Keeping your Scruples when Selling IAQ - Short #92
HVAC School - For Techs, By Techs
Bryan Orr
4.9 • 1K Ratings
🗓️ 14 April 2020
⏱️ 12 minutes
🧾️ Download transcript
Summary
In this short podcast episode, Bryan explains how to keep your humanity and make moral decisions when selling IAQ products.
As the COVID-19 pandemic has started to grab hold of the world, we've seen an uptick in IAQ interest. When you have greater consumer interest, there are opportunities to hoodwink customers. While some IAQ products are indeed not very effective against viruses, there are some good products that you can sell to customers to benefit their health.
Pretty much every product has an appropriate application, but sales and marketing can lead to inappropriate, ineffective usage. Some techs sell IAQ products for inappropriate applications just to make a buck, but many others simply don't know any better. For example, UV and PCO technologies can work very well for certain applications, but they are not the fix-all that some people market them as.
When selling IAQ products honestly, you'll want to understand the efficacy data in the exact application you're selling it for. If you don't have the data for the application, don't make claims about efficacy. When it comes to oxidizers, you must also be transparent about safety concerns. Sure, you can explain how particles combine, but you also have to explain safety issues with the particles' behavior. Independent testing is also important. Paid studies can be manipulated to make a product look favorable. Ask if the product does what it's supposed to do.
Then, you have to ask if the product is safe. Cold plasma and oxidizing products are a bit less effective than other PCO technologies, but they are a bit safer. The goal is to educate yourselves and the customer so that you can both make the best decision for the customer's health.
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Transcript
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| 0:00.0 | Hey, so this is Brian with HV H.C. school. This is a short episode. I'm |
| 0:07.5 | me driving in my van. So it's a little noisy. Little noisier than usual, but |
| 0:11.4 | thanks for riding along with me. I see you over there. |
| 0:14.3 | Yeah so today I want to talk about scruples in business and I first need to thank our |
| 0:19.6 | sponsors which are refrigeration technologies, speed clean, blue on energy and the TDX 20 |
| 0:26.5 | refrigerant carrier, carrier.com, Navac, Navac Global.com and Field Piece. Those are our sponsors and they're all companies that I have |
| 0:37.0 | interacted with, used, on business with, and found to be honorable folk, which is why I have them as sponsors and why I'm so thankful to them |
| 0:46.0 | for sponsoring what we do, because hopefully I like to think of HVAC school as being a bastion of truthiness, |
| 0:53.7 | the fashion of scrupyality. |
| 0:56.6 | That's what we're gonna talk about. |
| 0:57.4 | And I think right now as much as probably any time |
| 1:00.0 | that we can remember we're in a period where scruples, integrity, doing the right thing, |
| 1:06.5 | even when it isn't always good for business matters. |
| 1:10.3 | And so specifically talking about kind of the opportunities that a lot of people see as it relates to viruses. |
| 1:17.0 | I've talked previously about not being hoodwinked as contractors, but I didn't talk so much about not hoodwinking others and why I think that happens. |
| 1:28.6 | I wrote an article a while back about the death of the honest HVAC technician and what happens sometimes is |
| 1:35.8 | honest people can allow something to die in them and the thing that dies is |
| 1:40.8 | their belief in their fellow man their belief in their fellow man, their belief in the idea, the concept, the principle, |
| 1:47.0 | that good wins out in the end and that the truth wins out in the end because I think we all realize that a lot of what we experience in the adult world at least other than the movies is everything is kind of shades of gray and it's not so much |
| 2:05.5 | black and white so things aren't all bad and things aren't all good and so |
| 2:10.5 | sometimes we can use that as an excuse to kind of slide a little more into the |
| 2:15.6 | darker shades of gray in some of our practices and that's not what I think you should do. |
... |
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