENTRIES
2016AWARDS PROGRAM
DEALER DESIGN
EntryDeadline
March 28 2016
ACCA CONVENTIONISSUE01
PODCASTSwwwachrnewscom
NEWS you can listen to for the latest NEWSUpdatesand lively interviews Catch our podcasts online atwwwachrnewscom or subscribe at the iTunes store
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 234e Product 59 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 334CHRNEWSCOM | | MARCH 7 2016 3
THIS WEEK
InsideBUSINESS MANAGEMENT Carefully Correcting
Disobedi ent Techs 1
GUEST COMMENTARYThe CAZ Ra zzmatazz 20
HUDSON INK2016 HVAC Marketing Trends 23
REFRIGERATION ZONETHE PROFESSOR
In Spring Thoughts
Turn to Troubleshooting 25ICE BREAKER
When in Doubt Donrsquot
Just Change I t Out 26
REFRIGERANTS
Surviving Refrigerant
Transitions Part 2 27
DEPARTMENTSAchrnewscom 4
Advertise rs 29
Classifi eds 29
Facts + Figures 22
Guest Column 30
Newsline 5
Opinion 4
Survey 30
Whatrsquos New 8
14
09
01
wwwachrnewscom
25
The Air Conditioning Heating amp Refrigeration NEWS Vol 257 No 10 Serial No 4531 (ISSN Print 0002-2276 and Digita l 2328-1111) ispublished weekly 52 times a year by BNP Media Inc 2401 W Big Beaver Rd Suite 700 Troy MI 48084-3333 Telephone (248) 362-3700Fax (248) 362-0317 Annual rate for subscriptions in the USA $8700 USD Annual rate for subscriptions in Canada $11700 USD (includesGST amp postage) all other countries $16900 (intrsquol mail) payable in US funds Printed in the USA Copyright 2016 by BNP Media All rightsreserved The contents of this publication may not be reproduced in whole or in part without the consent of the publisher The publisher is not
responsible for product claims and representations Periodicals Postage Paid at Troy MI and at additional mailing offices For SINGLE COPYSALES OR BACK ISSUES ONLY contact Ann Kalb at (248) 244-6499 or KalbRbnpmediacom POSTMASTER Send address changes toAIR CONDITI ONING HEATING amp REFRIGERATION NEWS PO Box 15668 North Hollywood CA 91615-9230 Canada Post PublicationsMail Agreement 40612608 GST account 131263923 Send returns Canada) to IMEX Global Solutions PO Box 25542 London ON N6C6B2 Change of address Send old address label along with new address to AIR CONDITIONING HEATING amp REFRIGERATION NEWS POBox 15668 North Hollywood CA 91615-9230 For subscription information or service please contact Customer Service at (800)837-8337
ACCA Convention IssueFOCUS
March 7 2016
ACCA CEO PREDICTS MORERULES REGULATIONS IN 2016Paul Stalknecht CEO and president ACCAsaid the association is expecting regulatory rulesfrom multiple government agencies in 2016
NEW ACCA CHAIRMAN READY TOFACE INDUSTRY CHALLENGESSteve Lauten president and CEO of Total Airand Heat Co in Plano Texas will assume therole of ACCA chairman at ACCA 2016
LEARNING LABS A HIGHLIGHTOF ACCA 2016 CONVENTIONACCA 2016 will feature 35 Learning Lab coursesacross seven different tracks focusing on buildingperformance business operations and more
01
0914
ADVISORY BOARD
Paul Ainsworth ML Building Technologies
Brian Baker Custom Vac Limited
Matt Bergstrom Thornton amp GroomsHank Bloom Env Conditioning Systems
Greg Crumpton AirTight
Dave Dombrowski ARSRescue Rooter
Russ Donnici Mechanical Air Services
Roger Grochmal AtlasCare
Ann Kahn Kahn Mechanical
Bob Keingstein Boss Facility Service
Dave Kyle Trademasters Service Corp
Brian Leech Service Legends
Phil London Thermal Concepts Inc
Scott Merritt Fire amp Ice
Rob Minnick Minnickrsquos Inc
Ken Misiewicz Pleune Service
Steve Moon Moon Air Inc
Rich Morgan MagicTouch Mechani cal
Tim Paetz Bud Anderson Heating and Cooling
Bobby Ring Meyer amp Depew CoTravis Smith Sky Heating amp AC
Rick Tullis Capstone Mechanical
Butch Welsch Welsch Heating and Cooling
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
OPINION KYLE GARGAROEditor-in-Chief of The NEWS
Contact him at 248-244-1720 orkylegargaroachrnewscom
idential PAC Gary Busey forpresident anyone It might bethat kind of year
And while I donrsquot have onesilver bullet to solve the workforceproblem I did run into someone ata recent industry event in Atlantawho might have a small piece of
the solution George Nicholson is
the cofounder of Vet2Tech As thename might imply the organiza-tionrsquos sole purpose is to connectUS military veterans with jobsin the HVACR commercial foodequipment and residential appli-ance repair industries
The good news is the organi-
zation is quickly gaining momen-tum Last year it connected 400veterans to jobs In 2016 thatnumber reached 117 in Januaryand exceeded 200 in February Itrsquosonly March and the organizationis approaching last yearrsquos totals
And there is even better newsmdash I will give you a moment to getover the surprise as usually myeditorials focus on the negative
The best news was what Nichol-son said when the discussion wewere having turned to the topicof HVACR
ldquoWe are light on HVACR Wewould like to have more H VACRcompanies in our databaserdquoNicholson said ldquoThe vast major-ity of reacutesumeacutes end up going out
to commercial food equipmentand residential appliance com-panies Many candidates haveHVAC certificates and want towork in the HVAC spacerdquo
That has to be music to thisindustryrsquos ears Nicholson comesfrom the commercial food equip-ment industry so that part of theequation has been flourishing
ldquoIn the commercial food equip-ment industry a lot of repaircompanies need HVAC andrefrigeration technicians becauseof the ventilation and refrig-
eration systems in restaurantsThey were all interested in hiringHVAC technicians We startedgetting a lot of HVAC guyscoming in and saying they wantto connectrdquo Nicholson said
Currently Vet2Tech hasapproximately 1500 companiesfrom across the US signed up forthe program Every vet who takespart in the program has his or herresume sent to 25-30 employersIt is a pretty powerful program
Like anything in life there isno such thing as a free lunch This
is a fee-based placement programThough as a business there isno charge to sign up and receiveresumes However if a contractorhires a candidate the company islevied a $1000 placement fee
What many contractors mightnot know is there are tax cred-its available for hiring veter-ans Nicholson estimated the
tax credit varies from $2400to $9600 on the national leveldepending on the candidate
There are also state tax creditsthat average about $5000
ldquoThis is a great way to offset thecost of trainingrdquo Nicholson said
Nicholson started this pro-gram after he saw a stat in 2012that had the unemployment ratefor veterans under the age of 24 at
30 percent The HVAC industryis looking for disciplined youngpeople who have a core set ofmechanical skills that compa-nies can build on These types of
folks are coming right out of themilitary Perhaps they were onceaircraft crew chiefs or performedrepairs on utility equipment
These individuals are ready totransition out of the military life-style and donrsquot have a real goodidea of what they want to do
The HVAC industry is ripe toprovide them a career This willnot be a program that fills out yourentire roster but it can be a toolthat helps you fill out your team
For more information visit
wwwvet2techorg
Mike Murphy Publisher440-552-2607 | mikemurphyachrnewscom
BNP Media Helps People Succeed
in Business with Superior Information
CORPORATEDIRECTORS
NEWS subscription information or service pleasentact customer service at 800-837-8337 818-487-50 (fax) or email thenewsespcompcombscribers If the Post Office alerts us that your printgazine is undeliverable or if your digital edition isdeliverable we have no further obligation unless weeive a corrected address within one year
If I had a nickel for everytime a contractor lamentedfinding good employees I
could probably fund a pres-
John R Schrei Publishing
Rita M Foumia Corporate Strategy
Michael T Powell Creative
Scott Wolters Events
Lisa L Paulus Finance
Scott Krywko Information TechnologyMarlene J Witthoft Human Resources
Vincent M Miconi Production
Beth A Surowiec Clear Seas Research
DITORIAL STAFFle Gargaro Editor-in-Chief8-244-1720 | kylegargaroachrnewscom
rb Woerpel Managin g Editor8-786-1583 | herbwoerpelachrnewscom
eg Mazurkiewicz Web Editor8-244-6459 | gregmazurkiewiczachrnewscom
anna R Turpin Contributing Editor0-726-7121 | joannaturpinachrnewscom
mberly Schwartz | Contributing Editor8-703-3278 | kimberlyschwartzachrnewsc om
n Roby Legislation Editor8-244-6495 | jenrobyachrnewscom
ck Kostora Products and Education Editor8-244-6496 | nickkostoraachrnewscom
cole Krawcke Business Management Editor8-244-6475 | nicolekrawckeachrnewscom
n Rajecki Refrigeration Editor8-786-1707 | ronrajeckiachrnewscom
ndsey Lawson Art Directorwsonlbnpmediacom
chael Traver Graphic Designervermbnpmediacom
DVERTISING STAFF
chael OrsquoCallaghanuthwestWestern Advertising Manager0-967-9413 | michaelocallaghanachrnewscom
lipe Arias Eastern Advertising Manager4-918-0188 | felipeariasachrnewscom
thy Janes Central Region Advertising Manager8-244-6457 | kathyjanesachrnewscom
rrie Cypert Business Development Manager8-244-1278 | cypertcbnpmediacom
ke OrsquoConnor Classified Advertising Manager0-354-9552 | oconnormbnpmediacom
DVERTISING PRODUCTIONu Ann Morton Adv Production Manager8-853-5571 | mortonlbnpmediacom
ary E WrayACR Production Director Directory Publisher8-244-6488 | wraymbnpmediacom
thleen Peacock Production Services
ARKETING STAFFtra S Cadyrketing Communications Manager
8-244-6449 | cadypbnpmediacomeve Wassel Trade Show Coordinator8-786-1210 | wasselsbnpmediacom
L Devries Corporate Reprint Manager8-244-1726 | devriesjbnpmediacom
vin Collopy List Rental Sr Account Manager2-836-6265 | Toll Free 800-223-2194 ext 684vincollopyinfogroupcom
chael Costantino Senior Account Manager2-836-6266 | michaelcostantinoinfogroupcom
drea Littles Market Research8-786-1670 | littlesabnpmediacom
EVELOPMENTkki Smith Online Development Director3-248-0395 | smithnbnpmediacom
n Mygal Directories Development Manager
8-786-1684 | mygalebnpmediacom
VENTSnielle Belmont Interactive Media Manager8-786-1613 | belmontdbnpmediacom
UDIENCE DEVELOPMENTn Kalb Single Copy Sales8-244-6499 | kalbrbnpmediacom
thleen Koval Audience Development Manager
ristina Roth Audience Marketing Sr Specialist
tie Gamble Multimedia Specialist
afaa S Kashat PostalAudience Audit Coord
therine M Ronan Corp Audience Audit Mgr
NP CUSTOM MEDIA GROUPelanie Kuchma Publishing Manager0-383-7970 | kuchmambnpmediacom
Contractors Should Look
Toward the Armed Forces
NEWS amp FEATURES FROM OUR WEBSITE
FEATURED PRODUCTSWEP North America Incrsquos B35TDW is a double-
wall brazed-plate heat exchanger (BPHE) It offers
higher capacities (up
to 58 cubic meters per
hour) by combining
the brazed-plate
heat exchanger with
double-wall technology
SWEP reps saidBPHEs already have
the advantages of compactness and modularity
plus high thermal performance and safety
Double-wall technology further enhances safety
by ensuring that liquids in the BPHE cannot mix
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addition the B35TDW offers these features in a
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httpbitlyFeaturedHVACProduct
EXTRA EDITIONldquoThe reason windows sweat is because the
temperature of the window surface on the
inside is below the dew point temperature of
the air inside the houserdquo Bob said ldquoIt is verycold outside so the dew point of the window
surface would be rather cold today Most people
now have storm windows which is another set
of windows between
the outside air and the
inside air This is usually
enough to prevent
window sweating
However the home
could be generating
more moisture inside than normal for some
reasonrdquo Interested in learning more about how
BTU Buddy diagnosed these sweating windowsVisit httpbitlyExtraEdition
ACHR NEWS APPWant quick easy-to-read
HVACR news updates
on your smartphone or
mobile device Download
the latest version of
The NEWSrsquo mobile app
for free on iTunes or on
Google Play For more information
visit wwwachrnewscomnewapp
BREAKING NEWSTechnaviorsquos latest repor t on the global Internet
of Things (IoT) devices market predicts growthfrom $7 billion in 2014 to $45 billion by 2019
increasing at a compound annual growth rate
(CAGR) of almost 44 percent The market
is calculated
on the basis of
six products
smart ac smart
refrigerators
smart thermostats
smart watches smart glasses and smart
lighting To read more about IoT trends vis it
httpbitlyHVACBreakingNews
VIDEO2016 AHR Expo Recap
Nearly 61000
attendees visited
Orlando Florida for
the 2016 AHR Expo
Herersquos a quick look at
some of the sights from
the show floor httpbitlyAchrnewsVideos
PODCASTNeal Walsh senior vice
president of Aeroseal
Strategy and Commercial
Applications discusses
Aerosealrsquos 2016 AHR ExpoProduct of the Year Award
ventilation trends and more
httpbitlyNEWSMakersPodcast
Achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 534CHRNEWSCOM | | MARCH 7 2016 5
NEWSLINEACCA HonorsTop Contractors
A
RLINGTON Va mdash
ACCA recently recognizedMSI Mechanical Systems
Inc of Salem New Hampshireand Welsch Heating amp CoolingCo of St Louis as its 2016 Com-mercial and Residential Contrac-
tors of the Year respectfullyBoth contractors will for-
mally receive the awards March12 at the morning MainStageevent of ACCA 2016 in Char-lotte North Carolina
ldquoWe had more innovative com-mercial contractors apply for thisaward this year than ever beforerdquo
said Paul Stalknecht president and
CEO ACCA ldquoOur judges alwayshave an extremely tough decisionto make when they pick the recipi-ent This yearrsquos commercial winnerMSI Mechanical illustrates thecharacteristics that all the bestcommercial contractors in thecountry have in commonrdquo
MSI Mechanicalrsquos dedicationto recruiting and growing a newgeneration of quality employeesthrough a co-op program withlocal high schools made thecompany stand out to the judgesWith the demand for qualifiedemployees throughout the coun-try this unique program which
the company developed morethan a decade ago serves as agreat example for other contrac-tors to grow the workforce
ldquoOn behalf of the entire MSIMechanical team and especiallyto my father along with my wifeand family itrsquos with great honorI accept this prestigious award
from ACCArdquo said Brian Hoopervice president of operations MSI
ldquoNot one single person has madethis company what it is today itrsquosbeen a joint effort from a numberof dedicated and hardworkingindividuals Together our team
strives to be the best we can beIt is especially rewarding to be
recognized for our efforts by ourindustry peersrdquo
Welsch Heating amp Coolingwas the standout residential can-didate in 2016 due to the compa-nyrsquos dedication to the industry formore than 120 years Welschrsquos hasworked hard to create a culture ofservice that starts with its employ-ees being seen as a family and
empowering them to do the rightthing for the customer every time
ldquoWelsch Heating amp Cooling isan extremely deserving company
that truly exemplifies the qualitiesall of the best companies in theindustry sharerdquo Stalknecht said
ldquoWe at Welsch Heating andCooling Co are extremely pleased
to be honored as the ACCAResidential Contractor of theYearrdquo said owner Butch WelschldquoOur family of employees works
extremely hard to do the very bestfor every one of our customers andthis award goes to our employeesfor all of their hard workrdquo
Taco AnnouncesReorganization
CRANSTON RI mdash Inorder to diversify andfacilitate entry into new
industries and market channelsTacoreg Inc announced it hascompleted a major structuralreorganization that starts with
a change of name Taco Inc isnow Taco Comfort Solutionstradea Taco Group Company
The new name reflects Tacorsquoslong experience and commit-
ment to providing optimalindoor comfort while pursuingthe highly efficient products thatsave energy and resources
Under the privately-held com-panyrsquos new organizational struc-ture Taco Comfort Solutions isa part of the Taco Group Otherworldwide elements of the TacoGroup include Hydroflo Pumps Fluid Solutionstrade of Fairview Ten-
nessee AskollTaco Flow Solu-tionstrade of Sandrigo Italy and TacoTradingSupply Chain SolutionsLtdtrade of Kowloon Hong Kong
The Taco Group includesoperations and sales offices inthe US Canada Panama ItalyDubai South Korea China andVietnam making Taco a truly
global brandIn addition to expanding its
core business in heating andcooling through its acquisi-tion of Askollrsquos indoor heating
business and its entry into theEuropean HVAC market TacoComfort Solutions intends topursue growth and diversification
through additional partnershipsand acquisitions and to diversifyby branching out into verticalHVAC and non-HVAC marketsand channels
One such non-HVAC yetclosely related market is plumb-ing Taco has developed smartplumbing products that conserve
water and provide instant hotwater Drought in the WesternUS has opened up new marketsfor these products based on thepressing need to save water
Totally separate from HVACand plumbing Tacorsquos Hydroflo
PumpsFluid Solutions com-pany manufactures pumps used
in the irrigation and agricul-ture industries Hydroflo hasassembly operations in Indiana
SEND NEWS RELEASES TO NICOLEKRAWCKEACHRNEWSCOM
Danfoss recently received the Business Ambassador Award from Florida Gov Rick Scott (right) Ricardo
Schneider (second from right) president Danfoss Turbocor Compressors accepted the award during a
board of directors meeting of Enterprise Florida Inc a public-private partnership between Floridarsquos business
and government leaders and the principal economic development organization for the state
The Governorrsquos Business Ambassador Award is presented to individuals and businesses in recognition of
their efforts to create jobs and opportunities for Florida families Danfoss Turbocor Compressors based in Talla-
hassee Florida has been investing in the local economy since its manufacturing facilit y was built in 2011 Today
it employs nearly 200 people and designs and manufactures approximately 10000 award-winning efficient
compressors for air conditioning chillers annually
In December Danfoss announced further investment in the region and broke ground on its new Engineering
Tomorrow Application Development Center mdash a 22000-square-foot state-of-the-art laboratory for the testing of
HVACR equipment and research and development center which will expand the existing manufacturing facility
in Tallahassee and is estimated to be operational in 2016 The center is expected to draw additional traffic into
Tallahassee for collaboration and development of new innovative energy-efficient technologies
ldquoOur roots in the local economy run deep and we are growingrdquo said Schneider ldquoWe are proud to house
here in Florida the engineering and manufacture of high-efficiency technologies that impact the places we live
and work As the demand for energy continues to grow around the world the production of energy-efficient
technologies creates modern high-tech sustainable jobs that benefit both the national and local economies
Tallahassee is the global design center for magnetic and compressor technologies and our operations here play
a vital role in advancing technologyrdquo
ldquoIt was an honor to recognize Danfoss Turbocor with the Governorrsquos Business Ambassador Award for its
commitment to creating jobs for Florida families and I look forward to their continued successrdquo said Scott
Danfoss Receives Business AmbassadorAward from Florida Gov Rick Scott
MANUFACTURERSBeckett Gas Inc (Cleveland)
acquired Worgas Bruciatori
Srl (Modena Italy) and its
subsidiaries Worgas Burn-
ers Ltd and Worgas Inc
Calmac (Fair Lawn New
Jersey) founder Calvin Mac-
Cracken was posthumously
inducted into the ASHRAE
(Atlanta) Hall of Fame
AO Smith (Ashland City
Tennessee)
regional vicepresident John
Altepeter
announced
his intention to
launch A6 Sales an indepen-
dent manufacturer representa-
tive agency representing the
AO Smith brand in Tennessee
DISTRIBUTORABCO HVACR Supply +
Solutionsrsquo (Long Island City
New York) 35th annual ABCO
Expo will be held March 9
at the Terrace on the Park in
Flushing New York
MANUFACTURERrsquoSREPJacco amp Associates ( Hudson
Ohio) was appointed a rep-
resentative of Suburban
Manufacturing (Dayton
Tennessee)
ORGANIZATIONSThe Air-Conditioning Heat-
ing amp
Refrigera-
tion Insti-
tute (AHRI)
appointed
John Kramerpresident and CEO of Cam-
bridge Engineering (St
Louis) to its board of directors
HVAC Excellence (Washing-
ton) has granted certified
master HVACR educator
(CMHE) status to Douglas
Broughamn of Augusta
Technical College (Thom-
son Georgia)
SOFTWAREBirdDogHR (Des Moines
Iowa) announced its Talent
Management System was
named to the 2016 residen-tial top products list by Con-
structech magazine
FYIHVAC BRIEFS
mdash compiled by Nicole Krawcke
ALTEPETER
KRAMER
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
NEWSLINEArkansas Texas and California
and a salesdistribution office inPanama City Panama
Tacorsquos 96-year history reflects
continual product advancementsin controlling the flow of water inhydronic-based systems As a solu-tions provider Taco has developeda broad portfolio of electroniccontrols valves tanks pumps
heat exchangers high-efficiencyvariable-speed drives electroni-cally commutated motor (ECM)circulators and a wide array ofancillary product and accessories
ldquoThis is a dynamic and excit-ing time for Tacordquo said JohnHazen White Jr owner andchairman for Taco ldquoWe are
taking these actions from a posi-
tion of strength and confidence toensure Tacorsquos continuing successAs we do so we will remain everfaithful and committed to thepeople and the core values thattogether have made Taco a greatcompany As Taco approaches its100th anniversary in business weare no longer an American com-pany based in Rhode Island but aglobal company based in the USrdquo
AHRI NRDCAlign onRefrigerantPhaseout
ARLINGTON Va mdash TheAir-Conditioning Heatingand Refrigeration Institute
(AHRI) and the Natural ResourcesDefense Council (NRDC) issued
a joint letter to the US Environ-mental Protection Agency (EPA) insupport of changing the status ofcertain refrigerants used in liquidchillers under the EPArsquos SignificantNew Alternatives Policy (SNAP)program effective Jan 1 2025The two groups took this actionfollowing lengthy discussions on
the importance of moving beyondhigh-GWP (global warmingpotential) refrigerants used in chill-ers and consideration of factorssuch as the safety of alternativesthe continued improvement ofsystem efficiency reasonable prod-uct development timelines and theavoidance of market migration
The effective date was negotiatedwith those factors in mind
ldquoThis is another example ofindustry and efficiency advocatesworking together toward environ-mental progress while allowingsufficient time and predictability
for manufacturersrdquo said StephenYurek president and CEO AHRI
ldquoWe are grateful to the members ofAHRIrsquos Liquid Chillers ProductSection who worked diligently to
reach this agreementrdquoThe EPA is expected to decide
in the coming months whether ornot to accede to this consensusrecommendation
ACCA Vice ChairTestifies onDOE Standards
ARLINGTON Va mdashACCA vice chair JerryBosworth of Galveston
Texas testified before the HouseCommittee on Science Space andTechnology at a Feb 10 hearing on
federal regulations His testimony
focused on recent US Depart-ment of Energy (DOE) appliancestandards for residential furnacesand boilers central air condition-ers and heat pumps US Envi-ronmental Protection Agency(EPA) rules on refrigerants andthe lack of regard for installation
practices for HVACR equipmentChairman Lamar Smith
R-Texas called the hearing toexamine the issue of ldquomid-nightrdquo regulations that oftenappear during the last fewmonths of a presidentrsquos termIn his statement regarding the pro-
posed 92 percent AFUE furnacestandard Bosworth said ldquoTherulemaking process is broken andneeds changes to ensure that newappliance standards designed
to save energy realize thoseexpected savings without adding
unnecessary burdens to manu-facturers distributors and con-tractors These standards mustalso promote choice amongstconsumers and provide a posi-tive payback on the investmentA standard that would negativelyimpact 31 percent of homeown-ers who purchase a new furnace
should not be proposedrdquoldquoThe aggressive approach in
the last few years to increase theenergy conservation standards forHVACR equipment has impactedmore than just the OEMsrdquo saidPaul Stalknecht president and
CEO ACCA ldquoIt affects smallbusiness contractors and their
customers The proposed 92 per-cent AFUE nationwide standardis a good example By the DOErsquosown accounting nearly one-thirdof homeowners in Southern stateswould never see a positive paybackon the purchase of a new furnacerdquo
Also testifying before thecommittee were Kateri Calla-
han president of the Allianceto Save Energy Karen Kerriganpresident and CEO of the SmallBusiness and Entrepreneur-ship Council and Sam Batkins
director of Regulatory Policy ofAmerican Action Forum
The full recording of the tes-timony is available online at
http1usagov1oMIYqe
John Redner (left) vice president and Bob Abraham (right) presi-
dent and CEO General Filters presented the Soaring Eagle Awardto Mid Atlantic Sales during its annual sales representative meeting at
the AHR Expo in Orlando Tony Blanton (second from left) and Robert
Pelkey (second from right) of Mid Atlantic Sales accepted the award
which is given to the sales team that best meets key business objec-
tives during the previous year
ldquoIt was a tough decision as there were several companies whose
efforts were outstanding in 2015rdquo said Redner ldquoWe truly appreciate
everyonersquos hard workrdquo
The crystal award rotates each year and is therefore accompanied by
a Soaring Eagle plaque that the winning sales representative company
will keep Last yearrsquos winners Halfpenny Sales turned in the crystal
award for this yearrsquos event
General Filters HonorsMid Atlantic Sales Inc
e Product 2 at achrnewscom
e Product 6 at achrnewscom
e Product 5 at achrnewscom
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designed forHVACrefrigeration
Features
bull MEMS sensingbull High Accuracybull Long Lifebull Wide Temp Rangebull Outdoor Usebull Integrated Connector
DunAn Sensing Pressure Transducersare specifically designed for HVACrefrigeration applications where highaccuracy long term reliability long lifeand low cost are needed
LP amp HP Series are for use inmeasuring freon pressure on the lowandor high pressure side of any HVACrefrigeration application
408-613-1015Fax 408-503-6308infodunansensingcom
wwwdunansensingcom
Applications(CommercialResidential)
bull HVACbull Refrigerationbull Heat Pumpsbull Dehumidifiers
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Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
8192019 The NEWS - 07032016
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WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
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FRESH ampCLEAN
FREE Healthy Home Duo
Get yours todayfieldcontrolscomhealthy
Available in
120V and 24V
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The Healthy Home Duo combines a powerful
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
More is better More reliable More efficient More intelligent
More accessible More affordable More competitive More profitable
Itrsquos a big story about an increasingly comprehensive line and
therersquos more to know about it including an even stronger warranty
You asked for a revolution We delivered it Again
Learn more at YORKcomExpandedLX-ACHR
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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Testo Smart ProbesThe Smart World of Testo HVAC Instruments
Connect up to 6 probes wirelessly to the Smart Probes App
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Automatic tests calculations and reports save hoursof work
Share data and reports with photos via text or email
using your smart device
No wires--clean simple accurate testing
wwwtestocomsmartprobes 800-227-0729 infotestocom
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
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httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
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New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
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low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
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NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
1888442TAPE
SMOOTH START
FAST FINISH
CRACK PEEL APPLY
1 2 3
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
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utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
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httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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eProduct 133 at achrnewscom
BUYINGSURPLUS
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PROGRESSIVEcom
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983150 Air- and Water-
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983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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EQUIPMENTFOR RENT
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
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httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
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INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 334CHRNEWSCOM | | MARCH 7 2016 3
THIS WEEK
InsideBUSINESS MANAGEMENT Carefully Correcting
Disobedi ent Techs 1
GUEST COMMENTARYThe CAZ Ra zzmatazz 20
HUDSON INK2016 HVAC Marketing Trends 23
REFRIGERATION ZONETHE PROFESSOR
In Spring Thoughts
Turn to Troubleshooting 25ICE BREAKER
When in Doubt Donrsquot
Just Change I t Out 26
REFRIGERANTS
Surviving Refrigerant
Transitions Part 2 27
DEPARTMENTSAchrnewscom 4
Advertise rs 29
Classifi eds 29
Facts + Figures 22
Guest Column 30
Newsline 5
Opinion 4
Survey 30
Whatrsquos New 8
14
09
01
wwwachrnewscom
25
The Air Conditioning Heating amp Refrigeration NEWS Vol 257 No 10 Serial No 4531 (ISSN Print 0002-2276 and Digita l 2328-1111) ispublished weekly 52 times a year by BNP Media Inc 2401 W Big Beaver Rd Suite 700 Troy MI 48084-3333 Telephone (248) 362-3700Fax (248) 362-0317 Annual rate for subscriptions in the USA $8700 USD Annual rate for subscriptions in Canada $11700 USD (includesGST amp postage) all other countries $16900 (intrsquol mail) payable in US funds Printed in the USA Copyright 2016 by BNP Media All rightsreserved The contents of this publication may not be reproduced in whole or in part without the consent of the publisher The publisher is not
responsible for product claims and representations Periodicals Postage Paid at Troy MI and at additional mailing offices For SINGLE COPYSALES OR BACK ISSUES ONLY contact Ann Kalb at (248) 244-6499 or KalbRbnpmediacom POSTMASTER Send address changes toAIR CONDITI ONING HEATING amp REFRIGERATION NEWS PO Box 15668 North Hollywood CA 91615-9230 Canada Post PublicationsMail Agreement 40612608 GST account 131263923 Send returns Canada) to IMEX Global Solutions PO Box 25542 London ON N6C6B2 Change of address Send old address label along with new address to AIR CONDITIONING HEATING amp REFRIGERATION NEWS POBox 15668 North Hollywood CA 91615-9230 For subscription information or service please contact Customer Service at (800)837-8337
ACCA Convention IssueFOCUS
March 7 2016
ACCA CEO PREDICTS MORERULES REGULATIONS IN 2016Paul Stalknecht CEO and president ACCAsaid the association is expecting regulatory rulesfrom multiple government agencies in 2016
NEW ACCA CHAIRMAN READY TOFACE INDUSTRY CHALLENGESSteve Lauten president and CEO of Total Airand Heat Co in Plano Texas will assume therole of ACCA chairman at ACCA 2016
