暖通空调承包商因跳过能源审计而亏损：与Brynn Cooksey Sr、CEM、CMS探讨如何促成交易

好了，各位。

Alright, everyone.

欢迎回到本节目，我是加里和我一起主持的商业版播客。

Welcome back to the business edition podcast with me and Gary.

今天这位嘉宾是来自WorkHero的富尔曼，我们请到了一位非常特别的来宾——布琳·库克西，大家亲切地称她为空气医生。

This is Furman from WorkHero, and we've got an incredible guest today, Brynn Cooksey, affectionately known as the air doctor.

布琳在底特律地区经营自己的家庭性能与暖通空调公司‘Air Doctor Heating and Cooling’已经很多年了，同时她也是业内备受认可的培训师。

Brynn has been his own home performance and HVAC business owner at Air Doctor Heating and Cooling for many years out of the Detroit area, and he's also a really reputable trainer out there in the industry.

我们待会儿会聊到很多有价值的内容，比如为什么建筑科学的基础知识其实也是一门非常棒的生意。

There's a lot of good stuff we talk about here about why building science fundamentals are actually, you know, a great business as well.

那我们就开始吧。

So let's get into it.

欢迎收听《暖通空调全知道》播客。

Welcome to the HVAC know it all podcast.

本期节目录制于加拿大多伦多某处的地下室。

Recorded from a basement somewhere in Toronto, Canada.

你的主持人兼暖通空调技术专家加里·麦克雷迪，将带你深入探讨暖通行业的方方面面。

Your host and HVAC tech, Gary McCreadie, will take you on a deep dive into the industry discussing all things HVAC.

从故事分享到技术解析，一应俱全。

From storytelling to technical discussion.

希望你喜欢这期节目。

Enjoy the show.

好了，Brynn，我有个暖场问题想问问你，跟恒温器的夜间调温设置和时间表这些有关。

Alright, Brynn, I got a bit of an icebreaker question for you, and it's along the lines of night setback on thermostats and schedules and all that.

我之前跟一位叫基思·吉普森的人聊过。

And I had a conversation with a gentleman called Keith Gipson.

他来自一家叫Seal AI的公司，在楼宇自动化领域经验非常丰富，也创办并退出过好几家公司。

He's from a company called the Seal AI, and he's got a huge background in building automation and different companies, and he's entered and exited many, many companies of his own.

他跟我提过一件事，我觉得挺有意思，想听听你的看法，就是恒温器的定时设置问题。

And one of the things he told me, and I found was interesting, and I wanted to get your take on this is the scheduling of a thermostat.

比如夜间调温这个做法。

Like let's take a night setback for example.

他们在美国选了一家连锁零售店，覆盖了数百家门店。

So they took a retail store across The US, hundreds of locations.

把其中一半的门店设定为全天24小时恒温24度，不作任何调整。

They took half of them, put them on a 20 fourseven set point.

温度设定始终保持不变。

So the set point did not change.

另一半则采用了夜间调温的作息计划。

It stayed the same twenty fourseven and then the other half was a night setback schedule.

那些保持全天24度恒温的门店，实验结束时——我不太确定具体持续了多久，大概一两年吧——

The facilities that stayed on the 20 fourseven set point actually by the end of their experiment, I'm not sure how long it was, maybe a year, two years or something like that.

能耗反而降低了9%，这显然意味着成本节省，几百家门店加起来，这个数字可不小，省下的电费相当可观。

I think it might have been a couple of years, was a 9% saving in energy over that period of time, which obviously translates to a cost savings and 9% over hundreds of stores can be a a giant number when it comes to the bills that they're paying out and the savings on that.

在继续之前，我想听听你的看法。

So I I just wanna get your take on that before we continue.

这真的非常有意思。

That's, super interesting.

谢谢邀请我们来做客。

Thanks for having us on.

这我一点都不意外，但影响因素挺多的。

I'm not surprised, but, there's a lot of factors.

我很想深入看看这些数据。

I would love to dig deeper into the data.

我想知道的是，他们把温度设定下调了多少。

So, one of the things I would wanna know is how far back in a set point did they go.

如果设定调得太低，恢复时间会抵消掉节能效果。

If they if they went into a deep set point, you will lose your gains through a thing called recovery time.

