#45 如何凭信任赢得销售：保罗·麦休的热泵销售全流程实战课

供暖和空调可能是您家里的一项重大投入。

Heating and air conditioning can be a major investment in your home.

花点时间选对了才值得。

It's worth taking the time to get it right.

我们强烈建议，负责决定新系统的人一定要亲自参加这次拜访。

We highly recommend that whoever is making the decision about your new system be present during the visit.

亲自听一听，能更好地确保最终的选择符合您的需求和预算。

Hearing the information firsthand helps ensure your final choice meets your needs and budget.

如果可能的话，请准备一张桌子，方便您和我们的新系统工程师坐在一起讨论。

If possible, provide a table where you and your new system engineer can sit together.

我们会用笔记本电脑和投屏，带您详细了解所有内容。

We'll use a laptop and mirror display to walk you through everything.

请在我们到达之前，先完成那份简短的舒适度调查。

Be sure to complete the short comfort survey before our arrival.

这能帮我们更准确地了解您最关心的是什么。

It helps us focus on what matters most to you.

上门服务时，我们的工程师会使用先进的激光雷达技术进行负荷计算。

During the visit, your engineer will perform a load calculation using state of the art LIDAR technology.

这样能确保我们精准匹配系统容量，而不仅仅是根据房屋面积来估算。

This ensures we size your system accurately, not just based on square footage.

我们还可能测量空气流量，确认您的风管系统能与新设备完美配合。

We may also measure airflow to confirm your ductwork is compatible with your new system.

最后，我们会结合您的舒适度调查，用当前高效的现代设备为您详细介绍供暖和制冷方案。

Finally, we'll review your comfort survey and walk through your heating and cooling options using today's modern high efficiency equipment.

再次感谢您选择我们。

Thanks again for choosing us.

我们非常期待与您见面，为您提供真正符合您需求的解决方案。

We're excited to meet with you and provide solutions that truly matter to you.

说我很喜欢都太轻描淡写了。

To say I love that is an understatement.

而且，它简直完美契合所有需求。

And, like, it hits everything.

就像你提到的，时间安排上要确保决策人在家。

Like you said, expectations on the time, make sure the decision maker is home.

我们会坐下来，和你面对面详细聊聊。

We're gonna sit down and talk with you at the table.

我们会对你的房子进行扫描，来做负荷计算。

We're gonna scan your home to do a load calculation.

我们还会测量空气流量。

We're gonna do airflow measurements.

整个过程只有九十秒，你刚才在演示里也提到了，保罗。

It was only ninety seconds, like and you said this during your presentation, Paul.

你是怎么做出这个的？

How did you create this?

花了你多久时间？

How long did it take you?

这个花了多少钱？

How much did it cost?

那个视频里的画面和内容，其实都是我们官网拍摄的素材。

That video so those pictures and, you know, content of the video was from a photoshoot that we did from our website.

那只是些备用镜头，用很基础的视频剪辑软件就做出来了。

So it was just b footage, b roll stuff, and it was created in just a basic video editing software program.

大概花了二十到二十五分钟吧。

You know, it was about twenty, twenty five minutes.

旁白是AI生成的，我觉得是用ChatGPT的Descript做的，但你也可以找人帮你做，肯定不到两百美元就能搞定。

The voice is AI, so I think that voice is through ChatGPT's Descript program, but you could buy that video made from somebody that would do it for you for less than $200 for sure.

真厉害。

Wow.

是啊。

Yeah.

现在有了科技，世界真是越来越好了。

It's a wonderful world we live in now with technology.

是啊。

Yeah.

我觉得明确这些期望特别重要，因为很多时候根本没人说清楚，而这确实是个非常有效的方式。

I just think that's super impactful to set those expectations because it's so often not set, and it's such a valuable way.

到目前为止，你整个流程都在向业主传递信息。

Everything about your process so far is communicating to the homeowner.

你们跟别人不一样。

You guys are different.

你们做事不着急，很有耐心。

You guys take your time.

你们做事很认真。

You're diligent.

你们考虑得特别周全。

You're thorough.

这种做法又以一种非常生动的方式延续了这种印象。

Like and this just continues it in a very vivid way.

我觉得非常好。

I think great.

这确实有助于设定预期，现在更多是通过数字和社交媒体这些渠道直接触达终端客户，而不是像以前那样靠电话沟通，那种方式越来越少了。

It does help with setting the expectations, and that's gonna be done more with digital and social media and all of the things that our channels now to the end buyer that years ago was somebody talking to them over a phone, that's less and less.

你越早介入这个过程，把信息传递给买家，成功的可能性就越大。

So the more you can get out in front of that process and get the message to the to the buyer, the the more successful you're gonna be.

接下来聊聊预约流程，我们的客户支持人员已经帮客户安排好了预约。

So moving on with the appointment process, our CSR has set the appointment.

客户已经收到了调查问卷和视频资料。

They've been sent the survey, and they have been sent the video.

所以每次约好见面，我们都会在出发途中打个电话过去。

So when we talk about the appointment, we always wanna call when we're on our way.

这一步也很关键，能自然地开启对话，比如自我介绍：

And that's another big thing that kinda starts the process of my name's Paul.

我是Paul，

I'm with Ray O.

来自Ray O. Cook公司。

Cook.

看起来我们今天约好了见面，结果就停在这儿了。

It looks like we're scheduled to meet today, and we just stop.

然后你就会说，哦，对啊。

And you'll get, oh, yeah.

是的。

Yeah.

我在这儿等你呢。

I'm waiting for you.

你路上了吗？

Are you on your way?

对。

Yes.

我大概还有二十分钟就到。

I'm about twenty minutes away.

好极了。

Great.

那我们待会儿见。

We'll see you then.

或者你可能会想，哎，好像我们记岔了。

Or you'll get, oh, it it sounds like maybe we're not remembering.

所以我们得确认一下，今天见面还行吗？

So we'd say, are we still okay to meet today?

哦，对。

Oh, yeah.

是的。

Yeah.

直接过来吧。

Come on ahead.

别忘了，这事儿大概得花一个小时。

Just remember that this does take about an hour.

时间上没问题吧？

Are we okay on time?

你可以在对方上门、直接在名片背面报价之前，先打个电话确认一下，确保大家的安排还是一致的。

And you can head off a lot of showing up at the door and giving your price on the back of a business card proposals by, at that point, calling and making sure that everything is on we're all still on the same page.

这一点很重要，尤其是你打了好多电话，结果客户没准备好，白白浪费了时间，这情况确实挺常见的。

And that's important, especially when you have a lot of calls and you're burning time with a customer because they were not prepared, which is, hey.

生活中总会有意外。

Life happens.

这没关系。

That's okay.

不过在这种情况下，我们通常会说——虽然不常见，但值得提一句——如果你有空，重新安排时间也没问题。

But at that point, we would say, and it's not very common, but it's enough to mention, we would say, it's okay to reschedule when you do have time.

什么时候方便呢？

What's a good time?

