AHR Expo

10 Tips for a Better Trade Show Experience

John Mesenbrink January 15, 2020

We have made it to the new year, a new decade. And with the turn of every calendar comes the rush of industry trade shows. Next week we will be traveling to Las Vegas for the IBS/KBIS Show or the Builder’s/Kitchen & bath Show. Following that, we will be in Orlando for the AHR Show, North America’s largest HVAC show. Oh yeah, let’s not forget about World of Concrete, back in Vegas. The goal is to see, feel and test new products, learn and network with fellow attendees.

10 Tips for a Better Trade Show Experience, AHR Expo, Builders Show, IBS, KBIS, World of Concrete, navigating trade shows

The AHR Expo is one of the largest annual North American trade shows.

When attending these trade shows, it is best to have a plan. Having attended dozens of these show in the past, I have come up with some tips and strategies for a better trade show experience.

Map Out Your Plan — All of these shows have corresponding websites with maps, and a list of exhibitors and events. I can’t stress enough to map out your day so you are the most efficient with your time, energy and steps on the trade show floor. (ahrexpo.com & www.buildersshow.com & www.worldofconcrete.com) Downloading the appropriate trade show apps is a must.
Wear Comfortable Shoes & Clothing — We all want to look good, and professional, but gone are the days of stuffy apparel. I’d rather feel comfortable and fresh at the end of the day than out of sorts, sweaty and dogs a barking.
Give Yourself Enough Time — The stress of a trade show can be daunting in and of itself. Take as much time as you need to take a deep breath and move freely on the show floor. It’s always a good idea to come in the day or night before a show to make sure all is in order and registration for the show is set. If you are planning a night out, make sure you make any necessary reservations ahead of time.
Afterparty Over-Indulging — We all love to go out and enjoy ourselves, especially after a long day at a show. There are numerous manufacturer parties, dinners, soirees, etc. where one can relax and wind down. But staying out all night—and drinking—can be fun, and up to your discretion, but it isn’t advisable, especially if you intend to be at the show the following day. Nobody is impressed with the over-perspired, alcohol lingering on breath, bags under the eyes, headache pounding visit from on overserved attendee. Pro Tip: Keep hydrated and carry a protein bar just in case you get the munchies. The IAQ in these large buildings is usually very poor and the air can get dry.
Plan Accordingly for Transportation — Most of the time at busy trade shows, transportation can, well, be a bitch, especially after a show. Keep this in mind as long taxi lines will form to and from the shows. Download your favorite rideshare app so you are locked and loaded.
Travel in Packs — If traveling in groups, try to stay in one place or area. It alleviates costs on transportation and makes meetings much more amenable.
Be Prepared to Exchange Contact Info — Make sure you have business cards on hand and be prepared to exchange info digitally, so make sure your phone is charged or bring extra chargers! Also, make sure you have proper badges for the show. For example, attendee, exhibitor and press badges all provide different access and different access times. Make sure you understand the limitations of your particular given badge.
Follow-up with Contacts — Once the show is over, what it your end game? What better way to measure the results of a show personally than to document leads, follow up with new contacts, and were you satisfied with your expectations of information, contacts and overall impressions?
Cellular/WiFi Service — Most shows do not offer WiFi on the show floor, or if they do, it usually sucks. There are certain spots at different venues you may be able to sneak a signal, maybe. Make sure your service is covered in the areas where you are, or be prepared to go without in the dark recesses of a concrete building.
If Unable to Attend … — Be sure to follow your favorite social media outlets that are attending (Search Mechanical Hub on Facebook, Twitter & Instagram) and keep up to date on what’s going on from the show floor. First of the year trade show events are when companies have big product announcements, launches and press briefings.

Good luck, and have a great trade show experience!

AHR Expo Announces 2020 Innovation Award Winners

Tim Ward October 11, 2019

AHR Expo Show Management today announced the winners of the 2020 AHR Expo Innovation Awards competition. Hosted annually by the AHR Expo, products in 10 industry categories are recognized for their innovative contribution to HVACR. The winning products, technologies and systems from each award category will be formally recognized during the 2020 AHR Expo, Feb. 3-5 at the Orange County Convention Center in Orlando, Fl. Additionally, one of the category winners will be recognized as the most inventive and original product and will receive the 2020 Product of the Year Award. The ceremony is open to all Show attendees and is slated for Tuesday, February 4 at 1:00 pm EST.