这个恢复过程会把省下的能耗消耗掉。

So that recovery time will eat the savings.

这真的太有意思了。

So super interested.

我很想深入研究一下，但如果当时调得太低，确实很容易适得其反。

I love to dive into it deep, but I'm not surprised if they had a big setback that can definitely make things go the wrong direction for sure.

是的。

Yeah.

也许将来，我可以请基思和你上另一个播客，专门聊聊技术细节。

Well, maybe in the future, I'll I'll get Keith and yourself on a a podcast other than the business to talk technically about it.

我觉得这个对话会很有意思。

I think that would be a cool conversation.

不过我们今天主要还是谈业务，但既然布林在这儿，我想听听他的看法。

So anyway, we're we're here to talk about business, but since we had Brynn here, I wanted to get his take on that.

富尔曼，今天我们打算聊哪些业务相关的问题？

So, Furman, what we got on tap for us today as far as sort of business related questions?

这倒是个不错的过渡。

It's a good segue.

我的意思是，布林，我想先请你谈谈。

I mean, Brynn, I'd love to start.

你的背景非常独特，先在电力和公用事业行业工作，后来接手了家族的暖通空调业务，把它发展到今天这个样子。

You have such a unique background having first worked in the power and utilities industry before taking over your family's HVAC business and turning into what it is today.

你觉得在电力公司工作时学到的东西，有哪些是你带进暖通行业的，而大多数承包商只盯着设备，根本没意识到这些？

What do you think first working at utilities taught you that you brought into the HVAC industry that you think most contractors don't appreciate when they're just looking at equipment?

这个问题问得真好，富尔曼。

Very good question, Furman.

我在电力公司工作时最大的收获之一，就是意识到输送电力和天然气是多么复杂、多么庞大的系统。

I one of the big things I took away from working with the utility company was, how intricate it takes, how how big of a process it is to deliver electricity and natural gas.

我以前完全没想过背后有这么多环节，也没明白为什么电力成本这么高——归根结底，都是因为基础设施太庞大了。

I really didn't appreciate kinda what goes on behind the scenes and understanding that how vital it is and how important and why utility costs are expensive is just because of the infrastructure.

举个例子，咱们就说发电吧。

And to give you some context, let's take generating electricity, for example.

如果你用煤发电，这个过程本身效率就很低。

You if you're burning coal, the coal is an inefficient process.

煤被送进锅炉。

It goes into a boiler.

而锅炉的效率大概只有60%。

That boiler is about 60% efficient.

然后得进入蒸汽轮机。

It has to go into a steam turbine.

这又是一部分损耗。

That's some losses.

接着要进入发电机。

It has to go into a generator.

这又是一部分损耗。

That's some losses.

还得经过变压器。

It has to go into a transformer.

这还是有损耗的。

That's some losses.

最后还要通过输配电网络，每一步都有损耗。

And then it has to be transmitted and distributed all through losses.

所以你的电费这么高，根本原因就在于这套基础设施的投入。

And your utility bills are high just because of the infrastructure it takes.

我刚创业的时候，发现客户的电费本来就很高，主要是因为发电成本太高了。

So one of the things when I started my business was the customers already have high bills just because the cost of generating energy.

我得在他们家里尽最大努力，帮他们降低能耗。

I need to do the best I can at their premises to reduce their consumption.

这正是我们公司运营的核心动力之一。

So that's one of our driving forces in our business.

这挺有意思的。

That's interesting.

那咱们从头说起吧。

So maybe start at the beginning.

这个过程具体是怎样的？

What's the process of that?

比如说，你想帮别人在家节能，第一步该怎么做？

Like, when you wanna save someone energy at their residence, their home, how does

从哪儿开始呢？

that begin?

这个过程是怎么开始的？

How does that process begin?

他们联系我们公司，原因有很多。

Well, they reach out to our business in a for a number of different reasons.

我们确实有一部分业务是应对突发状况的，比如暖气或空调坏了，客户打电话来，就是想修好。

We we do have a reactionary part of our business, traditional heating and cooling is broken, customers call, they wanna fix.

大概一半的业务是这类情况，另一半则是因为我们的口碑。

I'll say half of our business is that, the other half is because of our reputation.