这么做是因为，最糟糕的情况就是你赶过去，结果对方还得在二十分钟内去接孩子，手忙脚乱的。

And do that because the last thing you wanna do is show up and be rushed because the, you know, the homeowner has to pick the kids up in twenty minutes.

这样对谁都不公平。

That's not doing anybody any any justice.

所以我们打电话，一路上就把预期定好。

So we call, and we set the expectation on the way.

到了之后，我们再复盘一遍。

When we get there, we're gonna review it.

我们会按之前说的，一起做这份调研。

We're gonna create that survey as we discussed.

我们会了解他们的重点需求。

We're gonna learn their priorities.

我们会聊聊家里的舒适度，顺便把整个流程讲清楚。

We're gonna have a conversation about the comfort in the house, and we're gonna explain the process.

这一点很重要。

This is important.

整个流程其实很简单。

And what the process is very simple.

就是那三大关键点，这才是真正落地的地方。

The big three, and this is where the rubber meets the road.

我们要做一次负荷计算。

We're gonna do a load calculation.

所以我们会解释什么是负荷计算，以及为什么必须做这个。

So we're gonna explain what a load calculation is and why we need to do it.

我们会检查风管系统，跟他们聊聊风管的重要性——它直接关系到能否实现负荷计算所要求的送风效果。

We're gonna look at the ductwork, and we're gonna talk to them about ductwork and how important that is to delivering what the load calculation says we need.

我们会选择设备，但这里说的不是品牌。

We're gonna select the equipment, and that equipment is not we're not talking about brand name.

也不是看额定功率。

We're not talking about sheer rating.

在这个阶段，我们不谈那些东西。

We're not talking about those points at this point in the conversation.

我们只聚焦在设备选型上。

We're just talking about equipment selection.

这就是三大关键点。

So those are the big three.

当我们查看负荷计算时，会向他们说明：在加州，我们用激光扫描整个房屋。加州能源委员会做过大量研究，发现80%的系统都选错了尺寸，而且大多数都偏大。

When we look at the load calculation, we're gonna explain that we're gonna scan the house with LiDAR that in our market, in California here with the California Energy Commission, they're having studies at nauseam that 80% of most systems are sized wrong, and most of them are actually oversized.

但尺寸过大的问题恰恰是：运行更安静、温度更均衡、电费更低。

And that the issues that are caused with over sizing is quieter operation, balanced temperatures, and a lower energy bills.

所以，这一切都从这里开始。

So that's where all of this starts.

如果客户在调查中提到，安静运行、温度均衡和节省电费对他们很重要，那这就是最好的切入点——选对尺寸的设备，而选对尺寸的基础，就是通过激光扫描做负荷计算。

So if quieter operation, balanced temperatures, and lower energy bills is something that's important to them back to their survey, then this is a real good place to start, and that's with the right size equipment, and that's gonna be with the LiDAR scan on the load calc.

这一点非常关键，我们把它和后面的内容联系起来。

So that's a big one right there, and you tie that.

我们这么做，是因为别人都不做。

And we do that because nobody else does it.

当客户看到我们拿着iPad在屋里走来走去，用激光扫描生成三维房间模型时，立刻就能感受到我们和别人不一样。

And that right there is a big separation between us and others as they see us going through the house, waving our iPad, painting pictures with LiDAR and three d rooms, and it just immediately starts separating us from others.

如果我们连有多少热量进入、有多少热量流失都不知道，那我们对业主需求的判断就完全是凭空猜测，非常危险。

So if we don't know how many BTUs are leaving and how many BTUs are coming, we are absolutely making dangerous assumptions on what this homeowner needs.

你别指望靠换设备来解决这个问题。

And that that you're not gonna equipment your way out of this.

就算用变频器，也救不了你。

You're not gonna variable speed your yourself out of this with an inverter.

如果我们不清楚房子的冷热负荷，那可就走错路了。

You are going down dangerous roads if we don't know the loads on the house.

这一点是整个讨论的关键。

And that's a big takeaway on all of this.

所以我们才要做负荷计算。

So that's why we do a load calculation.

接下来。

Moving on.

大家对这个有什么问题或看法吗？

Any comments or questions on that?

这太棒了，保罗。

This is so good, Paul.

我想说的就是这些。

That's all I wanted to say.

我只是觉得，你确实抓住了最关键的部分。

I just, yeah, you're just nailing the most important pieces.

这下子清楚多了。

This is just so clear.

太棒了。

It's fantastic.

谢谢你的认可。

I appreciate that.

我会跟你们分享一下。

I'll I'll share with you.

我们这么做，并不是因为听起来是个好主意就随便决定的。

This is not what we think we might wanna do because it sounds like a good idea.

而是因为这从根本上保证了最终能获得可预期的结果。

This is because it is at the root of, again, back to that predictable result out the other end.

这一点非常重要。

And that's that's very, very important.

所以要注意这些方面。

So things to watch for.

这些都是我们在市场上经常遇到的情况。

These are things that we see in our market.

每个市场都不一样，但当我们看房子、扫视的时候，遇到两层楼有漏水天花板的，我们在这一带特别重视这个问题。

Every market is different, but as we're walking through the house and we're scanning, two story homes with leaky ceilings, we have a big deal with that in our area.

在其他地方，漏水的房子就算只是两层楼，也还是漏水的房子。

A leaky home in other areas is still a leaky home that's a two story house.

在我们这里，热压效应是个大问题，夏天的反向热压更是不容忽视。

So stack effect is a big deal in our area and reverse stack in the summer is even bigger.

所以我总是建议大多数人，如果还不懂热压效应或者反向热压，一定要去学习了解，掌握怎么识别它——因为在那种特别适合两层楼的气候里，要是不懂这个，你的负荷计算分分钟出大错。

So I always urge most folks if they don't know what stack effect is or reverse stack, they really should train that, learn about that, and understand it and how to recognize it, because that will train wreck your load cal quicker than anything if you're in a climate that is especially inherent to two story homes.

大面积的外墙表面。

A large exterior surfaces.

所以我们遇到的房间都有大面积的外墙、大窗户，还有阁楼空间。

So we got rooms with large outside walls, large windows, bonus rooms.

这在我们这里也是个大问题。

That's a the other big one in our our in our area.

阁楼空间通常有三面外墙，第四面下面是没供暖的车库。

Bonus rooms, three outside walls with a 4th Floor to a unconditioned garage.

很多房子都有矮墙。

A lot of knee walls.

如果遇到矮墙，又不了解什么是矮墙，那就没法准确评估和识别这个问题。

If we got knee walls, if we don't know what a knee wall is, we gotta know what a knee wall is to be able to access and understand and acknowledge that.

在我们这边，如果一栋1400平方英尺的房子里，天花板也是1400平方英尺，而且是架空地板，那等于有1400平方英尺的地板直接通向室外，容易漏风。

A raised foundations in our world, if we have a 1,400 square foot house with a 1,400 square foot ceiling and we got a raised foundation, we just got 1,400 square foot of floor that can leak to the outside.

我们必须能意识到这一点，也要能准确识别出来。

And we have to be able to acknowledge that, and we have to be able to recognize that.

