CMX 2004 - Plumbing & HVAC

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Free RIDGID Power Tool Offer Visit RIDGID.com for details SeeSnake ® You have to be tough to survive in this business. The new SeeSnake Plus. Built tougher for unmatched durability, reliability and performance, including: •100% hardened stainless steel camera head for increased durability •Improved push cable and smaller camera head to push further through tighter spots •Rugged, high intensity lights for improved visibility •30% more powerful flexible transmitter makes locating easier – fully compatible with RIDGID NaviTrack with Purchase of SeeSnake Plus and NaviTrack Locator SELF-LEVELING NOW AVAILABLE! New Self-Leveling Cameras combine the durability and performance of SeeSnake Plus with an alwaysupright image for easier inspections. SeeSnake Plus. Tougher because that’s what you need in a camera. For more information or to schedule a demonstration: •Visit www.ridgid.com/seeit or www.ridgid.com •Call 1-800-769-7743 ©2003, Ridge Tool Company Professional Tools EMERSON. CONSIDER IT SOLVED. TM Circle Number 105 for More Information
Hot Seat Know your customer Acommon complaint from contractors in competitive bidding situations is that another contractor will take a job away by offering a lower price, without explaining to the customer that he is also offering inferior equipment. And at the other end, there are many customers who rightly complain that the contractor didn’t provide what they expected. This holds true on everything from the smallest residential job to the largest commercial project. For example, the customer is assured by one contractor that the furnace that they are suggesting is just as good as the furnace that another contractor recommended, but at a reduced price. Based on the information that everything is equal except the price, the customer accepts the lower estimate. But the old adage that one gets what they pay for applies. The customer will likely experience a noticeable difference in comfort and energy costs. The same holds true in large commercial projects, where the manufacturer/wholesaler/contractor has low-balled the bid to get the job, and then ‘cheapens’ the mechanical/HVACR component to avoid loosing money. It is difficult for the building manager to get changes after the installation is complete. But this is why it is so important to know the customer. Some contractors think they have to offer the absolute minimum price to get a job. But price isn’t the major factor for many customers, particularly where they are also the end user. It’s a sad reality today that many commercial buildings are built with the lowest possible capital cost in HVAC systems because it is the tenant, not the building owner, that pays operating costs. The same applies on the residential side where once a tract home is sold, the builder is no longer concerned about the heating and air conditioning system. And, with brand new equipment, it usually takes a long time for the building/home owner to realize that there is something better available. (Or, let’s face it, even where the customer knows better, who wants to replace a brand new system?) But most customers have expectations when it comes to their HVAC/ mechanical systems. They know what they want in terms of comfort, efficiency and longevity and if it will cost more to meet those expectations, they are willing to pay. But they rely on the contractor – the expert – to supply the right system. Even where the customer is overly price conscious, it is important that the contractor doesn’t install a system that he isn’t comfortable with. Regardless of the ‘great deal’ for the home/building owner, if the system doesn’t work well the customer will still complain to friends and business associates about their ‘lousy heating system.’ They won’t bother to mention that they beat the contractor down on price. It is important to give options. The ‘good, better, best’ selling philosophy has been around for some time. It’s an established fact that few home or building owners will go with the lowest-cost alternative when presented with a number of options, along with a good explanation of the pros and cons of each. As a general rule of thumb, the higher the capital cost on equipment, the lower the operating cost. If the contractor can show the customer that the higher cost/higher efficiency equipment will actually prove less expensive in the long run, the sale can become relatively easy. Ever increasing energy costs mean that the payback will actually be shorter than with an estimate based on today’s rates. And with technology constantly changing, it is important