LEARNING LABS A HIGHLIGHTOF ACCA 2016 CONVENTIONACCA 2016 will feature 35 Learning Lab coursesacross seven different tracks focusing on buildingperformance business operations and more
01
0914
ADVISORY BOARD
Paul Ainsworth ML Building Technologies
Brian Baker Custom Vac Limited
Matt Bergstrom Thornton amp GroomsHank Bloom Env Conditioning Systems
Greg Crumpton AirTight
Dave Dombrowski ARSRescue Rooter
Russ Donnici Mechanical Air Services
Roger Grochmal AtlasCare
Ann Kahn Kahn Mechanical
Bob Keingstein Boss Facility Service
Dave Kyle Trademasters Service Corp
Brian Leech Service Legends
Phil London Thermal Concepts Inc
Scott Merritt Fire amp Ice
Rob Minnick Minnickrsquos Inc
Ken Misiewicz Pleune Service
Steve Moon Moon Air Inc
Rich Morgan MagicTouch Mechani cal
Tim Paetz Bud Anderson Heating and Cooling
Bobby Ring Meyer amp Depew CoTravis Smith Sky Heating amp AC
Rick Tullis Capstone Mechanical
Butch Welsch Welsch Heating and Cooling
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
OPINION KYLE GARGAROEditor-in-Chief of The NEWS
Contact him at 248-244-1720 orkylegargaroachrnewscom
idential PAC Gary Busey forpresident anyone It might bethat kind of year
And while I donrsquot have onesilver bullet to solve the workforceproblem I did run into someone ata recent industry event in Atlantawho might have a small piece of
the solution George Nicholson is
the cofounder of Vet2Tech As thename might imply the organiza-tionrsquos sole purpose is to connectUS military veterans with jobsin the HVACR commercial foodequipment and residential appli-ance repair industries
The good news is the organi-
zation is quickly gaining momen-tum Last year it connected 400veterans to jobs In 2016 thatnumber reached 117 in Januaryand exceeded 200 in February Itrsquosonly March and the organizationis approaching last yearrsquos totals
And there is even better newsmdash I will give you a moment to getover the surprise as usually myeditorials focus on the negative
The best news was what Nichol-son said when the discussion wewere having turned to the topicof HVACR
ldquoWe are light on HVACR Wewould like to have more H VACRcompanies in our databaserdquoNicholson said ldquoThe vast major-ity of reacutesumeacutes end up going out
to commercial food equipmentand residential appliance com-panies Many candidates haveHVAC certificates and want towork in the HVAC spacerdquo
That has to be music to thisindustryrsquos ears Nicholson comesfrom the commercial food equip-ment industry so that part of theequation has been flourishing
ldquoIn the commercial food equip-ment industry a lot of repaircompanies need HVAC andrefrigeration technicians becauseof the ventilation and refrig-
eration systems in restaurantsThey were all interested in hiringHVAC technicians We startedgetting a lot of HVAC guyscoming in and saying they wantto connectrdquo Nicholson said
Currently Vet2Tech hasapproximately 1500 companiesfrom across the US signed up forthe program Every vet who takespart in the program has his or herresume sent to 25-30 employersIt is a pretty powerful program
Like anything in life there isno such thing as a free lunch This
is a fee-based placement programThough as a business there isno charge to sign up and receiveresumes However if a contractorhires a candidate the company islevied a $1000 placement fee
What many contractors mightnot know is there are tax cred-its available for hiring veter-ans Nicholson estimated the
tax credit varies from $2400to $9600 on the national leveldepending on the candidate
There are also state tax creditsthat average about $5000
ldquoThis is a great way to offset thecost of trainingrdquo Nicholson said
Nicholson started this pro-gram after he saw a stat in 2012that had the unemployment ratefor veterans under the age of 24 at
30 percent The HVAC industryis looking for disciplined youngpeople who have a core set ofmechanical skills that compa-nies can build on These types of
folks are coming right out of themilitary Perhaps they were onceaircraft crew chiefs or performedrepairs on utility equipment
These individuals are ready totransition out of the military life-style and donrsquot have a real goodidea of what they want to do
The HVAC industry is ripe toprovide them a career This willnot be a program that fills out yourentire roster but it can be a toolthat helps you fill out your team
For more information visit
wwwvet2techorg
Mike Murphy Publisher440-552-2607 | mikemurphyachrnewscom
BNP Media Helps People Succeed
in Business with Superior Information
CORPORATEDIRECTORS
NEWS subscription information or service pleasentact customer service at 800-837-8337 818-487-50 (fax) or email thenewsespcompcombscribers If the Post Office alerts us that your printgazine is undeliverable or if your digital edition isdeliverable we have no further obligation unless weeive a corrected address within one year
If I had a nickel for everytime a contractor lamentedfinding good employees I
could probably fund a pres-
John R Schrei Publishing
Rita M Foumia Corporate Strategy
Michael T Powell Creative
Scott Wolters Events
Lisa L Paulus Finance
Scott Krywko Information TechnologyMarlene J Witthoft Human Resources
Vincent M Miconi Production
Beth A Surowiec Clear Seas Research
DITORIAL STAFFle Gargaro Editor-in-Chief8-244-1720 | kylegargaroachrnewscom
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anna R Turpin Contributing Editor0-726-7121 | joannaturpinachrnewscom
mberly Schwartz | Contributing Editor8-703-3278 | kimberlyschwartzachrnewsc om
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ck Kostora Products and Education Editor8-244-6496 | nickkostoraachrnewscom
cole Krawcke Business Management Editor8-244-6475 | nicolekrawckeachrnewscom
n Rajecki Refrigeration Editor8-786-1707 | ronrajeckiachrnewscom
ndsey Lawson Art Directorwsonlbnpmediacom
chael Traver Graphic Designervermbnpmediacom
DVERTISING STAFF
chael OrsquoCallaghanuthwestWestern Advertising Manager0-967-9413 | michaelocallaghanachrnewscom
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thy Janes Central Region Advertising Manager8-244-6457 | kathyjanesachrnewscom
rrie Cypert Business Development Manager8-244-1278 | cypertcbnpmediacom
ke OrsquoConnor Classified Advertising Manager0-354-9552 | oconnormbnpmediacom
DVERTISING PRODUCTIONu Ann Morton Adv Production Manager8-853-5571 | mortonlbnpmediacom
ary E WrayACR Production Director Directory Publisher8-244-6488 | wraymbnpmediacom
thleen Peacock Production Services
ARKETING STAFFtra S Cadyrketing Communications Manager
8-244-6449 | cadypbnpmediacomeve Wassel Trade Show Coordinator8-786-1210 | wasselsbnpmediacom
L Devries Corporate Reprint Manager8-244-1726 | devriesjbnpmediacom
vin Collopy List Rental Sr Account Manager2-836-6265 | Toll Free 800-223-2194 ext 684vincollopyinfogroupcom
chael Costantino Senior Account Manager2-836-6266 | michaelcostantinoinfogroupcom
drea Littles Market Research8-786-1670 | littlesabnpmediacom
EVELOPMENTkki Smith Online Development Director3-248-0395 | smithnbnpmediacom
n Mygal Directories Development Manager
8-786-1684 | mygalebnpmediacom
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UDIENCE DEVELOPMENTn Kalb Single Copy Sales8-244-6499 | kalbrbnpmediacom
thleen Koval Audience Development Manager
ristina Roth Audience Marketing Sr Specialist
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therine M Ronan Corp Audience Audit Mgr
NP CUSTOM MEDIA GROUPelanie Kuchma Publishing Manager0-383-7970 | kuchmambnpmediacom
Contractors Should Look
Toward the Armed Forces
NEWS amp FEATURES FROM OUR WEBSITE
FEATURED PRODUCTSWEP North America Incrsquos B35TDW is a double-
wall brazed-plate heat exchanger (BPHE) It offers
higher capacities (up
to 58 cubic meters per
hour) by combining
the brazed-plate
heat exchanger with
double-wall technology
SWEP reps saidBPHEs already have
the advantages of compactness and modularity
plus high thermal performance and safety
Double-wall technology further enhances safety
by ensuring that liquids in the BPHE cannot mix
and any internal leaks are easily detectable In
addition the B35TDW offers these features in a
higher capacity range Learn more about this heat
exchanger and many more featured products at
httpbitlyFeaturedHVACProduct
EXTRA EDITIONldquoThe reason windows sweat is because the
temperature of the window surface on the
inside is below the dew point temperature of
the air inside the houserdquo Bob said ldquoIt is verycold outside so the dew point of the window
surface would be rather cold today Most people
now have storm windows which is another set
of windows between
the outside air and the
inside air This is usually
enough to prevent
window sweating
However the home
could be generating
more moisture inside than normal for some
reasonrdquo Interested in learning more about how
BTU Buddy diagnosed these sweating windowsVisit httpbitlyExtraEdition
ACHR NEWS APPWant quick easy-to-read
HVACR news updates
on your smartphone or
mobile device Download
the latest version of
The NEWSrsquo mobile app
for free on iTunes or on
Google Play For more information
visit wwwachrnewscomnewapp
BREAKING NEWSTechnaviorsquos latest repor t on the global Internet
of Things (IoT) devices market predicts growthfrom $7 billion in 2014 to $45 billion by 2019
increasing at a compound annual growth rate
(CAGR) of almost 44 percent The market
is calculated
on the basis of
six products
smart ac smart
refrigerators
smart thermostats
smart watches smart glasses and smart
lighting To read more about IoT trends vis it
httpbitlyHVACBreakingNews
VIDEO2016 AHR Expo Recap
Nearly 61000
attendees visited
Orlando Florida for
the 2016 AHR Expo
Herersquos a quick look at
some of the sights from
the show floor httpbitlyAchrnewsVideos
PODCASTNeal Walsh senior vice
president of Aeroseal
Strategy and Commercial
Applications discusses
Aerosealrsquos 2016 AHR ExpoProduct of the Year Award
ventilation trends and more
httpbitlyNEWSMakersPodcast
Achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 534CHRNEWSCOM | | MARCH 7 2016 5
NEWSLINEACCA HonorsTop Contractors
A
RLINGTON Va mdash
ACCA recently recognizedMSI Mechanical Systems
Inc of Salem New Hampshireand Welsch Heating amp CoolingCo of St Louis as its 2016 Com-mercial and Residential Contrac-
tors of the Year respectfullyBoth contractors will for-
mally receive the awards March12 at the morning MainStageevent of ACCA 2016 in Char-lotte North Carolina
ldquoWe had more innovative com-mercial contractors apply for thisaward this year than ever beforerdquo
said Paul Stalknecht president and
CEO ACCA ldquoOur judges alwayshave an extremely tough decisionto make when they pick the recipi-ent This yearrsquos commercial winnerMSI Mechanical illustrates thecharacteristics that all the bestcommercial contractors in thecountry have in commonrdquo
MSI Mechanicalrsquos dedicationto recruiting and growing a newgeneration of quality employeesthrough a co-op program withlocal high schools made thecompany stand out to the judgesWith the demand for qualifiedemployees throughout the coun-try this unique program which
the company developed morethan a decade ago serves as agreat example for other contrac-tors to grow the workforce
ldquoOn behalf of the entire MSIMechanical team and especiallyto my father along with my wifeand family itrsquos with great honorI accept this prestigious award
from ACCArdquo said Brian Hoopervice president of operations MSI
ldquoNot one single person has madethis company what it is today itrsquosbeen a joint effort from a numberof dedicated and hardworkingindividuals Together our team
strives to be the best we can beIt is especially rewarding to be
recognized for our efforts by ourindustry peersrdquo
Welsch Heating amp Coolingwas the standout residential can-didate in 2016 due to the compa-nyrsquos dedication to the industry formore than 120 years Welschrsquos hasworked hard to create a culture ofservice that starts with its employ-ees being seen as a family and
empowering them to do the rightthing for the customer every time
ldquoWelsch Heating amp Cooling isan extremely deserving company
that truly exemplifies the qualitiesall of the best companies in theindustry sharerdquo Stalknecht said
ldquoWe at Welsch Heating andCooling Co are extremely pleased
to be honored as the ACCAResidential Contractor of theYearrdquo said owner Butch WelschldquoOur family of employees works
extremely hard to do the very bestfor every one of our customers andthis award goes to our employeesfor all of their hard workrdquo
Taco AnnouncesReorganization
CRANSTON RI mdash Inorder to diversify andfacilitate entry into new
industries and market channelsTacoreg Inc announced it hascompleted a major structuralreorganization that starts with
a change of name Taco Inc isnow Taco Comfort Solutionstradea Taco Group Company
The new name reflects Tacorsquoslong experience and commit-
ment to providing optimalindoor comfort while pursuingthe highly efficient products thatsave energy and resources
Under the privately-held com-panyrsquos new organizational struc-ture Taco Comfort Solutions isa part of the Taco Group Otherworldwide elements of the TacoGroup include Hydroflo Pumps Fluid Solutionstrade of Fairview Ten-
nessee AskollTaco Flow Solu-tionstrade of Sandrigo Italy and TacoTradingSupply Chain SolutionsLtdtrade of Kowloon Hong Kong
The Taco Group includesoperations and sales offices inthe US Canada Panama ItalyDubai South Korea China andVietnam making Taco a truly
global brandIn addition to expanding its
core business in heating andcooling through its acquisi-tion of Askollrsquos indoor heating
business and its entry into theEuropean HVAC market TacoComfort Solutions intends topursue growth and diversification
through additional partnershipsand acquisitions and to diversifyby branching out into verticalHVAC and non-HVAC marketsand channels
One such non-HVAC yetclosely related market is plumb-ing Taco has developed smartplumbing products that conserve
water and provide instant hotwater Drought in the WesternUS has opened up new marketsfor these products based on thepressing need to save water
Totally separate from HVACand plumbing Tacorsquos Hydroflo
PumpsFluid Solutions com-pany manufactures pumps used
in the irrigation and agricul-ture industries Hydroflo hasassembly operations in Indiana
SEND NEWS RELEASES TO NICOLEKRAWCKEACHRNEWSCOM
Danfoss recently received the Business Ambassador Award from Florida Gov Rick Scott (right) Ricardo
Schneider (second from right) president Danfoss Turbocor Compressors accepted the award during a
board of directors meeting of Enterprise Florida Inc a public-private partnership between Floridarsquos business
and government leaders and the principal economic development organization for the state
The Governorrsquos Business Ambassador Award is presented to individuals and businesses in recognition of
their efforts to create jobs and opportunities for Florida families Danfoss Turbocor Compressors based in Talla-
hassee Florida has been investing in the local economy since its manufacturing facilit y was built in 2011 Today
it employs nearly 200 people and designs and manufactures approximately 10000 award-winning efficient
compressors for air conditioning chillers annually
In December Danfoss announced further investment in the region and broke ground on its new Engineering
Tomorrow Application Development Center mdash a 22000-square-foot state-of-the-art laboratory for the testing of
HVACR equipment and research and development center which will expand the existing manufacturing facility
in Tallahassee and is estimated to be operational in 2016 The center is expected to draw additional traffic into
Tallahassee for collaboration and development of new innovative energy-efficient technologies
ldquoOur roots in the local economy run deep and we are growingrdquo said Schneider ldquoWe are proud to house
here in Florida the engineering and manufacture of high-efficiency technologies that impact the places we live
and work As the demand for energy continues to grow around the world the production of energy-efficient
technologies creates modern high-tech sustainable jobs that benefit both the national and local economies
Tallahassee is the global design center for magnetic and compressor technologies and our operations here play
a vital role in advancing technologyrdquo
ldquoIt was an honor to recognize Danfoss Turbocor with the Governorrsquos Business Ambassador Award for its
commitment to creating jobs for Florida families and I look forward to their continued successrdquo said Scott
Danfoss Receives Business AmbassadorAward from Florida Gov Rick Scott
MANUFACTURERSBeckett Gas Inc (Cleveland)
acquired Worgas Bruciatori
Srl (Modena Italy) and its
subsidiaries Worgas Burn-
ers Ltd and Worgas Inc
Calmac (Fair Lawn New
Jersey) founder Calvin Mac-
Cracken was posthumously
inducted into the ASHRAE
(Atlanta) Hall of Fame
AO Smith (Ashland City
Tennessee)
regional vicepresident John
Altepeter
announced
his intention to
launch A6 Sales an indepen-
dent manufacturer representa-
tive agency representing the
AO Smith brand in Tennessee
DISTRIBUTORABCO HVACR Supply +
Solutionsrsquo (Long Island City
New York) 35th annual ABCO
Expo will be held March 9
at the Terrace on the Park in
Flushing New York
MANUFACTURERrsquoSREPJacco amp Associates ( Hudson
Ohio) was appointed a rep-
resentative of Suburban
Manufacturing (Dayton
Tennessee)
ORGANIZATIONSThe Air-Conditioning Heat-
ing amp
Refrigera-
tion Insti-
tute (AHRI)
appointed
John Kramerpresident and CEO of Cam-
bridge Engineering (St
Louis) to its board of directors
HVAC Excellence (Washing-
ton) has granted certified
master HVACR educator
(CMHE) status to Douglas
Broughamn of Augusta
Technical College (Thom-
son Georgia)
SOFTWAREBirdDogHR (Des Moines
Iowa) announced its Talent
Management System was
named to the 2016 residen-tial top products list by Con-
structech magazine
FYIHVAC BRIEFS
mdash compiled by Nicole Krawcke
ALTEPETER
KRAMER
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
NEWSLINEArkansas Texas and California
and a salesdistribution office inPanama City Panama
Tacorsquos 96-year history reflects
continual product advancementsin controlling the flow of water inhydronic-based systems As a solu-tions provider Taco has developeda broad portfolio of electroniccontrols valves tanks pumps
heat exchangers high-efficiencyvariable-speed drives electroni-cally commutated motor (ECM)circulators and a wide array ofancillary product and accessories
ldquoThis is a dynamic and excit-ing time for Tacordquo said JohnHazen White Jr owner andchairman for Taco ldquoWe are
taking these actions from a posi-
tion of strength and confidence toensure Tacorsquos continuing successAs we do so we will remain everfaithful and committed to thepeople and the core values thattogether have made Taco a greatcompany As Taco approaches its100th anniversary in business weare no longer an American com-pany based in Rhode Island but aglobal company based in the USrdquo
AHRI NRDCAlign onRefrigerantPhaseout
ARLINGTON Va mdash TheAir-Conditioning Heatingand Refrigeration Institute
(AHRI) and the Natural ResourcesDefense Council (NRDC) issued
a joint letter to the US Environ-mental Protection Agency (EPA) insupport of changing the status ofcertain refrigerants used in liquidchillers under the EPArsquos SignificantNew Alternatives Policy (SNAP)program effective Jan 1 2025The two groups took this actionfollowing lengthy discussions on
the importance of moving beyondhigh-GWP (global warmingpotential) refrigerants used in chill-ers and consideration of factorssuch as the safety of alternativesthe continued improvement ofsystem efficiency reasonable prod-uct development timelines and theavoidance of market migration
The effective date was negotiatedwith those factors in mind
ldquoThis is another example ofindustry and efficiency advocatesworking together toward environ-mental progress while allowingsufficient time and predictability
for manufacturersrdquo said StephenYurek president and CEO AHRI
ldquoWe are grateful to the members ofAHRIrsquos Liquid Chillers ProductSection who worked diligently to
reach this agreementrdquoThe EPA is expected to decide
in the coming months whether ornot to accede to this consensusrecommendation
ACCA Vice ChairTestifies onDOE Standards
ARLINGTON Va mdashACCA vice chair JerryBosworth of Galveston
Texas testified before the HouseCommittee on Science Space andTechnology at a Feb 10 hearing on
federal regulations His testimony
focused on recent US Depart-ment of Energy (DOE) appliancestandards for residential furnacesand boilers central air condition-ers and heat pumps US Envi-ronmental Protection Agency(EPA) rules on refrigerants andthe lack of regard for installation
practices for HVACR equipmentChairman Lamar Smith
R-Texas called the hearing toexamine the issue of ldquomid-nightrdquo regulations that oftenappear during the last fewmonths of a presidentrsquos termIn his statement regarding the pro-
posed 92 percent AFUE furnacestandard Bosworth said ldquoTherulemaking process is broken andneeds changes to ensure that newappliance standards designed
to save energy realize thoseexpected savings without adding
unnecessary burdens to manu-facturers distributors and con-tractors These standards mustalso promote choice amongstconsumers and provide a posi-tive payback on the investmentA standard that would negativelyimpact 31 percent of homeown-ers who purchase a new furnace
should not be proposedrdquoldquoThe aggressive approach in
the last few years to increase theenergy conservation standards forHVACR equipment has impactedmore than just the OEMsrdquo saidPaul Stalknecht president and
CEO ACCA ldquoIt affects smallbusiness contractors and their
customers The proposed 92 per-cent AFUE nationwide standardis a good example By the DOErsquosown accounting nearly one-thirdof homeowners in Southern stateswould never see a positive paybackon the purchase of a new furnacerdquo
Also testifying before thecommittee were Kateri Calla-
han president of the Allianceto Save Energy Karen Kerriganpresident and CEO of the SmallBusiness and Entrepreneur-ship Council and Sam Batkins
director of Regulatory Policy ofAmerican Action Forum
The full recording of the tes-timony is available online at
http1usagov1oMIYqe
John Redner (left) vice president and Bob Abraham (right) presi-
dent and CEO General Filters presented the Soaring Eagle Awardto Mid Atlantic Sales during its annual sales representative meeting at
the AHR Expo in Orlando Tony Blanton (second from left) and Robert
Pelkey (second from right) of Mid Atlantic Sales accepted the award
which is given to the sales team that best meets key business objec-
tives during the previous year
ldquoIt was a tough decision as there were several companies whose
efforts were outstanding in 2015rdquo said Redner ldquoWe truly appreciate
everyonersquos hard workrdquo
The crystal award rotates each year and is therefore accompanied by
a Soaring Eagle plaque that the winning sales representative company
will keep Last yearrsquos winners Halfpenny Sales turned in the crystal
award for this yearrsquos event
General Filters HonorsMid Atlantic Sales Inc
e Product 2 at achrnewscom
e Product 6 at achrnewscom
e Product 5 at achrnewscom
Specifically
designed forHVACrefrigeration
Features
bull MEMS sensingbull High Accuracybull Long Lifebull Wide Temp Rangebull Outdoor Usebull Integrated Connector
DunAn Sensing Pressure Transducersare specifically designed for HVACrefrigeration applications where highaccuracy long term reliability long lifeand low cost are needed
LP amp HP Series are for use inmeasuring freon pressure on the lowandor high pressure side of any HVACrefrigeration application
408-613-1015Fax 408-503-6308infodunansensingcom
wwwdunansensingcom
Applications(CommercialResidential)
bull HVACbull Refrigerationbull Heat Pumpsbull Dehumidifiers
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 734
THIS IS INCREASINGPRODUCTIVITY
Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
eProduct 184e Product 8 at achrnewscom
e Product 7 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 934
e Product 101 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1034
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
e Product 49 at achrnewscom
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
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G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
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calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
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have a full system analysis tool with data logging and improved connectivity In other
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STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
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httpslidepdfcomreaderfullthe-news-07032016 2134
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For all your cooling and heating needs visit carriercomhomecomfort
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on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
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digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
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TechnologyUS Patent No 9043161
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Record retrieve and archivedata
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STAY ORGANIZED
Keep job client and equipmentinformation in one place
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SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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business MOVING FORWARD
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Business MOVING FORWARD
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Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 334CHRNEWSCOM | | MARCH 7 2016 3
THIS WEEK
InsideBUSINESS MANAGEMENT Carefully Correcting
Disobedi ent Techs 1
GUEST COMMENTARYThe CAZ Ra zzmatazz 20
HUDSON INK2016 HVAC Marketing Trends 23
REFRIGERATION ZONETHE PROFESSOR
In Spring Thoughts
Turn to Troubleshooting 25ICE BREAKER
When in Doubt Donrsquot
Just Change I t Out 26
REFRIGERANTS
Surviving Refrigerant
Transitions Part 2 27
DEPARTMENTSAchrnewscom 4
Advertise rs 29
Classifi eds 29
Facts + Figures 22
Guest Column 30
Newsline 5
Opinion 4
Survey 30
Whatrsquos New 8
14
09
01
wwwachrnewscom
25
The Air Conditioning Heating amp Refrigeration NEWS Vol 257 No 10 Serial No 4531 (ISSN Print 0002-2276 and Digita l 2328-1111) ispublished weekly 52 times a year by BNP Media Inc 2401 W Big Beaver Rd Suite 700 Troy MI 48084-3333 Telephone (248) 362-3700Fax (248) 362-0317 Annual rate for subscriptions in the USA $8700 USD Annual rate for subscriptions in Canada $11700 USD (includesGST amp postage) all other countries $16900 (intrsquol mail) payable in US funds Printed in the USA Copyright 2016 by BNP Media All rightsreserved The contents of this publication may not be reproduced in whole or in part without the consent of the publisher The publisher is not
responsible for product claims and representations Periodicals Postage Paid at Troy MI and at additional mailing offices For SINGLE COPYSALES OR BACK ISSUES ONLY contact Ann Kalb at (248) 244-6499 or KalbRbnpmediacom POSTMASTER Send address changes toAIR CONDITI ONING HEATING amp REFRIGERATION NEWS PO Box 15668 North Hollywood CA 91615-9230 Canada Post PublicationsMail Agreement 40612608 GST account 131263923 Send returns Canada) to IMEX Global Solutions PO Box 25542 London ON N6C6B2 Change of address Send old address label along with new address to AIR CONDITIONING HEATING amp REFRIGERATION NEWS POBox 15668 North Hollywood CA 91615-9230 For subscription information or service please contact Customer Service at (800)837-8337
ACCA Convention IssueFOCUS
March 7 2016
ACCA CEO PREDICTS MORERULES REGULATIONS IN 2016Paul Stalknecht CEO and president ACCAsaid the association is expecting regulatory rulesfrom multiple government agencies in 2016
NEW ACCA CHAIRMAN READY TOFACE INDUSTRY CHALLENGESSteve Lauten president and CEO of Total Airand Heat Co in Plano Texas will assume therole of ACCA chairman at ACCA 2016
LEARNING LABS A HIGHLIGHTOF ACCA 2016 CONVENTIONACCA 2016 will feature 35 Learning Lab coursesacross seven different tracks focusing on buildingperformance business operations and more
01
0914
ADVISORY BOARD
Paul Ainsworth ML Building Technologies
Brian Baker Custom Vac Limited
Matt Bergstrom Thornton amp GroomsHank Bloom Env Conditioning Systems
Greg Crumpton AirTight
Dave Dombrowski ARSRescue Rooter
Russ Donnici Mechanical Air Services
Roger Grochmal AtlasCare
Ann Kahn Kahn Mechanical
Bob Keingstein Boss Facility Service
Dave Kyle Trademasters Service Corp
Brian Leech Service Legends
Phil London Thermal Concepts Inc
Scott Merritt Fire amp Ice
Rob Minnick Minnickrsquos Inc
Ken Misiewicz Pleune Service
Steve Moon Moon Air Inc
Rich Morgan MagicTouch Mechani cal
Tim Paetz Bud Anderson Heating and Cooling
Bobby Ring Meyer amp Depew CoTravis Smith Sky Heating amp AC
Rick Tullis Capstone Mechanical
Butch Welsch Welsch Heating and Cooling
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
OPINION KYLE GARGAROEditor-in-Chief of The NEWS
Contact him at 248-244-1720 orkylegargaroachrnewscom
idential PAC Gary Busey forpresident anyone It might bethat kind of year
And while I donrsquot have onesilver bullet to solve the workforceproblem I did run into someone ata recent industry event in Atlantawho might have a small piece of
the solution George Nicholson is
the cofounder of Vet2Tech As thename might imply the organiza-tionrsquos sole purpose is to connectUS military veterans with jobsin the HVACR commercial foodequipment and residential appli-ance repair industries
The good news is the organi-
zation is quickly gaining momen-tum Last year it connected 400veterans to jobs In 2016 thatnumber reached 117 in Januaryand exceeded 200 in February Itrsquosonly March and the organizationis approaching last yearrsquos totals
And there is even better newsmdash I will give you a moment to getover the surprise as usually myeditorials focus on the negative
The best news was what Nichol-son said when the discussion wewere having turned to the topicof HVACR
ldquoWe are light on HVACR Wewould like to have more H VACRcompanies in our databaserdquoNicholson said ldquoThe vast major-ity of reacutesumeacutes end up going out
to commercial food equipmentand residential appliance com-panies Many candidates haveHVAC certificates and want towork in the HVAC spacerdquo
That has to be music to thisindustryrsquos ears Nicholson comesfrom the commercial food equip-ment industry so that part of theequation has been flourishing
ldquoIn the commercial food equip-ment industry a lot of repaircompanies need HVAC andrefrigeration technicians becauseof the ventilation and refrig-
eration systems in restaurantsThey were all interested in hiringHVAC technicians We startedgetting a lot of HVAC guyscoming in and saying they wantto connectrdquo Nicholson said
Currently Vet2Tech hasapproximately 1500 companiesfrom across the US signed up forthe program Every vet who takespart in the program has his or herresume sent to 25-30 employersIt is a pretty powerful program
Like anything in life there isno such thing as a free lunch This
is a fee-based placement programThough as a business there isno charge to sign up and receiveresumes However if a contractorhires a candidate the company islevied a $1000 placement fee
What many contractors mightnot know is there are tax cred-its available for hiring veter-ans Nicholson estimated the
tax credit varies from $2400to $9600 on the national leveldepending on the candidate
There are also state tax creditsthat average about $5000
ldquoThis is a great way to offset thecost of trainingrdquo Nicholson said
