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Questions to Ask BEFORE Adding Services

Questions to Ask BEFORE Adding Services by Rob Falke I recently enjoyed a conversation with a longtime successful contractor from California who told me he was considering adding duct cleaning to his company’s services. I found it interesting that he described the...

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Pruning During Tough Economic Times

Few people will argue with the fact that it's time to reshape our companies to respond to current changes in the economy. One way to view the needed changes that we need to make is to compare them to pruning a tree. To a tree, pruning is like cutting your fingernails....

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Profiling an HVAC System

While profiling may be an unpopular word in airports these days, it remains the title of one of the best diagnostic procedures we've ever brought to you. You can profile an HVAC system by taking a series of temperature, pressure or airflow readings across it, and...

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Oversized and Underperforming Equipment

Energy Stewards International, NCI's sister organization in Des Moines, completed an interesting study in Iowa providing new evidence that although most equipment is significantly oversized; it performs so badly that it is actually about the right size. If this is...

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Now That We’re Trained, What’s the Next Step?

After an air balancing seminar in Sacramento, California last month, a contractor asked "So now that we're trained, what do we do next?" I must admit, I thought that's what we'd been talking about for the previous three days, but the question was honest and required a...

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New Workbooks Enhanced Diagnostic Selling Process

One of the downloads in last month's newsletter was the Heating System Workbook. The response to this new sales and diagnostic tool has been encouraging. We had a significant number of calls offering adjustments, improvements and ideas for how the workbook could be...

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NCI Project Workbook: Thanks for the Feedback!

In December we released the NCI Project Workbook -- an eight page document designed to organize the forms and procedures used during an air diagnostic sales call. We received many calls and emails expressing thanks, kudos, and best of all, ideas for improvement. The...

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NCI Practical Standards vs. HVAC Industry Standards

You may often hear NCI refer to what we call Practical Standards. Sooner or later the question is asked; "What's the difference between HVAC industry standards and NCI Practical Standards?" The purpose of this article is to explain the difference to help you better...

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Measure and Understand Air Flow

Accurately measuring fan airflow is a critical, yet illusive test that is key to diagnosing the performance of any HVAC system. Our industry poses many methods of finding this essential number, some are great, some are good, and some test methods are purely...

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Measure and Persuade With Duct BTU Loss

The key benefit of measuring airflow is to show a customer the negative effect that a duct system can have on a piece of heating or cooling equipment. The success of a sales opportunity depends on how well we can help the customer understand how the duct system is...

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Rob "Doc" Falke

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