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Diagnostics Does StuffSo What Stuff Can It Do?
By Dale A. Gustavson. CEM
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Having invented the ultimate hvac diagnostics
technology, Dr. Practical decided to see what it
could do.
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Diagnostics Does StuffSo 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.
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Diagnostics Does StuffSo What Stuff Can It Do?
So I say, lets get this baby off the ground. A
little more federal funding and we can make this
sucker fly!
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Diagnostics Does StuffSo What Stuff Can It Do?
Hold on there Dr. P! Are you sure youre headed
in the right direction? What are you really
trying to do? Remember, people dont buy drill
bits because they want drill bits. They buy them
because they want holes!
So I say, lets get this baby off the ground. A
little more federal funding and we can make this
sucker fly!
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Diagnostics Does StuffSo What Stuff Can It Do?
Okay, Underwear Man. Now that youre out of my
face, do you want to explain yourself more
clearly?
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Diagnostics Does StuffSo What Stuff Can It Do?
Ill try. But, let me warn you Im not all that
scientific.
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Diagnostics Does StuffSo What Can It Do?
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 cant get right?

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Diagnostics Does StuffSo What Can It Do?
People buy drill-bits because they want holes,
not because they want drill-bits!
Or, are the objectives focused on maximizing the
benefits of finely tuned hvac systems?

• 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?
  

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Diagnostics Does StuffSo What Can It Do?
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?

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Diagnostics Does StuffSo What Can It Do?
People buy drill-bits because they want holes,
not because they want drill-bits!
To advance the benefits of hvac in society, Id
be working hardest on the last two bullets

• 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?

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Diagnostics Does StuffSo What Can It Do?
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

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Diagnostics Does StuffSo What Can It Do?
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
• doesnt it make a certain amount of sense?

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Diagnostics Does StuffSo What Can It Do?
People buy drill-bits because they want holes,
not because they want drill-bits!

• Im thinking there are other benefits too
• Improve image of building supers and hvac techs
• The industrys 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!

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Diagnostics Does StuffSo What Can It Do?
People buy drill-bits because they want holes,
not because they want drill-bits!

• Im 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

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Diagnostics Does StuffSo What Can It Do?
People buy drill-bits because they want holes,
not because they want drill-bits!

• Im 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 ...

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Diagnostics Does StuffSo What Can It Do?
Stuff Benefits Stuff Benefits Stuff
Benefits
People buy drill-bits because they want holes,
not because they want drill-bits!

• Im 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.
• Ive oversimplified, but that was my objective.

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Diagnostics Does StuffSo What Can It Do?
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

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Diagnostics Does StuffSo What Stuff Can It Do?
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Diagnostics Does StuffSo What Stuff Can It Do?
What is this thing youve got going in California?
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Free!
HVAC PACT
A Market Transformation Project

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

From hvac pact
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HVAC PACT

• 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
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• 1 Economizer DCV System!

A Market Transformation Project

• 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

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Diagnostics Does StuffSo What Stuff Can It Do?
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Diagnostics Does StuffSo What Stuff Can It Do?
So youre trying to get contractors into the
business of using advanced portable diagnostics?
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Diagnostics Does StuffSo What Stuff Can It Do?
Exactly! We want them to do good stuff!
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Diagnostics Does StuffSo What Stuff Can It Do?
And look good doing it!