How can I compete and still do jobs right?

I think we all understand to complete a ducted system replacement or installation correctly, it takes time and resources that the low bidder just does not have. Of course, this implies to do things right you are not the low bidder! So, how do you sell a quality installation?

Fortunately, EnergyStar is looking after you. Take a look at this checklist, use it on your sales calls, and explain to the customer the quality component of your business. Make sure your customer can easily compare what you do versus the low bidder, and talk about “what is in it for them”. If you are confident in your quality services and pricing, you may encourage the customer to seek additional quotes! The candor and professionalism can be refreshing, and gain the trust in a process filled with skepticism. Of course, always be sure take advantage of financing & rebates!

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http://www.energystar.gov/qispechttp://www.energystar.gov

NOTES

EQUIPMENT

Contractor A:

Contact:

Phone:

Contractor B:

Contact:

Phone:

Contractor C:

Contact:

Phone:

Heating & Air Conditioning Installation Bid Comparison Checklist

When you purchase a new heating or cooling system, you expect high performance. Unfortunately, more than half of

new systems in U.S. homes do not perform to their rated efficiency as a result of improper installation. In fact, improper

installation can reduce performance by as much as 30%. This not only affects your utility bills, but can lead to a variety

of comfort problems, including insufficient dehumidification, dust from leaking ductwork, and poor air distribution.

Ask the contractors bidding for your business if they follow ENERGY STAR® Quality Installation Guidelines

(www.energystar.gov/qispec) to ensure that you are not buying just a piece of equipment but a properly installed heating

and cooling system that provides comfort and efficiency. Ask the following questions to each contractor:

Do you offer ENERGY STAR qualified equipment?

Will you test to determine the maximum system size that can be installed with my existing ductwork?

Will you show me how to replace the air filter(s) in my new system?

Will you install new refrigerant lines rather than reusing existing lines?

Will you consider if zoning, with separate temperature controls for different areas, would be appropriate for

my home?

Will you install and help me to set up a programmable thermostat (if not already in use)?

After installation, will you leave all manuals with me and provide documentation of installation procedures,

including Manual J calculations, AHRI certificate, and records of any measurements or testing?

Do you offer third-party verification that my system was properly installed and set up?

Will you confirm proper levels of refrigerant and airflow across the coil? (AC & heat pump only)

1 Proper equipment size is vital for maximizing efficiency and comfort. To size your new system, the contractor should calculate your home’s heating and cooling

loads using the Air Conditioning Contractors of America (ACCA) Manual J or equivalent.

2 Your contractor should provide an Air Conditioning, Heating and Refrigeration Institute (AHRI) certificate to document that your system was properly matched.

3 Duct sealing is essential to the operation of your heating and cooling system. In most cases, it is recommended that total duct leakage be no more than 20%.

Will you measure my home and calculate the correct size for my equipment using Manual J?1

Will you provide me with information on any local rebate programs for which I might be eligible?

Will you check for damage to existing ductwork and duct insulation, and make repairs if necessary?

If insulating ducts, will you seal all duct seams first?

Will you test to confirm that duct leakage does not exceed recommended levels?3

Will you install a properly matched indoor coil and outdoor unit?2 (AC & heat pump only)

A B C

ENERGY STAR is sponsored by the U.S. Environmental Protection Agency and the U.S.

Department of Energy. For more information, visit http://www.energystar.gov.

DUCT WORK

VERIFICATION & MAINTENANCE

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