Nicholson started this pro-gram after he saw a stat in 2012that had the unemployment ratefor veterans under the age of 24 at
30 percent The HVAC industryis looking for disciplined youngpeople who have a core set ofmechanical skills that compa-nies can build on These types of
folks are coming right out of themilitary Perhaps they were onceaircraft crew chiefs or performedrepairs on utility equipment
These individuals are ready totransition out of the military life-style and donrsquot have a real goodidea of what they want to do
The HVAC industry is ripe toprovide them a career This willnot be a program that fills out yourentire roster but it can be a toolthat helps you fill out your team
For more information visit
wwwvet2techorg
Mike Murphy Publisher440-552-2607 | mikemurphyachrnewscom
BNP Media Helps People Succeed
in Business with Superior Information
CORPORATEDIRECTORS
NEWS subscription information or service pleasentact customer service at 800-837-8337 818-487-50 (fax) or email thenewsespcompcombscribers If the Post Office alerts us that your printgazine is undeliverable or if your digital edition isdeliverable we have no further obligation unless weeive a corrected address within one year
If I had a nickel for everytime a contractor lamentedfinding good employees I
could probably fund a pres-
John R Schrei Publishing
Rita M Foumia Corporate Strategy
Michael T Powell Creative
Scott Wolters Events
Lisa L Paulus Finance
Scott Krywko Information TechnologyMarlene J Witthoft Human Resources
Vincent M Miconi Production
Beth A Surowiec Clear Seas Research
DITORIAL STAFFle Gargaro Editor-in-Chief8-244-1720 | kylegargaroachrnewscom
rb Woerpel Managin g Editor8-786-1583 | herbwoerpelachrnewscom
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anna R Turpin Contributing Editor0-726-7121 | joannaturpinachrnewscom
mberly Schwartz | Contributing Editor8-703-3278 | kimberlyschwartzachrnewsc om
n Roby Legislation Editor8-244-6495 | jenrobyachrnewscom
ck Kostora Products and Education Editor8-244-6496 | nickkostoraachrnewscom
cole Krawcke Business Management Editor8-244-6475 | nicolekrawckeachrnewscom
n Rajecki Refrigeration Editor8-786-1707 | ronrajeckiachrnewscom
ndsey Lawson Art Directorwsonlbnpmediacom
chael Traver Graphic Designervermbnpmediacom
DVERTISING STAFF
chael OrsquoCallaghanuthwestWestern Advertising Manager0-967-9413 | michaelocallaghanachrnewscom
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ke OrsquoConnor Classified Advertising Manager0-354-9552 | oconnormbnpmediacom
DVERTISING PRODUCTIONu Ann Morton Adv Production Manager8-853-5571 | mortonlbnpmediacom
ary E WrayACR Production Director Directory Publisher8-244-6488 | wraymbnpmediacom
thleen Peacock Production Services
ARKETING STAFFtra S Cadyrketing Communications Manager
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UDIENCE DEVELOPMENTn Kalb Single Copy Sales8-244-6499 | kalbrbnpmediacom
thleen Koval Audience Development Manager
ristina Roth Audience Marketing Sr Specialist
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therine M Ronan Corp Audience Audit Mgr
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Contractors Should Look
Toward the Armed Forces
NEWS amp FEATURES FROM OUR WEBSITE
FEATURED PRODUCTSWEP North America Incrsquos B35TDW is a double-
wall brazed-plate heat exchanger (BPHE) It offers
higher capacities (up
to 58 cubic meters per
hour) by combining
the brazed-plate
heat exchanger with
double-wall technology
SWEP reps saidBPHEs already have
the advantages of compactness and modularity
plus high thermal performance and safety
Double-wall technology further enhances safety
by ensuring that liquids in the BPHE cannot mix
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exchanger and many more featured products at
httpbitlyFeaturedHVACProduct
EXTRA EDITIONldquoThe reason windows sweat is because the
temperature of the window surface on the
inside is below the dew point temperature of
the air inside the houserdquo Bob said ldquoIt is verycold outside so the dew point of the window
surface would be rather cold today Most people
now have storm windows which is another set
of windows between
the outside air and the
inside air This is usually
enough to prevent
window sweating
However the home
could be generating
more moisture inside than normal for some
reasonrdquo Interested in learning more about how
BTU Buddy diagnosed these sweating windowsVisit httpbitlyExtraEdition
ACHR NEWS APPWant quick easy-to-read
HVACR news updates
on your smartphone or
mobile device Download
the latest version of
The NEWSrsquo mobile app
for free on iTunes or on
Google Play For more information
visit wwwachrnewscomnewapp
BREAKING NEWSTechnaviorsquos latest repor t on the global Internet
of Things (IoT) devices market predicts growthfrom $7 billion in 2014 to $45 billion by 2019
increasing at a compound annual growth rate
(CAGR) of almost 44 percent The market
is calculated
on the basis of
six products
smart ac smart
refrigerators
smart thermostats
smart watches smart glasses and smart
lighting To read more about IoT trends vis it
httpbitlyHVACBreakingNews
VIDEO2016 AHR Expo Recap
Nearly 61000
attendees visited
Orlando Florida for
the 2016 AHR Expo
Herersquos a quick look at
some of the sights from
the show floor httpbitlyAchrnewsVideos
PODCASTNeal Walsh senior vice
president of Aeroseal
Strategy and Commercial
Applications discusses
Aerosealrsquos 2016 AHR ExpoProduct of the Year Award
ventilation trends and more
httpbitlyNEWSMakersPodcast
Achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 534CHRNEWSCOM | | MARCH 7 2016 5
NEWSLINEACCA HonorsTop Contractors
A
RLINGTON Va mdash
ACCA recently recognizedMSI Mechanical Systems
Inc of Salem New Hampshireand Welsch Heating amp CoolingCo of St Louis as its 2016 Com-mercial and Residential Contrac-
tors of the Year respectfullyBoth contractors will for-
mally receive the awards March12 at the morning MainStageevent of ACCA 2016 in Char-lotte North Carolina
ldquoWe had more innovative com-mercial contractors apply for thisaward this year than ever beforerdquo
said Paul Stalknecht president and
CEO ACCA ldquoOur judges alwayshave an extremely tough decisionto make when they pick the recipi-ent This yearrsquos commercial winnerMSI Mechanical illustrates thecharacteristics that all the bestcommercial contractors in thecountry have in commonrdquo
MSI Mechanicalrsquos dedicationto recruiting and growing a newgeneration of quality employeesthrough a co-op program withlocal high schools made thecompany stand out to the judgesWith the demand for qualifiedemployees throughout the coun-try this unique program which
the company developed morethan a decade ago serves as agreat example for other contrac-tors to grow the workforce
ldquoOn behalf of the entire MSIMechanical team and especiallyto my father along with my wifeand family itrsquos with great honorI accept this prestigious award
from ACCArdquo said Brian Hoopervice president of operations MSI
ldquoNot one single person has madethis company what it is today itrsquosbeen a joint effort from a numberof dedicated and hardworkingindividuals Together our team
strives to be the best we can beIt is especially rewarding to be
recognized for our efforts by ourindustry peersrdquo
Welsch Heating amp Coolingwas the standout residential can-didate in 2016 due to the compa-nyrsquos dedication to the industry formore than 120 years Welschrsquos hasworked hard to create a culture ofservice that starts with its employ-ees being seen as a family and
empowering them to do the rightthing for the customer every time
ldquoWelsch Heating amp Cooling isan extremely deserving company
that truly exemplifies the qualitiesall of the best companies in theindustry sharerdquo Stalknecht said
ldquoWe at Welsch Heating andCooling Co are extremely pleased
to be honored as the ACCAResidential Contractor of theYearrdquo said owner Butch WelschldquoOur family of employees works
extremely hard to do the very bestfor every one of our customers andthis award goes to our employeesfor all of their hard workrdquo
Taco AnnouncesReorganization
CRANSTON RI mdash Inorder to diversify andfacilitate entry into new
industries and market channelsTacoreg Inc announced it hascompleted a major structuralreorganization that starts with
a change of name Taco Inc isnow Taco Comfort Solutionstradea Taco Group Company
The new name reflects Tacorsquoslong experience and commit-
ment to providing optimalindoor comfort while pursuingthe highly efficient products thatsave energy and resources
Under the privately-held com-panyrsquos new organizational struc-ture Taco Comfort Solutions isa part of the Taco Group Otherworldwide elements of the TacoGroup include Hydroflo Pumps Fluid Solutionstrade of Fairview Ten-
nessee AskollTaco Flow Solu-tionstrade of Sandrigo Italy and TacoTradingSupply Chain SolutionsLtdtrade of Kowloon Hong Kong
The Taco Group includesoperations and sales offices inthe US Canada Panama ItalyDubai South Korea China andVietnam making Taco a truly
global brandIn addition to expanding its
core business in heating andcooling through its acquisi-tion of Askollrsquos indoor heating
business and its entry into theEuropean HVAC market TacoComfort Solutions intends topursue growth and diversification
through additional partnershipsand acquisitions and to diversifyby branching out into verticalHVAC and non-HVAC marketsand channels
One such non-HVAC yetclosely related market is plumb-ing Taco has developed smartplumbing products that conserve
water and provide instant hotwater Drought in the WesternUS has opened up new marketsfor these products based on thepressing need to save water
Totally separate from HVACand plumbing Tacorsquos Hydroflo
PumpsFluid Solutions com-pany manufactures pumps used
in the irrigation and agricul-ture industries Hydroflo hasassembly operations in Indiana
SEND NEWS RELEASES TO NICOLEKRAWCKEACHRNEWSCOM
Danfoss recently received the Business Ambassador Award from Florida Gov Rick Scott (right) Ricardo
Schneider (second from right) president Danfoss Turbocor Compressors accepted the award during a
board of directors meeting of Enterprise Florida Inc a public-private partnership between Floridarsquos business
and government leaders and the principal economic development organization for the state
The Governorrsquos Business Ambassador Award is presented to individuals and businesses in recognition of
their efforts to create jobs and opportunities for Florida families Danfoss Turbocor Compressors based in Talla-
hassee Florida has been investing in the local economy since its manufacturing facilit y was built in 2011 Today
it employs nearly 200 people and designs and manufactures approximately 10000 award-winning efficient
compressors for air conditioning chillers annually
In December Danfoss announced further investment in the region and broke ground on its new Engineering
Tomorrow Application Development Center mdash a 22000-square-foot state-of-the-art laboratory for the testing of
HVACR equipment and research and development center which will expand the existing manufacturing facility
in Tallahassee and is estimated to be operational in 2016 The center is expected to draw additional traffic into
Tallahassee for collaboration and development of new innovative energy-efficient technologies
ldquoOur roots in the local economy run deep and we are growingrdquo said Schneider ldquoWe are proud to house
here in Florida the engineering and manufacture of high-efficiency technologies that impact the places we live
and work As the demand for energy continues to grow around the world the production of energy-efficient
technologies creates modern high-tech sustainable jobs that benefit both the national and local economies
Tallahassee is the global design center for magnetic and compressor technologies and our operations here play
a vital role in advancing technologyrdquo
ldquoIt was an honor to recognize Danfoss Turbocor with the Governorrsquos Business Ambassador Award for its
commitment to creating jobs for Florida families and I look forward to their continued successrdquo said Scott
Danfoss Receives Business AmbassadorAward from Florida Gov Rick Scott
MANUFACTURERSBeckett Gas Inc (Cleveland)
acquired Worgas Bruciatori
Srl (Modena Italy) and its
subsidiaries Worgas Burn-
ers Ltd and Worgas Inc
Calmac (Fair Lawn New
Jersey) founder Calvin Mac-
Cracken was posthumously
inducted into the ASHRAE
(Atlanta) Hall of Fame
AO Smith (Ashland City
Tennessee)
regional vicepresident John
Altepeter
announced
his intention to
launch A6 Sales an indepen-
dent manufacturer representa-
tive agency representing the
AO Smith brand in Tennessee
DISTRIBUTORABCO HVACR Supply +
Solutionsrsquo (Long Island City
New York) 35th annual ABCO
Expo will be held March 9
at the Terrace on the Park in
Flushing New York
MANUFACTURERrsquoSREPJacco amp Associates ( Hudson
Ohio) was appointed a rep-
resentative of Suburban
Manufacturing (Dayton
Tennessee)
ORGANIZATIONSThe Air-Conditioning Heat-
ing amp
Refrigera-
tion Insti-
tute (AHRI)
appointed
John Kramerpresident and CEO of Cam-
bridge Engineering (St
Louis) to its board of directors
HVAC Excellence (Washing-
ton) has granted certified
master HVACR educator
(CMHE) status to Douglas
Broughamn of Augusta
Technical College (Thom-
son Georgia)
SOFTWAREBirdDogHR (Des Moines
Iowa) announced its Talent
Management System was
named to the 2016 residen-tial top products list by Con-
structech magazine
FYIHVAC BRIEFS
mdash compiled by Nicole Krawcke
ALTEPETER
KRAMER
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
NEWSLINEArkansas Texas and California
and a salesdistribution office inPanama City Panama
Tacorsquos 96-year history reflects
continual product advancementsin controlling the flow of water inhydronic-based systems As a solu-tions provider Taco has developeda broad portfolio of electroniccontrols valves tanks pumps
heat exchangers high-efficiencyvariable-speed drives electroni-cally commutated motor (ECM)circulators and a wide array ofancillary product and accessories
ldquoThis is a dynamic and excit-ing time for Tacordquo said JohnHazen White Jr owner andchairman for Taco ldquoWe are
taking these actions from a posi-
tion of strength and confidence toensure Tacorsquos continuing successAs we do so we will remain everfaithful and committed to thepeople and the core values thattogether have made Taco a greatcompany As Taco approaches its100th anniversary in business weare no longer an American com-pany based in Rhode Island but aglobal company based in the USrdquo
AHRI NRDCAlign onRefrigerantPhaseout
ARLINGTON Va mdash TheAir-Conditioning Heatingand Refrigeration Institute
(AHRI) and the Natural ResourcesDefense Council (NRDC) issued
a joint letter to the US Environ-mental Protection Agency (EPA) insupport of changing the status ofcertain refrigerants used in liquidchillers under the EPArsquos SignificantNew Alternatives Policy (SNAP)program effective Jan 1 2025The two groups took this actionfollowing lengthy discussions on
the importance of moving beyondhigh-GWP (global warmingpotential) refrigerants used in chill-ers and consideration of factorssuch as the safety of alternativesthe continued improvement ofsystem efficiency reasonable prod-uct development timelines and theavoidance of market migration
The effective date was negotiatedwith those factors in mind
ldquoThis is another example ofindustry and efficiency advocatesworking together toward environ-mental progress while allowingsufficient time and predictability
for manufacturersrdquo said StephenYurek president and CEO AHRI
ldquoWe are grateful to the members ofAHRIrsquos Liquid Chillers ProductSection who worked diligently to
reach this agreementrdquoThe EPA is expected to decide
in the coming months whether ornot to accede to this consensusrecommendation
ACCA Vice ChairTestifies onDOE Standards
ARLINGTON Va mdashACCA vice chair JerryBosworth of Galveston
Texas testified before the HouseCommittee on Science Space andTechnology at a Feb 10 hearing on
federal regulations His testimony
focused on recent US Depart-ment of Energy (DOE) appliancestandards for residential furnacesand boilers central air condition-ers and heat pumps US Envi-ronmental Protection Agency(EPA) rules on refrigerants andthe lack of regard for installation
practices for HVACR equipmentChairman Lamar Smith
R-Texas called the hearing toexamine the issue of ldquomid-nightrdquo regulations that oftenappear during the last fewmonths of a presidentrsquos termIn his statement regarding the pro-
posed 92 percent AFUE furnacestandard Bosworth said ldquoTherulemaking process is broken andneeds changes to ensure that newappliance standards designed
to save energy realize thoseexpected savings without adding
unnecessary burdens to manu-facturers distributors and con-tractors These standards mustalso promote choice amongstconsumers and provide a posi-tive payback on the investmentA standard that would negativelyimpact 31 percent of homeown-ers who purchase a new furnace
should not be proposedrdquoldquoThe aggressive approach in
the last few years to increase theenergy conservation standards forHVACR equipment has impactedmore than just the OEMsrdquo saidPaul Stalknecht president and
CEO ACCA ldquoIt affects smallbusiness contractors and their
customers The proposed 92 per-cent AFUE nationwide standardis a good example By the DOErsquosown accounting nearly one-thirdof homeowners in Southern stateswould never see a positive paybackon the purchase of a new furnacerdquo
Also testifying before thecommittee were Kateri Calla-
han president of the Allianceto Save Energy Karen Kerriganpresident and CEO of the SmallBusiness and Entrepreneur-ship Council and Sam Batkins
director of Regulatory Policy ofAmerican Action Forum
The full recording of the tes-timony is available online at
http1usagov1oMIYqe
John Redner (left) vice president and Bob Abraham (right) presi-
dent and CEO General Filters presented the Soaring Eagle Awardto Mid Atlantic Sales during its annual sales representative meeting at
the AHR Expo in Orlando Tony Blanton (second from left) and Robert
Pelkey (second from right) of Mid Atlantic Sales accepted the award
which is given to the sales team that best meets key business objec-
tives during the previous year
ldquoIt was a tough decision as there were several companies whose
efforts were outstanding in 2015rdquo said Redner ldquoWe truly appreciate
everyonersquos hard workrdquo
The crystal award rotates each year and is therefore accompanied by
a Soaring Eagle plaque that the winning sales representative company
will keep Last yearrsquos winners Halfpenny Sales turned in the crystal
award for this yearrsquos event
General Filters HonorsMid Atlantic Sales Inc
e Product 2 at achrnewscom
e Product 6 at achrnewscom
e Product 5 at achrnewscom
Specifically
designed forHVACrefrigeration
Features
bull MEMS sensingbull High Accuracybull Long Lifebull Wide Temp Rangebull Outdoor Usebull Integrated Connector
DunAn Sensing Pressure Transducersare specifically designed for HVACrefrigeration applications where highaccuracy long term reliability long lifeand low cost are needed
LP amp HP Series are for use inmeasuring freon pressure on the lowandor high pressure side of any HVACrefrigeration application
408-613-1015Fax 408-503-6308infodunansensingcom
wwwdunansensingcom
Applications(CommercialResidential)
bull HVACbull Refrigerationbull Heat Pumpsbull Dehumidifiers
8192019 The NEWS - 07032016
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THIS IS INCREASINGPRODUCTIVITY
Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
eProduct 184e Product 8 at achrnewscom
e Product 7 at achrnewscom
8192019 The NEWS - 07032016
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e Product 101 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1034
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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UVC germicidal light with our patented PRO-Celltrade
technology to help neutralize airborne contaminates
and reduce VOCs and odors Itrsquos maintenance-free
and just one part of the Healthy Home Systemtrade by
Field Controls
8192019 The NEWS - 07032016
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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You asked for a revolution We delivered it Again
Learn more at YORKcomExpandedLX-ACHR
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
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67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
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Lower Capacity Higher Impact
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New low-capacity furnaces from Carrier provide more options and less hassle
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every size project
For all your cooling and heating needs visit carriercomhomecomfort
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on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
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Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
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PROGRESSIVEcom
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businessinsurance
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BUSiNESSiNSURANCE
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Business MOVING FORWARD
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983150 Air- and Water-
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983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
OPINION KYLE GARGAROEditor-in-Chief of The NEWS
Contact him at 248-244-1720 orkylegargaroachrnewscom
idential PAC Gary Busey forpresident anyone It might bethat kind of year
And while I donrsquot have onesilver bullet to solve the workforceproblem I did run into someone ata recent industry event in Atlantawho might have a small piece of
the solution George Nicholson is
the cofounder of Vet2Tech As thename might imply the organiza-tionrsquos sole purpose is to connectUS military veterans with jobsin the HVACR commercial foodequipment and residential appli-ance repair industries
The good news is the organi-
zation is quickly gaining momen-tum Last year it connected 400veterans to jobs In 2016 thatnumber reached 117 in Januaryand exceeded 200 in February Itrsquosonly March and the organizationis approaching last yearrsquos totals
And there is even better newsmdash I will give you a moment to getover the surprise as usually myeditorials focus on the negative
The best news was what Nichol-son said when the discussion wewere having turned to the topicof HVACR
ldquoWe are light on HVACR Wewould like to have more H VACRcompanies in our databaserdquoNicholson said ldquoThe vast major-ity of reacutesumeacutes end up going out
to commercial food equipmentand residential appliance com-panies Many candidates haveHVAC certificates and want towork in the HVAC spacerdquo
That has to be music to thisindustryrsquos ears Nicholson comesfrom the commercial food equip-ment industry so that part of theequation has been flourishing
ldquoIn the commercial food equip-ment industry a lot of repaircompanies need HVAC andrefrigeration technicians becauseof the ventilation and refrig-
eration systems in restaurantsThey were all interested in hiringHVAC technicians We startedgetting a lot of HVAC guyscoming in and saying they wantto connectrdquo Nicholson said
Currently Vet2Tech hasapproximately 1500 companiesfrom across the US signed up forthe program Every vet who takespart in the program has his or herresume sent to 25-30 employersIt is a pretty powerful program
Like anything in life there isno such thing as a free lunch This
is a fee-based placement programThough as a business there isno charge to sign up and receiveresumes However if a contractorhires a candidate the company islevied a $1000 placement fee
What many contractors mightnot know is there are tax cred-its available for hiring veter-ans Nicholson estimated the
tax credit varies from $2400to $9600 on the national leveldepending on the candidate
There are also state tax creditsthat average about $5000
ldquoThis is a great way to offset thecost of trainingrdquo Nicholson said
Nicholson started this pro-gram after he saw a stat in 2012that had the unemployment ratefor veterans under the age of 24 at
30 percent The HVAC industryis looking for disciplined youngpeople who have a core set ofmechanical skills that compa-nies can build on These types of
folks are coming right out of themilitary Perhaps they were onceaircraft crew chiefs or performedrepairs on utility equipment
These individuals are ready totransition out of the military life-style and donrsquot have a real goodidea of what they want to do
The HVAC industry is ripe toprovide them a career This willnot be a program that fills out yourentire roster but it can be a toolthat helps you fill out your team
For more information visit
wwwvet2techorg
Mike Murphy Publisher440-552-2607 | mikemurphyachrnewscom
BNP Media Helps People Succeed
in Business with Superior Information
CORPORATEDIRECTORS
NEWS subscription information or service pleasentact customer service at 800-837-8337 818-487-50 (fax) or email thenewsespcompcombscribers If the Post Office alerts us that your printgazine is undeliverable or if your digital edition isdeliverable we have no further obligation unless weeive a corrected address within one year
If I had a nickel for everytime a contractor lamentedfinding good employees I
could probably fund a pres-
John R Schrei Publishing
Rita M Foumia Corporate Strategy
Michael T Powell Creative
Scott Wolters Events
Lisa L Paulus Finance
Scott Krywko Information TechnologyMarlene J Witthoft Human Resources
Vincent M Miconi Production
Beth A Surowiec Clear Seas Research
DITORIAL STAFFle Gargaro Editor-in-Chief8-244-1720 | kylegargaroachrnewscom
rb Woerpel Managin g Editor8-786-1583 | herbwoerpelachrnewscom
eg Mazurkiewicz Web Editor8-244-6459 | gregmazurkiewiczachrnewscom
anna R Turpin Contributing Editor0-726-7121 | joannaturpinachrnewscom
mberly Schwartz | Contributing Editor8-703-3278 | kimberlyschwartzachrnewsc om
n Roby Legislation Editor8-244-6495 | jenrobyachrnewscom
ck Kostora Products and Education Editor8-244-6496 | nickkostoraachrnewscom
cole Krawcke Business Management Editor8-244-6475 | nicolekrawckeachrnewscom
n Rajecki Refrigeration Editor8-786-1707 | ronrajeckiachrnewscom
ndsey Lawson Art Directorwsonlbnpmediacom
chael Traver Graphic Designervermbnpmediacom
DVERTISING STAFF
chael OrsquoCallaghanuthwestWestern Advertising Manager0-967-9413 | michaelocallaghanachrnewscom
lipe Arias Eastern Advertising Manager4-918-0188 | felipeariasachrnewscom
thy Janes Central Region Advertising Manager8-244-6457 | kathyjanesachrnewscom
rrie Cypert Business Development Manager8-244-1278 | cypertcbnpmediacom
ke OrsquoConnor Classified Advertising Manager0-354-9552 | oconnormbnpmediacom
DVERTISING PRODUCTIONu Ann Morton Adv Production Manager8-853-5571 | mortonlbnpmediacom
ary E WrayACR Production Director Directory Publisher8-244-6488 | wraymbnpmediacom
thleen Peacock Production Services
ARKETING STAFFtra S Cadyrketing Communications Manager
8-244-6449 | cadypbnpmediacomeve Wassel Trade Show Coordinator8-786-1210 | wasselsbnpmediacom
L Devries Corporate Reprint Manager8-244-1726 | devriesjbnpmediacom
vin Collopy List Rental Sr Account Manager2-836-6265 | Toll Free 800-223-2194 ext 684vincollopyinfogroupcom
chael Costantino Senior Account Manager2-836-6266 | michaelcostantinoinfogroupcom
drea Littles Market Research8-786-1670 | littlesabnpmediacom
EVELOPMENTkki Smith Online Development Director3-248-0395 | smithnbnpmediacom
n Mygal Directories Development Manager
8-786-1684 | mygalebnpmediacom
VENTSnielle Belmont Interactive Media Manager8-786-1613 | belmontdbnpmediacom
UDIENCE DEVELOPMENTn Kalb Single Copy Sales8-244-6499 | kalbrbnpmediacom
thleen Koval Audience Development Manager
ristina Roth Audience Marketing Sr Specialist
tie Gamble Multimedia Specialist
afaa S Kashat PostalAudience Audit Coord
therine M Ronan Corp Audience Audit Mgr
NP CUSTOM MEDIA GROUPelanie Kuchma Publishing Manager0-383-7970 | kuchmambnpmediacom
Contractors Should Look
Toward the Armed Forces
NEWS amp FEATURES FROM OUR WEBSITE
FEATURED PRODUCTSWEP North America Incrsquos B35TDW is a double-
wall brazed-plate heat exchanger (BPHE) It offers
higher capacities (up
to 58 cubic meters per
hour) by combining
the brazed-plate
heat exchanger with
double-wall technology
SWEP reps saidBPHEs already have
the advantages of compactness and modularity
plus high thermal performance and safety
Double-wall technology further enhances safety
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EXTRA EDITIONldquoThe reason windows sweat is because the
temperature of the window surface on the
inside is below the dew point temperature of
the air inside the houserdquo Bob said ldquoIt is verycold outside so the dew point of the window
surface would be rather cold today Most people
now have storm windows which is another set
of windows between
the outside air and the
inside air This is usually
enough to prevent
window sweating
However the home
could be generating
more moisture inside than normal for some
reasonrdquo Interested in learning more about how
BTU Buddy diagnosed these sweating windowsVisit httpbitlyExtraEdition
ACHR NEWS APPWant quick easy-to-read
HVACR news updates
on your smartphone or
mobile device Download
the latest version of
The NEWSrsquo mobile app
for free on iTunes or on
Google Play For more information
visit wwwachrnewscomnewapp
BREAKING NEWSTechnaviorsquos latest repor t on the global Internet
of Things (IoT) devices market predicts growthfrom $7 billion in 2014 to $45 billion by 2019
increasing at a compound annual growth rate
(CAGR) of almost 44 percent The market
is calculated
on the basis of
six products
smart ac smart
refrigerators
smart thermostats
smart watches smart glasses and smart
lighting To read more about IoT trends vis it
httpbitlyHVACBreakingNews
VIDEO2016 AHR Expo Recap
Nearly 61000
attendees visited
Orlando Florida for
the 2016 AHR Expo
Herersquos a quick look at
some of the sights from
the show floor httpbitlyAchrnewsVideos
PODCASTNeal Walsh senior vice
president of Aeroseal
Strategy and Commercial
Applications discusses
Aerosealrsquos 2016 AHR ExpoProduct of the Year Award
ventilation trends and more
httpbitlyNEWSMakersPodcast
Achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 534CHRNEWSCOM | | MARCH 7 2016 5
NEWSLINEACCA HonorsTop Contractors
A
RLINGTON Va mdash
ACCA recently recognizedMSI Mechanical Systems
Inc of Salem New Hampshireand Welsch Heating amp CoolingCo of St Louis as its 2016 Com-mercial and Residential Contrac-
tors of the Year respectfullyBoth contractors will for-
mally receive the awards March12 at the morning MainStageevent of ACCA 2016 in Char-lotte North Carolina
ldquoWe had more innovative com-mercial contractors apply for thisaward this year than ever beforerdquo
said Paul Stalknecht president and
CEO ACCA ldquoOur judges alwayshave an extremely tough decisionto make when they pick the recipi-ent This yearrsquos commercial winnerMSI Mechanical illustrates thecharacteristics that all the bestcommercial contractors in thecountry have in commonrdquo
MSI Mechanicalrsquos dedicationto recruiting and growing a newgeneration of quality employeesthrough a co-op program withlocal high schools made thecompany stand out to the judgesWith the demand for qualifiedemployees throughout the coun-try this unique program which
the company developed morethan a decade ago serves as agreat example for other contrac-tors to grow the workforce
ldquoOn behalf of the entire MSIMechanical team and especiallyto my father along with my wifeand family itrsquos with great honorI accept this prestigious award
