SERVICE SALES Core Orientation & Training Manual - Module VI: SPGroup
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SERVICE SALES
Core Orientation & Training Manual
Module VI:
Building Survey
Core Orientation and Training
SERVICE SALES MODULE 6
Table of Contents
Introduction .................................................................................................................................................... 1
HVAC System Components............................................................................................................................. 6
Building Automation System .......................................................................................................................... 9
Air Filters....................................................................................................................................................... 12
CFC Refrigerant Issues .................................................................................................................................. 15
Building Survey ............................................................................................................................................. 17
Sales Strategy ............................................................................................................................................... 27
Discussion Questions .................................................................................................................................... 28
Core Orientation and Training
SERVICE SALES MODULE 6
Module 6
In addition to the Building Survey, Module 6 covers typical commercial building systems and HVAC
components.
Action Items
Planned
Item
Module 6 Tasks Description By √
Day/Time
1 Module 6 Kickoff Review Module 6 activities & expectations. Rep/Mgr.
Review HVAC systems and components and
2 Reading Assignment Rep
understand air filtration.
3 Reading Assignment Understand building survey objectives and strategy. Rep
4 Discussion Questions Complete and bring to training conference. Rep
5 Assignment Prepare building survey presentation. Rep
Review questions and complete assignment.
5 Training Conference Rep/Mgr.
Plan Module 7
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Introduction
The Building Survey step includes gathering historical operating costs in addition to surveying the
equipment. As previously discussed, it is recommended you acquire historical costs prior to
beginning the on-site survey.
Historical Costs
The cost information will provide valuable information to use during the survey. The most
important information includes;
• Current Agreement Scope of Work
− Details of the type of service being performed
• Current Agreement List of Covered Equipment
− A list of the equipment currently being maintained
• Historical Repair Costs
− Copies of previous service work orders
Additional information requested includes utility bills and a parts inventory.
On-site Building Survey
The purpose of the Building Survey is to gather equipment information and become familiar with
the facility. Depending on the expertise of on-site staff, you may end up knowing more than the
prospect regarding the buildings mechanical systems and their impact on building comfort.
Specific survey objectives include;
• Develop an accurate inventory of equipment
• Identify “contributing factors” to problem areas
• Document the current situation with photos
• Begin developing a sales strategy
Although you are not expected to know mechanical systems in detail, over time you will gain
familiarity with the major system components. The following section will provide an overview of
major HVAC systems including their impact on operating costs and occupant comfort.
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HVAC Systems
The commercial HVAC industry is defined by the various products and services delivered to
building owners and managers. As discussed in Module 1, products are manufactured by firms
commonly referred to as Original Equipment Manufacturers (OEM’s). Services are provided by a
variety of sources including OEM’s and mechanical contractors.
HVAC systems are categorized into two basic design configurations; Central/Built-Up systems and
Package Systems. Systems include a variety of OEM equipment (products) used to configure the
total HVAC design/build application within a building.
The next two pages provide a brief description and definition of the major systems and component
products used in commercial HVAC applications.
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Central /Built-Up System
Built-up systems are more common in larger buildings or campuses of buildings. Since there are
several individual components combined in the built-up system and custom designed for the
specific application, there is also additional flexibility in the way it is operated. This additional
flexibility allows for more sophisticated control programs that improve energy performance of the
system. The components of this built-up system are a centrifugal chiller, boiler, cooling tower,
chilled water pumps, condenser water pumps, and air handling units.
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Packaged (Unitary) System
A packaged or unitary system contains all the heating, cooling, filtration, humidification,
dehumidification, and air handling equipment in a single unit. Having all the major components
contained in one unit makes the installation of a unitary system simpler than a built-up system,
with a lower up-front cost. The unitary system is typically installed on the roof and attached to the
building’s ductwork, delivering conditioned air throughout the building. More than one unitary
system may be utilized on a building, with each unitary system serving a portion of the building.
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HVAC System Components
What follows is a brief description of the major HVAC components found in commercial buildings.
