# Presentation: 355326

## Diagnostics Does StuffSo What Stuff Can It Do?

- By Dale A. Gustavson. CEM

## Having invented the ultimate hvac diagnostics technology, Dr. Practical decided to see what it could do.

***Having invented the ultimate hvac diagnostics technology, Dr. Practical decided to see what it could do.***

## Diagnostics Does StuffSo What Stuff Can It Do?

***Hold on a minute!  It does virtually everything! It is the ultimate toy.  It even replaces the need to think.***

## Diagnostics Does StuffSo What Stuff Can It Do?

***So I say, let’s get this baby off the ground.  A little more federal funding and we can make this sucker   ***
***                     ******fly!***

## Diagnostics Does StuffSo What Stuff Can It Do?

***So I say, let’s get this baby off the ground.  A little more federal funding and we can make this sucker   ***
***                     ******fly!***

***Hold on there Dr. P!  Are you sure you’re headed in the right direction? What are you really trying to do?  Remember, people don’t buy drill bits because they want drill bits.  They buy them because they want holes!***

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

***Okay, Underwear Man. Now that you’re out of my face,  do you want to explain yourself more clearly?***

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

***I’ll try.  But, let me warn you: I’m not all that scientific.***

## It depends
What are the objectives of developing advanced diagnostics technology?
To own a killer patent?
Land a bigger research grant?
Sell the patent for big bucks?
To go down in history?
To add impetus to the commissioning movement?
To accomplish with technology what those building supers and hvac service techs can’t get right? 

- People buy drill-bits because they want holes, not because they want drill-bits!

**It depends**
**What are the objectives of developing advanced diagnostics technology?**
**To own a killer patent?**
**Land a bigger research grant?**
**Sell the patent for big bucks?**
**To go down in history?**
**To add impetus to the commissioning movement?**
**To accomplish with technology what those building supers and hvac service techs can’t get right? **

## It depends
What are the objectives of developing advanced diagnostics technology?
To increase productivity through comfort?
To increase profitability through efficiency?
To improve health with cleaner indoor air?
To save lives by eradicating  SDS?
To save the planet by reducing pollution?
To help your industry compete more favorably with other industries for time, attention and capital? 

- People buy drill-bits because they want holes, not because they want drill-bits!

**It depends**
**What are the objectives of developing advanced diagnostics technology?**
**To increase productivity through comfort?**
**To increase profitability through efficiency?**
**To improve health with cleaner indoor air?**
**To save lives by eradicating  SDS?**
**To save the planet by reducing pollution?**
**To help your industry compete more favorably with other industries for time, attention and capital? **

***Or, are the objectives focused on maximizing the benefits of finely tuned hvac systems?***

## It depends
What do you mean by advanced?
Artificial intelligence, with reasoning ability?
Says “bless you” if building occupant sneezes?
Pages robotic tech to effect repairs just in time? 
Can produce reports of use primarily to Ph.D.s?
Can detect and document the most important faults?
It can used effectively by the greatest number of people in the greatest number of buildings on the greatest number of hvac systems? 

- People buy drill-bits because they want holes, not because they want drill-bits!

**It depends**
**What do you mean by advanced?**
**Artificial intelligence, with reasoning ability?**
**Says “bless you” if building occupant sneezes?**
**Pages robotic tech to effect repairs just in time? **
**Can produce reports of use primarily to Ph.D.s?**
**Can detect and document the most important faults?**
**It can used effectively by the greatest number of people in the greatest number of buildings on the greatest number of hvac systems? **

## It depends
What do you mean by advanced?
Artificial intelligence, with reasoning ability?
Says “bless you” if building occupant sneezes?
Pages robotic tech to effect repairs just in time? 
Can produce reports of use primarily to Ph.D.s?
Can detect and document the most important faults?
It can used effectively by the greatest number of people in the greatest number of buildings on the greatest number of hvac systems? 

- People buy drill-bits because they want holes, not because they want drill-bits!