from ACCArdquo said Brian Hoopervice president of operations MSI
ldquoNot one single person has madethis company what it is today itrsquosbeen a joint effort from a numberof dedicated and hardworkingindividuals Together our team
strives to be the best we can beIt is especially rewarding to be
recognized for our efforts by ourindustry peersrdquo
Welsch Heating amp Coolingwas the standout residential can-didate in 2016 due to the compa-nyrsquos dedication to the industry formore than 120 years Welschrsquos hasworked hard to create a culture ofservice that starts with its employ-ees being seen as a family and
empowering them to do the rightthing for the customer every time
ldquoWelsch Heating amp Cooling isan extremely deserving company
that truly exemplifies the qualitiesall of the best companies in theindustry sharerdquo Stalknecht said
ldquoWe at Welsch Heating andCooling Co are extremely pleased
to be honored as the ACCAResidential Contractor of theYearrdquo said owner Butch WelschldquoOur family of employees works
extremely hard to do the very bestfor every one of our customers andthis award goes to our employeesfor all of their hard workrdquo
Taco AnnouncesReorganization
CRANSTON RI mdash Inorder to diversify andfacilitate entry into new
industries and market channelsTacoreg Inc announced it hascompleted a major structuralreorganization that starts with
a change of name Taco Inc isnow Taco Comfort Solutionstradea Taco Group Company
The new name reflects Tacorsquoslong experience and commit-
ment to providing optimalindoor comfort while pursuingthe highly efficient products thatsave energy and resources
Under the privately-held com-panyrsquos new organizational struc-ture Taco Comfort Solutions isa part of the Taco Group Otherworldwide elements of the TacoGroup include Hydroflo Pumps Fluid Solutionstrade of Fairview Ten-
nessee AskollTaco Flow Solu-tionstrade of Sandrigo Italy and TacoTradingSupply Chain SolutionsLtdtrade of Kowloon Hong Kong
The Taco Group includesoperations and sales offices inthe US Canada Panama ItalyDubai South Korea China andVietnam making Taco a truly
global brandIn addition to expanding its
core business in heating andcooling through its acquisi-tion of Askollrsquos indoor heating
business and its entry into theEuropean HVAC market TacoComfort Solutions intends topursue growth and diversification
through additional partnershipsand acquisitions and to diversifyby branching out into verticalHVAC and non-HVAC marketsand channels
One such non-HVAC yetclosely related market is plumb-ing Taco has developed smartplumbing products that conserve
water and provide instant hotwater Drought in the WesternUS has opened up new marketsfor these products based on thepressing need to save water
Totally separate from HVACand plumbing Tacorsquos Hydroflo
PumpsFluid Solutions com-pany manufactures pumps used
in the irrigation and agricul-ture industries Hydroflo hasassembly operations in Indiana
SEND NEWS RELEASES TO NICOLEKRAWCKEACHRNEWSCOM
Danfoss recently received the Business Ambassador Award from Florida Gov Rick Scott (right) Ricardo
Schneider (second from right) president Danfoss Turbocor Compressors accepted the award during a
board of directors meeting of Enterprise Florida Inc a public-private partnership between Floridarsquos business
and government leaders and the principal economic development organization for the state
The Governorrsquos Business Ambassador Award is presented to individuals and businesses in recognition of
their efforts to create jobs and opportunities for Florida families Danfoss Turbocor Compressors based in Talla-
hassee Florida has been investing in the local economy since its manufacturing facilit y was built in 2011 Today
it employs nearly 200 people and designs and manufactures approximately 10000 award-winning efficient
compressors for air conditioning chillers annually
In December Danfoss announced further investment in the region and broke ground on its new Engineering
Tomorrow Application Development Center mdash a 22000-square-foot state-of-the-art laboratory for the testing of
HVACR equipment and research and development center which will expand the existing manufacturing facility
in Tallahassee and is estimated to be operational in 2016 The center is expected to draw additional traffic into
Tallahassee for collaboration and development of new innovative energy-efficient technologies
ldquoOur roots in the local economy run deep and we are growingrdquo said Schneider ldquoWe are proud to house
here in Florida the engineering and manufacture of high-efficiency technologies that impact the places we live
and work As the demand for energy continues to grow around the world the production of energy-efficient
technologies creates modern high-tech sustainable jobs that benefit both the national and local economies
Tallahassee is the global design center for magnetic and compressor technologies and our operations here play
a vital role in advancing technologyrdquo
ldquoIt was an honor to recognize Danfoss Turbocor with the Governorrsquos Business Ambassador Award for its
commitment to creating jobs for Florida families and I look forward to their continued successrdquo said Scott
Danfoss Receives Business AmbassadorAward from Florida Gov Rick Scott
MANUFACTURERSBeckett Gas Inc (Cleveland)
acquired Worgas Bruciatori
Srl (Modena Italy) and its
subsidiaries Worgas Burn-
ers Ltd and Worgas Inc
Calmac (Fair Lawn New
Jersey) founder Calvin Mac-
Cracken was posthumously
inducted into the ASHRAE
(Atlanta) Hall of Fame
AO Smith (Ashland City
Tennessee)
regional vicepresident John
Altepeter
announced
his intention to
launch A6 Sales an indepen-
dent manufacturer representa-
tive agency representing the
AO Smith brand in Tennessee
DISTRIBUTORABCO HVACR Supply +
Solutionsrsquo (Long Island City
New York) 35th annual ABCO
Expo will be held March 9
at the Terrace on the Park in
Flushing New York
MANUFACTURERrsquoSREPJacco amp Associates ( Hudson
Ohio) was appointed a rep-
resentative of Suburban
Manufacturing (Dayton
Tennessee)
ORGANIZATIONSThe Air-Conditioning Heat-
ing amp
Refrigera-
tion Insti-
tute (AHRI)
appointed
John Kramerpresident and CEO of Cam-
bridge Engineering (St
Louis) to its board of directors
HVAC Excellence (Washing-
ton) has granted certified
master HVACR educator
(CMHE) status to Douglas
Broughamn of Augusta
Technical College (Thom-
son Georgia)
SOFTWAREBirdDogHR (Des Moines
Iowa) announced its Talent
Management System was
named to the 2016 residen-tial top products list by Con-
structech magazine
FYIHVAC BRIEFS
mdash compiled by Nicole Krawcke
ALTEPETER
KRAMER
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
NEWSLINEArkansas Texas and California
and a salesdistribution office inPanama City Panama
Tacorsquos 96-year history reflects
continual product advancementsin controlling the flow of water inhydronic-based systems As a solu-tions provider Taco has developeda broad portfolio of electroniccontrols valves tanks pumps
heat exchangers high-efficiencyvariable-speed drives electroni-cally commutated motor (ECM)circulators and a wide array ofancillary product and accessories
ldquoThis is a dynamic and excit-ing time for Tacordquo said JohnHazen White Jr owner andchairman for Taco ldquoWe are
taking these actions from a posi-
tion of strength and confidence toensure Tacorsquos continuing successAs we do so we will remain everfaithful and committed to thepeople and the core values thattogether have made Taco a greatcompany As Taco approaches its100th anniversary in business weare no longer an American com-pany based in Rhode Island but aglobal company based in the USrdquo
AHRI NRDCAlign onRefrigerantPhaseout
ARLINGTON Va mdash TheAir-Conditioning Heatingand Refrigeration Institute
(AHRI) and the Natural ResourcesDefense Council (NRDC) issued
a joint letter to the US Environ-mental Protection Agency (EPA) insupport of changing the status ofcertain refrigerants used in liquidchillers under the EPArsquos SignificantNew Alternatives Policy (SNAP)program effective Jan 1 2025The two groups took this actionfollowing lengthy discussions on
the importance of moving beyondhigh-GWP (global warmingpotential) refrigerants used in chill-ers and consideration of factorssuch as the safety of alternativesthe continued improvement ofsystem efficiency reasonable prod-uct development timelines and theavoidance of market migration
The effective date was negotiatedwith those factors in mind
ldquoThis is another example ofindustry and efficiency advocatesworking together toward environ-mental progress while allowingsufficient time and predictability
for manufacturersrdquo said StephenYurek president and CEO AHRI
ldquoWe are grateful to the members ofAHRIrsquos Liquid Chillers ProductSection who worked diligently to
reach this agreementrdquoThe EPA is expected to decide
in the coming months whether ornot to accede to this consensusrecommendation
ACCA Vice ChairTestifies onDOE Standards
ARLINGTON Va mdashACCA vice chair JerryBosworth of Galveston
Texas testified before the HouseCommittee on Science Space andTechnology at a Feb 10 hearing on
federal regulations His testimony
focused on recent US Depart-ment of Energy (DOE) appliancestandards for residential furnacesand boilers central air condition-ers and heat pumps US Envi-ronmental Protection Agency(EPA) rules on refrigerants andthe lack of regard for installation
practices for HVACR equipmentChairman Lamar Smith
R-Texas called the hearing toexamine the issue of ldquomid-nightrdquo regulations that oftenappear during the last fewmonths of a presidentrsquos termIn his statement regarding the pro-
posed 92 percent AFUE furnacestandard Bosworth said ldquoTherulemaking process is broken andneeds changes to ensure that newappliance standards designed
to save energy realize thoseexpected savings without adding
unnecessary burdens to manu-facturers distributors and con-tractors These standards mustalso promote choice amongstconsumers and provide a posi-tive payback on the investmentA standard that would negativelyimpact 31 percent of homeown-ers who purchase a new furnace
should not be proposedrdquoldquoThe aggressive approach in
the last few years to increase theenergy conservation standards forHVACR equipment has impactedmore than just the OEMsrdquo saidPaul Stalknecht president and
CEO ACCA ldquoIt affects smallbusiness contractors and their
customers The proposed 92 per-cent AFUE nationwide standardis a good example By the DOErsquosown accounting nearly one-thirdof homeowners in Southern stateswould never see a positive paybackon the purchase of a new furnacerdquo
Also testifying before thecommittee were Kateri Calla-
han president of the Allianceto Save Energy Karen Kerriganpresident and CEO of the SmallBusiness and Entrepreneur-ship Council and Sam Batkins
director of Regulatory Policy ofAmerican Action Forum
The full recording of the tes-timony is available online at
http1usagov1oMIYqe
John Redner (left) vice president and Bob Abraham (right) presi-
dent and CEO General Filters presented the Soaring Eagle Awardto Mid Atlantic Sales during its annual sales representative meeting at
the AHR Expo in Orlando Tony Blanton (second from left) and Robert
Pelkey (second from right) of Mid Atlantic Sales accepted the award
which is given to the sales team that best meets key business objec-
tives during the previous year
ldquoIt was a tough decision as there were several companies whose
efforts were outstanding in 2015rdquo said Redner ldquoWe truly appreciate
everyonersquos hard workrdquo
The crystal award rotates each year and is therefore accompanied by
a Soaring Eagle plaque that the winning sales representative company
will keep Last yearrsquos winners Halfpenny Sales turned in the crystal
award for this yearrsquos event
General Filters HonorsMid Atlantic Sales Inc
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Specifically
designed forHVACrefrigeration
Features
bull MEMS sensingbull High Accuracybull Long Lifebull Wide Temp Rangebull Outdoor Usebull Integrated Connector
DunAn Sensing Pressure Transducersare specifically designed for HVACrefrigeration applications where highaccuracy long term reliability long lifeand low cost are needed
LP amp HP Series are for use inmeasuring freon pressure on the lowandor high pressure side of any HVACrefrigeration application
408-613-1015Fax 408-503-6308infodunansensingcom
wwwdunansensingcom
Applications(CommercialResidential)
bull HVACbull Refrigerationbull Heat Pumpsbull Dehumidifiers
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Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
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WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
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FREE Healthy Home Duo
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120V and 24V
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The Healthy Home Duo combines a powerful
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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Itrsquos a big story about an increasingly comprehensive line and
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
e Product 13 at achrnewscom
e Product 2 at achrnewscom
50 REAL LIFESERVICE CALL SCENARIOS
Testo Smart ProbesThe Smart World of Testo HVAC Instruments
Connect up to 6 probes wirelessly to the Smart Probes App
Easy-to-use App is pre-loaded with all tests and reports
Automatic tests calculations and reports save hoursof work
Share data and reports with photos via text or email
using your smart device
No wires--clean simple accurate testing
wwwtestocomsmartprobes 800-227-0729 infotestocom
8192019 The NEWS - 07032016
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
wwwgoodmanmfgcome Product 75 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
FASTESTGROWING
HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
short cycling more closely matching the needs of apartments as well as multi-family and
low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
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NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
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Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
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ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
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1 Chrysler ww wchryslercommercialvehiclescom 16-17
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8 Fieldpiece Instruments w wwfieldpiececom 8
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75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
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135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
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47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
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132 Trane Rental wwwwtranecomrentalservices 29
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102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
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INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
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983150 Heating and Cooling
DX Packaged Units
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983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
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Got Spots
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WANTED - Territory Sales Rep for established Independent
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for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 534CHRNEWSCOM | | MARCH 7 2016 5
NEWSLINEACCA HonorsTop Contractors
A
RLINGTON Va mdash
ACCA recently recognizedMSI Mechanical Systems
Inc of Salem New Hampshireand Welsch Heating amp CoolingCo of St Louis as its 2016 Com-mercial and Residential Contrac-
tors of the Year respectfullyBoth contractors will for-
mally receive the awards March12 at the morning MainStageevent of ACCA 2016 in Char-lotte North Carolina
ldquoWe had more innovative com-mercial contractors apply for thisaward this year than ever beforerdquo
said Paul Stalknecht president and
CEO ACCA ldquoOur judges alwayshave an extremely tough decisionto make when they pick the recipi-ent This yearrsquos commercial winnerMSI Mechanical illustrates thecharacteristics that all the bestcommercial contractors in thecountry have in commonrdquo
MSI Mechanicalrsquos dedicationto recruiting and growing a newgeneration of quality employeesthrough a co-op program withlocal high schools made thecompany stand out to the judgesWith the demand for qualifiedemployees throughout the coun-try this unique program which
the company developed morethan a decade ago serves as agreat example for other contrac-tors to grow the workforce
ldquoOn behalf of the entire MSIMechanical team and especiallyto my father along with my wifeand family itrsquos with great honorI accept this prestigious award
from ACCArdquo said Brian Hoopervice president of operations MSI
ldquoNot one single person has madethis company what it is today itrsquosbeen a joint effort from a numberof dedicated and hardworkingindividuals Together our team
strives to be the best we can beIt is especially rewarding to be
recognized for our efforts by ourindustry peersrdquo
Welsch Heating amp Coolingwas the standout residential can-didate in 2016 due to the compa-nyrsquos dedication to the industry formore than 120 years Welschrsquos hasworked hard to create a culture ofservice that starts with its employ-ees being seen as a family and
empowering them to do the rightthing for the customer every time
ldquoWelsch Heating amp Cooling isan extremely deserving company
that truly exemplifies the qualitiesall of the best companies in theindustry sharerdquo Stalknecht said
ldquoWe at Welsch Heating andCooling Co are extremely pleased
to be honored as the ACCAResidential Contractor of theYearrdquo said owner Butch WelschldquoOur family of employees works
extremely hard to do the very bestfor every one of our customers andthis award goes to our employeesfor all of their hard workrdquo
Taco AnnouncesReorganization
CRANSTON RI mdash Inorder to diversify andfacilitate entry into new
industries and market channelsTacoreg Inc announced it hascompleted a major structuralreorganization that starts with
a change of name Taco Inc isnow Taco Comfort Solutionstradea Taco Group Company
The new name reflects Tacorsquoslong experience and commit-
ment to providing optimalindoor comfort while pursuingthe highly efficient products thatsave energy and resources
Under the privately-held com-panyrsquos new organizational struc-ture Taco Comfort Solutions isa part of the Taco Group Otherworldwide elements of the TacoGroup include Hydroflo Pumps Fluid Solutionstrade of Fairview Ten-
nessee AskollTaco Flow Solu-tionstrade of Sandrigo Italy and TacoTradingSupply Chain SolutionsLtdtrade of Kowloon Hong Kong
The Taco Group includesoperations and sales offices inthe US Canada Panama ItalyDubai South Korea China andVietnam making Taco a truly
global brandIn addition to expanding its
core business in heating andcooling through its acquisi-tion of Askollrsquos indoor heating
business and its entry into theEuropean HVAC market TacoComfort Solutions intends topursue growth and diversification
through additional partnershipsand acquisitions and to diversifyby branching out into verticalHVAC and non-HVAC marketsand channels
One such non-HVAC yetclosely related market is plumb-ing Taco has developed smartplumbing products that conserve
water and provide instant hotwater Drought in the WesternUS has opened up new marketsfor these products based on thepressing need to save water
Totally separate from HVACand plumbing Tacorsquos Hydroflo
PumpsFluid Solutions com-pany manufactures pumps used
in the irrigation and agricul-ture industries Hydroflo hasassembly operations in Indiana
SEND NEWS RELEASES TO NICOLEKRAWCKEACHRNEWSCOM
Danfoss recently received the Business Ambassador Award from Florida Gov Rick Scott (right) Ricardo
Schneider (second from right) president Danfoss Turbocor Compressors accepted the award during a
board of directors meeting of Enterprise Florida Inc a public-private partnership between Floridarsquos business
and government leaders and the principal economic development organization for the state
The Governorrsquos Business Ambassador Award is presented to individuals and businesses in recognition of
their efforts to create jobs and opportunities for Florida families Danfoss Turbocor Compressors based in Talla-
hassee Florida has been investing in the local economy since its manufacturing facilit y was built in 2011 Today
it employs nearly 200 people and designs and manufactures approximately 10000 award-winning efficient
compressors for air conditioning chillers annually
In December Danfoss announced further investment in the region and broke ground on its new Engineering
Tomorrow Application Development Center mdash a 22000-square-foot state-of-the-art laboratory for the testing of
HVACR equipment and research and development center which will expand the existing manufacturing facility
in Tallahassee and is estimated to be operational in 2016 The center is expected to draw additional traffic into
Tallahassee for collaboration and development of new innovative energy-efficient technologies
ldquoOur roots in the local economy run deep and we are growingrdquo said Schneider ldquoWe are proud to house
here in Florida the engineering and manufacture of high-efficiency technologies that impact the places we live
and work As the demand for energy continues to grow around the world the production of energy-efficient
technologies creates modern high-tech sustainable jobs that benefit both the national and local economies
Tallahassee is the global design center for magnetic and compressor technologies and our operations here play
a vital role in advancing technologyrdquo
ldquoIt was an honor to recognize Danfoss Turbocor with the Governorrsquos Business Ambassador Award for its
commitment to creating jobs for Florida families and I look forward to their continued successrdquo said Scott
Danfoss Receives Business AmbassadorAward from Florida Gov Rick Scott
MANUFACTURERSBeckett Gas Inc (Cleveland)
acquired Worgas Bruciatori
Srl (Modena Italy) and its
subsidiaries Worgas Burn-
ers Ltd and Worgas Inc
Calmac (Fair Lawn New
Jersey) founder Calvin Mac-
Cracken was posthumously
inducted into the ASHRAE
(Atlanta) Hall of Fame
AO Smith (Ashland City
Tennessee)
regional vicepresident John
Altepeter
announced
his intention to
launch A6 Sales an indepen-
dent manufacturer representa-
tive agency representing the
AO Smith brand in Tennessee
DISTRIBUTORABCO HVACR Supply +
Solutionsrsquo (Long Island City
New York) 35th annual ABCO
Expo will be held March 9
at the Terrace on the Park in
Flushing New York
MANUFACTURERrsquoSREPJacco amp Associates ( Hudson
Ohio) was appointed a rep-
resentative of Suburban
Manufacturing (Dayton
Tennessee)
ORGANIZATIONSThe Air-Conditioning Heat-
ing amp
Refrigera-
tion Insti-
tute (AHRI)
appointed
John Kramerpresident and CEO of Cam-
bridge Engineering (St
Louis) to its board of directors
HVAC Excellence (Washing-
ton) has granted certified
master HVACR educator
(CMHE) status to Douglas
Broughamn of Augusta
Technical College (Thom-
son Georgia)
SOFTWAREBirdDogHR (Des Moines
Iowa) announced its Talent
Management System was
named to the 2016 residen-tial top products list by Con-
structech magazine
FYIHVAC BRIEFS
mdash compiled by Nicole Krawcke
ALTEPETER
KRAMER
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
NEWSLINEArkansas Texas and California
and a salesdistribution office inPanama City Panama
Tacorsquos 96-year history reflects
continual product advancementsin controlling the flow of water inhydronic-based systems As a solu-tions provider Taco has developeda broad portfolio of electroniccontrols valves tanks pumps
heat exchangers high-efficiencyvariable-speed drives electroni-cally commutated motor (ECM)circulators and a wide array ofancillary product and accessories
ldquoThis is a dynamic and excit-ing time for Tacordquo said JohnHazen White Jr owner andchairman for Taco ldquoWe are
taking these actions from a posi-
tion of strength and confidence toensure Tacorsquos continuing successAs we do so we will remain everfaithful and committed to thepeople and the core values thattogether have made Taco a greatcompany As Taco approaches its100th anniversary in business weare no longer an American com-pany based in Rhode Island but aglobal company based in the USrdquo
AHRI NRDCAlign onRefrigerantPhaseout
ARLINGTON Va mdash TheAir-Conditioning Heatingand Refrigeration Institute
(AHRI) and the Natural ResourcesDefense Council (NRDC) issued
a joint letter to the US Environ-mental Protection Agency (EPA) insupport of changing the status ofcertain refrigerants used in liquidchillers under the EPArsquos SignificantNew Alternatives Policy (SNAP)program effective Jan 1 2025The two groups took this actionfollowing lengthy discussions on
the importance of moving beyondhigh-GWP (global warmingpotential) refrigerants used in chill-ers and consideration of factorssuch as the safety of alternativesthe continued improvement ofsystem efficiency reasonable prod-uct development timelines and theavoidance of market migration
The effective date was negotiatedwith those factors in mind
ldquoThis is another example ofindustry and efficiency advocatesworking together toward environ-mental progress while allowingsufficient time and predictability
for manufacturersrdquo said StephenYurek president and CEO AHRI
ldquoWe are grateful to the members ofAHRIrsquos Liquid Chillers ProductSection who worked diligently to
reach this agreementrdquoThe EPA is expected to decide
in the coming months whether ornot to accede to this consensusrecommendation
ACCA Vice ChairTestifies onDOE Standards
ARLINGTON Va mdashACCA vice chair JerryBosworth of Galveston
Texas testified before the HouseCommittee on Science Space andTechnology at a Feb 10 hearing on
federal regulations His testimony
focused on recent US Depart-ment of Energy (DOE) appliancestandards for residential furnacesand boilers central air condition-ers and heat pumps US Envi-ronmental Protection Agency(EPA) rules on refrigerants andthe lack of regard for installation
practices for HVACR equipmentChairman Lamar Smith
R-Texas called the hearing toexamine the issue of ldquomid-nightrdquo regulations that oftenappear during the last fewmonths of a presidentrsquos termIn his statement regarding the pro-
posed 92 percent AFUE furnacestandard Bosworth said ldquoTherulemaking process is broken andneeds changes to ensure that newappliance standards designed
to save energy realize thoseexpected savings without adding
unnecessary burdens to manu-facturers distributors and con-tractors These standards mustalso promote choice amongstconsumers and provide a posi-tive payback on the investmentA standard that would negativelyimpact 31 percent of homeown-ers who purchase a new furnace
should not be proposedrdquoldquoThe aggressive approach in
the last few years to increase theenergy conservation standards forHVACR equipment has impactedmore than just the OEMsrdquo saidPaul Stalknecht president and
CEO ACCA ldquoIt affects smallbusiness contractors and their
customers The proposed 92 per-cent AFUE nationwide standardis a good example By the DOErsquosown accounting nearly one-thirdof homeowners in Southern stateswould never see a positive paybackon the purchase of a new furnacerdquo
Also testifying before thecommittee were Kateri Calla-
han president of the Allianceto Save Energy Karen Kerriganpresident and CEO of the SmallBusiness and Entrepreneur-ship Council and Sam Batkins
director of Regulatory Policy ofAmerican Action Forum
The full recording of the tes-timony is available online at
http1usagov1oMIYqe
John Redner (left) vice president and Bob Abraham (right) presi-
dent and CEO General Filters presented the Soaring Eagle Awardto Mid Atlantic Sales during its annual sales representative meeting at
the AHR Expo in Orlando Tony Blanton (second from left) and Robert
Pelkey (second from right) of Mid Atlantic Sales accepted the award
which is given to the sales team that best meets key business objec-
tives during the previous year
ldquoIt was a tough decision as there were several companies whose
efforts were outstanding in 2015rdquo said Redner ldquoWe truly appreciate
everyonersquos hard workrdquo
The crystal award rotates each year and is therefore accompanied by
a Soaring Eagle plaque that the winning sales representative company
will keep Last yearrsquos winners Halfpenny Sales turned in the crystal
award for this yearrsquos event
General Filters HonorsMid Atlantic Sales Inc
e Product 2 at achrnewscom
e Product 6 at achrnewscom
e Product 5 at achrnewscom
Specifically
designed forHVACrefrigeration
Features
bull MEMS sensingbull High Accuracybull Long Lifebull Wide Temp Rangebull Outdoor Usebull Integrated Connector
DunAn Sensing Pressure Transducersare specifically designed for HVACrefrigeration applications where highaccuracy long term reliability long lifeand low cost are needed
LP amp HP Series are for use inmeasuring freon pressure on the lowandor high pressure side of any HVACrefrigeration application
408-613-1015Fax 408-503-6308infodunansensingcom
wwwdunansensingcom
Applications(CommercialResidential)
bull HVACbull Refrigerationbull Heat Pumpsbull Dehumidifiers
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 734
THIS IS INCREASINGPRODUCTIVITY
Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
eProduct 184e Product 8 at achrnewscom
e Product 7 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 934
e Product 101 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1034
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
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httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
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calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
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STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
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Lower Capacity Higher Impact
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For all your cooling and heating needs visit carriercomhomecomfort
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on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
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Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
NEWSLINEArkansas Texas and California
and a salesdistribution office inPanama City Panama
Tacorsquos 96-year history reflects
continual product advancementsin controlling the flow of water inhydronic-based systems As a solu-tions provider Taco has developeda broad portfolio of electroniccontrols valves tanks pumps
heat exchangers high-efficiencyvariable-speed drives electroni-cally commutated motor (ECM)circulators and a wide array ofancillary product and accessories
ldquoThis is a dynamic and excit-ing time for Tacordquo said JohnHazen White Jr owner andchairman for Taco ldquoWe are
taking these actions from a posi-
tion of strength and confidence toensure Tacorsquos continuing successAs we do so we will remain everfaithful and committed to thepeople and the core values thattogether have made Taco a greatcompany As Taco approaches its100th anniversary in business weare no longer an American com-pany based in Rhode Island but aglobal company based in the USrdquo
AHRI NRDCAlign onRefrigerantPhaseout
ARLINGTON Va mdash TheAir-Conditioning Heatingand Refrigeration Institute
(AHRI) and the Natural ResourcesDefense Council (NRDC) issued