还必须把这些情况纳入负荷计算，清楚知道这不是直接建在地面上的结构。

And we have to be able to put that in the load calculation that we actually are not slab on grade.

我们遇到的是架空基础。

We have a raised foundation.

在我们这里，1975年以后建的老房子比1975年之前，甚至1980年之前的要好一些，那时候的建筑规范非常宽松。

On older homes in our area, that's gonna be, like, 1975, forward better than before 1975 and 1980, which the codes were very minimal.

那些老房子通常按每吨空调服务四到六百平方英尺来估算，这个经验法则得引起重视。

And that's the homes that you're gonna be looking at four to 600 square feet per ton is was exercised as a rule of thumb, and that's needs to be recognized.

老房子的气密性差很明显，你得知道房子的年代，以及该留意哪些问题。

Leakier homes on those older homes are gonna be they're gonna be noticeable, and you need to know the age of the home and what to watch out for.

这些老房子很多都换过新窗户，这点必须考虑进去。

Those are also the homes that had updated windows many times that you gotta account for.

这些房子年代够久，可能有人加过保温层，这个你也得算上。

Those are also homes that are old enough that somebody may have increased the insulation in the home, and you need to account for that.

不能光靠1975年的标准来判断，因为做了改造之后，负荷很可能已经变了，而且很大概率确实变了。

You just can't go off of 1975 standards because the the load may have changed with improvements, and it there's a good chance it did change with improvements.

保罗，说到空气泄漏，你开头提到你在做风量测试。

And, Pauls, yeah, speaking of air leakage, you you mentioned at the beginning you're doing airflow measurements.

你也会用风机门测试来评估房屋的空气泄漏情况吗？

Are you also doing blower door tests as part of understanding the air leakage in homes?

马上说到，再等两秒。

I'll hit that in about two seconds.

我觉得我们有张幻灯片。

I think we got a slide.

我也是这么想的。

That's what I thought.

很好。

Great.

对。

Yeah.

请讲。

Go ahead.

为了大致评估房屋的漏气情况，我们会使用微压计。

To acknowledge the leak of the home in a very, very general way, we will use micromanometers.

所以我们一直用DG8，会对房子做一个快速的压差测试。

So we use a d g eight all the time, and we will do a very quick pressure test on the home.

说白了，就是我能用一个50立方英尺每分钟的浴室排气扇改变房子的气压吗？

And, basically, you know, it comes down to, can I change the pressure on the home with a 50 CFM bath fan?

如果我什么都没开的时候是零帕斯卡，只用一个浴室排气扇就能让房子内部形成三到四帕斯卡的负压，而且不用再加更多风扇来弥补漏气，那我就不用做风机门测试了，这种情况是安全的。

And if I'm neutral with nothing on, zero pascals, and I can make that house go negative, you know, three, four pascals with a bath fan, and I don't have to keep adding fans to try and compensate for the leakage, I'm in a safe zone with not having to do a blower door.

但要是我得加更多风扇，或者压差越来越大，才能抵消房子的漏气，那就进入危险区域了。

But the more Pascals or the more fans I have to add to compensate for the hole in the house, the more I get into the danger zone of stop.

我们来聊聊风机门测试。

Let's talk about blower door.

在我们这儿，花350美元请一位HERS评估师来家里做一次测试，因为这房子漏风太严重了，我的负荷计算已经没谱了。

Let's pay our HERS rater $350 in our market to come out and do a test on this house because it's scary leaky, and my load calculation is in unchartered territory.

我得知道这房子在50帕斯卡压差下的漏风量是多少。

I need to know the leakage CFM 50.

我需要这些数据才能准确选型，不然就只能盲目加大设备，用一个超大机组来满足温控器，但这种做法我们不推荐。

I need to know what those numbers are on this house to be able to accurately size it, or we can just oversize it so much that we cover the load and we give you a big enough unit to satisfy your thermostat, but we don't recommend that.

那我刚才说的，你关于漏气的问题清楚了吗？

So did that answer your question on the leakage?

明白了。

Yeah.

这个方法太棒了。

I love that.

当你做这种简单的微压计测试时，一般看到多大的负压，你就会觉得这房子气密性还不错？

When you're doing this simple micromanometer test, where's your range where you're like, are you looking for seeing any negative pressure, and then you've got a a reasonably tight home?

你一般觉得到什么程度，就得请人来用风机做全面检测了？

Where's your level of like, hey.

得请人来用风机做全面检测了。

We need to get the blower door out here to do the full test?

在你被一堆节能改造人员围住之前，我完全理解他们的想法，但我比谁都讨厌那些经验法则。

So before you get pounded with a bunch of weatherization guys, and I understand exactly where they're coming from, I'm gonna hate rules of thumb more than anybody.

不过要回答你刚才的问题，我们已经成功测试了上百户家庭，只要压差超过两帕，我们就认为进入危险区间了。

But to answer that question and what we've been very successful at, hundreds of homes, is if we're over two inches of pass or two Pascals, we're in a danger zone.

一般来说，如果我面对的是一个气密性不错的住宅，在做负荷计算时可以按平均漏风量来估算，那么开启一个浴室排风扇，压力变化通常会在一到一点五帕之间。

So as a general rule, if I have a relatively tight home that you can call in the load calculation average on leakage, I'm immediately gonna see a one to one and a half Pascal change with a bath fan.

因为我们加州很多房子都裹着特卫强防潮膜。

Because we live in a world in California where we have a lot of Tyvek's wrapped homes.

这类房子只要产生很小的负压，室内外压力就能迅速变化。

And on those type of homes, we can change the pressure very quickly with a very small negative pressure.

所以我们关注的数值范围是两到三帕。

So that number we're looking for is two to three as a range.

但如果我面对的是上世纪七十年代建的三层住宅，而且外墙气密性根本没处理过，那就算把所有风扇全开，也改变不了室内压力。

But what I can guarantee you is if I'm in a nineteen seventy five tri level home and it hasn't been the envelope has not been addressed, I can't turn on enough fans to change the pressure.

这才是真正的危险区域，也正需要靠风机门测试来判断。

And that's where the danger zone is, and that's where we get into the blower door testing.

对。

Yep.

我特别喜欢这一点。

I love that.

我只是觉得，咱们一步一步来会更有帮助。

It's I just wanted to I think it's helpful to step through it.

如果有人不熟悉这个流程，可能会觉得挺反直觉的——你明明在测某个东西，结果仪表上却显示零。

If folks are not familiar with this process, it can be sort of counterintuitive that you're trying to measure for something and you're seeing zero on your tool.

其实读数为零反而最让人担心，这说明问题不小。

That's actually getting nothing means you gotta this is scary.

我们得采取点措施了。

Like, we need to do something.

得再做一轮更深入的测试。

We need to get do another level of of testing.

谢谢你提醒这一点。

So thanks for that.

这个方法对我们来说非常有效。我们曾经真的放弃过一些安装项目，因为明明是三吨的房屋，但不靠风门测试就能看出漏气量其实接近四吨。

It has proved well for us, and we have literally, honestly walked away from installations because it's a three ton house, but the leakage without even doing a blower door tells us it's probably a four.