to take advantage of the seminars and information provided by manufacturers to keep up to date. The customer looks to the contractor for expert advice. I don’t want to preach, but knowing the products, offering options, and sizing up the customer are all key elements in sales success. Incorporating Plumbing Piping and Heating magazine and HVAC/Refrigeration magazine March/April 2004 Volume 14, Number 2 ISSN 1499-5271 Editor Simon Blake (416) 614-5820 sblake@nytek.ca Executive Editor/President Ronald H. (Ron) Shuker (416) 614-5816 rshuker@nytek.ca Contributors Roy Collver John Carr Ron Coleman Warren Law Publisher Bill Begin (416) 614-5819 bbegin@nytek.ca National Sales Manager Jim Gillen (416) 614-5817 jgillen@nytek.ca Design and Production Tim Norton production@nytek.ca Circulation Manager Pat Glionna Corporate Services Anthony Evangelista PLUMBING & HVAC PRODUCT NEWS Magazine is published six times annually by Nytek Publishing Inc. and is written for individuals who purchase/specify/approve the selection of plumbing, piping, hot water heating, fire protection, warm air heating, air conditioning, ventilation, refrigeration, controls and related systems and products throughout Canada. It's Time for a Change! Go with what works. ATOFINA's Forane 408A and 409A were designed and tested to make R-502 and R-12 retrofiting easier. They eliminate oil changes, save energy and are good for the environment. Head Office Nytek Publishing Inc. 451 Attwell Drive, Toronto, Ontario, Canada M9W 5C4 Tel: (416) 242-8088 Fax (416) 242-8085 POSTMASTER: Send all address changes and circulation inquiries to: Plumbing & HVAC Product News magazine, 451 Attwell Drive, Toronto, Ontario, Canada M9W 5C4. Canadian Publications Mail Sales Product Agreement No. 400076296. Postage paid at Winnipeg, MB. Annual Subscription: $34.00 plus $2.38 GST, single copy $5.00 plus $0.35 GST in Canada; United States $40.00 U.S. One year subscription in U.S.: $40.00 US, One year subscription foreign: $65.00 U.S. Copyright 2004. The contents of this magazine may not be reproduced in any manner without the prior written permission of the Publisher. FORANE ® We're there for you. Circle Number 106 for More Information With ATOFINA products you get the performance and after-market support you need. 1-800-567-5726 • www.atofinacanada.com AF2003-01 We acknowledge the financial support of the Government of Canada through the Canada Magazine Fund toward our editorial costs A member of: Canadian Institute of Plumbing & Heating Canadian Circulation Audit Board Mechanical Contractors Assoc. of Canada Ontario Plumbing Inspectors Association Hydronics Marketing Group American Society of Heating Refrigerating & Air Conditioning Engineers Heating Refrigeration Air Conditioning Institute of Canada Refrigeration Service Engineers Society of Canada
Page 1 and 2: Volume 14 Number 2 March/April 2004
Page 3: In This Issue Special Feature: The
Page 7 and 8: Industry News Low flush revisited T
Page 9 and 10: Industry News In Brief (continued f
Page 11 and 12: Letters Hydronic heating efficienci
Page 13 and 14: You’ll Be Proud To Install One Of
Page 15 and 16: Cover Story The UOIT well field. Un
Page 17 and 18: Drain Tech There are specialty nozz
Page 19 and 20: Heating Mid-efficient furnace The P
Page 21 and 22: Instant hot water The Pronto RTG-42
Page 23 and 24: Ventilation Air conditioner The Sma
Page 25 and 26: Refrigeration Fast charging manifol
Page 27 and 28: Advertising Supplement
Page 29 and 30: A.M.T.S. Canada Limited Proven qual
Page 31 and 32: Copeland Canada Look for certificat
Page 33 and 34: Flexible Eutectic You have to love
Page 35 and 36: ISH NORTH AMERICA 2004 ISH NORTH AM
Page 37 and 38: KeepRite Refrigeration - The Right
Page 39 and 40: MITS MEANS THE BEST! Specializing i
Page 41 and 42: Moen Inc. High tech faucet has low
Page 43 and 44: NTI Inc. Trinity boiler is quietly
Page 45 and 46: Redmond/Williams Distributing Amana
Page 47 and 48: Looking for… ◗ New Plumbing or
Page 49 and 50: Viessmann Manufacturing Company Inc
Page 51 and 52: Weil-McLain Canada Win ultimate toy
Page 53 and 54: Building Wolseley from the branch u
Page 55 and 56:
Trucks for the Trade Truck Graphics
Page 57 and 58:
Circle Number 161 for More Informat
Page 59 and 60:
Faucets & Fixtures Programmable fau
Page 61 and 62:
Tools & Instruments Jobsite estimat
Page 63 and 64:
Atofina Canada Inc. 1007/1009 Bacha
Page 65 and 66:
Western Update In Brief Calgary to
Page 67 and 68:
Coming Events World Building Congre
Page 69 and 70:
Mechanical Marketplace The bulletin
Page 71 and 72:
Keep cool customers even cooler. Co
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