a joint letter to the US Environ-mental Protection Agency (EPA) insupport of changing the status ofcertain refrigerants used in liquidchillers under the EPArsquos SignificantNew Alternatives Policy (SNAP)program effective Jan 1 2025The two groups took this actionfollowing lengthy discussions on
the importance of moving beyondhigh-GWP (global warmingpotential) refrigerants used in chill-ers and consideration of factorssuch as the safety of alternativesthe continued improvement ofsystem efficiency reasonable prod-uct development timelines and theavoidance of market migration
The effective date was negotiatedwith those factors in mind
ldquoThis is another example ofindustry and efficiency advocatesworking together toward environ-mental progress while allowingsufficient time and predictability
for manufacturersrdquo said StephenYurek president and CEO AHRI
ldquoWe are grateful to the members ofAHRIrsquos Liquid Chillers ProductSection who worked diligently to
reach this agreementrdquoThe EPA is expected to decide
in the coming months whether ornot to accede to this consensusrecommendation
ACCA Vice ChairTestifies onDOE Standards
ARLINGTON Va mdashACCA vice chair JerryBosworth of Galveston
Texas testified before the HouseCommittee on Science Space andTechnology at a Feb 10 hearing on
federal regulations His testimony
focused on recent US Depart-ment of Energy (DOE) appliancestandards for residential furnacesand boilers central air condition-ers and heat pumps US Envi-ronmental Protection Agency(EPA) rules on refrigerants andthe lack of regard for installation
practices for HVACR equipmentChairman Lamar Smith
R-Texas called the hearing toexamine the issue of ldquomid-nightrdquo regulations that oftenappear during the last fewmonths of a presidentrsquos termIn his statement regarding the pro-
posed 92 percent AFUE furnacestandard Bosworth said ldquoTherulemaking process is broken andneeds changes to ensure that newappliance standards designed
to save energy realize thoseexpected savings without adding
unnecessary burdens to manu-facturers distributors and con-tractors These standards mustalso promote choice amongstconsumers and provide a posi-tive payback on the investmentA standard that would negativelyimpact 31 percent of homeown-ers who purchase a new furnace
should not be proposedrdquoldquoThe aggressive approach in
the last few years to increase theenergy conservation standards forHVACR equipment has impactedmore than just the OEMsrdquo saidPaul Stalknecht president and
CEO ACCA ldquoIt affects smallbusiness contractors and their
customers The proposed 92 per-cent AFUE nationwide standardis a good example By the DOErsquosown accounting nearly one-thirdof homeowners in Southern stateswould never see a positive paybackon the purchase of a new furnacerdquo
Also testifying before thecommittee were Kateri Calla-
han president of the Allianceto Save Energy Karen Kerriganpresident and CEO of the SmallBusiness and Entrepreneur-ship Council and Sam Batkins
director of Regulatory Policy ofAmerican Action Forum
The full recording of the tes-timony is available online at
http1usagov1oMIYqe
John Redner (left) vice president and Bob Abraham (right) presi-
dent and CEO General Filters presented the Soaring Eagle Awardto Mid Atlantic Sales during its annual sales representative meeting at
the AHR Expo in Orlando Tony Blanton (second from left) and Robert
Pelkey (second from right) of Mid Atlantic Sales accepted the award
which is given to the sales team that best meets key business objec-
tives during the previous year
ldquoIt was a tough decision as there were several companies whose
efforts were outstanding in 2015rdquo said Redner ldquoWe truly appreciate
everyonersquos hard workrdquo
The crystal award rotates each year and is therefore accompanied by
a Soaring Eagle plaque that the winning sales representative company
will keep Last yearrsquos winners Halfpenny Sales turned in the crystal
award for this yearrsquos event
General Filters HonorsMid Atlantic Sales Inc
e Product 2 at achrnewscom
e Product 6 at achrnewscom
e Product 5 at achrnewscom
Specifically
designed forHVACrefrigeration
Features
bull MEMS sensingbull High Accuracybull Long Lifebull Wide Temp Rangebull Outdoor Usebull Integrated Connector
DunAn Sensing Pressure Transducersare specifically designed for HVACrefrigeration applications where highaccuracy long term reliability long lifeand low cost are needed
LP amp HP Series are for use inmeasuring freon pressure on the lowandor high pressure side of any HVACrefrigeration application
408-613-1015Fax 408-503-6308infodunansensingcom
wwwdunansensingcom
Applications(CommercialResidential)
bull HVACbull Refrigerationbull Heat Pumpsbull Dehumidifiers
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 734
THIS IS INCREASINGPRODUCTIVITY
Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
eProduct 184e Product 8 at achrnewscom
e Product 7 at achrnewscom
8192019 The NEWS - 07032016
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e Product 101 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1034
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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You asked for a revolution We delivered it Again
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
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httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
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G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
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calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
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httpslidepdfcomreaderfullthe-news-07032016 2134
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For all your cooling and heating needs visit carriercomhomecomfort
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on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
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digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
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TechnologyUS Patent No 9043161
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Record retrieve and archivedata
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Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
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business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
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THIS IS INCREASINGPRODUCTIVITY
Huge labor and time savingsMore flexible access to job sites
No braze permits
ZoomLock TM Braze-Free
Fittings for High Pressure
HVACR Applications
ZoomLock braze-free fittings enable HVACR technicians to seal copper pipes without
brazing while creating a clean secure leak-proof connection This reflects Parkerrsquos
commitment to solving the worldrsquos greatest engineering challenges
parkercomzoomlocke Product 47 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
eProduct 184e Product 8 at achrnewscom
e Product 7 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 934
e Product 101 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1034
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
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CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
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calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
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have a full system analysis tool with data logging and improved connectivity In other
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STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
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For all your cooling and heating needs visit carriercomhomecomfort
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on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
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SMOOTH START
FAST FINISH
CRACK PEEL APPLY
1 2 3
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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Business MOVING FORWARD
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INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
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ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
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Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
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EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
WHATrsquoS NEWJob SiteStorage
Company Knaack
Product THERMOSTEELtradeDescription This heated job site
storage box designed specifically
for contractors working in cold
environments and is engineered to
keep supplies at optimal tempera-
tures Plug in the heating element
when the job site temperature
drops below 40degF to ensure
supplies are safe from extreme
temperatures The door and
blanket help keep everything
at the optimal temperature
With the raised chest floor
contractors can reach and
find any tools at the bottom
of the chest without havingto search or overreach
Contact 800-456-7865
wwwknaackcom
eProduct 181
LightMeter
Company Intl Light Technologies Inc
Product ILT2400
Description This product supports
numerous light measurement appli-
cations including audience-scan-
ning laser safety general purpose
light measurements research ster-
ilizationUVGI solar photoresist ndash
lithography optical radiation hazard
phototherapy photo-degradation
photosynthetic photon flux (PPF)
and photosynthetic photon flux
density (PPFD) plant studies and
more It comes equipped with ILTrsquos
Accuspan software that automati-
cally sets the averaging while mea-
suring more than 8 decades of light
intensities This software allows
users to capture a peak as brief as
100microS and to store up to 16 read-
ings per second Also included are
a carrying case the software and
customer-configured detector filter
optic and calibrationContact 978-818-6180
wwwintl-lighttechcom
eProduct 182
WaterproofMonitor
Company Tru-Vu Monitors Inc
Product VMWTRPM-17C-SS
Description This 17-inch touch-
screen comes in a waterproof
panel-mount enclosure and is best
suited for use in wash-down envi-
ronments such as food process-
ing food and beverage plants andother manufacturing or process-
ing facilities that must withstand
frequent water spray It features
1280-by-1029-pixel resolution a
RooftopDiagnostics
Company York reg a division of
Johnson Controls Inc
Product Fault Detection and Diag-
nostics (FDD)
Description Available exclusively
with Simplicityreg Smart Equipment
(SE) Controls FDD technology
monitors refrigeration circuit tem-
peratures and pressures econo-
mizer operation outdoor humidity
and temperatures If issues ariseFDD provides access to detailed
alerts speeding up response
to situations before they lead to
possible equipment performance
issues Detailed alerts are acces-
sible anytime from a smartphone or
other remote device With the Sim-
plicity SE Controls Mobile Access
Portal (MAP) gateway alerts can
be viewed on a Web browser All
system data are in-hand before
anyone sees the equipment and
refrigerant gauges or temperature
probes are not required for trouble-
shooting because FDD provides
all the required sensor fault anddiagnostics data
Contact 877-874-7378
wwwyorkcom
eProduct 185
five-wire resistive touchscreen
video graphics array (VGA) and
digital visual interface (DVI) inputs
and a NEMA 4X waterproof stain-
less steel panel-mount enclosure
Contact 847-259-2344
wwwtru-vumonitorscom
eProduct 183
PressureTransducers
Company DunAn Sensing LLCProduct LP and HP Series
Description These microelectro-
mechanical (MEMS) -based LP
and HP Series of pressure trans-
ducers are available in multiple
combinations of materials and
or pressure ports configurations
DURAsensetrade patent pending
technology enables measurement
in media applications without the
use of oil-filled cavities a metal dia-
phragm or welds Designed spe-
cifically for HVACR applications
these transducers have 05- to 45-
Vdc outputs digitally compensated
over the extended temperaturerange of minus 20deg to 125degC
Contact 408-613-1015
wwwdunansensingcom
eProduct 184e Product 8 at achrnewscom
e Product 7 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 934
e Product 101 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1034
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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You asked for a revolution We delivered it Again
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
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httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
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calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
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STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
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Lower Capacity Higher Impact
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For all your cooling and heating needs visit carriercomhomecomfort
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on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
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is the same code compliant tape that delivers airtight performance and adds the
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wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
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Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
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Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
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i n c l u d e
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businessinsurance
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BUSiNESSiNSURANCE
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INSURANCE INSURANCE
983150 Air- and Water-
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983150 Air Handlers
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983150 Ancillary Equipment
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Wersquore here for you ndash talk to a rental specialist
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
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ACHRNEWSCOM
P 6103549552E oconnorm
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CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
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Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
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for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
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How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
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direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
FRESH ampCLEAN
FREE Healthy Home Duo
Get yours todayfieldcontrolscomhealthy
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The Healthy Home Duo combines a powerful
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and just one part of the Healthy Home Systemtrade by
Field Controls
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
e Product 49 at achrnewscom
e Product 11 at achrnewscom
e Product 10 at achrnewscom
HEAT E XCHANGER SERVICES N ATIONWIDE
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1-800-356-1932wwwccs-tubescom
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
Itrsquos a big story about an increasingly comprehensive line and
therersquos more to know about it including an even stronger warranty
You asked for a revolution We delivered it Again
Learn more at YORKcomExpandedLX-ACHR
e Product 102 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
e Product 13 at achrnewscom
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Connect up to 6 probes wirelessly to the Smart Probes App
Easy-to-use App is pre-loaded with all tests and reports
Automatic tests calculations and reports save hoursof work
Share data and reports with photos via text or email
using your smart device
No wires--clean simple accurate testing
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
wwwgoodmanmfgcome Product 75 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
FASTESTGROWING
HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
short cycling more closely matching the needs of apartments as well as multi-family and
low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
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is the same code compliant tape that delivers airtight performance and adds the
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
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FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
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6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
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102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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CONTACT
Mike OrsquoConnor
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Portable Air Conditioning and Heating
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NEED COOLINGAND HEATING
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How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
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httpslidepdfcomreaderfullthe-news-07032016 1134CHRNEWSCOM | | MARCH 7 2016 9
ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
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FREE Healthy Home Duo
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120V and 24V
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The Healthy Home Duo combines a powerful
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and just one part of the Healthy Home Systemtrade by
Field Controls
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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1-800-356-1932wwwccs-tubescom
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
Itrsquos a big story about an increasingly comprehensive line and
therersquos more to know about it including an even stronger warranty
You asked for a revolution We delivered it Again
Learn more at YORKcomExpandedLX-ACHR
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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50 REAL LIFESERVICE CALL SCENARIOS
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Share data and reports with photos via text or email
using your smart device
No wires--clean simple accurate testing
wwwtestocomsmartprobes 800-227-0729 infotestocom
8192019 The NEWS - 07032016
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
wwwgoodmanmfgcome Product 75 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
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STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
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HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
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low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
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President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
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Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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8192019 The NEWS - 07032016
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he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Work and earn more money with CPS wireless
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Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
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Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
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Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
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ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
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1 Chrysler ww wchryslercommercialvehiclescom 16-17
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6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
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131 Spot Coolers wwwspot-coolerscom 29
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132 Trane Rental wwwwtranecomrentalservices 29
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102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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eProduct 132 at achrnewscom
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Mike OrsquoConnor
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Portable Air Conditioning and Heating
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
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For more information on Commercial Water Heating Solutions Maintenance Services
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call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
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ustrious career as he assumese role of ACCA National Chair-an of the Board during ACCArsquos
nnual conference March 10-13Charlotte North Carolina
FAMILY AFFAIRLauten president and CEO of
otal Air and Heat Co in Planoexas started working in histherrsquos residential HVAC busi-ess as a teenager During high
hool and college he gainedmployment with a commercialontractor spending 13 yearsorking with one large mechani-al contractor before joining themily business in 1987Under Lautenrsquos third-genera-
on leadership Total Air amp Heatcuses on both residential and
ommercial service and replace-ent work The company which
mploys 35 individuals averages5-20 percent growth annuallyid LautenldquoIn Texas everybody needsr conditioning in the summerrdquoauten said ldquoTo be honest Texasas not nearly as populated prior
air conditioning becomingidely available This is a greatace to live and itrsquos growing veryst mdash you donrsquot see many retiredlks moving Northrdquo
AKING ONNEW ROLELautenrsquos father Fred intro-
uced him to ACCA manyoons agoldquoMy dad certainly influenced myreer He was and is part of theeatest generation everrdquo Lautenid ldquoI learned to stop complain-g about things I didnrsquot like and
et involved I was very fortunatehave strong leaders who were
volved with ACCA that helpede understand the importance of
aving representation locally ate state level and on Capitol HillrdquoLauten has served as presi-
ent of the North Texas Chapter
f ACCA three times and wasected to the Texas Air Condi-oning Contractors of America
TACCA) board as wellldquoIrsquom very excited to represent
ACCArsquos members as incomingchairmanrdquo Lauten said ldquoIrsquom
also very grateful for the sup-port of my peers Therersquos neverbeen a more important time tobe involved The furnace AFUErulings are being discussed bythe US Department of Energy(DOE) Occupational Safetyand Health Administrationrsquos(OSHArsquos) Confined Spaces ruling
for residential work is beingdebated and the refrigerantrecovery and handling rules andrequirements are being revised bythe US Environmental Protec-tion Agency (EPA) The list is verylong for actions that will impactthe industry and determine therole HVAC serves in the futurerdquo
Paul Stalknecht presidentand CEO of ACCA said Lautenhas the experience necessary tolead the organization havingserved on ACCArsquos Board ofDirectors for many years
ldquoSteve truly understandswhere ACCA is how it got here
and where it needs to go in thenext monthsrdquo Stalknecht said
ldquoHe is the right leader at the righttime for the association He hasa strong vision to push ACCAforward and with the supportof the rest of the board andACCArsquos staff he will undoubt-edly be extremely successful Asthe association continues to face
challenges from outside sourcesSteversquos vast knowledge of theindustry will help ACCA con-tinue to be the strong voice thatcontractors needrdquo
Phil London vice president
of residential services for Ther-mal Concepts in Davie Floridaand current ACCA chairmansaid ACCA is fortunate to have
Lauten as its incoming chairmanldquoWhile there are many profes-
sionals in our industry willing toserve Steversquos ability to motivateenergize and lead has preparedhim to be a leader among lead-ersrdquo London said ldquoSteve willquickly learn that in his role aschairman he will have ACCArsquos
lsquoClass Arsquo support staff readyand willing to assist him at anymoment In addition to ACCArsquos
staff working closely with Paul[Stalknecht] will be an expe-rience he will cherish foreverTogether with staff and the sup-port of the board of directors
Steve will be able to face dealwith and tackle many of thechallenges our members are con-fronted with on a daily basis
ldquoWhile the current board hasdealt with a complete revampingof ACCArsquos business model there
will be ongoing challenges asso-ciated with that change With anemphasis on growing member-ship Steve will also be the voice
of ACCA when meeting with ourindustry partners and will con-tinually present the value-added
resources of our association Ourindustry is rapidly evolving andour business models are chang-ing Our shortage of qualitytechnicians is a continuing prob-lem social media puts everyoneand everything under a micro-scope and government interven-
tion is increasing daily With allthat said I feel confident that asan industry leader Steve will be
an outstanding chairman whowill guide our board of directorsthrough this maze of confusionrdquo
FUTURE OFTHE INDUSTRY
While Lauten has overcomemany challenges in the indus-try the things that worry himmost are those he canrsquot controlor anticipate
ldquoThatrsquos where ACCA comesinto the picturerdquo he said
ldquoACCA is specifically focused on
contractorsrsquo best interests Irsquove
survived all of my challenges inbusiness with ACCA contractorsby my side Thatrsquos something
Steve Lauten a 48-yearHVAC industry vet-eran is preparing forthe next chapter of his
New ACCA Chairman Ready
to Face Industry ChallengesBY NICOLE KRAWCKE
THE NEWS STAFF
Steve Lauten will be sworn in as the associationrsquos new chairman at ACCA 2016
ACCA CEO PREDICTS MORE RULES REGULATIONS IN 2016HVAC association remains a vocal participant in industry working groups
LEARNING LABS A HIGHLIGHT OF ACCA 2016 CONVENTIONMore than 35 classes will occur across seven tracks
0114
ACCA Convention Issue
FOCUS
e Product 9 at achrnewscom
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you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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You asked for a revolution We delivered it Again
Learn more at YORKcomExpandedLX-ACHR
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
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W I R E L E S S
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INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
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calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
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have a full system analysis tool with data logging and improved connectivity In other
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STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
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every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
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Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
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Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
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businessinsurance
commercial autoinsurance
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Business MOVING FORWARD
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INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
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983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
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EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
you canrsquot get anywhere elseWhat makes ACCA even betteris its industry partnershipsrdquo
The HVAC industry facesnumerous challenges in thecoming years and Lauten is
urging contractors to take noticeand get involved
ldquoTechnology is changing ata rate that is faster than manycontractors can keep pace withwhich is leaving the door openfor others such as communica-tions and cable companies toget involvedrdquo Lauten said ldquoWe
donrsquot have enough support fromall HVAC contractors across thecountry We need every contrac-tor to get involved in helping uscontrol the future to ensure the
EPA OSHA and DOE donrsquotmake decisions without our inputTherersquos not enough room to coverall those topics today
ldquoI urge anyone who reads thisarticle to get involved PresidentObama said lsquoItrsquos not your busi-nessrsquo and our government is
moving ahead with that state-ment in mind I respectfully dis-agree and intend to help makethe HVAC industryrsquos voice heardon Capitol Hill
ldquoAs things stand today costsused for many of the decisionsmade by these agencies areflawed and inaccuraterdquo Lauten
continued ldquoProgress has beenmade to hold up some of theseregulations from being imple-
mented without a consensusbeing reached by the affectedparties However there is noassurance the end productwill be acceptable ACCA hasurgently reached out to theleaders of these governmentaldepartments to have productive
dialogue and that will continueAdditionally ACCA is in theprocess of working with industrypartners to develop scholarshipsto attract qualified applicantsto the industry and I hope tosee that project go live in 2016Irsquom proud to say now morethan ever all parties within theindustry have united to put forth
a concentrated effort to act inthe industryrsquos best interestsrdquo
FOLLOW THE LEADERS Current ACCA chairman Phil London (left) vice president of residential services ThermalConcepts Inc in Davie Florida will hand over the chairman title to Steve Lauten (right) president and CEO of Total Air ampHeat Co in Plano Texas at ACCArsquos 2016 conference in Charlotte North Carolina
streak in the five-plus years ACCAhas conducted the survey
ldquoFrom what contractorstell us they had a great yearrdquoStalknecht said ldquoThere was
record cold weather in the winterand high temperatures in thesummer across most of the coun-try While weather is a factorin contracting success itrsquos notthe biggest factor Contractorsespecially ACCA members con-tinue to become savvier aboutthe ways they do business They
have taken the control fromthe weather and have focusedon solid business practices thatkeep them busy 12 months ofthe year Itrsquos the savvy business
person who is going to experi-
ence long-term successrdquo
REGULATORYHURDLES
While ACCA and its mem-bers had a successful year therewere a number of challenges
the industry faced as a wholeSome of the biggest were keep-ing up with the regulatory pro-posals and bills in CongressStalknecht said
ACCA sat on three work-ing groups that negotiatednew standards for commercialwarm-air furnaces and com-
mercial unitary air conditionerswalk-in coolers and freezersand central air conditioners andheat pumps It also participatedin stakeholder negotiations
aimed to uncover an alterna-
tive to the proposed 92 percentAFUE standard for residentialnatural gas furnaces
ldquoNo one regulatory issue tookcommand of the industry in 2015but several significant proposedrules from the US Departmentof Energy [DOE] the US Envi-ronmental Protection Agency
[EPA] and the OccupationalSafety and Health Administra-tion [OSHA] left their markrdquoStalknecht said ldquoIn March 2015the DOE released a proposal toset national energy-conservationstandards for residential natu-