客户却拿到了五吨的报价，我们要是顺着这条路走下去，只会越走越偏。这时候必须划清界限，守住安全边界。最怕的就是为了弥补漏气而盲目加大设备容量，结果风量还是不够。这种事一旦做了，就等于签了终身卖身契。

And the customer has been given five ton quotes, and we're just going down a road that we don't wanna go, and that's where you gotta draw the line and stay within the safety in the guardrails because you that's the last thing you wanna do is oversize equipment to compensate for leakage and not have airflow and having walked down the aisle and married that job for the rest of time.

所以，离开才是更好的选择。

And that's it's better to walk away.

我们会用负压这个方法。

So negative pressure, we'll use that.

在检查房子的时候，我们会关注送风口的位置。

As we go through the home, we're gonna look at the register placement.

扫描房间时，我们要看送风口都装在哪儿。

So as we're scanning and we're looking at rooms, we wanna see where the registers are.

还要观察送风距离，之后会解释为什么这很重要。

We wanna see what the throw is, and we're gonna go through why that is.

走遍房子时，温度会有变化。

Temperature changes as we walk through the home.

我们现在就在萨克拉门托谷地。

Like, now, we're sitting in the Sacramento Valley.

过去十天，因为谷地的雾气，我们根本没见到太阳。

We have not literally seen the sun for valley fog for the last ten days.

目前室外气温是46度，过去十天里一直在这个范围上下波动两度。

Our outside ambient right now is 46 degrees and has been that up or down for two degrees for ten days.

所以今天我上门估价时，根据室外温度，就能很清楚地判断出屋里哪些地方热、哪些地方冷。

So as I walk through a home on an estimate today, I get a very good idea on hot and cold spots with the ambient outdoor temperature where it's at.

这些我都记下来。

I acknowledge those.

门是开着还是关着，卧室里的气压差情况如何，这些都要留意。

Open and closed doors, pressure differential in those rooms with bedrooms.

我们得观察走进房子时看到的实际情况。

We wanna see what the state is that we're given as we walk through the house.

窗户和遮光设施的情况。

A windows and coverings.

有没有百叶窗？

Do we have blinds?

有没有窗帘或其他遮光装置？

Do we have window coverings?

我们这边是西向还是西南向？有18平方英尺的玻璃窗，但没装窗帘，因为外面是花园。

What do we have a west exposure or southwest, and we've got 18 square feet of glass with no blinds because we're looking out into a garden?

房主说，这个窗户朝向的房间从来都凉不下来，我们边走边心里大概明白原因了。

That homeowner has said the room with that window never cools, and we're acknowledging probably why as we're walking.

这时候我们还不提这些事。

At this point, we're not bringing any of this up.

我们只是先留意着。

We're just acknowledging it.

回风管道的位置和尺寸。

A return duct location and sizing.

空气有没有顺畅回流到进风口的路径？

Do we have path of air back to the intake?

进风口在哪儿？

Where is the intake?

进风口有多大？

What size is the intake?

这些细节对合理设计来说都很关键。

Those things are all things that matter with correct design.

所以你得留心观察。

So you you gotta be observant.

我们走路的时候，这些情况都在发生。

These things are all happening as we're walking.

我们同时在做五六件事，但关键是要保持观察。

We're doing five or six different things at once, but we're being observant, and that's the key.

一定要多留意。

Be observant.

关于这个门开或关的问题，你是在系统运行时做的检查。

This open or closed door piece, you're doing this with the system is running.

屋子里的空气正在流动。

You've got airflow going through the house.

你是在判断房间里是负压还是正压。

You're trying to check for, you know, do we have negative pressure or positive pressure in a room?

你开合那间卧室的门时，门是砰地一声关上的吗？

When you open and close that bedroom door, is it like slamming closed?

那对你判断什么有帮助？

And that that's helping you with what?

你到底想通过这个发现什么？

What are you trying to figure out there?

当我们进出房间的时候，我会在心里记一笔，比如吉米的房间夏天总是很热，冬天又特别冷。

So if as we go in and out of the room, yes, I'm making a note in my mind as I'm walking that Jimmy's room is always hot in the summer, cold in the winter.

结果呢，我们走在走廊上时，房主经常跟我们一起，还会问：‘吉米的房间是哪一间？’

And lo and behold, we're walking down the hallway, and the homeowner many times will be with us and says, let me scan Jimmy's room, which one's Jimmy's room.

我一开门，就能感觉到室内的气压变化。

And as I open the door, we can feel the pressure.

我们知道，如果关门时房间内的压差超过三帕斯卡，就必须补充回风路径。

We know that if we have more than about three pascals of pressure in that room with the door closed, we're gonna need path of air back.

所以我们得加装一个泄压风管或者回风管道。

So we're gonna present a relief duct or a ducted return.

在我们这一行，经常会安装回风管来释放压力。

In our world, we do a lot of relief relief ducts to relieve the pressure.

现在加州的新建住宅规范里，这已经是强制要求了。

It's actually a California code now on on new construction.

所以，我们用激光扫描一下房间，问题基本上就一目了然了。

So we pretty much just by scanning the room with the LiDAR, we already have solved the problem.

我们知道该怎么解决，但还是会向客户展示房间里的实际压力情况。

We know what the solution is, but we'll show the customer the pressure in the room.

走路的时候，我们手里拿着压差仪，旁边还带着烟雾发生器，随时能现场演示问题所在。

As we walk, we have a d g eight, and we have a retro tech smoker that we always within arm's distance that we can explain what's going on.

夏天如果热空气排不出去，冷空气就进不来，冬天反过来也一样，房间肯定会不舒服。

If you can't push the hot air out to make room for the cold air in the summer and vice versa in the winter, you're going to have a uncomfortable room.

所以我们得把压力问题解决掉，如果客户自己提到了，那就更要把解决方案和他们的困扰直接联系起来。

So we wanna be able to relieve those pressures, and if it's a problem that they brought up, you gotta be able to tie that into how you're gonna solve.

太好了。

Awesome.

风管系统。

Duct work.

所以我们知道损失了多少BTU，也清楚获得了多少BTU。

So we know the BTU lost, and we we know the BTU gain.

这就需要一套风管系统来输送这些空气。

We've gotta have the duct system to deliver it.

气流，简单说就是我们能输送多少空气？

So airflow, basically, how much can we move?

风管有没有漏气？我们输送的空气有没有漏掉？

Duct leakage, are we leaking what we're moving?

我们有没有漏掉经过处理的空气？

To are we leaking the conditioned air?

有没有把外面脏空气吸进来？

Are we drawing bad air in?

所以，很明显，送风管和回风管都会漏气。

So, obviously, supply duct leakage and return duct leakage.

送风口的实际送风量。

Air delivery at the diffuser.

我们到底把多少空气送进了房间？

What are we actually delivering into the room?

管道保温，R值，主要是在非调节空间里才更关键。

Duct insulation, the r factor, that's more gonna be when it's in unconditioned space.

