#61 设备不是系统：大卫·理查森谈高性能暖通空调

这就是为什么我说我们行业里存在认知上的差距。

And this is why I say there is a gap of understanding in our industry.

我们一直被灌输，把设备叫做系统。

We have been brainwashed to call the equipment the system.

但其实不是这么回事。

And it's not.

设备只是系统的一个组成部分。

The equipment is a component of the system.

系统是每个承包商把设备安装组合起来后实际打造出来的成果。

The system is what each contractor custom manufactures when they put that piece of equipment together.

如果施工质量差，出来的就是个差劲的系统。

And, the system you do poor workmanship, get a poor system.

那就是个低效的系统。

You get a low performance system.

如果做工精细，出来的就是个高效的系统。

You do great work, you get a high performance system.

这些设备箱看起来都一样。

The boxes are all the same.

关键在于你怎么用它。

It's a matter of what you do with it.

那88%的差距就出在这里——有人特别注重细节。

And, that's where that 88% comes in because you have someone who's paying attention to the details.

他们懂得如何正确设计。

They know how to design properly.

也知道怎么把设计落实到位。

They know how to carry that out.

还懂得怎么把它卖出去。

They know how to sell it.

最后，他们还会测试验证，确保工作真的做完了。

Then, they know how to test out and verify that the work was actually completed.

这88%是个平均数。

Now, that 88% is an average.

有时候这个数字可能会稍微低一点。

Sometimes that number could go a little bit less.

有时候也可能再高一点点。

Sometimes it can go up even a little bit higher.

影响这个的主要因素是风管的位置。

The main factor that contributes to that is duct location.

你要关注那些能带来最大效益的热损失和热 gain，比如风管漏气之类的。

So you're looking at thermal gains and losses that pay the biggest dividends, duct leakage, those sorts of things.

但风管的位置差异特别大。

But duct location is a big difference.

只要风管在温控区域内，漏不漏气其实没区别。

And it doesn't matter with the leakage aspect if it's inside the conditioned space or outside.

如果空气没法送到最远的房间，那些热量就没法送达。

If the air is not making it to the farthest room, those are BTUs that are not being delivered.

所以，我们这个行业得转变一下思维：在温控区域内的风管漏气，根本不是问题。

So that's another shift in our mentality our industry needs to have, because duct leakage in the conditioned space doesn't make a difference.

因为那些衡量性能的人知道，这确实有影响。

Because those who measure performance know it does.

是的。

Yeah.

这问题挺复杂的，总有个误解，觉得管道在地下室里。

It's such a tricky there's this myth out there that, oh, the ducts are in the basement.

那是在房子里面。

It's inside the house.

所以我们不用太担心泄漏的问题。

We don't really have to worry too much about leakage.

根本没必要在管道系统上用密封胶。

We don't need to bother with any mastic on the duct system.

没错，机组送出的热量或BTU确实还在房子里，但它们根本没送到人们真正活动、居住的那些房间。

Man, sure, the heat or the BTUs that are being delivered by the unit, the box, they're staying in the home, but they are definitely not getting delivered to the places in the home where people are actually living and hanging out Exactly.

而且人们还希望住得舒服。

And wanting to be comfortable.

而且抛开这些，还有其他的室内空气质量问题，特别是如果你没有处理好 duct 管道，尤其是在地下室或爬行空间里的时候。

And that put that that sets aside all the other indoor air quality issues, other things that happen if you're not stealing the ductwork, especially in a basement or crawl space.

我觉得我们开始涉及到一些技术细节了。

I feel like we started getting into some of the technical details.

我有点想深入聊聊这个，我现在就想往这方面说。

I kinda think this is I wanna go there now.

你提到过一个缩写词，叫 PATH。

You have this acronym you refer to, PATH.

你能给我们详细讲讲吗？

Can you walk us through that?

然后我其实想借这个机会。

And then I'm actually hoping to use that as an opportunity.

我想回到你一开始讲的那个故事。

I wanna come back to the story you started at the beginning of our conversation.

我想知道你家里当时灰尘是怎么回事，因为那背后也有不少值得借鉴的经验。

I wanna know what was going on with the dust in your house, because there's some very cool lessons behind that as well.

我给你个提示。

And I'll give you a hint.

它跟我们所说的管道系统的建筑侧相连。

It was tied to another side of the duct system that we call the building side of the duct system.

我坚信这个概念，我记得我最早是在2013年或2014年写过的。

And I firmly believe that this concept, I think I first wrote about it 2013 or 2014.