The system components are manufactured by various OEM’s. They are typically installed by
mechanical contractors through a new construction process or the replacement/retrofit of older
equipment.
Centrifugal Chiller
Transfers heat from chilled water to condenser water in a
larger built-up system. The chilled water is distributed to
air handling units and other components for comfort
cooling or industrial process cooling.
Cooling Tower
Uses ambient air to remove heat from condenser water by
evaporation and/or heat transfer. Commonly used in a
built-up air condition system with a Centrifugal chiller and
water-source heat pump systems.
Air Cooled Chiller
Transfers heat from chilled water to condenser water
without a cooling tower in a smaller built-up system. The
chilled water is distributed to air handling units and other
components for comfort cooling or process cooling.
Semi-Hermetic Reciprocating Compressor
Utilized in air cooled chillers and packaged air conditioning
units. Semi-hermetic compressors and motor are in bolted
housing that can be repaired.
Hermetic Reciprocating Compressor
Utilized in packaged and split air conditioning systems
including your home unit. Hermetic compressors and motor
are in a sealed leak proof housing that cannot be repaired.
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Boiler (Water)
Transfers heat from combustion to water inside tubes to
make hot water or steam in a built-up air conditioning
system. The hot water or steam is distributed to air
handling units and other components for comfort heating.
Air Handling Unit
Conditions and supplies air to the air distribution system.
Conditioning can include heating, cooling, filtration,
humidification, and dehumidification.
Packaged Rooftop Air Conditioning Unit (RTU)
Transfers heat from air supplied to the distribution system
to air rejected through the condenser. Additional
conditioning can include heating, filtration, humidification,
and dehumidification.
Make-Up Air Unit
Also referred to as a Dedicated Outside Air System (DOAS),
conditions and supplies fresh air to the space or air
distribution system. Similar to a Rooftop Unit but provides
100% outside air with no return air.
Computer Room Air Conditioner (CRAC)
A specialized type of packaged or split air conditioning unit
that provides precise control of data center temperature
and humidity.
Air-Cooled Condenser
Uses ambient air to remove heat from vaporized refrigerant
and condense it to liquid. Commonly used to provide
remote condensing for CRAC units and small air-cooled
chillers.
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Water-Source Heat Pump
Provides heating and cooling for local spaces. Utilizing
similar components to an air conditioner and a reversing
valve to direct refrigerant flow, a single unit can provide
both heating and cooling to the local space.
Fan Coil Unit (Blower Coil Unit)
Provides local heating and/or cooling for a space. Fan coil is
a generic term utilized for a wide variety of small, simple
heating and cooling devices.
VAV Box
Controls space temperature by varying the volume of cool
supply air from the air handler, or recirculating and heating
return plenum air to match the actual load in a space.
Optional reheat provides heating for the space as well.
Exhaust Fan
Exhausts generally clean air from specific spaces in a
building, such as a restroom.
Pump
Distributes and recirculates liquid in a variety of space
conditioning systems.
Diffuser
Final delivery of air to the space is through ceiling mounted
or floor diffusers.
Refer to the HVAC Component Functions booklet for more detailed descriptions of these systems,
their component functions and preventive maintenance tasking.
HVAC Component Functions can be downloaded from the SPGroup website.
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Building Automation System
A Building Automation System (BAS) is used to control the heating, ventilation and air conditioning
equipment in a building. This includes, at a minimum, the space temperature to be maintained
and the scheduling of equipment run time, but is also capable of controlling lighting, security and
fire systems. In addition, BAS systems may monitor equipment status, energy use, building
conditions, and can notify appropriate personnel of equipment failure.
Direct Digital Control (DDC)
DDC refers to digital communication between sensors, controllers, and actuators. The various
controller devices in the diagram above, utilize digital communication to share information, make
control decisions and communicate with the User Interface.
Energy Management Functions
In addition to monitoring and controlling, BAS provides energy management capabilities. With
control of the HVAC system, lighting and other sub-systems, the BAS can be programmed to
minimize unnecessary equipment operation and improve system efficiencies.