我们这地方这类情况很多。

We have a lot of that in our area.

全国很多地方的阁楼都是非调节空间。

Attics in a lot of places in the country are attics, unconditioned space.

这四点就是管道系统的关键，我们一个个来分析。

Those are the big four on ductwork, and we break those down.

气流，整个系统的。

Airflow, total system.

我们可以对整个系统做一系列检测。

So we can do a whole array of tests on the system.

最简单也最便宜的方法是测静压。

The easiest and the least expensive is gonna be static pressure.

用微压计就能做。

You can do that with a micromanometer.

用不太贵的静压探头，就能把静压换算成风机性能曲线。

You can do that with relatively inexpensive static pressure probes and convert the static pressure to the blower performance chart.

这个方法误差空间比较大。

There's more room for error on that.

静压本身没问题，但步骤多，步骤越多，实际风量CFM的误差就越大。

Nothing wrong with static pressure, but there are more steps and more steps equals more room for error on actually CFM flow.

我们以前都用Testo 400，现在改用风量罩了。

We all carried test o four twenties, so we use flow hoods.

基本上，我们会测量回风口的总风量。

And, basically, we're gonna do a total flow in at the return grill.

我们这儿天花板回风口很多，所以能直接盖住风口，按一下按钮，就能读出回风口的总风量。

We're we're blessed with a lot of ceiling returns, so we were able to cover the hole and mash the button and get a total flow CFM in at the grill.

我们做这个的时候门都是关着的。

We do that with doors closed.

这样做还能展示，当门打开时，进入设备的风量实际上会增加，从而说明回风管道的重要性。

And when we do that, we can also show how the CFM into the equipment actually increases when we open doors, and that show the importance of relief ducts.

如果我们主要面对的是向上送风的地下室或设备间市场，这类设备我们会用很多。

Digital two flow grid, if we were in a predominantly up flow basement or equipment room market, etcetera, we would have many of these.

但因为我们已经用掉了和客户相处的有限时间，再跑上阁楼，用真实探头网格配合微压计来绘制气流分布，实在太费时间。

But because we're pushing the time that we have with the customer with what we do already, the act of going up into the attic and using the true probe grid plotting the air flows with the micromanometer.

这太耗时了。

It's just too time consuming.

这产品确实不错。

It is a great product.

我很喜欢。

I love it.

但对我们来说，数字式风量罩和420测试更实用。

But the digital flow hood, the four twenty test works better for us.

这就是整个系统的气流情况。

So that is airflow total system.

我们用风量罩来测量。

We do it with flow hoods.

既然要做，那就得认真做，选一个合适的方法。

If you're gonna do it, you should do it, and pick a way to do it.

关于气流，大家有什么看法？

So any input on airflow.

我想说一句，你刚才展示的这些内容，其实是把原本看不见的东西变得清清楚楚了。

I just have to make the comment now that all of these things you're going through, you're making the invisible visible for the homeowner.

不只是家里的技术细节——压力看不见，气流看不见，热量怎么流失或增加也看不见——你把这些都活灵活现地呈现给了业主。在你上门之前，他们对你可能还不太了解，但通过这个过程，他们一下子就能明白，你和别的公司完全不同，你是真正的专家，这一点变得再明显不过了。

Not only is it the technical aspects of their home, like you can't see pressure, can't see airflow, you can't see how heat is lost or gained in a home, You're bringing this to life for the homeowner, and you're making before you've shown up at their house, they don't know you very well, but you doing this process, it's making it abundantly clear how you are so different relative to your competitors that you are experts, and it's making that incredibly clear and obvious to the homeowner as well.

我很喜欢这一点：你把这么难懂的东西，变得实用、易懂，同时还能推动更好的设计，一举多得。

So I just I love that aspect of taking something that's so hard to understand, and you're making it practical, accessible, and it's leading to great design all at the same time.

而且，等你离开后，客户打电话回来说：‘我们听懂了，也认同你说的。’

It also lends to once you leave that house and the customer calls you back and says, we like what you said, and we get it.

我们都明白。

We all get it.

我们喜欢你刚才说的。

We like what you said.

你真的懂行，而且总能猜到接下来要讲什么。

You really seem to know what you're talking about, And but you always know what's coming.

但是。

The but.

但你说的是一千美元，或者我只是随便举个例子。

And the but is your a thousand dollars or I'm just throwing out numbers here.

你报的是两千美元，这很容易就能回应，比如问一句：其他承包商有没有给你负荷计算的数据？风量测了多少？

Your $2,000, and it's very easy, very easy to respond with with a resonating response, to respond with, did you have the load calculation numbers from the other contractors, and what was the airflow measurement?

我想知道他们是怎么算的。

I'm curious on what they came up with.

他们根本没做。

They didn't do it.

然后你就听到一片寂静。

And you there's dead silence.

总是这样，一片寂静。

There's always dead silence.

是的。

Yeah.

正如我所说，你更细致，归根结底，如果你希望事情做得妥当、结果可预期，我们就是你要找的人，这正是我们这么做的原因。

Like I said, you're more thorough and it really comes down to if you want it done correctly and you want a predictable outcome, we're your people, and that's why we do it.

所以你之后在销售沟通中也可以用这一点来争取优势。

So you can use that leverage later in the converse the sales process as well.

说实话，确实有些人对这些根本不关心，这也没问题。

And quite honestly, there are people that don't care about any of this, and that's perfectly okay as well.

如果他们不在乎这些细节及其带来的价值，那也无可厚非。

If they don't care about doing these items and what they bring to the table, that's okay.

但他们可能也不是理想的客户，因为他们只想换掉旧的，根本不在乎十年后会不会出问题。

But they're also might not be a customer that is in your best interest because they're just wanting to replace it, and they don't they're okay with it blowing up in ten years.

这也没关系。

And that's okay.

但你得把标准定好。

But you gotta set the rail.

必须严格遵守这些规范。

You gotta stay in the guardrails.

你不能说我们没提醒过你关于气流之类的问题。

And you can't say we didn't told tell you about the airflow and those kind of things.

没错。

So Yeah.

这以后可以作为依据来引用。

So it's something to leverage back on.

你怎么衡量都行。

It doesn't matter how you measure it.

房间区域存在气流问题。

Problems in room area rooms with problems with airflow.

所以我们用的是四组十七型设备，配合100毫米的风管。

So we carry four seventeens, so we use veins, a 100 millimeter veins.

用这个App来测量房间内的气流，非常简单。

Very simple to measure airflow in a room with that with the app.

如果你要诊断房间的问题，就必须清楚进入房间的气流量。

You gotta know the airflow into the room if you're gonna diagnose a room.

我们不知道有多少次关上门后，情况就变了。

I can't tell you how many times we'll close the door.

在风管上装一个100毫米的测口，让业主待在房间里一起看。

A 100 millimeter vein on the duct, have the homeowner in the room with us.

你会看到气流是80立方英尺每分钟。

You'll see 80 CFM.

门一打开，数值就升到120立方英尺每分钟。

Open the door, it goes to a 120 CFM.

