Create Air Upgrade™ Leads with Static Pressure Testing

In unsuccessful companies, technicians were inconsistent with measurements and were not held accountable for not taking them. In their minds, these technicians heard two words when asked to test: “More work.” Since they didn’t understand the plan, they took readings haphazardly, with no intention of using them. Everyone did their own thing when they felt like it. Again, they didn’t understand the need for taking measurements in the first place. 

In successful companies, technicians understood the importance of the measurements and how they tied in with an overall process that was visible to everyone. They understood why they were doing what they were doing and how static pressure readings made their job easier. There was also a place and process for gathering and recording static pressure measurements. As part of the process, techs could not proceed to the next call without static pressure readings. They also knew what would happen with their measurements. Instead of wondering how their efforts would help the company, they knew their work was part of a bigger effort to do top-quality work. 

Resistance to change can be tough, so expect to put in the work. Be prepared for push back, but have patience. Your technicians will follow your lead and rise to your level of commitment. If you believe in this process and prove it through your actions, you’ll succeed.

Next Steps

Remember, unless you measure static pressure, Air Upgrade opportunities remain hidden. Test results reveal them, but the next issue is how you communicate those results to help a customer understand the state of their system. Proper communication brings an Air Upgrade to life. 

Why not start with your system at home or the one in your office? Take some measurements and see what you discover. Walking through each step of the Air Upgrade process makes it easier to digest and apply. 

In the next article, we’ll look at the handoff from tech to comfort advisor or the office and how to discuss test results with a homeowner to gauge the need and desire for Air Upgrades. We’ll also discuss the importance of adding fan airflow to complete the diagnostic assessment needed for an Air Upgrade.

David Richardson serves the HVAC industry as vice president of training for National Comfort Institute, Inc. (NCI). NCI specializes in training that focuses on improving, measuring, and verifying HVAC and Building Performance.