它让很多人把暖通空调和房屋性能联系在了一起。

It was the connecting piece that tied HVAC to home performance for a whole lot of people.

因为很多人会问，为什么我们要关心这些保温和密封的问题？

Because a lot guys are like, why should we care about this insulation and air sealant stuff?

因为这其实是管道系统的延伸。

Because it's an extension of the duct system.

所以这一点把整个事情串起来了。

So that piece kinda brought it together.

不过我们还是回到PATH这个缩写上。

But back to the PATH acronym.

高性能暖通空调并不容易。

High performance HVAC is not easy.

这里面涉及太多原理，如果你不一个一个慢慢掌握，就会卡住，干脆什么都不做。

There are so many moving principles about it that unless you start to master one at a time, you'll freeze up and you'll do nothing.

当时我们很幸运，因为NCI那时主要教的只有两个原理：一是压力，主要是静压；二是设备端的风量。

We were very fortunate at the time that we came in because the only two principles that were really being taught by NCI at that time were pressures, mainly static pressures, and then airflow at the equipment.

然后是风机风量，再就是系统风量，也就是从出风口吹出来、回到回风口的那部分气流。

And then, which is of course fan airflow, then system airflow, which is what's coming out of the registers and going back to the return grills.

那时候我们完全不懂BTU的概念。

We didn't know anything about BTUs at this point.

我们只会做些温度检测之类的，但还没把它们和BTU联系起来。

We would do a couple of temperature diagnostics and stuff, but we didn't tie it to BTUs at that point.

直到2004年、2005年左右，这个概念才出现。

That didn't come until, I think, about 2004, 2005.

我们开始琢磨，为什么这么多人一上来就觉得这么难？

And what we started figuring out is, why is it so hard for so many people who come on to do this?

实施率反而下降了。

The implementation rate goes down.

我们慢慢明白，是因为人们被太多任务压得喘不过气。

And what we started figuring out, people are being drowned by having so many things to do.

我常举的一个例子是驯兽师。

And one of the examples I like using is that of a lion tamer.

如果你回看老式的马戏团，比如林林兄弟与巴纳姆贝利，里面都有驯兽师。

If you go back to any of the old school circuses like Ringling Brothers and Barnum and Bailey, there was a lion tamer.

他通常会拿着一张四条腿的凳子，挡在狮子面前。

And he held a stool, typically with four legs, in front of a lion's face.

然后他甩一下鞭子。

And he would crack the whip.

狮子当然会咆哮，但就是不动。

And, of course, the lion would roar, but it wouldn't move.

小时候觉得特别神奇，长大后也一样着迷。

And as a kid, you're fascinated with that, even as an adult.

你就会想，这狮子为啥不跳下去，一巴掌拍死那人，直接吃了他？

And you're like, why doesn't that lion jump down, smack that guy and eat him?

到底是什么阻止了狮子这么做？

What is preventing that lion from doing that?

这么大一只动物啊。

Big, massive animal.

因为它得同时盯着那张凳子的四条腿。

It's because it's trying to look at all four legs of that stool at the same time.

一旦这么盯着，它就僵住了。

And when it does, it freezes.

啥决定也做不了，只能坐在那儿吼叫。

It makes no decision and it just sits there and roars.

我们有时候管这叫‘分析瘫痪’。

Sometimes we call this paralysis by analysis.

高性能暖通空调系统遇到的情况，就是这样的。

And, that's what happens with high performance HVAC.

所有相关的原理和要点，人们都想一次性全做完，或者乱了顺序来做。

All the principles, all the things that tie into it, people try to do them all at once, or they'll do them out of sequence.

然后他们就说：这玩意儿真坑。

And, they're like, this stuff sucks.

根本不管用。

It doesn't work.

问题不在这些方法本身。

And, it's not a matter of the tactics.

而在于它们是怎么被实施的。

It's a matter of how they're being applied.

失败在于用来执行这些方法的流程和体系。

The failure is in the process and the systems that's being used to apply it.

所以，我们搞了个叫PATH的缩写，用来描述你正在走的这条路。

So, PATH was an acronym that we came up with that actually describes the journey that you're going along.

有意思的是，每个字母其实都代表一个特定的意思。

But, oddly enough, each of the letters stands for something.

实施高性能 HVAC 的流程应该被落实。

As process for high performance HVAC should be implemented.

首先是压力。

The first of that is pressure.

如果不从压力入手，那就缺少了 HVAC 系统最基础的测量环节。

If you don't start with pressure, it's the foundational measurement of any HVAC system.