客户来找我们，通常是为了解决三个问题。

Customers are actually seeking to solve kind of three problems.

我们最常解决的三个问题，就是室内空气质量问题。

And the three problems that we traditionally are known to solve are indoor air quality problems.

还有能源效率问题，以及舒适度问题。

We're known to solve energy efficiency problems and then comfort problems.

所以对于另一半业务，客户一般会主动联系，预约一次能源审计。

So for that other half of the business, customers generally reach out to schedule an energy audit.

这个能效审计的过程是，我们会进入客户家中，全面评估屋内的所有系统。

And that energy audited process is we go into the customer's home and we evaluate all the systems inside the house.

我们会收集一整年的水电燃气账单。

We collect a year's worth of utility bills.

然后把这些数据输入诊断软件，系统就会给出实现那三个目标的建议。

We put some diagnostic testing into a software, and then it comes up with recommendations on how to achieve those three things.

对的。

Yep.

我很好奇，我是说，对于那些像加里和我经常想到的、开着三四辆工作车的小型业主来说。

And I'm curious, I mean, for the you know, a lot of who Gary and I think about as the guy off or business owner out there with three or four trucks.

对吧？

Right?

传统的小型暖通空调承包商。

Small traditional HVAC contractor.

当他们听到你描述这种全方位的住宅解决方案，还有引入建筑科学的基本原理时，肯定很多人会觉得，听起来不错，但太专业了，而且耗时太长。

When they're hearing you describe this, this, like, whole home approach and bringing in these building science fundamentals, I'm sure a lot of them are like, oh, that's that sounds great, but it's really technical, and it take and and takes a lot of time.

我的意思是，把你们说的这些建筑科学的基础方法——检测、测量、学习和诊断——用到业务里，到底有什么商业价值呢？为什么要这么做呢？

Like, what's the business case for taking some of what you're describing, these fundamentals from building science and testing and and measuring and and and learning and diagnosing, like, why do this from a Yeah.

是的。

Yeah.

这是个好问题。

Great question.

我以前也是个到处奔波的小承包商，就想着接单、接单，好让生意能撑下去。

I was a scrappy contractor too just trying to get to call to call, you know, and get to keep the lights on.

我刚开始接触建筑科学，是因为参加了一个相关课程，学到了能量审计的流程。

The reason why I did it initially, so the first part of my building science journey, I took a building science class and I learned that kind of the energy auditing process.

我当时想用这个技能，是在淡季的时候，也就是春秋两季。

And the way I was gonna utilize that, I was gonna take that training and use it for the slow season, so the shoulder season.

我住在密歇根东南部。

So I'm in Southeast Michigan.

我们这儿一年有两个

We, we have two.

我们这边，夏天快结束时是秋季前期，春天也是个不错的时段。

We have the fall before the fall at the end of summer, and then we also have the springtime.

这让我能在这两个淡季继续维持收入。

So that was a way for me to continue to get revenue for our business.

这是第一个商业理由。

So that's business case number one.

它为你提供了一个新的服务方向，虽然需要一些培训，但你已经具备了大部分审计所需的技能、知识和工具。

It gives you another offering that it doesn't take it takes some training, but you already have a lot of the skills, knowledge, and tools in order to do most of the audit.

经过培训并实践之后，我在淡季里成功保持了良好的现金流。

So after that training and doing that, I was able to kinda keep, cash flow high, in those shoulder seasons.

第二个商业优势是，我从未做过一次审计，客户最后没买任何重大改造或维修服务。

The second business case I'll paint is I've never done an audit where the customer didn't buy some type of significant retrofit repair.

我实在想不出哪次完整审计后，我们把客户家的问题全指出来，又给出解决方案，结果他们却什么都没做。

I can't name a situation where we've done a full blown audit and we show the customer all their problems and just to turn around and show them exactly how to solve it.

每次审计，最后都会促成一笔销售。

We've always got some type of sale out of it.

我想不起来我们有过这样的情况，这其实挺有利的。

I I can't remember instance where we have it, which is pretty beneficial.

接下来第三个商业优势，是因为我们提供整套解决方案，所以我能大幅降低营销成本。

And then, I'll say the third business case, because of that whole house solution, I was able to reduce our marketing costs.