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Typical energy management strategies include;
1. Time-Of-Day (TOD) Programming
TOD programming turns loads (HVAC, lights, fountains, etc.) on and off according to a time
program preset by the user. The function of TOD programming is to reduce electrical
consumption (KWH) by operating loads only when needed. Of all energy management
strategies, Time-Of-Day programming probably saves the most energy by turning off systems
when they are not needed.
2. Optimum Start/Stop Programming (Sliding or Temperature Compensated)
A variation of TOD programming. Rather than start and stop equipment based solely upon
time of day, this strategy considers indoor and outdoor temperatures before taking control
action.
The program measures outdoor conditions and indoor temperature to delay the start-up time
as long as possible, while ensuring the desired space temperature achieved is prior to
occupancy. Conversely, it provides early shutdown of equipment when conditions allow.
3. Night Setback
Operates the equipment during unoccupied periods at pre-selected energy-saving
temperature levels. Actual (KWH) savings vary with the climatic conditions of the area and
the amount of temperature setback or set-up.
4. Demand Limiting
Continuously monitors the building's rate of kilowatt (KW) consumption to prevent the
demand from exceeding the selected maximum KW demand, thus avoiding demand penalty
charges. The demand limiter sheds and restores loads as required to maintain a demand level
below the selected level. Loads are shed and restored in a pre-selected order of priority
based upon the size and function of the load.
5. Tenant energy “bill-back”
The DDC system can automatically track after-hours use by individual tenant and bill each
tenant for use of the system. The HVAC system can become a profit center.
6. Lighting control
There are additional opportunities to conserve energy by providing precise control of the
lighting systems. Coupled with a lighting retrofit, DDC control of lighting has very rapid
payback.
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Non-Energy Management Functions
1. Alarm Annunciation
A PC-based user interface allows the operator to be notified whenever an abnormal condition
exits; temperature limits exceeded, KW demand trending towards a limit, system
malfunction, off-normal conditions, etc.
3. Off-site Operation
Remote operation is achieved through a modem allowing an employee or service company to
monitor system functions and conditions, adjust set points, adjust schedules, diagnose
trouble calls, and receive alarms.
4. Monitor & Log Performance
Accumulate data, equipment histories and eliminate manual monitoring. Log energy use data
to develop trends and track changes having a negative impact on energy consumption and
cost.
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Air Filters
Air filters serve three primary purposes in commercial buildings;
• Protect the coils and ducts in the system from dust buildup, which affects heat transfer
and air flow.
• Protect the general health of occupants.
• Protect the building interior, reducing maintenance/janitorial requirements.
The type and design of a filter determines its efficiency at removing particles of a given size and the
amount of energy needed to pull (or push) air through the filter. Although there are two types of
air filters, mechanical and electronic, for our purposes, we’ll deal with only mechanical air filters.
Mechanical air filters remove dust by capturing it on a filter media, usually made up of spun fibers.
Ratings
Filter ratings are a science. ASHRAE provides rating standards as referenced on page 13, and all
manufacturers have performance specs for their filters.
Very Low Efficiency
The type of filters sold in supermarkets and hardware stores. These are the type of
filter you find in low-end units and many residential units. These flat “panel” filters, if
loaded to excess, will easily become deformed and even “blow out” of their filter rack.
Low Efficiency
Low efficiency filters do a better job of keeping lint and dust from clogging the heating and cooling
coils. These are also “panel” filters in which the media is in a flat form, although some panel filters
are pleated.
Medium Efficiency
Medium efficiency filters provide much better filtration than low efficiency filters. To
maintain the proper airflow and minimize the amount of additional energy required
to move air through these higher efficiency filters, they are typically pleated,
extended-surface filters. Pleated medium efficiency filters are preferred over low
efficiency filters because they do a better job of maintaining indoor air quality.
High Efficiency
In buildings designed to be exceptionally clean, high efficiency extended surface filters are used.
These are high efficiency (HEPA) and ultra-low penetration (ULPA) filters.