**It depends**
**What do you mean by advanced?**
**Artificial intelligence, with reasoning ability?**
**Says “bless you” if building occupant sneezes?**
**Pages robotic tech to effect repairs just in time? **
**Can produce reports of use primarily to Ph.D.s?**
**Can detect and document the most important faults?**
**It can used effectively by the greatest number of people in the greatest number of buildings on the greatest number of hvac systems? **

***To ***_***advance***_*** the benefits of hvac in society, I’d  be working hardest on the last two bullets***

## What kind of diagnostics would be best?
Developed for building supers and hvac techs
It can used effectively by the greatest number of people ...
Developed for buildings under 50,000 SF
 in the greatest number of buildings ...
Developed for package roof top equipment
on the greatest number of hvac systems ...
Relatively inexpensive at product launch

- People buy drill-bits because they want holes, not because they want drill-bits!

**What kind of diagnostics would be best?**
**Developed for building supers and hvac techs**
**It can used effectively by the greatest number of people ...**
**Developed for**** buildings under 50,000 SF**
** ****in the greatest number of buildings ...**
**Developed for**** package roof top equipment**
**on the greatest number of hvac systems ...**
**Relatively inexpensive at product launch**

## Yes, this is a bottom...up approach
But if we remember the benefits ...
To increase productivity through comfort
To increase profitability through efficiency
To improve health with cleaner indoor air
To save lives by eradicating  SDS
To save the planet by reducing pollution
To help your industry compete more favorably with other industries for time, attention and capital
   doesn’t it make a certain amount of sense?

- People buy drill-bits because they want holes, not because they want drill-bits!

**Yes, this is a bottom...up approach**
**But if we remember the benefits ...**
**To increase productivity through comfort**
**To increase profitability through efficiency**
**To improve health with cleaner indoor air**
**To save lives by eradicating  SDS**
**To save the planet by reducing pollution**
**To help your industry compete more favorably with other industries for time, attention and capital**
**   ****doesn’t it make a certain amount of sense?**

## I’m thinking there are other benefits too:
Improve image of building supers and hvac techs
The industry’s growth depends upon an “abundance” mentality.  A rising tide raises all boats.  Helping these people do there jobs better increases trust for the whole industry which makes it more competitive with other high tech industries.  Why should these people get paid less per hour than someone who fixes copiers?  What provides most benefit to the economy?
Better facility personnel and contractors become the rule rather that the exception 
Personnel recruitment gets easier
22,000 per year hvac tech shortage 1997 -2007! 

- People buy drill-bits because they want holes, not because they want drill-bits!

**I’m thinking there are other benefits too:**
**Improve image of building supers and hvac techs**
**The industry’s growth depends upon an “abundance” mentality.  A rising tide raises all boats.  Helping these people do there jobs better increases trust for the whole industry which makes it more competitive with other high tech industries.  Why should these people get paid less per hour than someone who fixes copiers?  What provides most benefit to the economy?**
**Better facility personnel and contractors become the rule rather that the exception **
**Personnel recruitment gets easier**
**22,000 per year hvac tech shortage 1997 -2007! **

## I’m thinking there are other benefits too:
If advanced diagnostics included compelling, easy to understand reports & include efficiency indexes.
Better reports, particularly those which quantify the value of taking action, makes it easier for facility personnel and contractors sell repairs, upgrades and replacements to decision makers.
Better reports confirm a job well done after repairs are completed, further increasing trust.
More maintenance contracts and system tune up services would be routinely sold.
Decision makers and occupants would better grasp the value of hvac to their businesses

- People buy drill-bits because they want holes, not because they want drill-bits!

**I’m thinking there are other benefits too:**
**If advanced diagnostics included compelling, easy to understand reports & include efficiency indexes.**
**Better reports, particularly those which quantify the value of taking action, makes it easier for facility personnel and contractors sell repairs, upgrades and replacements to decision makers.**
**Better reports confirm a job well done after repairs are completed, further increasing trust.**
**More maintenance contracts and system tune up services would be routinely sold.**
**Decision makers and occupants would better grasp the value of hvac to their businesses**

## I’m thinking there could be even more:
If the use of affordable, advanced portable diagnostics took off in the market, by the time manufacturers incorporated the intelligence directly on board, there would already be a competent, well trained, trusted workforce in place to make proper use of that next generation of diagnostics.
What a concept!  Instead of having fewer hvac practitioners, making less money, doing a poorer job, we could have more practitioners, making more money, doing a better job.
Fooey on copier & carpet & furniture people ...