我从来没花过任何直接的获客费用，比如谷歌、Yelp或者Angie's List这类平台。

So, I haven't spent any direct, like, lead payments, like Google or or Yelp or Angie's List, anything like that.

为了获取潜在客户，我一分钱都没在广告上花过。

I haven't spent anything, significant to get leads in.

我们大部分业务，几乎全部都来自客户推荐。

Most of our business, all of it pretty much comes from by referral.

所以我理解你刚才的意思是：让团队在淡季也忙起来，保持收入稳定；通过入户服务，不只是推销产品，而是真正帮客户解决问题，再顺势提供额外服务。

So what I heard you just say is, you know, keep your guys busy and and keep revenue going during slow season, unlock more revenue in the form of getting in the house and not just trying to sell something, but actually solving their problems and then being able to offer additional services.

第三点，还能节省成本。

And then third, saving costs.

这三点单独来看，每个都特别有说服力。

Like, those are all individually, I think, powerful cases.

我下一个问题是，然后加里也想听听你的看法——像你这样的小型承包商，到底该从哪儿开始呢？

My next question, and then and then Gary would love to go to you, is just if you're a small contractor like that, like, where do you start?

听起来好像事情挺多的。

Like, this sounds like a lot.

我得去上那些建筑科学课程吧。

Like, I have to go, you know, I have to go take these building science classes.

我还得去考HERS评级师。

I have to become a HERS rater.

得学会怎么用检测探头。

I have to learn how to use probes.

诸如此类的事情。

Like, whatever.

那你到底该从哪儿开始呢？

Like, where do you start?

是的。

Yeah.

这是个非常好的问题。

Very good question.

确实可能挺复杂的。

It it can be a lot.

我不会否认这一点。

I I won't say that it's not.

首先，你得去接受培训。

First and foremost, you gotta get training.

培训过程中你得上课，而且通常还得通过一个认证考试。

The training, you have to go through the class, and and, typically, there's some certification that you have to take.

这中间是有成本的。

So that that's a cost to that.

在你培训期间，还会损失一些机会，因为你没法接电话了。

While you're in training, there's opportunity costs that you're missing because you're unavailable to take those calls.

所以培训期间你没收入，这也是一笔开销。

So you have that so you're not making a revenue while you're in training, so there's some cost.

所以这需要一定的投入和承诺。

So there is some cost and some commitment that you have to do.

还有工具，买齐设备并实际操作起来，得花不少钱。

And then the tools, it takes a a good bit of capital to buy the tools and actually do it.

他们还会做一次审计。

They do a a audit.

工具方面的花费大概在一万五千到两万美元之间。

This is roughly around 15 to $20,000 in tools.

其中一些你可能已经有了，但像气密性检测仪这类设备，如果你还没接触过这行，可能就没有。

Some of which you may already have, some like the blower door, you may not if you're yeah.

如果你还没参与过这类业务的话。

If you haven't participated in this kind of business unit yet.

但好处远远超过这些困难。

But the benefits greatly outweigh the setbacks.

我一开始是做能源审计，了解房屋情况，然后把它当成一项服务来推广。

I started with doing an energy audit, understanding a house and I sold it as a service.

我们和当地的公用事业公司以及绿色银行合作，他们免费为我们提供了潜在客户线索。

And we work with our local utility and also local green bank that actually fed us private leads for free.

所以我们充分利用了这个机会。

So we were able to take advantage of that.

还有其他一些组织，比如各地的公用事业公司，它们被要求必须完成能源审计。

And then there's other organizations like utility companies who are in many states are required to get energy audits done.

因此，很多客户已经在寻找能够提供这项服务的审计人员了。

So, a lot of those customers are already out there looking for that that demographic of auditors that can do that.

但刚开始的时候，我是一点一点来的，像啃大象一样，一口一口来。

But getting started, once I get started, I bit the elephant a piece at a time.

我先买了一件工具，然后花大力气把它用得炉火纯青。

I bought a tool and then I learned how to use it really, really well.

等我真正体会到它的价值后，才把相关流程正式纳入我们的业务中。

And once I've seen the value of it, then I incorporated procedures in our business.