Winners are carefully reviewed and selected by a panel of third-party ASHRAE member judges who evaluate award entries based on their innovative design, creativity, application, value and potential market impact.

“We had more entries submitted for the 2020 Innovation Awards than we’ve ever had,” said Mark Stevens, AHR Expo Show Manager. “This speaks volumes to the advancement and outstanding innovation happening within the HVACR industry at the moment. As in previous years, the technologies vying for a category award more than exceeded our expectations. We would like to congratulate each of our winners, finalists and all entrants for their leadership in advancing the future of our industry. We look forward to seeing these inventive solutions in action on the Show floor in Orlando and to honor our winners in a special ceremony.”

2020 AHR Expo Innovation Award Winners and finalists selected within the categories of building automation, cooling, green building, heating, indoor air quality, plumbing, refrigeration, software, tools and instruments, and ventilation are:

BUILDING AUTOMATION

Winner: Delta Controls Inc. (Booth 1161) – O3 Sensor Hub 2.0

Innovation: The O3 Sensor Hub 2.0 combines seven different sensors to provide the most accurate view of an interior space available on the market. IoT-enabled to function as a standalone room controller, the O3 Sensor Hub 2.0 combines temperature sensing, occupancy detection, humidity and wireless integration into one. This innovation uses Sensor Fusion to enhance the occupant experience with heightened room control and to reduce false occupancy detections. The O3 is ceiling-mounted to maximize functionality from the best vantage point of the room, enabling it to accurately detect occupancy with simple reads from body heat, keyboard noise or other motion. It also quickly detects when occupants leave the room, resulting in cost savings valuable to facilities management. With the O3 Sensor Hub 2.0, Delta Controls Inc. aims to change how the controls industry looks at occupant satisfaction.

“I am incredibly proud of the Delta Controls team and of the product they developed. The O3 Sensor Hub allows users to experience the best room control on the market, and we are grateful to be recognized by AHR Expo and the ASHRAE committee for this product. At the 2020 Show, we are excited for the opportunity to show off the O3, and how Delta Controls is re-envisioning occupant experience,” said Shane Murphy, Marketing Manager at Delta Controls.

Finalists in this category include: 75F (Booth 268) – 75F Building Intelligence System; BELIMO Americas (Booth 767) – Ultrasonic Flow Sensor; and Danfoss (Booth 1501) – Danfoss VLT® condition-based monitoring.

COOLING

Winner: Danfoss (Booth 1501) – Danfoss Interlaced Micro Channel Heat Exchanger (iMCHE)

Innovation: The Danfoss Interlaced Micro Channel Heat Exchanger (iMCHE) integrates multiple circuits into a single coil. It works using a shared air heat transfer area and controlling each one independently by a multi-circuits system. The iMCHE uses a whole air side heat transfer when operating under partial load conditions to maximize efficiency. Based on the results of a recent case study, the IEER increased 18% when using the iMCHE solution. The iMCHE provides a compact and cost-effective solution for dual-circuit rooftop units. While public concern for climate change continues to increase and higher energy standards are predicted, the iMCHE allows equipment to easily meet new standards with low cost impact.

“Our iMCHE Interlaced Microchannel Heat Exchanger is the newest addition in the already expansive Danfoss MCHE portfolio and supports our efforts to provide quality MCHE for condenser, evaporator, heat pump, radiator and reheat applications,” said Jeff Tucker, Business Development at Danfoss. “The iMCHE was developed specifically for two-circuit refrigerant systems and targets the global Roof Top product as well as an array of two-circuit designs. Using iMCHE affords system developers the opportunity to improve overall system efficiency by more than 20%. This is significant as new efficiency standards requiring approximately 15% efficiency increases will take effect starting in 2023.”

Finalists in this category include: Baltimore Aircoil Company (Booth 2321) – Nexus™ Modular Hybrid Cooler; Smardt Chiller Group Inc. (Booth 6643) – Smardt G-class 515B Low GWP Chiller; and Vertiv (Booth 2411) – Liebert® VRC Rack Cooling System.

