On April 29 there was a wide ranging educational conference held in, Detroit, entitled the 2014 Affordable Home Performance Conference. An interesting study was presented based on 200,000 existing HVAC systems, (see numbers below) and educational sessions were held regarding home performance contracting.
In his session, "Helping Homeowners Understand Home Performance," Drew Cameron, president HVAC Sellutions said homeowners want new perspectives and ideas. He also said homeowners are willing to collaborate, to listen and to understand if you make it easy and convenient to collaborate. "When it comes to comfort, customers want even temperatures, controlled humidity, elimination of odors, set it and forget it, and a contractor you can trust," he said.
"Contractors however tend to focus on the equipment," Cameron said. "You have to solve the customer’s comfort and energy problems. Don't sell what it is, sell what it does. Make the customer aware of issues in the home, and then say "you may want to consider" instead of "I recommend".
Cameron went on to list the elements of home performance including an energy audit, load calculation, and airflow analysis. "As a contractor, you need to illustrate what you can do for the customer and tie the benefits to their homes shortcomings. You also need to emphasize your quality in your service after the sale."
A study presented by Tom Downey, chief technical officer of Product Engineering Group showed some startling information. Downey's company has collected system performance data for more than 200,000 existing HVAC systems. 79% of the systems have a non-TXV metering device, 96% use R 22, average system size is 3 ton and 73% are split systems. The average system was 16 years old. The study found that refrigerant charge problems are widespread with 58% operating on an incorrect refrigerant charge. More systems are under charged then overcharged, almost twice as many. Airflow problems were also prevalent with 52% of the systems showing low airflow. In addition, the duct systems averaged 37% leakage of nominal system flow.
Those numbers are staggering, think of the implications relative to the systems in your service area. All of these were reasons why the Home Performance Coalition was introduced at the conference and could be a game changer. To see more information about this organization just follow this link.
article courtesy of Greg Mazurkiewicz, ACH & R news, June 16, 2014 ~Getting Schooled on Home Performance