门一关上，数值又回到80立方英尺每分钟。

Close the door, it goes back to 80 CFM.

单凭这一点，就能让他们明白，关上门空气就少了。

That alone shows them that closing the door, you get less air.

所以我们要么把门留条缝，要么给他们装个回风管。

And that's why we have to either crack the door or give them a relief duct.

因此我们用的是100毫米的风管。

So we use 100 millimeter veins.

我们也可以用风量罩。

We can use the flow hood.

不过风量罩在这类情况下有点不太合适，因为四百二十型号更适合大风量、整个系统的总容量。

The flow hood is a little problematic on that because it's more the four twenty is better for larger airflow volume, total system capacity.

通常在风量超过一千二百到一千四百立方英尺每分钟，风口比较大的情况下，它才最管用。

So usually above twelve, fourteen hundred CFM, bigger grills returns is where it shines.

当风量比较小的时候，它的精度不如风管测量准确。

It's less accurate than the vein when you get down to the smaller readings.

当然，你也不会用风管去测回风口。

And, of course, you wouldn't use the vein on a return grill.

所以如果你想做到百分之百精准，成为最顶尖的，就得了解你手里的工具。那种带动力的风量罩价格非常贵，但测量结果最准确。

So you gotta know your tool of choice if you wanna be a 100% accurate and be the best of everything, have a powered flow hood that is they're very, very costly, but it's gonna be the most accurate.

四百一十七型对我们来说表现不错，完全够用。

The four seventeens, they proved good for us, and they do the trick.

关于那些气流有问题的房间，大家有什么看法吗？

So any comments on the airflow on problem areas rooms?

非常好。

It's great.

能再给大家提醒一下，风速计和带动力的风量罩之间有什么区别吗？

Can you just remind remind folks on the vane anemometer versus the powered flow head?

这些常用工具大概是什么价格水平？

What are we talking about in terms of cost for these typical tools?

我知道现在市面上有很多不同品牌的设备。

I know there's a bunch of different manufacturers now.

是的。

Yeah.

特斯拉刚推出了四十七型，我们上次买的不到五百块，四块五左右，和他们的App配合得非常好。

Tesla just came out with the four seventeen, and the last one we bought under $500, about $4.50 works nice with their app.

带动力的风罩，价格要超过二十五万三千美元。

Powered flow hood, you're gonna be north of $253,000 bucks.

如果我每天都要在商业环境中做风量平衡，一直平衡隔间里的送风和回风的话。

And if I was doing air balance every day in the commercial application and we were balancing cubicles supply to return forever.

在我看来，带动力的风罩才是正确的选择。

Powered flow hood is the way to go in my opinion.

但成本差距太大了，我可以用它测二十个风口，还是会选择四十七型。

But the difference in cost I mean, I can run 20 leads, and I'm gonna use the four seventeen.

这二十个风口，我可能每个只用五次左右。

On those 20 leads, I'm gonna use it five times maybe.

这就像是阴阳互补。

So it's the yin with the yang.

但我可以肯定地说，就四十七型的功能而言，它的可靠性非常好，性价比很高。

But I can tell you as far as reliability, the four seventeen, for what it does, it has been very good for the price.

我还要提醒一下，别用四二〇和四一七这两种设备混着测三四个送风管。

I will also share, do not measure three or four supply ducts with the four twenty using the hood, and then do some with the four seventeen.

如果你要测送风，就用同一个设备来测。

If you're gonna measure supply, measure supply with one device.

这样数据才更一致。

You'll get more continuity.

你明白我的意思吧？

You understand what I'm saying?

别把不同测试工具混在一起用。

Don't mix and match the testing sources.

没错。

Absolutely.

没错。

Absolutely.

这很重要，因为每种设备的误差范围都不一样。

That's a big deal because each of these tools have a different sort of band of error.

如果你混用不同误差范围的工具，结果就会乱七八糟。

And if you are mixing different tools that have different error bands, you get all kinds of wacky things.

我们用这种管风速仪，不是非要精确到每分钟0.15立方英尺的差别。

So we're not trying with a vein anemometer like this, we're not trying to get, like, absolutely to one five CFM differences.

我们只需要一个合理的范围就行。

We're trying to get, like, a reasonable range.

我们想看到的是，开关门的时候能明显看出数值变化。

We're trying to have that opening and closing that door and seeing a big difference.

但这类诊断工具，不需要那么高的精确度。

But we don't for these kind of diagnostic tools, we don't need that incredible level of accuracy.

没错。

Yeah.

这个风速仪真的很棒。

The anemometer is fantastic.

我还想说一件事，True Tech Tools 可能不乐意我这么说，但那个四二十上的微压计，拆下来就能当DG八用。

And the other thing I'll share is is that True Tech Tools is not gonna appreciate me saying this, but that that power head, so the micromanometer on the four twenty, it pops right off, and you can use it as a DG eight.

所以当你把它拆下来时，它上面有三个接口：一个供气口、一个负压口和一个正压口，直接连到排风罩的风压系统上。

So when you pop it off, there's a supply there's a negative and a positive port that's actually connecting to the grid on the hood.

这个设备本来就是设计成可以拆卸的。

That device is made to pop off.

如果你把屏幕设置成帕斯卡单位，就能测量房间内的压力差。

And if you have your screen set to Pascals, you can measure room pressure.

我的意思是，你实际上等于拥有了两件工具。

So you had two tools in one is what I'm telling you.

我们确实这么做过。

We did that.

以前经常这么用。

Used to do that all the time.

所以你没必要非得专门买一台DG8。

So you don't have to necessarily buy a d g eight.

你只要买一台420，就等于同时拥有了一个排风罩流量计和一个高精度微压计。

You can buy a four twenty, and you got a flow hood and a very good micromanometer all in one tool.

我们可不能告诉比尔·斯波恩你

We won't tell Bill Spohn you

说过这话。

said that.

你可别告诉比尔是我这么说的。

Don't tell Bill that I said that.

那我们继续往下说吧。

We'll keep moving on here then.

对。

Right.

简单来说，我们要测量一下气流。

So basically, we're gonna measure the airflow.

得确认门是关着的，空气回流到进风口的路径，这些我们都讨论过。

We gotta know doors closed, path of air back to the intake, all the stuff that we we talked about.

看风管的时候，得把送风和回风分开来看。

And when we look at the ductwork, you gotta break it into supply and return.

所以我们得清楚进风量和出风量分别是多少。

So we need to know the air in, and we need to know the air out.

造成风量不足的主要原因，通常是过滤面积太小、风管配件太憋闷、蒸发器盘管阻力太大，还有送风管道这些因素。

But the big contributors or contributors to lack of airflow is going to be too small a filter area, restrictive duct fittings, evaporator coils that are very restrictive, and supply ducts and things like that.

重点要放在气流路径上，抓住那些真正关键的问题。

So try to make what's in the path of air and focus on the ones that matter.

再聊聊风管系统。

So more on ductwork.

NCI 在这方面的培训做得特别好。

NCI has really good training on this.