GREEN BUILDING

Winner: Danfoss (Booth 1501) – Danfoss Turbocor® TG490 Compressor

Innovation: The Danfoss Turbocor® TG490 Compressor is designed for air- or water-cooled chiller applications. The oil-free, variable-speed, magnetic bearing centrifugal compressor is optimized for use with HFO-1234ze, which has a GWP of less than 1, and can also be used with low-GWP refrigerant R-515B. The Danfoss Turbocor® TG490 is the first of its kind oil-free, magnetic bearing centrifugal compressor that offers industry-leading efficiency, reduced maintenance requirements and simplified design through the elimination of a traditional oil management system. It is also the industry’s first oil-free compressor technology with the flexibility to be used with low-GWP R-515B—which has a rating as low as 299 as well as A1 safety classification.

“We are thrilled to have been recognized once again by ASHRAE and the 2020 AHR Expo for our commitment to develop new technologies to help slow and ultimately reverse the process of global warming.” said Jose Alvares, Vice President, Sales and Marketing, Danfoss Turbocor Compressors. “With the new Danfoss Turbocor® TG490 compressor, the world’s first oil-free, magnetic bearing centrifugal compressor that can be used with R-515B, customers can now be compliant with applicable refrigerant regulations and safety codes due to its low GWP rating of 299 and ASHRAE A1 safety classification.”

Finalists in this category include: Aeroseal LLC (Booth 3390) – AeroBarrier: air sealing technology; Arctic Chiller Group (Booth 5153)- EcoTherm modular simultaneous heating and cooling Heat Pump; and Baltimore Aircoil Company (Booth 2321) – HXV Hybrid Cooler.

HEATING

Winner: York® For Your Home (Booth 3801) – YORK® LX Series TL9E Ultra-Low NOx Gas Furnace

Innovation: The York® LX Series TL9E Ultra-Low NOx Gas Furnace is an environmentally responsible gas furnace that meets even the most stringent standards for air quality while reducing greenhouse and smog-producing gasses by up to 65% compared to standard low-NOx furnaces. The furnace is ENERGY STAR® rated and reduces fuel costs by as much as 20% when connected to select YORK® home comfort systems.

“We are honored to receive this award, which recognizes our commitment to taking residential comfort beyond temperature control to meet the most stringent standards for efficiency and air quality,” said Justin Patrick, Vice President and General Manager, Residential Products, Ducted Systems, Johnson Controls. “The YORK® Ultra-Low NOx furnace delivers exceptional reliability and durability to meet the needs of today’s homeowners.”

Finalists in this category include: AERCO, a Watts brand (Booth 1301) – AERCO Benchmark Platinum Boiler with Edge Controller; Emerson (Booth 2100) – Universal Single Stage Furnace Control for ECMx Blower Motors (Model 50X57-843); and Rheem Manufacturing Company (Booth 2743) – Rheem® Ultra Low NOx Gas Furnace.

INDOOR AIR QUALITY

Winner: Fresh-Aire UV (Booth 5853) – Purity Low Profile LED 1” Polarized Filter / LED Disinfection System

Innovation: The Purity Low Profile LED 1” Polarized Filter/LED Disinfection System (PLP-LED) by Fresh-Aire UV is the first 3-stage 1” polarized HVAC filtration system to incorporate Mini-LED technology. The PLP-LED offers high-efficiency filtration that captures 97% of particles down to 0.3 microns in size. The system also uses antimicrobial UV reactive media with an advanced photocatalytic coating for odor and VOC reduction. Fresh-Aire UV’s filter mitigates many IAQ issues as well as many other challenges faced by occupants and contractors through delivery of a cleaner, safer filter to handle and service.

“We couldn’t be more proud and more excited to be recognized with the 2020 AHR Innovation Award for IAQ,” said Aaron Engel, Vice President, Business Development at Fresh-Aire UV. “The award represents the HVACR industry’s most innovative products, systems, and technologies and we believe this perfectly represents the PLP-LED. Available in the most common filter sizes, the 3-stage 1” polarized HVAC filtration system delivers the effectiveness of an ultra-high-efficiency filter in a low-static pressure 1″ design. With advanced antimicrobial UV reactive media and disinfecting LED array the PLP-LED represents the very best in filtration providing maximum particulate removal and surface disinfection while reducing airborne odors & VOCs.”