我们最先开始做的是燃烧测试，我去上了建筑科学课，那时候我根本买不起两万美元的设备，就先花两千美元买了一台燃烧分析仪。

So like the first thing that we started to do was Combustion testing, went to my building science class, and, you know, at the time, I couldn't afford the $20,000 worth of tools, so I bought a combustion analyzer for $2,000.

我学会了怎么用它，就在用它的那一周，我卖出了三套暖气和空调系统，因为我发现了热交换器有严重问题。

And I learned how to use it, and the week I used it, I sold three furnace and air conditioning systems because I discovered bad heat exchangers.

明白了。

Alright.

这工具很快就回本了，我马上把它纳入流程，还给公司其他人都配了全套。

Immediately paid for that tool, and I incorporated it, and we bought more for the rest of the company.

我们早期还引入了另一项工作：做负荷计算。

And then another thing we incorporated early on was doing load calculations.

通过负荷计算，向客户展示他们的系统有多大程度的过度配置，风管又有多严重的小了。

Doing load and showing the customers how their systems are grossly oversized and the ducts are grossly undersized.

有了这些能力，我才能真正更好地服务客户。

I was able to do that kind of work and actually serve our customers better.

每次我们推出一项新做法，都会把它做到极致，形成标准流程，然后再推进下一项。

So every time we implemented something, we got really good at it, real procedures, and then we continued on to the next item.

随着时间推移，我们才慢慢开始承接整栋房子的改造项目。

And over time, that's when we just started to grow and take on the whole house.

好的。

Okay.

这正好引出我想说的事，有点小故事，不长。

So this is kind of a good segue into what I'm going It's a bit of a story, not a long one.

去年有个人从我家门口经过。

So some guy walked by my house last year.

他想自己装个恒温器。

He tried to install his own thermostat.

结果装不上。

It wasn't working.

我就过去帮着他弄好了。

I went over and and got it up and going for it.

几周前他给我发消息，说他女儿想装一台空调。

Now he messaged me a couple weeks back, said his daughter wanted an AC.

她住在我们镇上一个全新的小区。

She lives in a brand new subdivision in my town.

我当时就跟他说，我可能帮不上这个忙。

Now, I did tell him that I probably couldn't do it.

现在我很少做住宅安装这类活了，但我认识有人能做。

I don't really get into much residential installations these days, but I knew someone that could.

所以他让我打个电话给他女儿，帮她看看几家报价是不是合理，别被人坑了。

So he asked me to call the, his daughter just to see sort of the range of quote she's getting to make sure that people are staying true and she's not trying to get ripped off and all that.

我给她打了电话，她说已经拿到了三份报价，都是针对一台一吨半的空调系统。

So I called her and she said she had three quotes, and this is a ton and a half system she's been quoted on.

第一份报价九千，第二份六千，第三份五千。

First quote was like $9, second quote six, third quote five.

而收九千的那个家伙，是一家大公司的人。

And the guy that charged was charging $9.

这家公司是多伦多地区挺有名的大企业。

This is a large company, like a big huge company in the area in the Toronto area, Ontario.

她说，那人来家里时，掏出一个文件夹，里面全是精美的宣传册，开始给她介绍产品，然后直接报了价。

And she said that when he came into the house, she pulled out, he pulled out a binder with some glossy sheets and products, and just started showing her and gave her a quote.

连现有的设备都没看一眼。

Didn't look at the existing equipment.

也没检查过风管。

Didn't look at ductwork.

连问题都不问，就拿着一本精美的册子，直接报了个价。

Didn't didn't ask questions, just came in with a glossy binder, said this is your price for that equipment.

你觉得怎么样？

What do you think?

她说她当时都想把那人赶出家门了。

And she said she was ready to throw them out of the house.

看来这个审核流程要复杂得多，也细致得多，真正做完才觉得物有所值。

So it sounds like the audit process is much more involved, much more in-depth, and you actually get your money's worth when it's done.

你能给我们详细讲讲这个审核流程的步骤吗？

So I'd like you to maybe walk us through some of the steps in that audit process.

你提到过风机门测试。

You mentioned blower door testing.

这可是个大工程。

Now that's that's a big one.

这儿有些公司可以代劳，你不用自己买设备、亲自操作这些麻烦事。

There's companies here that will do it for you rather than having to own one and doing it yourself and all that kind of stuff.

