What's Important and What's Not?

When dealing with load calculations, the question that continues to arise is, which ones are important and have to be done, and which calculations are not important? The fact that load calculations are going to be required to be turned in with permit applications (and in some places, already are required), should eliminate the question of their importance.

Contractors who skip this step in the process of properly sizing the HVAC system will soon be required to do so. I applaud this step to raise the bar within our industry.

Chances are, if a contractor is willing to take the easy way in one area of the job, they take the easy way in all areas of the job.  

If a contractor is going to skip performing a load calculation, then chances are that they aren’t concerned with getting a work permit, either.  On that subject, just how to do you explain the importance of the permitting process to the customer?  From my standpoint, the permit doesn’t put any more money in my pocket. We just simply act as a collection agency for the local licensing office. However, if we are getting the required permits, we are bringing added value to the job and can expect to be compensated accordingly.  

This concept applies to both the load calculation as well as the permitting. It depends on which one you place more importance on. Would we place less importance on the proper venting of a gas fired appliance or the proper handling of refrigerant per EPA requirements?  Of course not.  So why would we trivialize the importance of the load calculation?  

As I have observed on many occasions, the customer won’t place any level of importance on something if we choose not to give it any significance.  After all, if it isn’t important to us, why should it be to them?  

If you want the customer to make an investment in you’re your company, or your product, then you have to make an effort to establish your value. I will leave you with this:  Everyone can tell the customer what they are going to do for them, but does anyone show the customer how they are going to benefit?  Remember, actions speak louder than words and this is no truer than in the relationship you establish with your customer.

John L. Lloyd has been involved with HVAC for the past 30 years in a variety of positions. He has presented programs and seminars for groups both in and out of this industry, and has an honest passion for our industry to become the best it can possibly be.  John can be reached at jlloyd@prudentialhvac.com