01 HOME-PERFORMANCE CONTRACTING THE HVACR CONTRACTOR’S WEEKLY NEWSMAGAZINE SINCE 1926 OCTOBER 12, 2015 | $5.00 | ONLINE AT WWW.ACHRNEWS.COM | Perfecting the Home-performance Pitch Efﬁ ciency, comfort, and health solutions help contractors ‘seal’ the deal FYI HVAC BRIEFS I BY NICOLE KRAWCKE THE NEWS STAFF RESIDENTIAL CONTRACTOR Hiller Plumbing, Heating, Cooling & Electrical (Nashville, Tennessee) was named the fifth fastest-growing private company in middle Tennessee by the Nashville Business Journal. t doesn’t take a scientist to recognize the quickest way to reduce one’s energy bill is to use less energy. Though, during extreme seasonal temperature swings, saving energy likely ranks very low on homeowners’ priority lists. So, how does one efficiently, effectively, and affordably improve a structure’s long-term comfort integrity. Simple: home-per-formance contracting. COMMERCIAL CONTRACTOR McGrath & Associates Inc. (St. Louis) named Remington Brown project engi-neer. He’s responsible for scheduling, cost forecasting, and project BROWN management. HOME-PERFORMANCE CONCEPTS When the comfort equipment stops working, it’s time to call the heating and cooling guy. Most homeowners are not interested in SEER, EER, AFUE, or other industry acronyms; they’re concerned how quickly and affordably their issue can be resolved. As a contractor, it’s your job to educate customers on the roots of their problems and inform them how a whole-house approach is most beneficial. Erik Bryan, owner, Precision Air & ■ See PITCH | page 18 MANUFACTURERS Spirax Sarco (Blythewood, South Caro-lina) released a white paper titled “Valve Positioners Offer Improved Control Valve Performance.” Honeywell Intl. Inc.’s (Morris Township, New Jersey) Solstice ® refrigerant for supermarket refrigeration was named a finalist for the R&D 100 Awards by R&D Magazine. SELLING HOME PERFORMANCE: Ian McNett of Lakeside Service Co. in Brighton, Michigan, installs a filter during a home-performance sale. continued on Page 6 JCI, Hitachi Finalize $2.8B VRF Partnership he variable refrigerant flow (VRF) market in the U.S. just got a bit more interesting. John-son Controls Inc., Hitachi Ltd., and Hitachi Appliances announced the companies have completed global joint venture agreement and will immediately begin operations of Johnson Controls-Hitachi Air Conditioning. T BY KYLE GARGARO THE NEWS STAFF The two companies have been part-nering for a while, but this announce-ment solidifies that relationship. Simply put, Hitachi has a business built around HVAC, and they are carving that busi-ness out and making it a separate entity. Johnson Controls is buying 60 percent of that business and creating a joint venture with Hitachi Appliances retaining owner-ship of the remaining 40 percent. The new business is valued at around $2.8 billion. “We believe this joint venture will put us in a great position to win in the VRF space and take that business globally. This is a big step for us,” said Bill Jackson, vice president and president of building efficiency for Johnson Controls. In addition to the VRF technology, JCI is also excited about the residential RAC and chiller portions of the Hitachi business. The company feels the Hitachi absorption chiller products — which Johnson Con-trols does not currently offer — will be a great complement to its chiller line. But, make no mistake about it, VRF is at the heart of this deal. “Hitachi has fantastic technology in the VRF space. That is obviously a growing market,” Jackson said. “JCI has a spec-tacular product portfolio, but one area we felt we did not have strength in was VRF. This now gives us a VRF position, ■ See JCI | page 20 Tweet @achrnews www.achrnews.com 57% of consumers currently shopping for an HVAC system... Is Now Featured On Our Home Page! Go to achrnews.com and view real-time tweets from The NEWS and other HVACR professionals. Post comments to Twitter and include @achrnews. do not know the SEER of their current system. Tell your customers about the benefits of high SEER systems. See page 17 for more details.