ral gas furnaces at 92 percentAFUE This after a 2013 court
settlement threw out a proposedregional standard that wouldhave set the AFUE minimum at
CEOContinued from Page 1
FOCUS
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
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More accessible More affordable More competitive More profitable
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therersquos more to know about it including an even stronger warranty
You asked for a revolution We delivered it Again
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90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
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67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
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eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
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Lower Capacity Higher Impact
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New low-capacity furnaces from Carrier provide more options and less hassle
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every size project
For all your cooling and heating needs visit carriercomhomecomfort
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httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
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Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
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Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
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PROGRESSIVEcom
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BUSiNESSiNSURANCE
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983150 Air- and Water-
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Wersquore here for you ndash talk to a rental specialist
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
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ACHRNEWSCOM
P 6103549552E oconnorm
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CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
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Deliver more of it
H O W D O Y O U I M P R O V E O N G R E AT N E S S
The newly expanded LX Series
Residential Split Systems17 SEER 1-Stage AC 16 SEER Modulating Technology Heat Pump
More is better More reliable More efficient More intelligent
More accessible More affordable More competitive More profitable
Itrsquos a big story about an increasingly comprehensive line and
therersquos more to know about it including an even stronger warranty
You asked for a revolution We delivered it Again
Learn more at YORKcomExpandedLX-ACHR
e Product 102 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
e Product 13 at achrnewscom
e Product 2 at achrnewscom
50 REAL LIFESERVICE CALL SCENARIOS
Testo Smart ProbesThe Smart World of Testo HVAC Instruments
Connect up to 6 probes wirelessly to the Smart Probes App
Easy-to-use App is pre-loaded with all tests and reports
Automatic tests calculations and reports save hoursof work
Share data and reports with photos via text or email
using your smart device
No wires--clean simple accurate testing
wwwtestocomsmartprobes 800-227-0729 infotestocom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1534
At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
wwwgoodmanmfgcome Product 75 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
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Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
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Lower Capacity Higher Impact
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For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
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Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
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Send data instantly tocustomers or to the office
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SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
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INSURANCE INSURANCE
983150 Air- and Water-
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983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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EQUIPMENTFOR RENT
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EQUIPMENTFOR RENT
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
90 percent in only the Northernhalf of the country Last yearrsquos
92 percent proposal is still work-ing its way through the regula-tory process and a large group
of stakeholders are currentlyworking to find an alternative topreserve the option for noncon-densing furnaces nationwide
ldquoThis past summer a specialworking group of stakeholders
finalized negotiations under theDOE ASRAC [Appliance Stan-dards and Rulemaking FederalAdvisory Committee] process toset new standards for commer-cial heating and air conditioningequipment that will save tremen-dous amounts of energy over thenext 30 yearsrdquo he continued
ldquoFinally at the end of the year a
different working group success-fully negotiated new standardsfor central air conditioners andheat pumps that will go intoeffect in 2023 in the hopes ofaligning the new standards withany future refrigerant changesThis is important because weknow the EPA has big plans for
refrigerants Late last year theagency proposed to amend Sec-tion 608 refrigerant recoveryrules to cover HFC [hydrofluo-rocarbon] refrigerants This ispart of a longer goal of eventu-ally transitioning to new refrig-erants that donrsquot trap heat when
itrsquos emittedrdquoHowever the biggest surprise
last year came from OSHArsquos
Confined Spaces in Construc-tion rule which dictates preven-tive measures contractors mayhave to take when working inattics and crawl spaces
ldquoThis rule is being challengedin court by the National Asso-ciation of Home Builders andto date the compliance deadlinehas been extended several timesrdquoStalknecht noted
LOOKING AHEADIN 2016
ACCA is going to continuedown the path the board ofdirectors has set said Stalknechtwhich includes participatingin industry working groups on
rules and regulations that gov-ernment agencies are proposing
ldquoIn 2015 ACCA participatedin a number of working groupsand will participate in morein 2016 as this is likely thenew norm for how rules willbe created moving forwardrdquoStalknecht said
Additionally ACCA will con-duct its popular conference forservice professionals the 2016Service Leadership Forum onOct 27-28 Immediately preced-ing that ACCA will present theBusiness Technology and Opera-tions Forum which offers twodays of targeted education forcontractors and their top manag-
ers on Oct 25-26 Both of theseevents will be held in Cincinnati
ACCA is also focusing on its
Quality Assured Programs in 2016ldquoOne of the primary reasons
HVAC contractors apply foraccreditation is to participate
in energy-efficiency programs
mdash most notably the Energy StarCertified Homes programrdquo saidWes Davis vice president of qual-ity assured programs ACCA
ldquoContractors must be credentialedin order for the home to earn anEnergy Star label Furthermoreother program sponsors have seen
the benefit and there are otherregional efforts that also point tothe QA Contractor Accreditationas a requirement to participaterdquo
ACCArsquos accredited contrac-tors have access to distinctivelogos marketing and advertis-ing have access to technical sup-
port from ACCA staff membersand will be able to use the orga-nizationrsquos new HVAC QualityInstallation (QI) mobile app
ldquoThe app is designed to sim-plify the collection of informationwhen it comes to HVAC systeminstallationsrdquo Davis said ldquoIt willhave built-in verification supportfor elements associated with a
quality HVAC system installa-tion This mobile app offers theaccredited contractor a level ofthird-party in-the-field oversightThe app doesnrsquot replace goodmanagement but it providesgood managers with the records
they need to increase sales iden-tify top performers and reducecallbacks and warranty claimsrdquo
ACCA will also offer itsaccredited contractors access toan online training course thatreviews the basics of buildingscience this year Davis noted
FUTURE CHALLENGESWith the upcoming 2016 elec-
tion this is the last year the Obamaadministration will control theregulatory process and Stalknechtsaid he expects an avalanche of
new rules to be released by fall
ldquoCongress has only a lim-ited time to vote to lsquodisapproversquorules that have an impact ofmore than $100 million on theeconomyrdquo Stalknecht explained
ldquoSo the existing administrationwill release the rules before anydisapproval vote could land on
the desk of a Republican in theWhite House in 2017 We knowthe DOE will finalize a new rulefor natural gas residential fur-naces we just donrsquot know if it willallow for the continued manufac-ture of noncondensing furnacesthrough a size limit We can also
expect several rules from OSHAandor the Department of Laborthat will impact overtime rulesunion organizing activities andjoint employer rulesrdquo
FOCUS
e Product 13 at achrnewscom
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Testo Smart ProbesThe Smart World of Testo HVAC Instruments
Connect up to 6 probes wirelessly to the Smart Probes App
Easy-to-use App is pre-loaded with all tests and reports
Automatic tests calculations and reports save hoursof work
Share data and reports with photos via text or email
using your smart device
No wires--clean simple accurate testing
wwwtestocomsmartprobes 800-227-0729 infotestocom
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
wwwgoodmanmfgcome Product 75 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
FASTESTGROWING
HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
short cycling more closely matching the needs of apartments as well as multi-family and
low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
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PROGRESSIVEcom
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co l l e ct
t h e m a l l
cov e r ag e s
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businessinsurance
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BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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983150 Air- and Water-
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Wersquore here for you ndash talk to a rental specialist
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
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P 6103549552E oconnorm
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CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
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At Goodmanreg
we believe in American dependability
Units are designed engineered and assembled in the USA
Our continuing commitment to quality products may mean a change in specifications without notice
copy 2016 Goodman Manufacturing Company LP middot Houston Texas middot USA
wwwgoodmanmfgcome Product 75 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
FASTESTGROWING
HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
short cycling more closely matching the needs of apartments as well as multi-family and
low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
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SMOOTH START
FAST FINISH
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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Business MOVING FORWARD
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INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
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983150 Pumps
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DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
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EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1634AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
CCArsquos 2016 conference and IE3
xpo The annual event will feature
earning Labs MainStage sessions
th panel discussions and keynote
eakers the IE3 Indoor Environ-
ent amp Energy Expo and more
ldquoThis event will offer informa-
on that will help contractorsmprove their operations andottom linesrdquo said Paul Stalknecht
president and CEO of ACCA ldquoIget excited to see so many contrac-tors take the time to leave their
businesses for a couple of days tomeet with other contractors andget new ideas to make themselvesmore professional and to take theirbusinesses to the next level of suc-cess That shows true commitmentto not only a better business but toa strong industry overallrdquo
LEARNING LABS
PROMOTE SUCCESSldquoWe have once again built adiverse Learning Lab program that
covers almost every area of a con-tracting businessrdquo said Stalknecht
ACCA has arranged for some
of the best contractors in thecountry to share their top-secrettechniques for business success atACCA 2016 This yearrsquos programfeatures 35 classes in seven differ-ent tracks including building per-formance business operationscommercial contracting innova-tion and leadership radiant and
hydronics residential contract-
ing and quality assurance Jolene Methvin customerservice supervisor at Bay Area
HVAC contractors large
and small will gather
March 10-13 in Char-
lotte North Carolina for
Learning Labs a Highlight
of ACCA 2016 ConventionBY NICOLE KRAWCKE
THE NEWS STAFF
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 14 at achrnewscom
GAINING INSIGHT This yearrsquos ACCA conference will feature 35 classes inseven different tracks building performance business operations commercialcontracting innovation and leadership radiant and hydronics residentialcontracting and quality assurance
TOP TEN TIPS Ray Isaac president of Isaac Heating amp Air Conditioning inRochester New York will discuss what it takes to run a successful HVACRbusiness during the ACCA 2016 conference in Charlotte North Carolina
SUCCESS STRATEGIES Rich Biava vice president of GAC Services inGaithersburg Maryland will present ldquoBest Practices for Successrdquo at the ACCA2016 conference
N E W
W I R E L E S S
V A C U U M
G A U G E
INTRODUCING THE MANTOOTH WIRELESSDIGITAL VACUUM GAUGE
THE MANTOOTH WIRELESS DIGITAL VACUUM GAUGE
LEARN MORE AT
YELLOWJACKETCOMASSEMBLED
IN THE USA
67020 ndash The YELLOW JACKET ManTooth V (Vacuum Only)
67023 - The Y ELLOW JACKET ManTooth PTV
Monitor the vacuum process wirelessly with the new ManTooth wireless vacuum
gauge This new state-of-the-art tool utilizes the ManTooth RSA app that accurately
calculates and displays a systemrsquos actual readings conveniently on your iPhone iPad
or Android device Combine it with the ManTooth pressuretemperature gauge and you
have a full system analysis tool with data logging and improved connectivity In other
words HVAC techs everywhere have a new favorite high-tech tool VISIT THE APP
STORE OR GOOGLE PLAY TO DOWNLOAD THE YELLOW JACKETreg MANTOOTHtrade RSA APP
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1834
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1934
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
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Lower Capacity Higher Impact
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New low-capacity furnaces from Carrier provide more options and less hassle
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every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
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NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
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SMOOTH START
FAST FINISH
CRACK PEEL APPLY
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
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Send data instantly tocustomers or to the office
STAY ORGANIZED
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PATENTED TECHNOLOGY
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SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
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BUSiNESSiNSURANCE
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BUSiNESSiNSURANCE
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Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
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DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
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EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 1734ARCH 7 2016
eating amp Air Conditioningc in Crystal River Florida
ill present ldquoTight HomesIAQ ndash How They Work
ogetherrdquo in the building per-
rmance track Methvin willscuss the impact tightening a
ome can have on IAQldquoI actually chose the topic
ecause itrsquos something that oftenets overlooked a bit including
y myselfrdquo Methvin said ldquoItrsquosomething I really needed tosearch anyways for what we doere [at Bay Area Heating amp Aironditioning] Itrsquos been a chal-nge for me and it was some-ing I wanted to tackle Timese changing and we really needstart paying closer attention
fresh-air makeup Irsquom really
oking forward to attendingnd getting some interactionom the other people who areresenting too Itrsquos not uncom-on for them to teach me thingswellrdquoMatt Marsiglio operations
anager for Flame Heating Cool-g Plumbing and Electrical in
arren Michigan has presentedn behalf of ACCA several timeshis year he will discuss promot-g employees from within the
ompany and what contractorsn do to help them make success-l transitions from the field toanagement positions
ldquoIn our structure wersquove hiredom the outside and oftenatched those employees failrdquo
Marsiglio said ldquoI was a field guyr more than 10 years before Ias promoted and we just pro-oted a field guy into an installa-on coordinator position Theseuys donrsquot have to learn the sys-ms and processes because they
ready know all of thatrdquoAdditionally promoting from
ithin is good for employee sat-faction and company morale
Marsiglio notedldquoInternal promotions are good
r not only the person being pro-oted but also for the rest of theam because it gives everyone
sense of security and confirmserersquos an avenue to grow Wersquorea physically demanding busi-
ess and as the body breaksown guys start to wonder whatill happen to them Know-g therersquos an area for personalowth within the company helps
uild a stronger teamrdquo
Marsiglio said the ACCA con-rence is a great place to learnldquoSometimes itrsquos about get-
ng outside of our four walls
nd seeing how those who areore successful than we are doregardless of their size or rev-
nue The neat thing about it isverybody is willing to share
and the information that isexchanged is great
ldquoThis is one of the mostimportant events in the industryrdquohe continued ldquoItrsquos important to
get to this one There are alwaysgoing to be guys who are smallerthan you guys who are bigger
than you and the questions arealways going to be the same mdashno matter where the company is
in terms of growth So you canget the answers you need with-out having to reinvent the wheelrdquo
Sam DeAngelis CEO of Col-orado Climate Maintenance Inc
in Englewood Colorado hasattended the last nine ACCAconferences but will present forthe first time this year offer-
ing up a course on ldquoLeverageMobile Technology in Commer-
cial Contractingrdquo
ldquoWersquove really focused onchange and development over thepast five years and the benefitswersquove seen have been pretty dra-
maticrdquo DeAngelis said ldquoI knowa lot of smaller contractors donrsquothave the resources internally tofigure out their options and theyarenrsquot necessarily sharing with
other companies So Irsquom look-
ing to bridge that gap betweenpeople doing things lsquoold schoolrsquo
with the old paper method towhat potentially is out there Irsquominterested in showing how easy it
is to achieve some of these advan-tages with mobile technologies
ldquoWersquove been doing mobiledispatching for about nineyears now which is a long time
n See CONVENTION | Page 18
e Product 15 at achrnewscom
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
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Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
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New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
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low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
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FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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983150 Air- and Water-
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983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
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Manufacturer Sales Agency inIndiana Kentucky Michigan
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for someone with drive and desire toexcel Possible future ownership
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
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Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
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New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
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low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
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NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
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FAST FINISH
CRACK PEEL APPLY
1 2 3
MARKETING MAGICHUDSON INK
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
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Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
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983150 Air- and Water-
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Wersquore here for you ndash talk to a rental specialist
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Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
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wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
FASTESTGROWING
HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
short cycling more closely matching the needs of apartments as well as multi-family and
low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Patented CPS Linktrade Wireless Technology
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Send data instantly tocustomers or to the office
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SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
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FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
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6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
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CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
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eProduct 134 at achrnewscom
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 2016
hen it comes to mobile tech-ologyrdquo he continued ldquoWersquove
ken advantage of new mobileevices and applications whichas allowed us to give our fieldchs a lot more informationn the job site with very littlefort and memorization We
e a number of different apps create inspection forms andformation sheets for our cus-mers Technicians can com-ete those forms in the field
uicker and more accurately andresent them to customers in auch more professional manneran we ever did beforerdquo
DeAngelis said there are
umerous benefits available toontractors who attend the ACCAonference ldquoThere are alwayschnical or administrative learn-g sessions that I certainly getlue out of Irsquom always bringingmething back and applying itour company which makes us
etter and more efficient I rsquom alsoble to make connections withher contractors and people ine industry and share informa-
on and best practices Irsquove builtany relationships with peopleom across the country who Iever would have had the oppor-nity to meet
ldquoThe other part is looking athat the trends are and whatrsquosew in the industry from thepect of tools and how people
are approaching certain aspectsof business to what equipmentmanufacturers are coming outwithrdquo he continued ldquoIt givesus a little glimpse of what may
be coming in the future so thatwhen it comes wersquore not com-pletely blindsidedrdquo
IE3 EXPO AND MOREIn addition to Learning Lab
sessions attendees will also havethe opportunity to interact withmanufacturers and suppliers atthe IE3 Indoor Environment ampEnergy Expo This year IE3 willfeature more than 200 exhibi-tors Attendees will get hands-on experience with the latest andgreatest products in the HVACR
industry granting them an edge
over their competitionAdditionally the confer-ence will feature ACCArsquos widelyanticipated MainStage sessions
ldquoOur MainStages will blowaway anyone attending ACCA2016rdquo Stalknecht said ldquoOuropening session will feature
Carey Lohrenz who was thefirst female F-14 Tomcat pilotShersquos going to share her storyand how critical it is to staycool under pressure And clos-ing things out will be Tim Kighttalking about the R FactorThese MainStage sessions arereally going to push attendees to
think about how they respondto the good and bad things thathappen in the daily course ofdoing businessrdquo
Methvin said her favorite thingabout the conference is the open-ing session ldquoThey always have agreat speaker and the message isusually pretty inspirationalrdquo
Other MainStage sessions willinclude the annual CEOCon-tractor Forum Big Bang Banquet
and back for a second year theldquoWhatrsquos Your Problemrdquo contrac-tor panel which will feature alive question-and-answer session
Additionally the conferencewill also feature a Legislative
amp Policy Forum and live LegalToolbox with Brooke Duncan ofAdams and Reese LLP to discussthe many laws contractors mustfollow Industry Roundtableswill also make a reappearance
ldquoIndustry Roundtables willgive contractors a chance to gettogether with contractors who
operate businesses that are verysimilar to their own for somesector-specific networkingrdquoStalknecht said ldquoItrsquos really aunique opportunity and contrac-
tors can choose whichever round-table they want to go to or theycan hop around them mdash itrsquos up tothem which is yet another thing
that makes ACCA 2016 so great
Each attendee can create his orher own experiencerdquo
ldquoI think a lot of people look at
the expense of attending confer-ences and the time away from theoffice as a deterrent from beingable to attend these conferencesrdquoDeAngelis said ldquoUntil they attendone and see what they can takeaway from it they canrsquot reallyassess the value of the time andmoney spent Itrsquos really well worthit I would encourage contractors to
attend and that there is certainly aROI [return on investment] Thatrsquoswhy I continue to attend Itrsquos not
the same thing every year mdash itrsquossomething new and different andyou take away something differentevery time I couldnrsquot get that anyother wayrdquo
CONVENTIONContinued from Page 15
ACCA Convention IssueFOCUS FOR MORE ARTICLES ON THIS TOPIC VISIT HTTPBITLYACCA-2016
e Product 18 at achrnewscom
INFORMATION EXCHANGE Steve Saunders CEO of Tempo Mechanical in Irving Texas was one of many contractors whoattended last yearrsquos ACCA conference The annual event offers contractors of all sizes the opportunity to network and learn bestpractices from each other
PRODUCT SHOWCASE ACCArsquos IE3 Indoor Environment amp Energy Expo willfeature more than 200 exhibitors Attendees will get hands-on experience withthe latest and greatest products in the HVACR industry allowing them to gaininsights and an edge over their competition
THE FUTURE OF GAUGES IS HERE
Responsive capacitivetouchscreen providessuperior usability
Replaceable andrechargeable lithium-ion batteries helpprevent downtime
Future-proof technologyallows for software updatesas they are released
Learn more about the DG-1000
by visiting DG-1000com
energyconservatorycom | 612-827-1117
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2134
Lower Capacity Higher Impact
copy Carrier Corporation 102015 A unit of United Technologies Corporation Stock symbol UTX
26K BTUHR
EASYINSTALLATION
FASTESTGROWING
HVACMARKET
New low-capacity furnaces from Carrier provide more options and less hassle
With longer vent lengths new low-capacity furnaces from Carrier are easy to install and eliminate
short cycling more closely matching the needs of apartments as well as multi-family and
low-energy homes Capitalize on the fastest-growing HVAC market with the right size unit for
every size project
For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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8192019 The NEWS - 07032016
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he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Work and earn more money with CPS wireless
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Patented CPS Linktrade Wireless Technology
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TechnologyUS Patent No 9043161
CLOUD STORAGE
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Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
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Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
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FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
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CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
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Manufacturer Sales Agency inIndiana Kentucky Michigan
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
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For more information on Commercial Water Heating Solutions Maintenance Services
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INDUSTRY LEADING WARRANTY
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For all your cooling and heating needs visit carriercomhomecomfort
e Product 12 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
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NEWDIFFERENTBOLDINNOVATIVE
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
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Send data instantly tocustomers or to the office
STAY ORGANIZED
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SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
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Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
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INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
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983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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EQUIPMENTFOR RENT
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
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direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
on appliance in it Tightening aomersquos envelope may reduce ther supply needed for combustion
and when therersquos not enoughcombustion air equipment couldhave combustion ventilationproblems Thus the people whosealed up homes (often referred
to as the weatherization industry)needed a way to determine if seal-ing a home up would underminethe safe operation of combustion
equipment To meet this safetyneed they embraced combustionappliance zone (CAZ) depressur-ization testing
The basis for the CAZ test