Finalists in this category include: AtmosAir Solutions (Booth 4207) – AtmosAir Denali 600™ with AtmosSmart™, IoT Enabled Active Air Monitoring and Air Purification System; RGF Environmental Group Inc. (Booth 4151) – HALO-LED™ Whole Home Indoor Air Purification System; and Sensirion, Inc. ( Booth 1473) – SCD40 CO2 and RH/T Sensor Component.

PLUMBING

Winner: LG Electronics USA, Inc. (Booth 6343) – LG Hydro Kit

Innovation: LG Electronics USA, Inc. has developed the LG Hydro Kit, an indoor heat exchanger for LG Variable Refrigerant Flow (VRF) systems capable of transferring heat or cooling energy expelled from the air conditioning process to water, offering further efficiency of LG heat recovery and heat pump systems. Available in 42,000 and 96,000 Btu/h capacity, the LG Hydro Kits utilize waste energy generated during the conditioning process and enhance the energy efficiencies of LG VRF systems. This allows the hot or chilled water generated to then be distributed out to a number of different applications with integrated controls that set the temperature of the leaving water, hot water tank temperature or the temperature of the conditioned space.

“LG has exhibited at the AHR Expo for more than 15 years, and we always enjoy getting to connect with our key partners and customers, as well as having the chance to build new relationships at our booth during the show and at our events throughout the week,” said Lorie Quillin-Bell, Director of Marketing for LG Air Conditioning Technologies. “LG continues to challenge the industry to deliver exceptional innovation and value to our customers, so it’s a tremendous honor to receive an AHR Expo 2020 Innovation Award in the Plumbing Category for the LG Hydro Kit. This is a testament to the many benefits of our award-winning residential and commercial product offerings, and another example of LG’s commitment to providing innovative technologies that bring smarter, sustainable solutions to market.”

Finalists in this category include: Caleffi Hydronic Solutions (Booth 6581) – LEGIOMIX® 6000 series Highest Flow Electronic Mixing Valve; NIBCO INC. (Booth 3121) – 585HP Full Port Bronze Ball Valve; and Viega LLC (Booth 1943) – Viega MegaPressG.

REFRIGERATION

Winner: Danfoss (Booth 1501) – Danfoss CO2 Adaptive Liquid Management Solution

Innovation: The Danfoss CO2 Adaptive Liquid Management (CALM) solution combines Danfoss’ liquid ejector and adaptive liquid control case controller algorithm to fully utilize the evaporator surface in display cases and cold rooms. This technology provides, without equipment change, up to 10% greater energy efficiency in addition to the energy-saving inherent of CO2 refrigeration. The CALM solution works by pulling liquid refrigerant from the suction side and injects it into the evaporator of display cases and cold rooms. Danfoss’ CALM solution aims to assist customers in making the transition to climate-friendly refrigerants while saving energy, maintaining system reliability and ensuring food safety.

“CO2 Adaptive Liquid Management is the next generation in energy saving technology that provides up to a 10% energy savings, in any climate, and all year round,” said James K. Knudsen, North America Food Retail Segment Leader at Danfoss.

“Danfoss is committed to bringing innovation and next generation solutions to the market to help our customers and industry improve energy efficiency, reduce emissions and meet climate regulations,” said John Galyen, President, Danfoss North America. “Winning three awards this year is a testament to our investments and we look forward to working with our industry partners to deploy these solutions in the HVACR market.”

Finalists in this category include: Emerson (Booth 2101) – Copeland™ End-to-End Solution for Micro-Distributed Architectures; Fresh-Aire UV (Booth 5853) – Ice UV-LED Disinfection System for Ice-Machines; and Sporlan Division – Parker Hannifan (Booth 2525) – SCS-PB Superheat Control System for Pulse Width Valve with Bluetooth feature.

