NCI Article Library

High-Performance HVAC Resources

Current Category: HVAC Sales

How to Get Diagnostic Work

Nearly all systems are in need of air-side and combustion diagnostic, but getting permission to test the systems, and getting the customer to agree to pay for repairs requires more than technical genius. We asked a number of successful NCI Performance-Based...

Have It Your Way: Branding Your HeatMaxx™ and CoolMaxx™ Service Upgrades

by Dominick Guarino

Since we've added the HeatMaxx and CoolMaxx programs to the new NCI air balancing training seminars, we've been excited to see so many contractors successfully implementing these services into their businesses. Many who have excelled with these programs have taken...

Foley Mechanical – Alexandria, VA

by National Comfort Institute, Inc.

Dan Foley is the President of Foley Mechanical serving the Washington DC Metro area. Foley Mechanical specializes in designing and installing hydronic heating systems, enhanced frequently by airside work. Dan started in the HVAC industry the Monday after he graduated...

Flush the Tech Talk

by National Comfort Institute, Inc.

Our customers are different creatures than they were a decade ago; and they're a whole new species than what they were in the 80's. Some of us old timers remember scribbling a model number and a price on a proposal, pushing it across the table and hearing them mumble,...

Introducing Performance-Based Selling

by Dominick Guarino

This year at HVAC Comfortech, David Richardson of Kentucky-based Richardson's Heating & Air and I gave a seminar about Performance-Based Selling. In just 90 minutes we attempted to cover what should have been a four day class. Actually we're in the process of...

Introducing NCI’s New Service Proposal

by National Comfort Institute, Inc.

How many times in a week is your service technician placed in a situation where he or she finds a problem with a customer's system and when he approaches them with their options they're upset with the unexpected expense? You're stuck explaining options until they...

Insight Air, Phoenix, AZ

by National Comfort Institute, Inc.

Rick Rohrbacher is the owner of Insight Air located in Phoenix Arizona. In addition to having his second daughter two weeks ago and moving into their new home two weeks from now, it's been a very busy spring at for Rick and the rest of his company. As we spoke with...

Implement the Comfort Survey

by National Comfort Institute, Inc.

In the early days of NCI, one of our first sales tools we created was the NCI Comfort Survey. As our library of tools has grown over the years, this particular piece has continued to be an ongoing favorite. Many techs and salespeople use it when they first implement...

If You Don’t Measure, You’re Just Guessing

by David Holt

If You Don't Measure, You're Just Guessing by David Holt, NCI Director Sales & Service Leadership I’m a huge college football fan. When the games begin in late August, I’m either glued to the TV or I’m visiting football stadiums around the country enjoying some...

How to Get Diagnostic Work

by Rob "Doc" Falke

Nearly all systems are in need of air-side and combustion diagnostic, but getting permission to test the systems, and getting the customer to agree to pay for repairs requires more than technical genius. We asked a number of successful NCI Performance-Based...