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Minimum Efficiency Reporting Value
In 2001, ASHRAE released Standard 52.2 by the name “Method of Testing General Ventilation Air
Cleaning Devices for Removal Efficiencies by Particle Size”. The standard changed the way filters
are tested and rated from efficiency to a Minimum Efficiency Reporting Value (MERV) rating.
The higher the MERV rating the more efficient the filter will be in trapping airborne particles.
ASHRAE recommends MERV 6 or higher.
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Filter Maintenance
Air filters, regardless of their type or efficiency rating, require regular maintenance. That involves
cleaning for some and replacement for most. As a filter “loads up” with particles, it becomes more
efficient at particle removal but increases the pressure drop through the system, reducing airflow.
Replacement is the most obvious aspect of filter maintenance. Filters are usually replaced
according to a calendar schedule: monthly, quarterly or semi-annually depending upon application,
location, indoor activities, and season.
The filters most common in commercial buildings are pleated filters or
extended surface medium efficiency filters, which protect against small
particles. They are typically found in 1”, 2” and 4” thickness.
Pleated filters have a height and width measurement, usually in standard
sizes such as 16X20, 20X20, 20X25, etc.
In larger buildings, you may also see roll filters or bag filters.
Roll filters involve a system in which the media is provided in a large roll and
is very slowly rotated into and through the air stream. As the filters become
dirty, the system senses pressure changes and advances the filter.
Bag filters are made up of un-supported, narrow bags of filter material. When
air flows against the bags, they expand to expose a large area of filter media to
the airflow.
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Indoor Air Quality (IAQ)
The design, construction, operation and air filtration of HVAC systems directly impact Indoor Air
Quality (IAQ). With the emergence of energy savings as a priority, changes in building operations
can have negative effects on building occupants.
Mechanical ventilation refers to the introduction of outside air (OA). The cost to condition OA is
expensive when compared to reconditioning return air. However, when OA is reduced below
minimum standards, increased carbon dioxide and contaminants can have a negative impact on
occupants.
Recognition and concern about Sick Building Syndrome (SBS) began in the 1980's but has again
gained high visibility with recent reports of Legionnaires Disease in several schools and hospitals.
SBS refers to buildings with a high level of occupant complaints regarding comfort concerns and
negative health effects caused by poor indoor air quality.
The causes of IAQ problems are complex and varied. There are many potential indoor pollutants
that can cause discomfort or ill health. Potential sources of these contaminants include building
occupants, construction materials, equipment (such as copying machines), contaminants brought
in from the outside and contaminants associated with the building’s HVAC system.
According to the National Institute of Occupational Safety and Health, 53% of IAQ problems are a
direct result of inadequate ventilation.
Current practice for ventilation is found in the
American Society of Heating, Refrigeration, and Air-
Conditioning Engineers (ASHRAE) Standard 62-1989,
"Ventilation for Acceptable Indoor Air Quality".
Building ventilation, proper preventive maintenance
and air filters play a major role in providing a
comfortable and healthy indoor environment.
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CFC Refrigerant Issues
It is important to repeat a topic covered in Module 1, because of the number of mechanical
systems that use the chlorofluorocarbons (CFC’s) and hydro chlorofluorocarbons (HCFC’s)
refrigerants. Better known as HCFC-22 or R-22, these are the ozone
depleting refrigerants that were phased out following the Montreal
Protocol.
Many packaged systems installed prior to 2010 run on R-22 refrigerant.
The options that prospective customers have with their existing
mechanical systems include;
• Customers with R-22 systems can store recovered R-22 for use in servicing other “owned”
equipment. Recovered refrigerant cannot be sold to another owner or customer. It must
be sent to an EPA certified reclaimer, who can sell reclaimed R-22 for servicing any existing
equipment.
• Because of the lack of supply and the cost, many customers are replacing older R-22
systems. For newer R-22 systems, industry manufactures have introduced “drop-in”
replacement refrigerants with some success.