SOFTWARE

Winner: Interplay Learning (Booth 8562) – SkillMill™ Skilled Trades Course Catalog

Innovation: The Interplay Learning SkillMill™ Skilled Trades Course Catalog is an online, on-demand training course catalog designed for HVAC professionals to gain worksite skills accessible via mobile phone, computer, tablet, or in virtual reality (VR). HVACR professionals can sign-on to view expert-led video courses designed to first drive understanding, then move on to the interactive, 3D-based HVAC troubleshooting simulations delivered via field-like training. The training platform aims to provide scalable training that is robust enough to keep up with the growing skills gap as well as prepare HVAC techs quickly for every situation or scenario they might encounter in the real world. The use of state-of-the-art 3D simulations creates a unique, immersive learning environment for users.

“We’re incredibly honored and humbled to receive this Innovation Award. Our team is excited about AHR 2020 and being able to showcase our software, which is already making a huge impact in the HVAC community,” said Doug Donovan, CEO of Interplay Learning. “Our software is the first-of-its-kind, an online training that technicians will actually use because the simulations mimic on-the-job training. As a company, we’ve helped more than 75,000 people build key technical skills, so we’re confident in our ability to change the way the HVAC industry trains its professionals.”

Finalists in this category include: Armstrong Fluid Technology (Booth 4161) – Pump Manager; BCA Technologies, Inc. (Booth 8579) – eRep CPQ; and Distech Controls (Booth 881) xpressNetwork Utility.

TOOLS & INSTRUMENTS

Winner: Matelex (Booth 2551) – DNI (détecteur de niveau intelligent/smart level detector)

Innovation: Matelex has developed a détecteur de niveau intelligent/smart level detector (DNI) system that measures pressure, temperature and refrigerant levels every 2-3 seconds, as well as conducts a complete leak detection cycle every hour. The system is designed to trigger an alarm using algorithmic learning in the event of a detected leak. The smart refrigerant leak detection system is also coupled with a remote surveillance web interface (Sentinelle) to issue email alerts when a leak occurs. It is suitable for all refrigerants and tanks —vertical, horizontal, inclined horizontal—and connects to the IoT via WIFI, cable ethernet or 3G-4G modules. When tested in the food retail sector, the system has saved 79% of refrigerant compared to traditional methods due to real-time data alerts and increased responsiveness to system maintenance requirements.

“The Matelex team is delighted with this award and honored to have the opportunity to share its successes and future challenges with the stakeholders of the 2020 AHR Expo,” said Luc Dehon, CEO of Matelex. “We believe in the power of data to improve the performance of refrigeration installations, but also to reduce their environmental impact and guarantee a better future for future generations. Internet Of Refrigeration is on!”

Finalists in this category include: Fluke Corporation (Booth 2151) – Fluke PTi120 Pocket Thermal Camera; Milwaukee Tool (Booth 427) – M18 FUEL™ Pipe Threader w/ ONE-KEY™; and Topcon Positioning System, Inc. (Booth 325) Topcon GTL-1000.

VENTILATION

Winner: Infinitum Electric (Booth 7485) – Infinitum Electric, A Breakthrough HVAC Motor

Innovation: The Infinitum Electric HVAC motor is significantly smaller, smarter and quieter than traditional electric motors. These benefits equate to an ultra-high-efficiency motor that results in up to 25% lower costs for customers. The motor uses a circuit board stator resulting in up to 60% less weight, superior durability, improved performance and enhanced IoT connectivity. Infinitum Electric aims to change the industry standard for motor size and weight.

“The fundamental design of the electric motor has evolved very little since it was developed over a century ago, and we’re honored that AHR has recognized our breakthrough motor technology,” said Ben Schuler, CEO, Infinitum Electric. “With our patented technology, we’ve been able to replace the iron laminated core and copper wire windings found in all motors with our patented Printed Circuit Board (PCB) stator. When applied to HVAC fans, compressors or pumps, this innovation results in lower costs, lighter weight and higher efficiency.”

Finalists in this category include: American Aldes (Booth 6243) – IQ by ALDES (IQ-VFC) ERV/HRV-Integrated Vertical Fan Coil Units; Rosenberg USA, Inc. (Booth 2051) – Rosenberg “Generation 3” EC motors for plug fans and axial fans; and ZIEHL-ABEGG, Inc. (Booth 2361) – ZAbluefin.