我最早接触这套东西时，是跟着罗布·福尔克学的。

The first training I had with all of this was gonna be I was trained by Rob Falk.

他当时是加州湾区的一名现场培训师。

He was a field trainer in in the Bay Area in in California.

我们得了解平均辐射温度，搞清楚它对热泵运行的影响，这个MRT非常关键。

So we gotta know our mean radiant temperatures, and we need to know how that all affects the operation, of a heat pump, and that MRT is a big deal.

好的。

Alright.

等我们搞定风管，接下来就是设备选型了。

So when we get in to get past ductwork, we're getting the equipment selection.

真正的关键就在这里。

This is where the magic's gonna happen.

我们要回头看看之前的舒适度调查，比如哪些房间太热、太冷，温度波动大，用户提到的那些问题。

So we're gonna rely back to our comfort survey and rooms too warm, too cold, temperature swings, the things that they had said were issues.

有了这些信息，我们才能开始计算显热和潜热负荷。

So that's when we can start plugging in the load calculation, the sensible, and the latent.

如果这些数据不清楚，那我们在选设备的时候就没法做对。

If we don't know these numbers, then we don't have the right in our world, we don't have the right to pick equipment.

这些数据你必须搞清楚。

So you gotta know those numbers.

风管系统要能实现数据所承诺的性能提升。

The ductwork's gonna deliver the extended performance that the data states.

所以关键在于‘扩展性能’，而我们行业的问题就在于不清楚所销售设备的扩展性能到底是什么。

So the keyword there is extended performance, and that's where our industry is gonna fall short on not knowing what the extended performance is of the equipment we're selling.

我们目前基本上是靠瞎子摸象的方式，只看额定制冷量，这会让真正关注扩展性能的人抓狂。

We're basically going off of basically the three blind mice approach, which is nominal tonnage, which drives people that actually use extended performance batty.

扩展性能能告诉我们，系统在不同温度下实际表现如何。

Extended performance is gonna give us what the system does at what temperature.

如果我们连这个都不清楚，那就纯粹是在猜了。

And if we don't know that, we're just guessing.

这只是一个基础的扩展性能示例。

So this is just a basic extended performance.

这是一台20 SEER的博世设备，这些图表必须和负荷计算结合起来使用。

This is a 20 SEER Bosch, and these charts need to be utilized to plug in with the load calculation.

所以，通过这张图，我们可以明确设计温度。

So, basically, on this chart, we're gonna know our design temperatures.

我们也能清楚自己希望达到的室内温度。

We're gonna know our indoor temperature that we want.

我们会清楚室外的设计温度。

We're gonna know the outdoor design temperature.

我们会知道设备的风量以及它的额定性能。

We're going to know the airflow across the equipment and what the equipment's rated at.

如果我们不清楚这些数据，就无法知道设备实际能提供多少能力。

And if we don't know those items, then we don't know what the equipment is actually gonna deliver.

这正是热泵，尤其是变频热泵容易出大问题的地方。

And that's where things are going to be a train wreck with heat pumps, especially variable volume heat pumps.

接下来你来补充一下吧。

And I'll let you jump in here.

你对这个应该有不少看法。

You probably have some comments about this.

这一点非常重要。

This is so important.

顺便提醒大家，这些性能扩展表格，不能只看工程提交资料就完事，还得深入挖掘。

And just to remind folks, like, these extended performance tables, you're not like, you need to dig deeper than just the engineering submittal.

你得去查你那台设备的设计手册。

You gotta go into the actual design manual for your piece of equipment.

可能得在制造商网站的密码登录页面后面才能找到，但你必须深入挖掘这些细节才能拿到这些信息。

It might be behind, a password sign in page on your manufacturer's website, but you gotta dig into these details to get this information.

就像保罗你说的，如果你不去深入了解设备在实际工况下的真实表现，尤其是结合你的负荷计算结果来看，那你简直就是瞎猜。

Because like like you said, Paul, you're just you are flying blind if you're actually not digging into what's how the equipment really performs, given the conditions that given your load calculation.

另外还要明白，我们处在干燥气候区，我得强调这一点。

And understand too, we're in a dry climate, and I'll I'll I'll say it.

我们的显热部分超过了98%。

Our sensible heat is well over nine eight.

所以我们就好比在撒哈拉沙漠一样。

So we're we are the Sahara Desert.

其实我们不在撒哈拉沙漠，但我们的设计标准基本上是不处理潜热。

We're not the Sahara Desert, but our design criteria is basically no latent.

对于那些处于高潜热环境、有大量除湿需求，且大部分制冷量都用于去除湿度的朋友来说，使用变频设备时，如果没有正确的扩展性能数据，根本没法做出正确的设计。

For folks that are in are in the latent world and have a lot of moisture humidity needs and a lot of the capacities going toward moisture removal, with inverters, there's no way you can design correctly without having the correct extended performance.

所以你得清楚设备的扩展性能数据。

So you gotta know your extended performance.

我给你个实用建议：如果你在推销三吨的X品牌机组，就把这些资料提前打印好或存成PDF，放在一起，随时能调出来，别每次都要在网站上翻来翻去。

A hint that I can share with you, hack, is if you're selling a three ton company x, brand x unit, have these already printed or PDFed in a file so that you can readily access them and not have to hunt through hills and valleys of data on a website that now you have an access to.

我们老是重复做同样的事，纯粹浪费时间。

We do the same thing over and over again, and it just costs time.

提前准备好，一次性搞定。

Have them all pre canned and predone.

比如博世，他们有两吨、三吨、四吨的机型，但我们从不卖五吨的。

And, I mean, for Bosch, they have a two ton, a three ton, a four ton, and we never sell a five ton.

但就这款机型，我们早就备好了所有资料。

But on this particular model, we have them already.

这张图是我iPad上截的，显示的是售价超过20.36美元的20 SEER三吨变频机组配空气处理机的性能数据。

This was taken off of one of my iPad screenshot that we have for above $20.36, which is a 20 SEER three ton inverter with their air handler.

这些数据从来不会变。

So the data never changes.

如果数据有更新，记得及时调整。

And when the data changes, update it.

提前准备好这些资料，随时能用，能省下不少时间。

So you can save a whole bunch of time by just doing it by having it presaved and readily available.

一旦我们掌握了设备的性能参数，确认它能精准匹配负荷，风量也足够支持所需制冷/制热能力，

So once we know the extended performance of the equipment and if it does do in fact satisfy the accurate load and that we know that we have the airflow we have the airflow available to deliver the capacity and the load.

这时候，我们才能真正发挥热泵的现代优势。

Then and only then do we get to expand on all of the modern benefits of a heat pump.

全年舒适体验。

So year round comfort.

温度稳定，这点特别重要。

So that's a big deal with even temperatures.

不会突然吹出过热或过冷的风——老式系统经常这样，尤其是燃气炉，通常都比实际需要大一半以上。

We're not gonna blast hot or cold, which is common with older systems that are grossly oversized, especially gas furnaces that are normally 50% or more bigger than what they need to be.

运行更安静。

Quieter operation.