在我们决定下一步做什么之前，你能不能先给我们讲讲整个审计流程？

So take us through that sort of audit process before we decide what we're doing with with anything at that point.

太好了。

Awesome.

当客户联系我们时，我们的客服人员都会接受过培训，会问一些关键问题，先弄清楚客户为什么来电。

So when a customer reaches out to us, our CSRs, customer service reps, they're they're trained to ask appropriate questions just to kind of determine why the customer is calling.

他们会为审计做好铺垫，等客户同意后，我们就上门服务。

They set the stage for the audit, and then a customer agrees to it, we come out.

我们确实会收取能源审计的费用，但为了让客户没有后顾之忧——

We do charge for the energy audit, and what we do so the customer doesn't have yep, absolutely.

客户只要最终购买了我们的解决方案，这笔费用就会全额返还，这样他们没风险，但也愿意配合我们上门做检测，毕竟诊断设备本身就要两万美元。

The customer doesn't we we credit it back to them if they buy a solution so that they don't have any risk, but it gives them skin in the game for us to come out and do the testing because, you know, equipment's $20,000 just for the diagnostic testing.

一旦他们铺垫好，客户也同意了审计费用，我们就会发一份个性化的在线问卷给他们。

Once they set the stage and the customer agrees to the audit price, we'll send over a personal conference survey to them.

这是一个在线链接，我们可以看到所有反馈，内容非常全面。

So it's an online link that we see in, and it's pretty robust.

问卷里会问很多问题，目的是让客户开始思考自己家里到底有哪些情况。

It asks a ton of questions, kind of to kind of to get the the customer to start thinking about, you know, what's in your home?

你为什么联系我们？

Why are you calling us?

他们具体遇到什么问题？

You know, what are their problems?

我们要说得具体一点，这样才能准确测试和找出症结。

Let's be real specific so we can test and identify.

比如，你家是不是经常有灰尘？

It asks questions like, you know, is your house dusty?

有没有哪个房间你根本不敢待，因为太冷或太热？

Do you have rooms that you can't occupy because they're not that they're not comfortable?

您对室内的湿度感觉怎么样？

How do you feel about the humidity?

这是一份非常严谨的问卷，客户需要填写。

This is real rigor survey that they fill out.

并不长。

It's not long.

大概花五分钟就能答完。

It's about five minutes of them answering questions.

您的恒温器设定在多少度？

What's your thermostat set point?

等我们收到问卷后，审计员——也就是舒适度顾问——就会上门服务。

Once we get the survey back, that's when the auditor comes out, auditor slash comfort adviser.

他们到客户家后，会拿着问卷和客户逐项核对，确保舒适度顾问能亲耳听到问卷上写的内容。

And, before when they get to the house, they'll take their survey and they'll go over their survey with the customer, just to kinda make sure that, you know, the comfort advisor physically hears what was written down on the survey.

之后，我们就开始进行诊断测试。

And then after that, we start the diagnostic testing process.

不过在那之前，我们会先做一次实地检查。

Well, before that, we do a physical inspection.

我们会进屋看看，实地检查主要是找那些可能拖慢进度或者需要避开的问题。

We'll look inside the house, what we're doing with the physical inspection, we're looking for anything that's gonna kinda slow us down or things we're gonna have to avoid.

比如在我老家密歇根，很多老房子的阁楼里用石棉当隔热材料。

Like if it's an older house in Michigan where I'm from, some of our houses have asbestos in the attic as a form of insulation.

所以有时候我们没法做风机门测试。

So maybe we can't run a blower door.

有些房子含有含铅油漆，那我们就不能做墙体密实填充了。

Some houses have lead based paint, so maybe dense packing walls is not something that we can offer.

所以我们首先会排查各种安全隐患。

So we look for kind of hazards first.

一旦发现这些隐患，或者确认房屋没有问题，我们才会继续进行测试。

Once we find those hazards or if the house is clear, then we'll proceed on to testing.

诊断测试环节，我们的能源审计都包含室内空气质量调查。

The diagnostic testing, our energy audits come with the indoor air quality survey.

所以我们设置了一个叫空气采样仪的设备，让它运行三十分钟来收集空气样本。

So we set out a device called air device that's gonna route for thirty minutes and collect the air sample.