Be sure you understand your company’s current plan for full-service agreement customers with
systems utilizing R-22 refrigerant.
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Building Survey
As briefly discussed in the introduction, the building survey is intended to accomplish the following
objectives;
• Develop an accurate inventory of equipment
− The list of equipment is required for pricing.
• Document the current situation with photos
− Think about how you will present the photos in the next meeting. It is most
effective if you provide a brief “tour” of the mechanical systems if the prospect is
not familiar with the equipment. At a minimum, show a picture of the unit before
detailing the problem components.
− As you identify dirty filters, dirty coils, loose belts, disconnected wires, etc.,
document the problems with a photo. They will be used to demonstrate a lack of
proper preventive maintenance.
• Identify “contributing factors” to problem areas
− Factors could include the lack of maintenance, time schedules bypassed,
disconnected components and/or systems not operating properly.
• Begin developing a sales strategy
− Your sales strategy should address; why the prospect will change from the current
service provider, the right scope of services to recommend and who your
supporters and detractors are in the prospects organization.
− Another factor to consider is identifying who has the strongest relationship with
the current provider. In many cases, you will need to develop a sponsor within the
prospects organization.
Safety
Safety during the building survey is your company’s highest priority and your responsibility!
Prior to arriving on-site, verify access to the equipment. It is recommended you have technical
supervision when opening equipment panels. Keep in mind the following safety considerations;
• If a ladder is required, refer to your company’s safety policy regarding
properly securing to the roof.
• When accessing rooftop equipment, refer to your company’s safety policy
regarding lock out/tag out procedures.
• Be sure you have the necessary tools, materials and proper attire. Many
industrial facilities require protective protection equipment including
protective glasses, ear plugs and steel toe shoes.
• Be sure you can transport the tools and materials safely to the roof.
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Tools and Supplies
The building survey will require tools, supplies and a hands-free shoulder carry or backpack that
allows you to safely climb a ladder.
Recommended Tools & Supplies Optional Supplies
1. Flat head screw driver 1. Personal Protection Equip. (eyes, ears, toes)
2. Phillips head screw driver 2. Coveralls
3. 5/16”, 3/8” and 1/4” nut drivers (6 in 1 option) 3. Wasp Spray
4. Allen wrenches 4. Ladder with rope
5. Pliers 5. Sunglasses
6. Flashlight/Pen light 6. Magnifying glass
7. Tape Measure 7. Equipment list template (make, model, etc.)
8. Small level 8. Water bottle
9. Camera/Mobile Phone 9. Crayon (tracing old name plates)
10. Notebook and Pen
11. Infrared thermometer
12. Gloves
13. Rags
Review this list with your manager to clarify individual use of each tool or supply item.
Inventory of Equipment
An accurate equipment list is required to generate a maintenance agreement price. The
information required will vary based on your companies pricing system, but general information
will include;
• Manufacture, Model and Serial Number
• System Capacity and Age
• Location and Area Served
• Air Filters Size and Quantity
Manufacture Model and Serial Number
This is the basic information required and will identify
system capacity and age of the equipment. Refer to the
name plate typically displayed on an outside panel. If the
name plate is not visible, the same information is often
displayed on the interior side of an access panel.
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System Capacity and Age
As a rule-of-thumb, capacity information is encoded by manufactures in the model number, while
the age or date of manufacture information is in the serial number. However, several
manufactures display the date of manufacture on the nameplate.
There are 12,000 British Thermal Units (BTU’s) per ton of cooling and air conditioners are sized by
½ ton. Manufacturers often encode the rating in BTU’s somewhere in the model number.
Therefore, often you can identify a two-digit number that is divisible by 12 to determine the
capacity rating in tons. Some manufacturer’s systems make this easier than others. To complicate
matters, manufacturers have changed their systems of encoding data over time.
Carrier Rooftop Unit (RTU) Example 1
• Model: 48ES-A488130
• Serial Number: 0513C33258
Carrier RTU Capacity
Carrier often uses in the first two digits in the model number to identify capacity. It is in 1,000
BTU’s (12,000 BTU’s per ton) or in total tons.
