2006 High Efficiency Air Conditioning Guide

Overall

Get NATE certification

Familiarize yourself with 13 SEER regulations to be able to answer any possible homeowner questions

Prepare for increase in R-410A utilization:

• 2010: all new installations must be R-410A
• Get refrigerant charge correct per manufacturer instructions
• If you’re not using R-410A yet, make sure your gauges can measure the higher pressures
• Make sure recover units handle R-410A, older units will not

For New Systems

Review Manual J to ensure proper unit sizing and installation

Get technical training on new products:

• Understand your OEM’s system matches
• Coils, TXVs, line sets, compressors, refrigerants
• Motors
• System set-up, troubleshooting, installation
• IAQ and control products
• Accessories, HRVs, filtering, controls

For Existing Systems

Know the impact of matching new outdoor units with old and new indoor units (warranty and performance)

Bring TXVs to all job sites: many systems will require them

Know how to properly clean a system

• Filter dryers, oil removal, coil cleaning

Overall

Know the rules and products affected by the efficiency increase ( i.e., tonnage, single/three phase, residential/light commercial, etc.)

Take advantage of distributor and manufacturer training programs

Talk to your distributors about the support they will provide during and after the transition, and understand impact on deliveries, stock, etc.

Increase stocking space for equipment: new equipment can be 30% larger

Establish increased supply of TXVs, line sets

Reorganize trucks to accommodate larger/heavier equipment

Buy larger trucks if needed

Look at crew size to accommodate larger equipment and to maximize labor

Systems

Establish phase-in/ phase-out of inventory:

• Add new part numbers for new inventory

Upgrade pricing software to include new components and manufacturing parts, equipment and labor

Financial

Do a margin analysis on systems and get salespeople on track with how to sell and improve margins

Expand your line of credit: new equipment is more expensive

Sit down with your builders and change house plans to accommodate new equipment and pricing

Understand manufacturer warranty impact on business and customers

Define warranty issues concerning mismatched systems

Update bid packages to allow for new costs (equipment and labor)

Before You Visit the Customer

Plan to raise prices to provide profitability

Learn new products and how to differentiate between them:

• Understand indoor comfort story

Compare new products to old to better explain the differences and benefits to homeowners

Schedule and attend sales training:

• Learn how to sell on comfort benefits along with efficiency

Become proficient in Manual J load calculations so that you quote the proper size — do not oversize a 13 SEER unit

Re-do pitch book to show new products and use manufacturer literature on new products

Install a 13 SEER, variable-speed system and IAQ products in your home to experience them first hand

Understand warranties, costs and impact on customers

When Meeting with the Customer

Discuss utility and government rebates to help customers when buying upgraded equipment

Sell on homeowner benefits: explain product features and technology benefits the customer can understand

Sell service agreements to keep systems running and provide product confidence

Position your business as a comfort and IAQ specialist rather than just a low-price bidder

Add new financing options that will make it easier for consumers to afford new systems (positive cash flow payments) ?Offer ductwork sealing and improvements to ensure proper functioning of new equipment

Know the benefits of when to replace and when to repair a system for a customer