这样就能得到一个即时的快照，判断室内空气质量有没有问题。

And that gives us pretty much a picture snapshot in time of do I have a IQ problem, yes or no.

我们还接受过培训，了解哪些因素会影响结果，比如客户最近刚做过饭。

And we have training to see if there's anything that's gonna skew that, like that the customer recently cooked.

我们有标准流程和培训来排除这些干扰因素。

We have scripts and training that kind of pushes through that.

在采样仪运行的同时，我们会测量房屋的各项数据，以便输入到软件系统中。

While the air vise is running, we'll consist to measure the house so we can start to input it into a software program.

我们用一套专门的软件来录入所有的检测数据。

So we have a software program that we use that we put the diagnostic testing in.

此外，在与客户沟通时，我们还会要求提供过去十二个月的能源账单。

And then also, a part of the customer's interaction with the CSR, we're trying to get twelve months of utility bills.

客户把账单发过来后，我们就把这些数据也录入到软件里。

The customer sends that over, we put that into the software.

我们这么做是因为，软件报告完成后，我们会提出一些建议，而软件里的公用事业数据叫做校准数据。

And the reason why we do that, when we are done with the software report, we're gonna propose some solutions, and the utility data inside the software program is called calibration.

根据客户选择的方案，我们可以比较准确地预测他们能节省多少能源。

We're able to predict fairly accurately how much energy savings the customer will enjoy based on the solutions that they pick.

这部分也很重要。

So that's a part of it.

我们还会做风量检测。

We do a duck assessment.

所以我们会用真正的风量测试仪。

So we're gonna use a true flow.

我们会测量静压和空气流量。

We're gonna measure static pressure airflow.

我们已经做了低负荷计算。

We did the low calc.

我们也会做这个步骤。

We're gonna do that.

等我们做完这些和其余的检查后，就能把所有数据导入模型了。

And once we're done with that and the rest of the inspection, we have everything to model it.

我们会离开客户家。

We'll leave the customer.

我们在做测试的时候，客户也会在场。

The customer is also with us while we're testing.

他们也会全程参与。

They're also involved.

我们会做风机门测试，来评估房屋的漏气情况。

We do the blower door test to evaluate the leakage.

然后把测试数据输入到硫化物程序里。

We put that number into the sulfur program.

在风机门运行的时候，我们会用热成像仪扫描墙壁，找出空气泄漏的路径。

While the blower door is running, we're taking thermal images of the walls to identify air leakage bypasses.

我们还会检查房屋里那些没有保温的地方。

We're looking at areas of the house that are not insulated.

把这些数据全部输入软件，我们先离开客户，争取在48小时内把报告整理好送回去。

Put that all into a software, we leave the customer, we try to come back within forty eight hours with the report kind of filled out.

所有工作完成后，我们会给他们一份副本。

Everything to go, we give them a copy.

报告里，我们会把之前的建议和客户的调查反馈对应起来。

Then in the report, we're tying the recommendations that we had to the customer survey.

明白吗？

Alright?

客户家有些房间漏风，他们也提到这些房间住着不舒服。

So the customer has some leaky rooms in their house, and they said that those rooms were uncomfortable.

对。

Okay.

这就是原因。

Here's why.

这是能证明的图片。

Here's the pictures to prove it.

客户说，一开暖气，系统声音特别大。

The customer said that, you know, the system is pretty loud when a furnace comes on.

明白了。

Okay.

我们测了高压和低风量。

We measure high sided pressure and low airflow.

我们认为你需要改造一下风管。

We think you need a duct modification.

这是照片。

Here's the pictures.

这是报告，你确认一下。

Here's the report to approve it.

我们会详细过一遍报告，把所有建议都展示给客户。

So we go through this rigorous report, and we show the customer everything that we recommend.

到了这一步，就由客户自己决定要投入哪些项目。

And basically, at that point, we let them decide what they wanna invest in.

太惊人了。

Incredible.

我的意思是，Air Doctors 当然不只是一个暖通空调公司。

I mean, obviously, Air Doctors is not just an HVAC contractor.