我们可以利用变频压缩机和配套的风扇，实现静音持续运行。

We the ability to use that variable speed compressor and the fans that come with them to have whisper quiet constant operation.

设备运行时，我们甚至不用调高电视音量。

And we have equipment operating where we don't have to turn the TV up.

夏天再也不用担心室外机一启动就轰隆作响，吓到客人。

We don't have a patio mounted unit that we can't have a party in the summer because the the compressor slams on and people jump.

这种问题在老式设备上太常见了。

It's a common thing that we live with with older technology.

正确选型和设计的设备更环保。

The offering with correctly sized and designed equipment is eco friendly.

我们是在转移热量，而不是制造热量。

We're moving heat instead of creating it.

热泵利用室外免费的热量，通过现代变频技术把热量搬进屋里，而不是像老式燃气炉或锅炉那样，靠燃烧化石燃料制热——而且那些设备通常都大得离谱。

So a heat pump is gonna use the heat that's free outside to move into the house with the technology that modern inverter gives to us versus trying to make that heat with a fossil fuel device that is a gas furnace or a boiler, etcetera, that is commonly grossly oversized.

室内空气更清新。

We get cleaner air.

现代变频器会以更低的转速持续运行更长时间。

Modern inverters are gonna run longer at lower speeds.

空气会更慢、更久地通过滤网，这样我们才能更好地发挥过滤作用——延长运行时间，捕捉更多微粒。

We're gonna move air through the filter longer and slower so that we can do what we do with filtration, and that's extend the run time so that we can catch more particles.

正确操作能带来很多好处，但在我看来，如果我们不先做好这些基础工作，就没资格去谈现代设备的这些优势，因为不做这些，最终的效果根本没法保证。

So there's a lot of things that come from doing things correctly, but we don't really have the right, in my view, to be talking about these type of benefits with modern equipment unless we do these other things first because not doing those other things is gonna jeopardize getting these things out the other end.

这些后果，业主只能默默承受。

And that's what the homeowner has to live with.

我们自己也得面对同样的问题。

And that's what we have to live with as well.

所以，这些事一定要做到位，非常重要。

So very, very important that we we do those things.

最后，电费还能更低。

And then finally, lower utility bills.

我们总在说这个，但真正卖点却从不靠节能来打动客户。

We talk about this, but we don't sell off of efficiency.

效率这个词听起来挺抽象的。

Efficiency is a word.

对业主来说，效率就是电费能少一点。

And to homeowners, efficiency means lower bill.

效率还应该包含更多含义，得让人明白，效率其实也意味着舒适。

And efficiency needs to mean more things and needs to be explained that efficiency is comfort.

如果你家住着舒服，那说明你的设备运行得很高效。

And if you have a comfortable house, you have an efficient unit.

但没有舒适，就谈不上真正的效率，这点很重要。

But efficiency can't come without comfort, and that's important to know.

只要我们能保证每个房间的温度都均匀稳定，那这房子基本就非常高效了。

So if we deliver comfort, we have a real common agreement on room to room temperature, chances are you're gonna have a very, very efficient house.

但前提是这些基础工作都做到了，不然你根本不会去买一台能省钱的热泵。

But only then, you're not gonna buy a heat pump that's gonna save you money unless these other things are done.

所以我们得确保安装团队能顺利把事情做好。

So we wanna make sure we set up the installation crew for success.

告诉他们你希望风机设置成什么档位。

Tell them what you want your blower settings at.

确保他们清楚管路的长度以及需要注入多少制冷剂。

Make sure that they know the length of line and how much to weigh the charge into.

用简单明了的方式说明你对风管所做的改动。

Provide the duct modifications that you're in simple forms on what you're doing.

配置好控制系统。

Profile the controls.

在设备交到安装人员手上之前，先在办公室把温控器调校好。

Have a way to profile these thermostats in the office before they even get into installation personnel's hands.

影响因素实在太多了。

There's so many different variables.

不能靠运气。

You can't rely.

这并不是说现场人员有问题，但你必须在办公室提前调校好控制系统，才能保证结果稳定可预测。

It's not nothing against the guys in the field, but you gotta have a predictable result by profiling the the control in the office.

把风机的档位告诉他们。

Give them the blower settings.

确保他们知道你对设备不同档位对应的接线端子怎么选。

Make sure that they know what taps you want for the different settings on the equipment.

一张图胜过千言万语。

Pictures are worth a thousand words.

一定要给他们发图片。

Make sure you give them pictures.

安装人员一看图就明白。

Installers understand pictures.

这是我们用的调试工具。

Here's our profiler.

就是一个4乘4的电气箱，里面装个24伏的变压器。

It's just a four by four electrical box with a 24 volt transformer.

我们的安装主管正在为一个项目调试ecobee温控器。

Our install foreman's profiling an ecobee here for one of our installs.

再放回箱子里。

Gets put back in the box.

直接卡在墙上就行。

They snap it on the wall.

搞定。

It's done.

他们会对设备进行调试。

They commission it.

我们这边就结束了。

We're done.

都是些安装上的小事。

Just more installation stuff.

用蓝色的真空泵。

Use the blue vac.

确保把设备里的所有湿气和杂物都排干净，不能有泄漏。

Make sure that you get all of the moisture and all of the stuff out of the equipment and that you have no leaks.

所有的气流都需要进行核实。

All of the airflow needs to be verified.

一定要确认清楚。

Make sure you verify it.

得根据实际注入量来核实制冷剂的充注量。

Make sure you verify the refrigerant charge by how much did they put in.

这些都来自规范的现场管理。

All of these things come from good field management.

调试，就得拿出证据来。

Commissioning, prove it.

如果需要更多依据，就用ACCA的VEO证书来证明。

If you need more information, prove it with a VEO certificate from ACCA.

所有这些加起来，就是为了证明你确实做到了承诺的事。

All of those things add up to proving you did what you say you're gonna do.

所以最后，整个过程都有标准流程和规范。

So in closing, there's processes and procedures.

确保你按照这些流程去做。

Make sure that you follow them.

主动去请教那些比你更专业的人，学习那些行之有效的方法，并加以落实。

Make sure that you reach out to people that are better at it than you are, and you learn on the methods that work and implement them.

这样你整个团队以及客户都会因此受益。

And you'll all everybody in your organization and your customer will all be better for it.

大家觉得怎么样？

How's that?

太快了吗？

Too fast?

没有。

No.

讲得很好。我是说，我们本来可以再跟你聊上半小时的，保罗。

That was well, I mean, we could have spent another thirty minutes with you, Paul.

我知道。

I know.

就像说

Like,

这太棒了。

that was awesome.

感谢你在热泵峰会上分享这些内容。

Thank you for giving this at the heat pump summit.

谢谢你愿意再来参加并再次分享。

Thank you for agreeing to come on and do it again.

这是一次非常出色的培训，你应该多做几次。

This is an exceptional training, and you should give this a lot more.

这真的非常有价值。

That is so valuable.

确实太出色了，保罗。

It really is incredible, Paul.

是的。

Yeah.