Example:
• x18xx = 1.5 ton, x24xx = 2 ton, x30xx = 2.5 ton, x36xx = 3 ton, x42xx = 3.5 ton, x48xx = 4
ton, 60xx = 5 ton
The Carrier Rooftop Unit 48ES-A488130 is a 4-ton unit (48,000 BTU’s /12,000 = 4 ton).
Carrier RTU Age
Carrier currently uses the first four digits of the serial number to signify the age. The first two
digits indicate the week and the third and fourth digits indicate the year of manufacture.
The Carrier RTU with serial number 0513C33258 was manufactured the 5th week of 2013.
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Carrier Rooftop Unit (RTU) Example 2
• Model: 48PMEC28-RJ61
• Serial Number: 3209G300036
Carrier RTU Capacity
With other Carrier Models, the only way to reference the
capacity is to access the information on-line. To locate data on
this unit, search “Carrier 48PM” to locate Product Data for the
Centurion High Efficiency Commerical Package RTU. On page 6 of the Product Data you will find
the following;
The Carrier 48PMEC28-RJ61 is 25 tons.
Carrier RTU Age
Again, Carrier currently uses the first four digits of the serial number to signify the age. The first
two digits indicate the week and the third and fourth digits indicate the year of manufacture.
The Carrier RTU with serial number 3209xxxxxx was manufactured the 32nd week of 2009.
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Trane Rooftop Unit (RTU) Example
• Model: 4YCC3060A1120AA
• Serial Number: 72510XF9H
Trane RTU Capacity
Trane has used several different methods for encoding capacity
information in the model number. It is commonly found in the
digits, sometimes in BTU’s and sometimes in total tons.
Example:
• SPCCB504A = 5 ton
or
• TWS748A = 48,000 Btu’s or 4 tons
The Trane RTU with model number 4YCC3060A1120 is a 5 ton (60,000 Btu’s / 12,000 Btu’s = 5 ton).
Trane RTU Age
The manufacture date is printed on the nameplate (Date of Mfg.). The Trane Rooftop Unit was
manufactured in June 2007.
Location and Area Served
In many facilities, the location served by a rooftop unit or air handling unit is known by the on-site
staff. In some cases, it is labeled. However, in facilities where the area served is not known, there
are possible solutions;
• Air Handling Units
Refer to the mechanical drawings or simply estimate based on the location of the unit. For
example, it is not unusual to have one AHU per floor.
• Rooftop Units
In multi-story buildings it can be more difficult. If the unit is not labeled or located directly
over the area served, locate someone at the thermostat to turn the fan on/off while
someone on the roof identifies the correct unit.
The most important unit to match with location is problem areas within the building. When you
identify an area that has complaints, spend the time required to locate the unit that serves that
area. Then determine if there are any obvious “factors” contributing to the problem.
Air Filters
The filter information to collect during the survey includes the type of air filter (pleated), filter sizes
(20x20x2) and the quantity for each rooftop unit, air handling unit or box. The larger the unit, the
more filters contained in the filter rack.
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Documenting the Current Situation
Many mechanical service companies sell low cost Test and Inspection agreements which provide
only filter changes and visual inspections of the equipment. Service companies can also become
complacent leaving replaced parts laying about or overlooking needed maintenance procedures.
In either case, it is important to document equipment deficiencies with a photo.
Common deficiencies that negatively impact system performance can be found on the roof, in the
mechanical room or in an office space. Many problem areas are highlighted below;
Rooftop Unit Air Filter
Located behind access panel on the side of the unit.
Photo of dirty air filters provides valuable documentation of
service deficiencies. The impact is reduced air flow and comfort,
increased energy costs and a negative impact on indoor air
quality.
Information required: size and quantity of filters and photo to
demonstrate the need for additional PM.
Rooftop Unit Evaporator Coil
Located behind the air filters.
Even with clean filters, the coils can be dirty when the filters are
not properly installed. In this photo, there was a gap between
recently changed filters.
