The Hole' in Whole' House Performance
Over the past year or so, my organization has been training an increasing number of home energy raters. As a result, we're learning a great deal about...
Educational Selling The New Frontier
In-home HVAC sales has evolved significantly over the years. Most sales training that was predominant until the mid-1980s taught high pressure tactics...
Has Our Industry Lost Sight of Quality?
Many signs point to the fact that quality in our industry is declining. Numerous studies performed over the past 15 years — some as recently as 2006 — have confirmed this. A fairly recent study performed by Advanced Energy in North Carolina found that 90% of HVAC systems don’t perform as they should....
Six Degrees of Separation Can Decide Your Reputation
Last October I entered into the masochistic process of building a home. I learned some valuable lessons and have a newfound respect and sympathy for general...
12 Steps To Becoming A Performance-Based Contractor
Over the past few years, you've become familiar with the concept of performance-based contracting. You like the idea of delivering measured system performance...
California Energy Policy: A Blueprint for Disaster?
Effective October 1, 2005 California's new Energy Code took effect, sending shock-waves through the state's contracting community. These new laws have...
Before You Call, Collect Information
One of the largest frustrations for technical support people is not having good information when trying to diagnose a problem or identify needed replacement...
Online Advice: Browser Beware
The Internet is truly one of the most revolutionary vehicles to hit our industry. During the past five years or so, the HVAC industry has embraced the...
Are Government Energy Programs Going Down the Wrong Path - Again?
EPA Energy Star is proposing a huge shift in its approach to HVAC energy efficiency and involvement in our day-to-day relationship with our customers....
A Salute To Performance-Based Contractors Everywhere
by Dominick Guarino This page typically focuses on analyzing industry trends, challenging the status-quo, and providing advice for improving your contracting...
Carbon Monoxide: Let's Stop The Madness!
August 5, 2004, Lubbock, TX, Apartment Complex and Day Care Center Evacuated Due to CO Leak; ust 11, Springdale ,AR, 150 Apartment Residents Evacuated...
13 SEER: 18 Months and Counting
WHAT'S YOUR STRATEGY? by Dominick Guarino The HVAC industry has roughly 18 months to get ready for the increase in minimum efficiency standards from 10...
The Ultimate Service Experience
While at ACCAs National Meeting this February in New Orleans, I had the opportunity to attend an excellent opening session. Keynote speaker Joe Calloways...
SEER Ratings: Time For A Reality Check!
December's Last Word a href="/news/article.cfm/newsarticleid/673" target="_blank" vs IAQ: Can They Co-Exist?" (, Dec. 2003, p 119) triggered dozens of...
IAQ vs SEER: Can They Co-Exist?
The title of this editorial will probably raise a few eyebrows. Notice that it's called IAQ vs. SEER, not IAQ vs Energy Efficiency. IAQ and efficiency...
This Time They Crossed the Line
by Dominick Guarino A couple of weeks ago, I found myself staring in disbelief at the cover story headline and photos of an HVAC industry publication....
Do Your Customers Pay With a Smile?
Collecting money is one of the least favorite tasks for a small business owner. Many contractors would rather avoid the awkwardness and just send a bill....
Money Talks: How To Solve Our Labor Shortage
One of the most discussed problems in our industry, besides lack of training and the weather, is the pronounced dearth of technicians and installers entering...
Consolidation: Lessons Learned
If you’ve been involved in this industry for the last decade, you’ve had an opportunity to witness a never-before-seen phenomenon: the consolidation of HVAC contracting companies....
MOLD: Black Gold or Fool's Gold?
Mold is one of the hottest things to hit the HVAC industry in years. Some contractors lust after sweet new business opportunities and profits from what...