- People buy drill-bits because they want holes, not because they want drill-bits!

**I’m thinking there could be even more:**
**If the use of affordable, advanced **_**portable**_** diagnostics took off in the market, by the time manufacturers incorporated the intelligence directly on board, there would already be a competent, well trained, trusted workforce in place to make proper use of that next generation of diagnostics.**
**What a concept!  Instead of having fewer hvac practitioners, making less money, doing a poorer job, we could have more practitioners, making more money, doing a better job.**
**Fooey on copier & carpet & furniture people ...**

## I’m thinking there could be even more:
Could facility personnel, contractors and engineers work together to grow the industry?
By:
More clearly articulating the stuff hvac does.
Articulating the stuff advanced diagnostics does to maximize the value of the stuff hvac does.
By recognizing they are in competition with every other industry ... anything people can buy is the competition.
I’ve oversimplified, but that was my objective.

- People buy drill-bits because they want holes, not because they want drill-bits!

**I’m thinking there could be even more:**
**Could facility personnel, contractors and engineers work together to grow the industry?**
**By:**
**More clearly articulating the stuff hvac does.**
**Articulating the stuff advanced diagnostics does to maximize the value of the stuff hvac does.**
**By recognizing they are in competition with every other industry ... anything people can buy is the competition.**
**I’ve oversimplified, but that was my objective.**

*** “******Stuff” =Benefits “Stuff” =Benefits “Stuff” =Benefits***

## What kind of diagnostics would be best?
Developed for building supers and hvac techs
It can used effectively by the greatest number of people ...
Developed for buildings under 50,000 SF
 in the greatest number of buildings ...
Developed for package roof top equipment
on the greatest number of hvac systems ...
Relatively inexpensive at product launch

- People buy drill-bits because they want holes, not because they want drill-bits!

**What kind of diagnostics would be best?**
**Developed for building supers and hvac techs**
**It can used effectively by the greatest number of people ...**
**Developed for**** buildings under 50,000 SF**
** ****in the greatest number of buildings ...**
**Developed for**** package roof top equipment**
**on the greatest number of hvac systems ...**
**Relatively inexpensive at product launch**

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

***What is this thing you’ve got going in California?***

## BTU Workshops (75)		
Affordable, Dynamic Websites Designed Specifically for HVACR Professionals (75)
Comprehensive Qualifications Listing in a New HVAC Professionals Directory (150)
Share in a $75,000 Ad Campaign  (30)

**Affordable, Dynamic Websites Designed Specifically for HVACR Professionals ****(75)**
**Comprehensive Qualifications Listing in a New HVAC Professionals Directory ****(150)**
**Share in a $75,000 Ad Campaign  ****(30)**

**HVAC PACT**

- A Market Transformation Project

- Free!

- From hvac pact

**Notes:**
Somewhat rhetorical question.

What do you think?

Some of this “changing of the game” has happened by accident.  Some of it has been deliberate.  The deliberate renaming of the services you provide will increase from this point forward.

## Day Two
Calling Cold
Selling Cycles/Killer Proposals
Break
Lunch 
Maintenance Sales 101
Break
Maintenance Sales 101
BTU/Branding Brainstorm
What If?
Monster Give-Aways!
3 Books
4 CDs
1 Economizer DCV System!

**Day Two**
**Calling Cold**
**Selling Cycles/Killer**** ****Proposals**
**Break**
**Lunch **
**Maintenance Sales 101**
**Break**
**Maintenance Sales 101**
**BTU/Branding Brainstorm**
**What If?**
**Monster Give-Aways!**
**3 Books**
**4 CDs**
**1 Economizer DCV System!**

**Day One**
**Introduction**
**Break**
**Brands worth Leveraging?**
**Energy Star**
**NATE**
**Lunch**
**State of the Art Diagnostics**
**Break**
**Portable Tools for Techs**
**Economizers**
**Demand Control Ventilation**

**HVAC PACT**

- A Market Transformation Project

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

***So you’re trying to get contractors into the business of using advanced portable diagnostics?***

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

***Exactly!  We want them to do good stuff!***

## Diagnostics Does StuffSo What Stuff Can It Do?

**Diagnostics Does Stuff*****So What Stuff Can It Do?***

***And look  good doing it!***