For more information regarding the AHR Expo Innovation Awards, visit the awards section on the AHR Expo website.

The AHR Expo provides a unique forum for industry professionals to meet under one roof to share ideas, discover new products and technologies and find solutions to the industry’s technical problems. To register, visit the AHR registration website.

HVAC Contractors Use Comparison-Speak to Build Credibility with Customers

Tim Ward July 23, 2019

As the HVAC industry evolves further in response to new market opportunities, sustainability initiatives and changing consumer demands it’s easy to be left at a loss of how to cut through the marketing speak and deliver benefit-driven information to your customers. Putting in the extra work to fully understand how to translate product features into real-world customer benefits will give you an edge in the market. Below is a discussion on how to navigate an industry of new and old considerations across customer demographics. Follow along to understand how you can shift your strategies to build customer relationships through simple communication training of your sales staff.

Define your competitive edge through no-nonsense delivery

Is it just me, or does every HVAC product on the market have the same features?

Tell me if you’ve heard this one before: “Our new, highly-efficient product provides homeowners with a simple, flexible, and cost-competitive solution.”

Does this sound like a product line you offer? Truth be told, this description could apply to any number of products. For example, a system that offers “zoning” could be anything from a sophisticated ductless system to a simple air conditioner with manual air dampers.

Here’s the problem: today’s customers are the most educated customer base we’ve ever experienced. With access to information at our literal fingertips in our smartphones, customers can fact-check a sales pitch in an instant. HVAC repair and replacement is an expensive investment for most customers to begin with, so it’s understood that they want to know exactly what they’re paying for.

If you state that a product is efficient, customers want to know: How efficient and what are the benefits? Compared to what? Does it cost more, if so, what’s the price difference? Do I really need it?

If you’re not being clear with your customers, you can trust that they are getting their information elsewhere — perhaps even pulling purchase decision information from your competition.

There are simple improvements to your sales information delivery that can help to move past the jargon and build meaningful conversations with your customers that leave them feeling well-informed and satisfied in their decision. In short, you can build credibility – and become the authority – by being honest and transparent.

As mentioned, using vague terms to describe a product as efficient, variable, or flexible tells the customer very little. The way to fix this is to always speak in terms of comparison. By speaking in comparisons, you will educate the customer on all of the options available to them – not just the one you’d like to sell. This is a critical step in achieving value in customer satisfaction.

If you’re not comfortable speaking in comparison, here are three ways to help get you started:

Stop talking features & benefits and start talking sell points and personas

If you’re speaking to a customer about a solution they are just one step away in the sales funnel from making a purchase. It’s important at this stage that you carefully consider what you say and how you say it.

Consider this: most brochures you’ll hand a customer have a long list of features & benefits… those features are often phrased in comparison to an older version of that same product or directly to a competitor’s product – “Even quieter!” or “More flexible than ever!”

But the homeowner doesn’t care if it’s “even quieter” than a previous generation of a product that isn’t in the consideration set they are making for their home. Focus on the information your homeowner actually wants and needs: what options do you recommend; what specifically makes you recommend these based on my needs; how much does it cost?

Hone in on information by defining the sell points for all the products in your portfolio. An easy way to do this is to determine the five whys for each of your products:

Who would most want or need to purchase this product?
What type of situation is this product most suitable for?
Why would they need this product?
When can we promise to deliver this product to the customer?
Where are most of the customers geographically located who need this product?

Notice the emphasis on the extremes in these questions. The goal is not to answer in general – “who could use or purchase this product” – but rather “who MOST wants or needs this product and why.” This is critical to defining the true selling points of a product.

By taking this approach, your team will be able clearly to describe the important reasons behind a recommendation because they have clear guidance as to why to recommend it in the first place. You might even consider building a questionnaire that will help both you and your customer come to a decision on the right choice for them.

Group your product offerings using tiers

Instead of confusing customers with an onslaught of product brochures covered in brand names, shiny logos, and pretty pictures, consider packaging your products into tiers. Most homeowners are able to easily pick up the concept of Good, Better, and Best – or Bronze, Silver, and Gold.