as we now know it was twodocuments ASTM InternationalStandard Guide for Assess-ing Depressurization-InducedBackdrafting and Spillage fromVented Combustion Appliancesmdash designated as E1998-02 mdash thathas been reapproved numeroustimes Additionally a Canadiandepressurization test standard
CANCGSB-5171 was recalledand is no longer in useLike many tests done in the
field the results of a CAZ test areonly good for the conditions inplace on the day and time it wasperformed Kind of like judgingthe whole yearrsquos weather aroundconditions you saw from the
porch at sunset on Oct 3 Thusfor CAZ testing the result is Itis safe today hopefully whichmeans it will be safe later todayand for ever more
Fortunately if the combus-tion system is operating unsafelyall of the time or at the time of
testing the combustion equip-ment will fail the CAZ testWhen one of the three maincombustion problem indicatorsare found mdash backdraft com-bustion spillage or flame roll-out mdash weatherization specialistshave generally called in HVACexperts to resolve the issue Inmany instances there may be a
point score provided The testscommonly used do not reportfailures at equivalent levels ofdepressurization However afailure is a failure and the under-lying cause needs to be fixed
After any failed CAZ test allHVAC-related equipment evalu-ations and the related combus-
tion analysis testing should becompleted by a professionallylicensed HVAC contractor whoemploys qualified technicianswith the appropriate certifica-tions and training Hence theCAZ razzmatazz since theoriginal conditions for the testcan rarely be duplicated and may
not be the same when an HVACtechnician gets there FurtherHVAC technicians should betold how the failure was deter-
mined and what the operatingconditions were (outside temper-ature wind direction and speedwhat combustion equipment wasoperating etc)
When called to a CAZ testthat has failed the HVAC expertmay need to become a home-performance expert to diagnosethe real problem For example afailed CAZ test indicates there isa problem not where the problemis or what is causing it Often the
potential performance problemcan be with the venting in theappliance or it can be related tothe way appliances were installed
andor the operating conditionsOnce identified the cause of aCAZ test failure may be a combi-nation of unrelated factors Thusthe furnace is often operating
properly If the HVAC techni-cian does a combustion analysisand simply reports the furnace isOK and leaves the homeownerstill has a problem Why miss theopportunity to investigate andfind a cause and a solution forthe customer
For example one set of new
homes was failing the CAZ testsand worse yet homeowners
were suffering from carbon mon-oxide poisoning You should beable to guess who got the blameand the first callback The homeshad condensing furnaces with
their own combustion air andexhaust venting so they were
not the problem Unfortunatelywhen it comes to CO HVACcontractors are often consideredguilty until proven innocent Inthe case of these new homes thehot water heaters gas dryersand gas ovens did not have anycombustion air provided whenthey were installed Thus the
solution was to design a venting
system that could provide morecombustion air when the otherappliances were in use (or openthe windows when they were inuse) By identifying the problemand developing a solution theHVAC contractor avoided thedanger of letting the judicial
system try to figure out who wasat fault Additionally their rela-tionship with the homeownerswas repaired and strengthened
For detailed information onCAZ testing ACCA members candownload the ldquoUnderstandingCAZ Depressurization Testingrdquo
technical bulletin The CAZ test-ing information is also included aspart of ACCArsquos Qtech basic home-performance training coursewhich is available online
Everyone has now fig-ured out what happenswhen you tightly seal up
a room with a combus-
The CAZ Razzmatazz
DONALD PRATHERTechnical services manager for ACCAHe is the author of ldquoTechnicianrsquos Guide for QualityInstallationsrdquo and ldquoManual B Balancing and TestingAir and Hydronic Systemsrdquo licensed as a masterHVAC contractor in Florida and holds a first-classstationary engineer license in Maryland Contact himat donpratheraccaorg or 703-824-8867
AUTHOR NOTESBY DONALD PRATHER
FOR THE NEWS
Failed CAZ tests should be evaluated by licensed professionals
FAULTY COMBUSTION Backdrafting shown with a smoke stick
COMMENTARYGUEST
e Product 2 at achrnewscom
e Product 20 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2334
o
iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
1888442TAPE
SMOOTH START
FAST FINISH
CRACK PEEL APPLY
1 2 3
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
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1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
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bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
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iQ Drivereg is a registered trademark of Nortek Global HVAC LLC WESTINGHOUSE and INNOVATION YOU CAN BE SURE OF are trademarks of
Westinghouse Electric Corporation Used under license copy Nortek Global HVAC LLC 2016 All Rights Reserved (The News-WH Heat Pump)
10-YEARWARRANTY
e Product 95 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
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BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
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Visit ShurtapecomEasyPEEL to learn more
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
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BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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Business MOVING FORWARD
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INSURANCE INSURANCE
983150 Air- and Water-
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983150 Air Handlers
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983150 Pumps
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983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
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eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
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For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2434AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20162
ldquozero-tolerancerdquo policy forthings like smoking on or near
the job site having visible tat-toos or interacting with cus-tomers when their work clotheswere dirty Others were moreflexible putting the trustwor-thiness and honesty of employ-
ees above implementable rulesldquoThere are a couple of com-
ponents such as safety per-formance related to skillknowledge and overall job per-formance that some may includeor exclude when generalizingand saying rulesrdquo said John RSmith Jr operations manager
of the University City Science
Center in Philadelphia ldquoThenthere are issues such as attireexcessive absence lateness lan-guage etc which I categorize asprofessionalismrdquo
Smith believes some areasallow for flexibility while otherssimply donrsquot
ldquoThe lsquotraprsquo one creates is set-ting past practice both from alegal standpoint and then tryingto change the practiceculturelater if conditions changerdquo hesaid ldquo[Employers need to have]clear and concise documenta-tion of issues and reduce towriting any discussion while
including the reasoning for theactions taken because it canprove extremely useful downthe roadrdquo
Matt Rutland HVAC servicemanager at Brothers Air Heat ampPlumbing in Rock Hill SouthCarolina said if there has been atransgression there needs to be a
corrective actionldquoThe key to me is the correc-
tive partrdquo he said ldquoMy goal asa manager is not to punish anemployee but rather to correctthe improper behavior The ideais to help him or her improve and
get past the improper behavior Iwill not take unnecessary actionto correct the behavior and I will
use progressive discipline prin-ciples once an action has beentaken if the behavior continuesrdquo
DEFININGTHE CULTURE
The culture aspect is an espe-cially intriguing one because asSmith said each company createsand maintains its own unique envi-ronment within the workplace
Bergstrom believes thathaving a set of core values that
does not waiver in the face of atechnician shortage or any otherform of adversity is critical to thesuccess of a company
ldquoWe got a lot better at
[employee discipline] when wedecided to clearly define ourculturerdquo he said ldquo[That culture
includes] our core values [whoare we what we stand for] vision
[where are we going] and mission[how are we going to get there]rdquo
For Bergstrom recognizingand defining those three valuesmade discipline a lot easierbecause it gave him somethingto consistently point back to
and made it about working withthe employee to tackle a corevalue ldquoIt takes a good portionof the onus off the manager andpoints it to a core value that ispart of the organizationrsquos DNArdquohe said
Thomas Krygsheld ownerof Illiana Heating amp Air Con-
ditioning Inc in Cedar LakeIndiana and a 2015 winner ofThe NEWSrsquo Best Contractor toWork For contest said there areusually issues under the surfacewith any new hire because of thestate of the job market but itrsquosstill important to see if they havethe right skills and attitude to bea part of the team
ldquoWe just hired someone andwe will have him with our techsfor a few months train him theway we want him trained mdash theIlliana way mdash and allow him toask questions and get any train-ing that he needsrdquo he said ldquoWe
look for soft skills and the law-abiding kind of things drugs
alcohol etc We look for peoplewith great personalities who cancome from anywhererdquo
And when dealing with thepersonalities of each employeeBergstrom said staying consis-tent while not nagging anyonecan be difficult
ldquoDiscipline has to make sense
to your organization becauseif it doesnrsquot then no one under-stands whatrsquos right and account-ability to discipline becomesso hardrdquo he said ldquoWe battled
this confusion area for a longtime and at times we still doItrsquos always hard to clearly com-municate in a growing organi-
zation that is also adding newleaders as wellrdquo
THE COMPANY VANRutland detailed one of the
most common examples ofimproper behavior is an unkemptcompany van
ldquoI expect my vehicles to beclean and organizedrdquo he said
ldquoAnd apparently my definitionof a clean and organized vehicle
differs dramatically from that ofthe technicianrsquos
ldquoPoint blank a company vehi-cle is a privilege and it sends a
DISCIPLINEContinued from Page 1
n See DISCIPLINE | Page 24
SOURCE Information contained in these graphs are courtesy of the Air-Conditioning Heatingand Refrigeration Institute (AHRI) Industry figures are estimates that are derived from the bestavailable figures supplied by a sample of AHRI member companies
YEAR-TO-DATE Year-to-date US shipments of residential gas storage water heaters decreased 08 percent
residential electric storage water heater shipments decreased 44 percent commercial gas storage water heat-
ers decreased 02 percent commercial electric storage water heaters increased 388 percent gas warm air fur-
naces increased 37 percent oil warm air furnaces increased 110 percent central air conditioners increased 19
percent and heat pumps decreased 18 percent
Oil Furnace Numbers
Leap in November
FIGURESFACTS amp
US shipments of central air conditioners and air-source heat pumps totaled 334907 units in November2015 down 66 percent from 358479 units shippedn November 2014 US shipments of air conditioners
decreased 42 percent to 218076 units downrom 227523 units shipped in November 2014 USshipments of air-source heat pumps decreased 108percent to 116831 units down from 130956 unitsshipped in November 2014
US shipments of residential gas storage waterheaters for November 2015 decreased 173 percentto 299338 units down from 362082 units shippedin November 2014 Residential electric storagewater heater shipments decreased 218 percentin November 2015 to 264885 units down f rom338796 units shipped in November 2014
US shipments of gas warm-air furnaces forNovember 2015 decreased 62 percent to 248953units down from 265299 units shipped in November2014 Oil warm air furnace shipments increased 320
percent to 5379 units in November 2015 up from4076 units shipped in November 2014
Commercial gas storage water heater shipmentsdecreased 02 percent in November 2015 to 7157units down from 7169 units shipped in November2014 Commercial electric storage water heatershipments increased 388 percent in November2015 to 7237 units up from 5213 units shipped inNovember 2014
CENTRAL AC ANDAIR-SOURCE HEAT PUMPS
RESIDENTIAL STORAGEWATER HEATERS
GAS AND OILWARM-AIR FURNACES
COMMERCIAL STORAGEWATER HEATERS
248953
Gas Warm-Air
Furnaces
5379
Oil Warm-Air
Furnaces
NOV 2015
265299
Gas Warm-Air
Furnaces
NOV 2014
4076
Oil Warm-Air
Furnaces
264885
Residential
Electric
NOV 2015
362082Residential Gas
338796
Residential
Electric
NOV 2014
299338Residential Gas
334907
AC amp HPCombined Total
218076 AC Only
116831
HP Only
NOV 2015
358479
AC amp HPCombined Total
227523 AC Only
130956
HP Only
NOV 2014
NOV 2015
5213
Commercial
Electric
NOV 2014
7169Commercial Gas
7157Commercial Gas
7237
Commercial
Electric
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
Reserve Your Booth NOW ExhibitServiceWorldExpocom
Get RESULTS with the RIGHT contractors
Book Exhibitor Space Now
Held where contractors want to go
Wersquore turning the traditional trade show
on itrsquos head
NEWDIFFERENTBOLDINNOVATIVE
wwwServiceWorldExpocom
BOOK SPACE TODAY
MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
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Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
COMMUNICATE EFFORTLESSLY
Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
PATENTED TECHNOLOGY
Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
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ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
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1 Chrysler ww wchryslercommercialvehiclescom 16-17
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9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
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75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
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132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
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102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
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983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
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8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
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bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2534CHRNEWSCOM | | MARCH 7 2016 23
2016 HVAC Marketing Trends
Fads trends and move-
ents come and go Thoughf course once a movementecomes rooted it becomese new normal When I was
oung anyone seen jogging waslsquohealth nutrsquo with emphasis
n the nut part Then a move-ent began and now jogging isnormal and laudable way to
xtend health and happiness
Fads are dismissible Mostcognize their fleeting naturend scarcely take the energy tombrace them since theyrsquoll be goneke light-up shoes faintly aglownder a Snuggie Fads are harder
leverage in the home-contract-g industry yet their flash-in-
e-pan newsiness can make themarketable The decline of R-12e advent of 13 SEER energy taxedits and several moreMovements are on the other
nd hoping to stay aloft in newsnd acceptance while the foun-ation hardens Solar power andome-performance contracting
ome to mind whereas poorAQ never gained market legiti-acy for self-sufficiency Thereen movement actually wasnrsquotLordy there were two ACCA
onferences in a row where itemed every third vendor hade word green in their banner
et there wasnrsquot a sustainable
nancial advantage for theomeowner or a compellingory to move them to withdraweir credit cards so the Greenovement became a govern-ent-versus-manufacturer cage-ght smackdown and it still is
r that matterCaught right in the middle
e the trends mdash those mag-ficent swales of thought that
ollect into a discernable forceuilding momentum that mostiss until itrsquos too late to capital-e (Note to the overabundantpor shop owners If you canll your business do so now mdash
ke by lunch tomorrow)
REND SPOTTING 101Trends are a delight to me and
her marketing psychos becausene of the 22 Immutable Mar-
eting Laws is lsquobeing firstrsquo in aarket before itrsquos a full-fledgedovement That position ande financial windfall that accom-
anies it are like catching that
perfect wave riding instead ofpaddling furiously only to trail it
Social media was an obvi-ous trend turned movement Solarge it caught no one off-guard
but as a marketing medium forcontractors it was also magnifi-cently overpromised (For therecord Hudson Ink has con-tinued to warn against its time-
absorption versus microscopiccommercial validity) Mostagree with a begrudging admis-sion that itrsquos best keep socialmedia time to under an hour per
day If I could get you to load 30pre-done messages at the first ofeach month and only respond tocomments you could cut that toa few minutes
Everything is a progres-sion or a cycle depend-ing on your particularphilosophical slant
e Product 23 at achrnewscom
he new normal has taken over the old normal
Las Vegas at Tropicana | October 26ndash27 2016
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Get RESULTS with the RIGHT contractors
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Held where contractors want to go
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MARKETING MAGICHUDSON INK ADAMS HUDSON
President of Hudson Ink The company is a creative marketing firm for contractorsContact Adams at FreeNEWSstuffhudsoninkcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
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why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
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is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
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and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
1888442TAPE
SMOOTH START
FAST FINISH
CRACK PEEL APPLY
1 2 3
MARKETING MAGICHUDSON INK
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
Record retrieve and archivedata
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Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
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Smart sensors viewtest record analyze andcommunicate real-time data
SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
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businessinsurance
commercial autoinsurance
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BUSiNESSiNSURANCE
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COMMERCiAL AutOiNSURANCE
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Business MOVING FORWARD
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INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
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983150 Pumps
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983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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AVAILABLE
EQUIPMENTFOR RENT
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EQUIPMENTFOR RENT
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2634
Online reviews took longercatch but were obvious to
ny early Amazon shoppersho wondered ldquoWhat areose star thingiesrdquo or saw that
ngiersquos List became a highlyechanized word-of-mouthachine Any early detectionf this movement became offi-al when Google bought Zagathe review giant that began
1979) Google thoroughlyotched its integration into theirorld but the message remainsviews rule reputation rank
nd referrals
UTURE TRENDSLetrsquos review some trends on
eir way to movementsMarketing Integration mdash Irsquove
een harping about this to pri-te clients since 2013 and it isow far more formed There is no
such thing as online and offlinemarketing as entities They are aunited blend of media pure and
simple Neither is good nor badand there are as many has-beens
online as offline The point is touse your online and offline mediaas common force with a singularlyimpactful message to a focusedtarget Integration also allows youto force a compounding effect Useemail and social media to point
to the Web to sign up for mailednewsletters TV and radio to refer-ence online video and more Dueto societal attention deficit disor-der think deep and repetitiousnot wide and scattered
The old disjointed Letrsquos-just-throw-something-out-there mes-saging is over Sell one thing at a
time across the media channelsdriving your point home in tor-rents of common recognition
Direct Mail Comeback mdash Thisis yet another topic wersquove pushedto the trendsetters for about twoyears with outstanding successAnyone who tells you that direct
mail is outdated is ironically out-dated Use it for direct-responseadvertising (tuneup generationand replacement leads) withlimited time or quantity offers(Wersquove just completed a fullreport on direct mail at the endof this article) Direct mail shouldexpend about 21 percent of your
total marketing investmentDirect Mail ldquoSequencingrdquo mdash
This is popular for advancedmarketers First send a directmail letter Second follow upwith a letter or postcard abouta week later that references the
first Third f inish with a phonecall which greatly increases the
response rate
Try it or we can coach youthrough it I think yoursquoll be amazed
Video Marketing mdash A single-digit percent of contractors aredoing this effectively As buffer-
ing and streaming get faster theskyrsquos the limit Try to educate
before you sell or yoursquoll be castinto the pile of screaming used-car refuse Link your email andsocial media to video to boostresponse Announce your videolaunches instead of hopingpeople will find them becausethey wonrsquot And most impor-tantly donrsquot be boring
Retargeting mdash This is a newfavorite of mine since it focuseson putting your message inthe faces of the right prospectsBasically a customerrsquos previous
online searches are saved andthe next time theyrsquore online yourrelevant mdash and paid mdash ad is ldquore-targetedrdquo to them This is rarely
used in contractingSo a lady searches lsquoNew Fur-
nace in Newburgrsquo to see yoursearch-savviest competition (andyou we hope) at the top of theGoogle search on day one Yeton her next search mdash assumingshe didnrsquot buy on day one mdash yourlsquoretargetingrsquo ad appears front and
center Marketing magic and yeswe have our clients investing herefor 2016
Retention Marketing Programs
mdash These have grown way beyondthe old twice-a-year newslettersContractors are seeing increasing
returns on investment (ROI) by
increasing the frequency of thesenewletters plus interspersing withemail and social How do we gen-erate this additional content Basi-
cally we just carve out the contentand repurpose it for their site mdash orseparate Web portals mdash increasingWeb exposure and leads In otherwords you create nothing new
you just spread it over other mediafor longer periods You can call ussmart or lazy but it doesnrsquot matterif it works
Plus retention now includesefforts to increase online reviewsreferrals and thank you notesA killer retention program willout-pull even the best acquisition
campaign yet only takes about12 percent of your total market-
ing budget to fuelAs customer attention andacquisition become harder andmore expensive contractors arefinding that customer retentionmdash or not losing the customerin the first place mdash generates
branding image and referralsand nearly eliminates shopping
So pick a trend any trendand hop on board Or you canwait for everyone else to startdoing it and play catch up mdashyour choice By being proactiveyou can divert more trafficcapture more eyeballs and
leads and slowly cause your
competitors to lose relevancyand cool points which isnrsquot abad trend either
message to everyone who seesit If you donrsquot take good careof your vehicles then how is acustomer to trust that you willtake care of his or her home I
set a clear expectation that our
trucks are to be clean and orga-nized I conduct random truckinspections and sometimes findthat trucks are not meeting ourstandards As a result I haveseveral options at my disposalI could yell at the technicianbut in reality all that does is
alienate me from my employeeswhich is the opposite action anymanager wants I could take histruck away for a period of timeand while this approach maybe effective it could also createlogistical issues
ldquoFinally I could correct the
behavior by having the truckcompletely cleaned from topto bottom which solves theproblem of the dirty truck andgenerally is a wake-up call to
the technicianrdquo Rutland said
ldquoI typically have the techni-cian completely clean the truckThe employee backs it up tothe warehouse and completelyempties it of everything exceptthe shelves Once the truck iscleaned and washed then itmay be reloaded and returned
to the road Irsquove found thisapproach to be effective whilenot making the technician feelattacked or belittledrdquo
According to Rutland thelack of qualified techniciansavailable certainly makes losingany employee more painfulHowever if you want to builda high-quality company youcannot allow yourself to be
timid when enforcing your stan-dard out of fear that you maylose an employee he said
ldquoGood employees do notwant to work in an environment
where there is no disciplinerdquoRutland added ldquoFailure to cor-rect an employee who is havingan issue could cost you some of
your best employeesrdquo
DISCIPLINEContinued from Page 22
e Product 27 at achrnewscom
AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20164
You know hard-to-start liners on tape can be frustrating and waste time Thatrsquos
why Shurtape enhanced its trusted AF 100 UL 181A-PB-FX Listed aluminum foil
tape with EasyPEELtrade an innovative split liner technology AF 100 with EasyPEEL
is the same code compliant tape that delivers airtight performance and adds the
convenience of a crack and peel liner that is quick and easy to start even while
wearing gloves So you get a smooth start for a fast finish to save you time money
and frustration on the job
Visit ShurtapecomEasyPEEL to learn more
copy 2016 Shurtape Technologies LLC
SHURTAPECOM
1888442TAPE
SMOOTH START
FAST FINISH
CRACK PEEL APPLY
1 2 3
MARKETING MAGICHUDSON INK
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
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Work and earn more money with CPS wireless
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Patented CPS Linktrade Wireless Technology
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A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
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FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
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INSURANCE INSURANCE
983150 Air- and Water-
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983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
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wwwBuildingCoolingSystemscom
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Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2734CHRNEWSCOM | | MARCH 7 2016 25
he end of the heating seasoneans getting ready for the cool-g season at least at my latitudeChecking temperatures in and
ut of the air conditioning coil
an important part of prepar-g a residential air conditioning
stem for the season This arti-e will cover how checking tem-eratures through an evaporatoroil can tell a service technician
therersquos a problem in the air-andling system or refrigerantstem It will also cover other
eneral troubleshooting areas
IRFLOW VERSUSEFRIGERANT FLOWLow airflow problems cause
gh temperature differencescross a cooling coil When theow of air is low the air will be
contact with the cooling coilnger thus decreasing its tem-erature coming out of the coil
High airflow problems on theher hand are usually not ansue when troubleshooting resi-ential air conditioning systemsecause too much airflow is hardlyver encountered Air-handling
stems do not suddenly increaseeir airflow without some kind
f human intervention Thereforethere is a low temperature dif-rence across the evaporator coilan air conditioning system theoblem most often is in the refrig-ant flow not the airflow Thew temperature difference across
e coil also indicates a capacityrop meaning the heat-handlingpability of the system has failed
OIL SIZE MATTERSThe larger the evaporator coil
urface area the closer the coil
mperature will be to the enter-g air temperature This happensecause a larger evaporator coilas a higher operating tempera-re An air conditioning unit runsgher evaporating (suction) pres-
ures and temperatures with arger surface area coil With thiscrease in coil temperature mdash and
us higher vapor pressure of thefrigerant vaporizing inside the
oil mdash the unit will experiencegher efficiencies from the higher-essure (more dense) refrigerant
gases entering the compressor witheach revolution of its crankshaft
The compression ratio willalso decrease from the higherevaporator pressures causingthe mass flow rate of refrigerantvapors through the compressorto increase These are the reasonsmanufacturers have been makingair conditioning coils largerLarger and more efficient coils
are more expensive to manufac-ture but they increase unit effi-ciency which hopefully offsetstheir higher manufacturing costs
An example of this is theincrease in microchannel coiltechnology in the HVACRindustry Microchannel coils areall-aluminum with multiple flat
tubes containing small channels(microchannels) through whichrefrigerant flows The flat tubesare in parallel with one anotherHeat transfer is maximized bythe insertion of angled and lou-vered fins between the f lat tubesAll of this is done to maximize
coil surface areaCoil surface area may vary
from one manufacturer to anotherOne manufacturer may chooselarge coil areas for high suc-tion pressures and smaller com-pressors Another may go withsmaller-surface-area coils (causinglower suction pressures) and uselarger compressors As long as the
unit meets the required capacityand energy ratings itrsquos a tradeoff
Often evaporator coil surfacearea which includes fin surfacearea and fin spacing is a func-tion of geographical regions Sen-
sible heat ratios mdash the ratio ofthe sensible heat to the total heatthe coil has to remove mdash vary by
region Total heat comprises boththe sensible and latent heat loadsthe evaporator coil has to removeLarge surface coils running highersuction pressures may not havelow enough coil temperatures tobe able to remove enough moisture(latent heat) Their apparatus dewpoints will be too high to condense
the right amount of moisture fromthe air passing through the coil fora certain geographical region Thismay cause high humidity mold
and human discomfortOther than having different
pressures and temperatures thecondenser and evaporator arevery similar Condensers are usu-
ally a bit larger than the evapo-rator in order to handle not onlythe evaporatorrsquos heat load butalso suction line superheat gainsthe heat of compression andcompressor motor heat loads
The surface area of the con-
denser affects the design tem-perature difference between thecondensing temperature and theambient (surrounding tempera-
ture) The larger the condenserthe lower the condensing tempera-ture will be The larger the con-