Information required: photo to demonstrate proper technician
expertise is required.
Rooftop Unit Condenser Coil
Located on the exterior of the unit.
The impact of dirty condenser coils is reduced air flow, increased
energy costs and shortened compressor lifecycle.
Information required: photo to demonstrate additional PM is
required.
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Rooftop Unit Condensate Drain
Located on the side of the unit.
As condensation is removed from the air stream, it drains out
through a condensate pan and drain. Proper drainage requires
pvc piping including a “p” trap to prevent air from entering the
coil box. Improper installation and/or maintenance results in
condensation overflowing the pan into the building.
Information required: photo to show the source of the problem.
Water Spots
Located on ceiling tiles.
HVAC is one possible the source of water spots. It could be from
an overflowing RTU condensate pan, an uninsulated split system
line set (connecting condensing unit and air handling unit) or a
leaking/uninsulated chill water pipe. That only leaves a roof leak.
Information required: photo to show the result of improper
maintenance if HVAC related.
Rooftop Unit Blower Motor Belt
Located behind access panel on the side of the unit.
Belt tension needs to be checked during the survey with the unit
disconnect off. Loose belts will wear prematurely and can be
thrown off causing major comfort problems in the space.
Information required: belt size, belt condition and photo to show
the lack of proper PM.
Air Handling Unit Air (AHU) Filters
Located in an indoor mechanical room.
Clean filters indicate regular filter changes. Check to see if the
filters are dated with the last change. It is possible that AHU have
been changed regularly while filters in a VAV with Reheat or RTU
were overlooked.
Information required: type, size and quantity of filters per unit.
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Air Handling Unit Evaporator Coil
Located behind the air filters.
Even with clean filters, the coils can be dirty. The impact of dirty
coils is reduced air flow, increased energy costs and a negative
impact on indoor air quality.
Information required: photo to demonstrate a source of the
problem and that additional PM is required.
Return Air Grill
Located in the ceiling or lower wall of the building.
The impact of a dirty air grill is reduced air flow returning to the
RTU or AHU. This negatively impacts space pressure, comfort
conditions and humidity control while increasing energy costs and
shortening equipment lifecycle.
Information required: photo to demonstrate additional PM is
required.
Split System Condenser Coil
Located on the exterior of the building.
The impact of dirty condenser coils is reduced air flow, increased
energy costs and shortens the lifecycle of the compressors.
Information required: photo to demonstrate additional PM is
required.
Split System Condenser Coil
Located on the exterior of the building.
A frozen coil (condenser or evaporator) is an indication of a
problem, typically low refrigerant or air flow. The unit will run
continuously trying to satisfy the temperature set-point
increasing energy costs while creating comfort problems.
Information required: photo to confirm the lack of proper PM
and the likely source of a problem area.
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Dirty Burners
Located in the gas heating section.
A dirty gas burner produces odors that negatively impact
occupants and reduces system efficiency. A substantial burner
buildup can create a fire hazard.
Information required: photo to confirm the lack of proper PM
and the possible source of a life safety issue.
Miscellaneous Debris
Located on the roof or mechanical room.
Replaced motors, filters, screws or miscellaneous parts left on the
roof can shorten the life of the roof while creating water leaks. In
general, it demonstrates a lack of professionalism and concern for
the property.
Information required: photo to demonstrate your company’s care
and concern for the property.
VAV with Heat - Overlooked System Components
Located above the ceiling tiles.
Even with well-maintained equipment, comfort problems occur
when all components are not properly maintained. Box filters are
often overlooked in VAV’s w/reheat reducing air flow during the
heating season, creating comfort and life safety issues.
Information required: inventory all system components and a
photo to identify an issue contributing to the comfort problem.
Pitted Contactors
Located inside an electrical panel.
A contactor is a mechanical relay controlling start/stop of a motor
or compressor. Pitted contactors cause intermittent operation
because of poor electrical supply resulting in shortened lifecycle
and comfort problems.