By grouping your offering into rungs on a ladder, you’re giving the customer a baseline to compare products against one another. The key to this approach is to ensure your groupings offer key differences. Perhaps package A is best for the cost-conservative homeowner, package B is best for the energy-conscious customer, while package C is most suitable to the customer seeking a quick turnaround.

With this system, customers can easily determine the difference between your products and make informed decisions on which products best fit their needs.

Give three options whenever possible

When ordering drinks at your local coffee shop, why is it so many of us opt for the medium size? A small seems too small, and a large seems, well…too large. When we are given three options, often we are seeking the Goldilocks “just right” feeling.

No one wants to miss out on an upsell, but the goal should not be to dupe your customer into buying the highest-margin product by failing to tell them about a more cost-effective option that likely checks off the needs on their list. Provide customers with three options: something that doesn’t quite meet their needs, something that over-delivers, and a solution that falls in the middle. Because you have tuned in to exactly what the customer needs, selling the middle option in comparison to the other two should be simple.

If you are the service provider for all three options, this strategy gives you an added bonus. If the customer chooses the more elaborate option, you’ve earned more. If they choose the less desirable option, they will know up front what they’re getting and perhaps sacrificing – and you’ve earned their trust in the process.

What does this sound like?

The common – although tired – sales pitch I shared at the beginning turns into a richer conversation once you’ve added comparisons. In this example, I’ve uncovered that the customer is most concerned with the ability to stay comfortable in their home, with affordability being their second concern.

“The package I’d like to offer you today is our Premier package. Your upstairs and downstairs will have individual thermostats, which I know is what you were looking for. I’d like to share with you some other options for your consideration. Our Platinum package would give you even more comfort options: every room could have its own set point. The higher price could be offset with some rebates, but it is more expensive than the Premier package. Another option is our Economy package. This is the most affordable of the three, but it doesn’t come with the zoning you asked for. Given what we have discussed so far, I think the Premier package most meets your needs.”

By defining the sell points for your products, grouping them into tiers, and offering at least three options you can successfully provide the customer with a well-thought-out and easily understandable reasoning for your recommendation.

Resolve to make comparison-speak a habit in your organization and your customers will see you as a more trustworthy source of information for their buying decision process.

Pam Duffy, P.E. is the Owner of Spark One Solutions, LLC based in Dallas, TX – a marketing and business solutions consulting company based serving HVAC businesses.

She serves as a member of the AHR Expo Expert Council – a collaboration of HVACR experts and thought leaders launched by the AHR Expo in 2019 to educate and stimulate discussion concerning the biggest issues impacting the industry.

She has a mechanical engineering degree from the University of Central Florida and is a licensed PE. She has 10 years of experience in the HVAC industry and is most well-known for bringing new HVAC products to life.

Pam will be speaking more in-depth on this topic at AHR Expo 2020, and it will be a free session with attendee registration. Register HERE.

AHR Expo Announces 2019 Innovation Award Winners

Tim Ward September 27, 2018

Show Management today announced the winners of the 2019 AHR Expo Innovation Awards competition. Each year, products in 10 different categories are recognized for being some of the HVACR industry’s most innovative products, systems and technologies. Winners will be featured at the Show in Atlanta in January 2019. Winners were selected by a panel of Read more

Winners were selected by a panel of third-party ASHRAE member judges who evaluated each award entry based on its innovative design, creativity, application, value and market impact. Winners from each award category will be formally recognized during the 2019 AHR Expo, Jan. 14 –16 at the Georgia World Congress in Atlanta. The ceremony is open to all Show attendees and is slated for January 15 at 1:00 PM EST. The AHR Expo will also announce this year’s winner of the highly-anticipated Product of the Year Award at the ceremony.

“Every year we look forward to award submissions that set the bar for innovation and professional practices in HVACR,” said Clay Stevens, manager of AHR Expo. “Year after year we continue to receive entries that exceed our expectations. We congratulate these winners as leaders from across all facets of the industry and look forward to seeing these inventive solutions at the 2019 AHR Expo and in real-world practice.”

Winners and finalists selected within the categories of building automation, cooling, green building, heating, indoor air quality, plumbing, refrigeration, software, tools and instruments, and ventilation are: