Rob Falke

National Comfort Institute

Rob “Doc” Falke serves the industry as president of National Comfort Institute an HVAC-based training company and membership organization. If you're an HVAC contractor or technician  interested in a building pressure measurement procedure, contact Doc at  or call him at 800-633-7058. Go to NCI’s website at for free information, articles and downloads.

Fan Belt Sizing

When you adjust a pulley to squeeze a little more air out of a belt-driven fan, there are times you’ll find the old belt no longer fits. Let’s take a look at a few formulas and tips that can assure your success and make this system upgrade painless for you.

The One Hour Infomercial Sales Call

I received lots of feedback from the last Hotmail article about a contracting company that has sustained a 90% closing rate over the last decade. The reason for the unprecedented sales success is the company’s practice of engaging every customer in very simple HVAC system testing and diagnostics. Let’s take a closer look at this simplified testing and what it can do for your customers.

What Constitutes a Killer Sales Call?

Think back to your favorite HVAC system sale. It was kind of magical, right? Have you been able to repeat that magic over and over again? Let's take a look at a few principles that, if applied, can skyrocket your closing rates and take you back to that magic feeling you had after your favorite “killer” sale.

A Timeless Sales Strikeout
I often refer consumers to one of the many HVAC contractors I know and have trained. Oftentimes those consumers call me back, either to gripe or to rave. Here's a look at what has caused some salespeople to hit home runs while others are striking out.
Efficiency Beyond the Yellow Sticker

When you sell 18-SEER rated equipment, it’s a good thing. Let’s take a look beyond the yellow sticker and see how you can double the efficiency offering to your customers by assuring system efficiency matches equipment efficiency. Emerging technology provides you access to new opportunities for both you and your customers.

New Technology

How to Measure Commercial System Efficiency

It’s just not fair. Some contractors have a distinct advantage in the marketplace over their competitors; they ruthlessly and knowingly measure the live operating efficiency of HVAC systems. With the knowledge they gain, they diagnose and prescribe solutions to system defects that others don’t even know exist. Their prices are much higher and the efficiency of their systems far exceeds their competition. Let’s take a look at why the gap between everyday HVAC contractors and Performance-Based contractors is widening.

Best of Rob ‘Doc’ Falke

Rob ‘Doc’ Falke has been writing articles for the Hotmail newsletter for quite some time. His technical knowledge and expertise have filled his articles with information that contractors use for reference and continue to come back to to read, even months or years after it’s been published. Below is a collection of ‘best-of’ articles for your reference and enjoyment!

A Blunt Look at the Evolution of HVAC System Efficiency
Let’s take a peek at the evolution of HVAC efficiency from 40 years ago to today to see if we can imagine where it might be headed in the future.
Air Balancing and Energy Savings
Let’s take a look at how new air balancing reports are placing manufacturer specifications and measured field data side-by-side to prove how efficient an installed system is operating.
The 12,000 BTU/Ton Assumption
It’s a really a hot summer afternoon. Your customer calls complaining the air conditioning isn’t keeping up. One valid reason it may not be keeping up is because the capacity of the equipment actually goes down as the outdoor temperature goes up.
Three Ways to Check Duct Sizing in the Field
This quick and simple test method allows you to assess the performance of supply and return ducts by measuring duct system pressures. Then compare the pressure to a duct system pressure budget. If the pressure is higher than the budget, the ducts may be too restrictive to airflow.
Going Beyond Equipment Replacement
In the HVAC Industry, we always have and always will replace equipment.
The Quiet Protest to Building Permits 6
Unfortunately very few HVAC contractors regularly pull permits when replacing equipment and upgrading systems. Let’s examine their reasons why.
Use the Air Changes Calculation to Determine Room CFM 1
Engineering room airflow may present a real challenge when balancing an HVAC system. Most calculations only use the heat loss or gain of a room to decide on required airflow and often don’t take into consideration required room ventilation needs.
Why Add Duct Renovation to Equipment Replacement?
Duct renovation refers to the process of testing, diagnosing, repairing, and balancing duct systems. Typically this service is offered to a customer at the time a contractor proposes an equipment replacement, although more contractors are including this offering with a service call when the need is apparent.

May 12, 2015

How to GET and KEEP More of the Business You Want

It costs $1 to keep a customer, $7 to get a new one. Attend this webinar and learn how you can you keep more of the business you have, improve close ratios and manage your business more effectively and efficiently....More
Jun 2, 2015

Speeding up HVAC Field Processes

This webinar will cover how to overcome the pain points associated with HVAC and Plumbing paper form processes, and detail the benefits of switching to mobile forms for field data collection....More


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