Information required: photo to demonstrate lack of proper PM
and the source of a current or future problem.
©SPGroup 2017 6/4/2018 25Core Orientation and Training
SERVICE SALES MODULE 6
Disconnected Wires
Any disconnected wire or component will have an impact on the
proper operation of the equipment. In many cases, it was
intentionally disconnected to bypass a safety to get the
equipment back on-line. This will put the equipment and risk and
increase energy costs.
Information required: photo to verify situation and document
problem area.
Timeclock
Small to mid-sized building that do not have a BAS, often have
time-clocks controlling Time of Day schedules. The time-clock
pictured is a 7-day clock allowing for a different start stop
schedule every day. If pins have been removed as in the photo,
the equipment is running 24 hours a day, increasing energy costs.
Information required: photo to demonstrate excessive energy
consumption.
Programmable Thermostat
Located in the zone served by the unit.
For single zone units that have a programmable thermostat, an
occupied and unoccupied temperature setting is programmed. In
many cases the program or schedules are overridden.
Information required: document the programmed daily schedule
to demonstrate possible excessive energy consumption.
©SPGroup 2017 6/4/2018 26Core Orientation and Training
SERVICE SALES MODULE 6
Sales Strategy
As the building survey is completed, it is important to verify and refine your sales strategy. In
addition to timing and equipment serviceability, consider the following questions;
Initial Question Sales Strategy
1. Based on the survey, can the Action Plan be
It is important to keep the schedule if possible.
adhered to?
Access to equipment and water is the primary
2. Will any equipment require additional time to
issue. Note equipment that requires a ladder or
service?
lift to access.
3. Was all equipment included on the current Potential creditability issue and justification that
contractor’s list of covered equipment? additional maintenance is needed.
Determine how problems have impacted the
4. Are there any obvious equipment problems?
building occupants and operating costs.
If possible, speak directly to individuals in a
5. How have problems affected individual or
problem area. Referencing those conversations
department productivity?
later will add creditability.
6. How has the current level of service impacted Minimum maintenance agreement often includes
equipment conditions? only filter changes.
Do repair costs justify a full-service program? Be
7. What is the right service program? sure to look at a minimum of 2 years of repair
history.
8. What is the relationship between the If they have the relationship, you will need to
maintenance person and current contractor? spend time developing sponsorship.
This will provide you with insight into the
9. How was the current contractor selected?
decision-making process.
10. What additional operating costs can be Any supporting information regarding In-house
identified? staff, Downtime and Administration is helpful.
11. Is there a BAS controlling the equipment? If In addition to potential energy savings, the BAS
so, is it currently maintained? programming could be contributing to problems.
©SPGroup 2017 6/4/2018 27Core Orientation and Training
SERVICE SALES MODULE 6
Discussion Questions
1. Why would a building owner install a package system versus a built-up system?
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2. What is the function of a cooling tower in a built-up system?
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3. What is the most common air filter in a commercial building?
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4. What does the acronym MERV stand for?
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5. What information from an RTU is required to complete an PM estimate?
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©SPGroup 2017 6/4/2018 28Core Orientation and Training
SERVICE SALES MODULE 6
6. What is the benefit of securing the current contractors list of covered equipment?
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7. Why is it important to connect a problem area with the RTU that serves that same area?
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8. How has the Montreal Protocol impacted the mechanical service business?
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9. How does proper PM reduce energy consumption?
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10. What is the purpose of taking photos during the building survey?
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©SPGroup 2017 6/4/2018 29Core Orientation and Training
SERVICE SALES MODULE 6
Assignment
Prepare a 10-minute presentation overviewing your company’s typical Building Survey process.
The presentation will be made to your manager and should include use of the company’s
presentation software.
Assume you are presenting to a prospective customer, who asked for an overview of the survey
process and detailed information regarding the requested historical cost information. Be
prepared to address questions about the time and customer resources required.
Training Conference
Review the discussion questions and conduct the assignment roleplay.
List any questions you have about the Building Survey or the information required?
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Any additional discussion topics?
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