denser the more expensive it is tomanufacture but the unitrsquos energyefficiency ratio (EER) will bemuch higher Figure No 1 (Page26) shows a large condensing coilSo what should the condens-ing temperature and pressure beBelieve it or not condensing tem-
peratures and pressures will varywith coil surface area size andEER just as evaporator tempera-
tures and pressures will As coilsurface area increases condens-ing pressures and temperatures
will decrease Always consult withthe coil manufacturer or servicemanual for condensing pressureand temperature ranges
REFRIGERANTSUBCOOLING INTHE CONDENSER
Subcooling is the difference
between a refrigerantrsquos measuredliquid temperature and the satura-
tion temperature at a given pres-sure Condenser subcooling canbe measured at the condenser
Spring will be here
before we know it andthat means transitiontime for technicians
n Spring Thoughts
Turn to TroubleshootingSpotting problems now will help you get ac systems ready for cooling season
e Product 25 at achrnewscom
THE PROFESSOR REFRIGERATION ZONE JOHN TOMCZYK
HVACR professor emeritus Ferris State University Big Rapids MichHe coauthored ldquoRefrigeration amp Air Conditioning Technologyrdquo which ispublished by Cengage LearningContact him at tomczykjohngmailcom
BlackMaxregManifolds
BlackMaxregVacuum Gauge
Compute-A-Chargereg Scales
Work and earn more money with CPS wireless
digital tools and applications Wersquove combined the powerof devices with CPS Link patented technology toeffectively enhance diagnostic and service capabilities
Patented CPS Linktrade Wireless Technology
Patented
TechnologyUS Patent No 9043161
CLOUD STORAGE
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Send data instantly tocustomers or to the office
STAY ORGANIZED
Keep job client and equipmentinformation in one place
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SIMPLIFIED MONITORING
Display as much or as littleinformation as you like
cpsproductscom
CPS Global Headquarters
1010 East 31st Street Hialeah Florida 33013 USAFor more information call In the USA (800) 277-3808 In Canada (905)358-3124In Europe323 281 30 40 In Australia 61 8 8340 7055
A modular system and methodology for testing and measurement
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
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Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
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983150 Contingency Planning
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or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
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CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
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wwwBuildingCoolingSystemscom
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Manufacturer Sales Agency inIndiana Kentucky Michigan
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Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2834AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20166
utlet with a thermometer or ther-ocouple and a pressure gauge
mply subtract the condenser outmperature from the condens-g saturation temperature to get
e amount of liquid subcoolingthe condenser The saturation
essure has to be measured at theondenser outlet and converted
a temperature Always takee pressure at the same point the
mperature is taken This willleviate any pressure-drop errorat the refrigerant experiences astravels through the condenserAs a rule of thumb a forced-
r condenser will usually haveom 6deg to 10degF of liquid subcool-g if charged properly Howevere amount of condenser subcool-
g depends on the static- and
iction-line pressure losses ine liquid line and will vary fromstem to system Condenser sub-
ooling can be an indicator of thefrigerant charge in the systemor receiverless systems the lesse refrigerant charge the less the
ubcooling The rated EER willave little or no effect on con-
enser subcooling
Another factor that will affectcondenser subcooling is the con-denser air entering temperature(CAET) As the CAET increases
the liquid subcooling will decrease
This is because higher condensing(head) pressures will force more ofthe subcooled liquid through themetering device to the evaporatorThis will also affect evaporator
superheat Assuming the systemdoes not have a thermostatic expan-sion valve (TXV) for a meteringdevice the evaporator superheatwill be less from the increased flow
rate through its coil This phenom-enon is not quite as severe whenusing a TXV for a metering devicebut even some TXVs can overfeedwhen experiencing high head pres-sures The balanced port TXV isone metering device designed forvarying head pressures
LOW CONDENSERAIR ENTERINGTEMPERATURE
A low air temperature enteringthe condenser will cause a low head
pressure from the excessive heattransfer between this cool ambient
and the condenser coil Low headpressures may reduce flow throughmetering devices which havecapacity ratings dependent on thepressure differences across them A30-psi pressure difference is usuallythe minimum across TXVs This
reduced refrigerant flow causesa starved evaporator which willcause low suction pressures and
high superheats However thismay be offset by increased con-denser subcooling at these lower
ambient temperaturesThis entire drop in capacity may
decrease an air conditionerrsquos heat-removal abilities if it is not designedfor it If not designed properlyliquid will start to back up in thecondenser But because of a lowheat transfer rate caused by thelower condenser temperature theliquid temperature in the bottom
of the condenser will be low Thiswill cause liquid subcooling in thecondenser to be increased Alsoless refrigerant circulated meansless work for the entire system toperform so the amp draws of thecompressor will be lowered Beloware some symptoms of low con-
denser entering air temperaturebull Low suction pressure (if notdesigned for low head pressureat the TXV)
bull Low condensing pressuresbull High superheat (if not
designed for low head pressureat TXV)
bull Low amp draw andbull High subcooling
uessing at a problem and ran-omly changing out compo-ents is never a good strategynd it seldom works out well
r the customer or the techni-an Instead technicians shouldrive to prove out their diag-osis and only changeout trulyefective components This canometimes be accomplished byther temporarily jumping oute suspect component benchsting the component or per-
rming an additional test torove it is truly defective
Defective controls are theasiest to verify Simply jump-g out the suspect control will
verify if it is the problem Be
careful though because not allcontrol components can be leftjumped out This is especiallytrue of safety controls mdash theymay be jumped out for a veryshort period to verify a diagno-sis but cannot be left that wayUse good judgment when jump-ing out any component
Mechanical components aremore difficult to verify since theycannot simply be jumped outHowever a technician often canverify a diagnosis by performingan additional test For exampleif a single-phase compressor fails
to start and the technician hasmeasured the correc t voltage and
resistances at the compressor heor she may determine the com-pressor has internally locked up
This may well be true However
the starting relay or start capaci-tor (where used) also may causethe compressor not to start Thetechnician should attempt tostart the compressor with hisown starting kit If the compres-sor still fails to start then thetechnician can be comfortable itis defective
Repairing refrigerant leaks
and verifying that a system isleak-free is important but notalways easy Sometimes there ismore than one refrigerant leakin a system If a technician findsone leak repairs it and charges
the system he could be back onthe job again shortly looking foranother leak This is costly for
the technician and the customerThere are two ways a techni-
cian can verify a system is leak-
free One is a standing pressuretest After all the refrigerant hasbeen removed dry nitrogen is
introduced into the system andobserved over a period of timeIf the pressure remains the samethe system can be assumed to beleak-free
A tech may also pull a deepvacuum on the system Using anelectronic micron gauge pulla vacuum on the system down
to approximately 500 micronsOnce this level is achieved thesystem is left idle Observeyour micron gauge mdash if the
gauge reading begins to rise andsteadily continues to rise thereis another leak in the systemIf the micron gauge rises for abrief time and then levels off it
may mean the leak was repaired
but the system may still containmoisture and will need to bedehydrated further In this casethe technician simply continues
to pull a vacuum on the systemand repeats the test
Verifying a diagnosis willtake additional time but this istime well spent It will actuallysave time and money for both thetechnician and the customer byreducing the amount of callbacksand reducing the replacement of
non-defective components onthe job It will also allow thetechnician to leave the job with
peace of mind knowing he hasmade a correct diagnosis
Instead of ldquoWhen in doubtchange it outrdquo think ldquoWhen indoubt prove it outrdquo
The old saying ldquoWhen
in doubt change it outrdquois not a good mottofor service technicians
When in Doubt DonrsquotJust Change It Out
FIGURE 1 Condensing temperatures and pressures will vary with coil surfacearea size and EER just as evaporator temperatures and pressures will
THE PROFESSOR REFRIGERATION ZONE
echs must seek to prove their diagnosis not randomly swap out parts
ICE BREAKER REFRIGERATION ZONE JOE MARCHESE
Author instructor HVACR contractor and formerRSES international presidentContact him at joekoldcraftcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
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businessinsurance
commercial autoinsurance
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BUSiNESSiNSURANCE
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BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
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business MOVING FORWARD
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business MOVING FORWARD
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Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
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DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 2934ARCH 7 2016
I
f therersquos one word that canproduce chills in the refrig-
eration industry itrsquos ldquoregu-lationrdquo Our industry is
ell-regulated already particularlyhen it comes to areas such asnergy efficiency and refrigerantsnd further regulations are all butrtain Letrsquos take a look at howcently approved and pending reg-atory actions related to refriger-
nts are affecting us here in the US
GLOBALERSPECTIVEIt seems as if hydrofluorocar-
ons (HFCs) had barely arrivedn the scene before they werender siege for their relatively
gh global warming potentialsGWPs) Efforts to combat cli-
ate change through chemicalgulation have largely focusedn this property While someould like to see all syntheticfrigerants banned regardlessf their GWPs others prefer tocus on what they believe to be
ore practical and achievableolutions Still others bemoanhat they perceive as yet anotherund of chemical obsolescenceong with the associated costsnd the prospect of even morefrigerants to contend withFor the last several years pro-
osals have been put forth to
mend the Montreal Protocolinclude a phasedown mdash notphaseout mdash of HFCs on a
WP-weighted basis The Northmerican 2015 HFC Submissionee Figure 1 on Page 28) is com-osed of a series of stepdownsat would start in 2019 for
eveloped (non-A5) countries
ith an ultimate target of reduc-g the GWP weighting of theseroducts to 15 percent of the capr all involved including A5
arties (developing countries)hile these proposals have nott achieved global consensus
upport has been steadily grow-g and it is becoming more likely
at this amendment or some-ing close to it will become aality in the near future Should
DITORrsquoS NOTE This is part
wo of a two-part series Part one
ppeared in the Feb 1 2016 issue
f The NEWS on pages 18-19
Surviving Refrigerant
Transitions Part 2he drive to lower-GWP alternatives will define our
andscape for years to come
REFRIGERANTSREFRIGERATION ZONE
STEPHEN SPLETZERSenior technical support engineer at Danfoss
He can be reached at svsdanfosscomor 410-933-6063
AUTHOR NOTES
No matter what whole house ventilation strategy you Select Panasonic has the lowest cost solution available
Panasonic offers the most cost effective ventilation solutionsfor meeting code and lowering your HERSreg Index score
To learn more about Panasonicrsquos high performance low costventilation solutions visit uspanasoniccomventfans
C o n
t r o
l l e r
F a n
S w i tch
F r esh
A i r D a m
p e r
W h i s p e
r G r ee
n
Sele c t F a n
Ventilation Cost Per HERS Point Index
$38
$81
$667
$325
$275
HIGH COST
LOW COST
THE EVOLUTION OF
COST EFFECTIVE VENTILATION
Modeling conducted by third-party RESNET provider EPXNRGLogic
e Product 28 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3034AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20168
is come to pass further regu-tion at the national level will
ndoubtedly followThose future regulations will
urely focus on the GWP of HFCfrigerants Therefore itrsquos usefulestablish a baseline of compari-
on for future discussions Figureshows the GWPs of some ofe more commonly used HFCfrigerants in air conditioning
nd refrigeration applications
order to significantly reducee GWP footprint of HFCs ourdustry will certainly need toansition away from refriger-nts such as R-404A and R-507Aherever possible Howeverven the relatively lower GWPs
products such as R-134a and-407C are already considered
o high for certain end uses
LOSER TO HOMEThe US Environmental Pro-
ction Agency (EPA) has beenry active on the refrigerants frontveral recent regulatory actions
e worth noting as they willgnificantly impact the future ofe refrigerants market Rapidly
pproaching implementation datesill shape the market as well
The EPArsquos ldquoFinal Rule ndash Pro-tection of Stratospheric OzoneChange of Listing Status for Cer-
tain Substitutes Under the Sig-nificant New Alternatives Policy(SNAP) Programrdquo was finalizedin the summer of 2015 Thisaction will change the status ofmany higher-GWP HFC refrig-erants (such as R-404A andR-507A) to unacceptable in avariety of new equipment and
retrofit applications over thenext several years Much of therationale for these changes is thefact that environmentally safer(ie lower-GWP) refrigerantalternatives have been developedand are available for use Sta-tionary HVACR system typesaffected by this rule include
supermarket systems remotecondensing units stand-aloneretail food refrigeration equip-ment and vending machinesTable 1 lists an abridged sum-mary of the stationary end-useapplications impacted as well as
some of the better-known HFCrefrigerant substitutes affected
and the effective datesThe implications of this ruling
are extensive First to be clear
higher-GWP HFC refrigerantsare not being banned outrightExisting installations can stilluse their original refrigerants forservicing over their useful lifeRefrigerant retrofitting and newsystem installations on the otherhand are another matter entirely
In the US wersquore deep in themidst of an R-22 phaseout with
the allocation of R-22 being fur-ther reduced each year ManyR-22 systems such as those insupermarkets will undergo arefrigerant retrofit in the comingyears However a number of the
currently approved higher-GWPHFC alternatives will no longerbe acceptable retrofit options
in the near future Fortunatelythere are several other widelyused HFC refrigerant alternatives(for example R-407A or R-407F)available that have lower GWPs
Similarly R-404A andR-507A will be unacceptable fornew supermarket installations in2017 As the supermarket indus-
try has been steadily migratingaway from these refrigerants toproducts such as R-407A andR-407F over the last several
years this is unlikely to becomea disruptive issue for this marketsegment Additionally evenlower-GWP alternatives mdash forexample HFChydrofluoroole-
fin [HFO] blends mdash are makingtheir way into the marketplace
For smaller systems such asnew stand-alone units or vend-
ing machines the change instatus may prove more challeng-ing Not only will higher-GWPrefrigerants such as R-404A andR-507A be unacceptable mid-range GWP products such asR-134a R-407A R-407F andR-410A are also being delisted forsome of these applications This
will require OEMs to investigatelower-GWP alternatives such ashydrocarbons (HCs) CO2 HFOs
and HFCHFO blends Some ofthese options may require signifi-cant equipment redesign
At first glance some mightview the large list of refrigerantsbeing delisted with great trepida-tion However end-uses targetedby these applications gener-
ally have viable alternatives inplace Two recent EPA Noticesof Acceptability (Notices 29 and30) have allowed for the use ofnew lower-GWP refrigerants ina variety of air conditioning andrefrigeration applications Theseproducts are primarily HFC
HFO blends that are positionedas replacements for R-134aR-404A and R-507A and havesignificantly lower GWPs mdash athird as much as the HFC refrig-
erants they are replacing insome cases Table 2 provides abrief summary of some of thenew refrigerantend-use combi-nations that have been approvedby these actions
Finally the EPA recently issueda notice of proposed rulemakingthat would update the refriger-
ant management requirementsof Section 608 of the Clean AirAct This proposal would extendrequirements for ozone-deplet-ing refrigerants to HFCs lowerleak-rate thresholds on industrialprocess and commercial refrigera-
tion systems and require regularleak inspections or continuous
monitoring devices for refrigera-tion and air conditioning systemscontaining 50 or more pounds ofrefrigerant It would also requiretechnicians to keep records ofrefrigerant recovery during systemdisposal for systems containing5-50 pounds of refrigerant
When looking at the sum
total of these actions itrsquos clearour industry is being driventoward lower-GWP refrigerantalternatives and that is goingto be the regulatory trend for
years to come These regulationswill present us with many chal-lenges and opportunities as ourindustry works to help promote
a more sustainable future
TABLE 1 The impact of the US Environmental Protection Agencyrsquos (EPArsquos) Rule 20 on stationary HVACR applications
Non-A5 Parties
A5 Parties
110
2015 2020 2025 2030
Year
C a p ( o
f B a s e l i n e )
2035 2040 2045 2050
100
90
80
70
60
50
40
30
20
10
0
FIGURE 1 The proposed North American hydrofluorocarbon (HFC)phasedown submission
TABLE 2 New US EPA Significant New Alternatives Policy (SNAP)-accepted refrigerants for new and retrofit end uses
4000
3500
3000
2500
2000
1500
1000
500
0
R-134a
1430
1774 1852
2088 2107
3922 3985
G l o b a l W a r n i n g P o t e n t i a l ( 1 0 0 Y e a r - A R 4 )
R -4 07 C R -4 07 F R -41 0A R -4 07 A R -4 04A R- 507 A
FIGURE 2 Global warming potentials (GWPs) of HFC refrigerants (based onIntergovernmental Panel on Climate Change Fourth Assessment Report)
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3134CHRNEWSCOM | | MARCH 7 2016 29
CLASSIFIEDS TO ADVERTISE PLEASE CONTACT
MIKE OrsquoCONNOR AT 610-354-9552 OR
OCONNORMBNPMEDIACOM
rsaquorsaquorsaquo achrnewscom lsaquolsaquo lsaquo
I BUY AND SELL FURNACESAIR CONDITIONERS REFRIG-ERATION UNITS COMPRES-SORS amp TRION ELECTRONICAIR CLEANERS closeout sale1400 amp 1600 CFM models Pricedto sell at $3500 Truckload quanti-ties available Jerry Tuck (765) 482-7000 FAX (765) 482-7215 E-mailjerrytsurpluscityliquidatorscom
EQUIPMENTFOR SALE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
HVAC Instructor forschool in Southfield MI
Minimum 5 years fieldexp in HVAC requiredand must be able towork days and evesFull or part time
Please reply tolgauthiernorthwesterntechedu
FOR MORE INFORMATIONAdvertisersNOTE Go to ACHRNEWScom and click on eProduct info under theResources tab If you prefer to mail in the Reader Action Card contained inthis issue simply write the eProduct number in the boxes on the card Thefollowing list of advertisers in this issue is published solely as a convenienceWhile every effort is made to maintain accuracy and completeness last-minute changes may occasionally result in unavoidable omissions or errors
ePRODUCT PAGE
10 Alan Manufacturing wwwalanmfgcom 10
134 Building Cooling Systems wwwbuildingcoolingsystemscom 29
12 Carrier Carriercom 19
1 Chrysler ww wchryslercommercialvehiclescom 16-17
11 Condenser amp Chiller Services wwwccs-tubescom 1025 CPS Products wwwcpsproducts com recovery 25
6 DunAn Sensing wwwdunansensingcom6
15 Dynatemp International wwwdynatempintl com 15
9 Field Controls wwwfieldcontrolscom9
8 Fieldpiece Instruments w wwfieldpiececom 8
20 Flaretite wwwflaretite com 20
75 Goodman Mfg Co LP wwwdaik incomfortcom 13
43 hilmor wwwhilmorcom 31
2 ICOR International wwwicorvtccom 6 12 20
133 Lazco Corp wwwlazcocorpcom 29
59 LG Electronics - Comp amp Motor wwwlgcom 2
28 Panasonic Corp of NA ww wpanasoniccomachr27
135 Progressive Insurance wwwProgressiveCommercialcom 29
48 Rinnai America wwwrinnai us 32
5 Service Roundtable wwwservicer oundtable com 6
23 Service World wwwSer viceWorldExpocom 23
49 Shortridge Instruments wwwshortri dgecom 10
27 Shurtape Technologies LLC wwwshur tapecom 24
47 Sporlan wwwsporlancom 7
131 Spot Coolers wwwspot-coolerscom 29
13 Testo wwwtestocom 12
18 The Energy Conservatory wwwenergyconser vatorycom 18
7 Thycurb Div wwwthybarcom 8
132 Trane Rental wwwwtranecomrentalservices 29
95 Westinghouse WestinghouseHVACcomsell 21
14 Yellow Jacket Div wwwyellowjacketcom 14
102 York HVAC wwwYorkcom 11
101 ZONEFIRST wwwzone firstcom Insert
TURN YOUR SURPLUS HVACR
EQUIPMENT INTO WORKING
CAPITAL ndash Lazco Corp is buyingand selling surplus HVACR equip-ment Boilers Chillers Compres-sors Cooling Towers ControlsData Center Equipment Gas Fur-naces Generators Heat PumpsMini Splits Package Units Roof-tops Room Air TransformersUsed Refrigerant For a promptpurchase quote send your updatedsurplus list to Lazcocorpgmailcom Contact Steve Lazar at 480-265-9980 wwwlazcocorpcom
eProduct 133 at achrnewscom
BUYINGSURPLUS
eProduct 135 at achrnewscom
1-800-PROGRESSIVE
PROGRESSIVEcom
cov e r ag e s
i n c l u d e
co l l e ct
t h e m a l l
cov e r ag e s
i n c l u d e co l l e ct
t h e m a l l
businessinsurance
commercial autoinsurance
speedyclaims
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
BUSiNESSiNSURANCE
COMMERCiAL AutOiNSURANCE
SPEEDy CLAiMS
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
COVERAGE THAT KEEPS YOUR
Business MOVING FORWARD
Progressive Casualty Ins Co amp affiliates Business insurance may be placed through Progressive Specialty Insurance Agency Inc with select insurers which are not affiliated with Progressive are solely responsible for servicing and claims and pay the agency commission for policies sold Prices coverages privacy policies and commission rates vary among these insurers
INSURANCE INSURANCE
983150 Air- and Water-
Cooled Chillers
983150 Air Handlers
983150 Cooling Towers
983150 Portable Units
983150 Pumps
983150 Heating and Cooling
DX Packaged Units
983150 Power Generators
983150 Ancillary Equipment
983150 Contingency Planning
Wersquore here for you ndash talk to a rental specialist
at18007555115
or visit tranecomrentalservices
Rental Services For YourTemporary Heating Needs
copy 2014 Trane All rights reserved
eProduct 132 at achrnewscom
ACHRNEWSCOM
P 6103549552E oconnorm
bnpmediacom
CONTACT
Mike OrsquoConnor
ADVERTISEHERE
Portable Air Conditioning and Heating
8003678675wwwspot-coolerscom bull
NEED COOLINGAND HEATING
Order a cool heat pump todayRENTALS amp SALES
eProduct 131 at achrnewscom
eProduct 134 at achrnewscom
Got Spots
wwwBuildingCoolingSystemscom
WANTED - Territory Sales Rep for established Independent
Manufacturer Sales Agency inIndiana Kentucky Michigan
and Ohio with excellent growthpotential Top tier lines commercialrefrigeration equipment walk-in
coolers glass display doors coldstorage doors traffic doors LEDlighting EXCELLENT OPPORTUNITY
for someone with drive and desire toexcel Possible future ownership
All inquiries kept confidentialSend resume to RSANORMaolcom
EQUIPMENTFOR RENTPOSITION
AVAILABLE
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENT
EQUIPMENTFOR RENTPOSITION
AVAILABLE
Ritchie Engineering in BloomingtonMN looking for a VP of Sales ampMarketing with HVACR contacts withour upper management customersie Johnstone United RefrigerationRE Michel Baker Key Group etcMust have experience with otherHVACR equipment manufacturersie Honeywell Daikin Trane Carrierand HVACR Rep AgenciesSend resume to Dolores Smith ndashHuman Resource Managerat dsmithyellowjacketcom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3234AIR CONDITIONING HEATING amp REFRIGER ATION NEWS | MARCH 7 20160
How to Grow Your
Marketing Into a System
ollars since theyrsquore getting aboute same result from their market-g as they would if they set theirarketing dollars on fireFor many service businesses
arketing is broken Serviceusiness owners should be in
e business of marketing butey often barely give their mar-eting enough thought Theyhould be strategic about theirarketing but instead they
pend more time putting outaffing fires or dealing with
ss important issuesIf yoursquore a service business
wner your marketing is one ofe most important ways yoursquollend your time and money Andyou can find a way to do mar-
eting more effectively and effi-ently mdash to get more businessa lower cost mdash wouldnrsquot you
ant to know how to do that
This article explains a veryowerful approach that system-izes your marketing
MARKETING MISHAPSMost service business owners
end too much money on mar-eting programs that deliver toow and often inconsistent resultsThey create marketing pro-
ams without first establishingpowerful brand that anchors
their marketing They use the
ldquoshotgun approachrdquo which scat-ters all of their marketing dollarsin hope that some of those dol-lars create a return They throwmarketing dollars away withmarketing that is weak and isspread out too thin
Service business ownersshould instead build a market-
ing system they can deploy often
in a focused way to create pre-dictable growing results
AN ALTERNATIVEAPPROACH
A system is a series of steps
that you or your team executesA very powerful way to market isto build a system that runs auto-matically over a period of timeto communicate your message toyour market
In order for this marketingsystem approach to work youneed to have the following com-ponents in place
A powerful brand that standsout in your marketplace and anavatar which is a clear ideaof what your target market islike what theyrsquore interested inwhatrsquos important to them andwhat motivates them to hire aservice business Consider usingthis powerful marketing system
in your service businessStep 1 ndash Zoom In Choose a
specific area you want to marketto Most service businesses
spread their marketing out toothin They put a billboard here
and a park bench sign there andif they do any mailing they spendtheir marketing investment to getas wide of a reach as they can
However instead of trying togo as wide as possible go deepand aim to hit a smaller areamore frequently Frequency of
your marketing message willcreate trust increase responsesand offer other benefits Targeta neighborhood zip code orperhaps even a single street
Step 2 ndash Prepare Your Market-
ing Materials Create high-qual-ity marketing messages that areanchored by a powerful brand
and resonate with your avatarPlan a series of related market-ing messages between three and
five postcards letters or a com-bination of both Give people areason to respond to your mar-keting such as a coupon or a
seasonal promotion Bonus tipDonrsquot use an expiration date
on your coupons as customersmight keep these and use themyears later
Step 3 ndash Mail Your Marketing
Regularly Mail the first market-ing piece in your sequence Three
to five weeks later mail the secondone Then three to five weekslater mail the third one Keepgoing for the entire program Overthis period yoursquoll mail your threeto five postcards or letters whichmeans you may communicatewith your market as few as threetimes in nine weeks or as many as
five times in 25 weeks
Step 4 ndash Make Sure Your Team
Is Ready When customers start torespond to your marketing makesure your team shows up on timewearing clean uniforms Make
sure your vehicles are aestheticallyappealing Have customers put asign in their front yards After fin-ishing the work drop a flyer in themailbox of several houses up anddown the street
This fourth step furtherenhances your marketing systemby providing even greater fre-
quency to your marketing mes-sage the street yoursquore marketingon with your direct mail willalso see several trucks parked upand down the street performingservices several signs in lawnsand flyers in the mailboxes
Step 5 ndash Repeat This market-ing system works great if you do
it once But it truly becomes apowerful system when you buildit to run over and over againmailing out the same thing tonew neighborhoods zip codes or
streets and mailing out similarmessages with slightly differentcoupons or promotions to thesame neighborhoods zip codesor streets you targeted before
This marketing approach is apowerful system you can buildonce and then hand off to yourteam to deploy over and overagain mdash to the same market or todifferent markets mdash as often asyou want to get more business
Burn your money
Thatrsquos what most ser-vice businesses shoulddo with their marketing
Build a system that automatically communicates your message
ldquoInstead of trying to go as
wide as possible go deep
and aim to hit a smallerarea more frequently
Frequency of your marketing
message will create trust
increase responses and
offer other benefitsrdquo
What is your business outlook for 2016
RESULTS FROM ONLINE POLL AT ACHRNEWSCOMSurvey Says
TOP SURVEY RESPONSE
SALES WILL BE UP
Sales will be flat
Sales will be down
6623
11SOURCE Results from poll conducted online at wwwachrnewscom during the month of January 2016 with 211 responses
MY TWO CENTSGUEST COLUMN MIKE AGUGLIARO
Co-owner of Gold Medal Service in East Brunswick N JHe also founded Service Key a business coaching service for themechanical trades Contact him at mikeagoldmedalservicecomor visit httpgoldmedalservicecom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3334e Product 43 at achrnewscom
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY
8192019 The NEWS - 07032016
httpslidepdfcomreaderfullthe-news-07032016 3434
WATER HEATINGrsquoS BIG-PERFORMANCEBIG RETURN ON INVESTMENT
THE RINNAI DEMAND DUOtrade COMMERCIAL HYBRID SYSTEM
The Rinnai Demand Duotrade Commercial Hybrid Water Heating System gives your building and business owner customers exactly what
theyrsquore looking for Hot water performance that meets peak demand with a supply that goes the distance Combining the on-demand
continuous supply technology of tankless with an energy-efficient 119-gallon storage tank the Demand Duo is the perfect solution for
direct replacement of most traditional 100199 commercial standard and high efficiency tanks featuring
bull 6-year heat exchanger tank 5-year parts and up to 2 years labor warranty
bull Built standard with C199 Commercial Tankless Water Heater Commercial ENERGY STARreg certified with 96 Thermal Efficiency
Ultra Low NOx compliant 199000 BTU
bull Integrated temperature controller that provides 98degF to 185degF
bull First Hour Rating 315 gal Recovery 231 gal ( 100degF T)
bull Multiple venting options
For more information on Commercial Water Heating Solutions Maintenance Services
and a free sizing consultation by Rinnai Applications Engineers
call 866-383-0707 or visit rinnaiuscommercial
INDUSTRY LEADING WARRANTY