你们其实是一家完整的家居性能服务商，但我得特别指出，很多人以为，所谓建筑科学就是做个锅炉门测试，或者用个真正的气流网格而已。

Like, you are a full home performance contractor, but I just wanna, like, call out, like, I think a lot of people think, oh, just using a boiler door test or doing boiler door test or using a true flow grid.

但你刚才说的，是彻底改变了定价方式、客户沟通方式，甚至调度流程和现场检测的思路——你们整个运营模式都是围绕着提升质量、解决客户问题，而不是追求速度，不是简单地换零件。

Like, that's all that this building science stuff is, but, like, what you just described is changing your pricing, changing your customer communications, changing the way you think about dispatching even and when they when you're doing the audit and, like, everything about your operating model is is built for quality and built for solving problems for customers as opposed to just speed as opposed to just swapping boxes.

我想知道，你们是怎么让这么多技术人员和行业老板都听到你们的声音的？

I'm curious, like, how do you you you get out in front of a lot of both technicians and business owners in the industry.

你们已经被公认为业内最权威、最有影响力的培训师之一。

I mean, you're one of the been recognized as one the most reputable and influential trainers in the industry.

当你跟那些只看重速度的老板聊时，他们脑子里想的就只有一件事：赶紧进屋、换完零件、马上走人，去下一个地方——说实话，这确实是现实。

Like, when you talk to the business owners who just think in terms of speed, like, they just think think think in terms of, like, I just need to get it in and out of the house, swap a box, get on to the next one because that's let's be honest.

确实有一大堆人就这么想，整个行业里也流行着一种以速度为王的模式，觉得这才是赚钱的法子。你们是怎么去重新教育这些人的？

There's a there's a cottage industry of of people out there who who think in this way, and this is the way that you know, there's a certain model lifted up in this industry of speed, that's how you make money, and that's how you like, how do you, I guess, reeducate them?

对他们来说，哪些时刻让他们突然醒悟，意识到该从追求速度转向注重质量呢？

Like, what are the light bulb moments for them, or what are the cases you like, to switch from speed to, you know, to quality?

当然不是说不能快，

Not that you can't move fast,

但确实如此。

but Sure.

不是这样的。

No.

其实有两种不同的经营模式，大多数暖通空调老板从小到大接受的都是追求速度的模式。

It it is there there are two different business models and the average HVAC owner, they were born and raised in the speed to lead kind of model.

这种模式本身也没问题。

That model is okay.

但很难跟别人竞争。

It's hard to compete.

很多私营股权收购方会给他们投入巨额广告预算。

Like, what a lot of their private equity acquisitions, they're they're putting big ad budgets out there.

他们有完整的基础设施，所以小承包商想竞争成功就难多了。

They have the infrastructure, so it's kinda harder for a smaller contractor to compete successfully.

他们要花很长时间才能拿下市场份额。

It takes a long time for them to get market share.

我们当时也正经历着这种情况。

And we were experiencing that.

我特别喜欢的一点是，其实我更喜欢做大单子。

And one of the things that I really enjoy is that, actually, I enjoy bigger tickets.

我可以服务更少的客户，但每单金额更大，运营成本反而更低。

I can serve less houses, have bigger tickets, and actually have a less lesser overhead expense.

我用的油也更少。

I have less fuel.

我打交道的客户数量也更少。

I have fewer customers I'm interacting with.

因为节奏慢了点，保修单也少了，但每单的金额却高了不少，就是这个原因。

I have fewer warranties just because we're going a little bit slower, but our tickets are substantially larger just because we're doing that.

所以我们喜欢这样，也不花大力气去做营销来吸引大量客户。

So that's what we enjoy, and we don't we don't put the marketing behind trying to get a massive, intake of customers.

我们更想服务那些真正欣赏我们技术的客户，让他们在房子里的整个生命周期都愿意找我们。

We wanna service that customer who values our skill really well and retain them, you know, for the life of, that they're gonna be in that home.

我想对其他老板说，这确实有点让人害怕，但如果你放慢节奏，哪怕不完全像我们这样搞建筑性能优化，只要慢下来、多看看细节、接更大的单子，反而能获得更好的机会。

So I would tell business owners that it is a little scary, but if you slow down, and even with this stuff you can implement, even if you're not gonna go full building performance like we did, you can slow down, look at more stuff, get bigger tickets, and have better opportunities by kinda taking a slower approach.