我们要从压力这一方面入手来看。

Looking at the pressure side of it.

我说的是风侧压力，也就是静压下降的情况。

I'm talking airside pressure, so static pressure drops.

并且要理解它们是如何运作的。

And understanding how they work.

我很惊讶，居然有这么多人谈论静压，却对它在暖通空调系统中实际如何运作缺乏基本的理解。

I am amazed at how many people talk about static pressure, but have no fundamental understanding of how it actually works in an HVAC system.

我见过有人把组件上的压力搞反了，说设备处的压力比远处更低。

I've seen pressures get switched on components, saying the pressure is lower at the equipment versus farther away.

在我看来，这反映出人们对基本原理的理解存在严重缺失。

And that to me is a failure in understanding the fundamentals.

但压力是你最该先掌握的核心部分。

But the pressure is where you want to master first.

先把这一点搞明白。

Understand that.

我们经常用医疗领域的类比来说明这个问题。

And we tie this to medical analogies all the time.

与其说自己是空调工程师，不如把自己当成热力治疗师。

We start saying instead of being an HVAC contractor, be a thermal therapist.

现在人们最需要的就是这种理念。

That's what people need right now.

他们需要的是热力治疗。

They need thermal therapy.

这正是通往那个目标的关键路径。

And that kind of is the way you get to there.

当普通医生检查生命体征时，他们会测血压、体重、体温和脉搏。

When you look at vital signs that a standard medical practitioner does, they take blood pressure, they take weight, temperature, pulse.

这些核心原则同样适用于高性能的暖通空调系统。

Those same core principles apply to high performance HVAC.

P代表压力，也就是静压。

P being the pressure, static pressures.

A代表风量。

A being airflow.

这些参数可以在几个不同位置进行测量。

And you can measure these in a couple different places.

压力通常在设备上测量，直到系统延伸到建筑内部为止。

Pressures are always going to be at the equipment until you expand into the building.

我们后面会讲到。

We'll get there.

风量一般也是在设备上测量的。

Airflow is typically taken at the equipment.

但同时，也可以在系统层面进行测量。

But then also, it can be taken at the system level.

而且测量方法有三种不同的方式。

And there's three different ways that you can measure that.

其实就是把这套原理掌握透彻，然后应用到你们公司里去。

But what it is, it's a way to take these principles, master them, and apply them into your companies.

公司越小，越容易落地实施。

So many guys the smaller the company, the easier it is to apply.

公司越大，就越难扭转方向。

The larger the company, the harder it is to turn that ship.

我过去经常举一个例子，但记不清是从哪儿听来的了。

And example I've used many times over the years, I don't remember where I heard it.

我们平时听到很多说法，却常常忘了出处。

Most of the time we hear stuff from people and we forget to attribute where we learned it from.

我真不记得这说法是从哪儿学来的了。

I don't remember where I learned this.

但想要实施这种长期的、大规模的项目，就像在高速公路上行驶的十八轮大卡车同时换八个轮胎一样困难。

But trying to implement any type of long term scaled project like this is like trying to change the eight tires on 18 wheelers that's moving down the interstate.

你得让机器继续运转下去。

You have to keep the machine rolling.

你不能把生意停下来。

You can't shut the business down.

所以大家往往想一次性把所有事情都做完。

So what happens is everybody tries to do everything at once.

结果整个事情就彻底停摆了。

Everything comes to a grinding halt.

人们开始感到沮丧。

People get frustrated.

连账都付不起了。

You're not paying your bills.

PATH 的作用就是让人能一点一点、循序渐进地把这些方法应用到自己的业务中。

What the PATH does is it allows people to slowly and incrementally apply these things to their business.

所以，先看压力，再看气流。

So, pressure's first, then airflow.

然后是温度。

The t's temperature.

你要从设备本身和整个系统两个层面来看温度情况。

You start looking at temperatures at the equipment, temperatures from the system.

我说的系统，指的是送风口和回风口这些地方，以及室内实际的环境状况。

So, when I'm saying system, I'm talking register and grill levels, what's happening in the conditioned space.

你还可以从整个建筑工地的角度来观察。

And then, you can also look at it on a building site.

这正是最理想的方式，因为PATH这个缩写不只是适用于暖通空调系统。

This is the perfect blend because the PATH acronym doesn't just work for HVAC.

它同样适用于建筑工地的管理。

It also works for the building site as well.

背后的原理是完全相通的。

The same principles apply.

这只不过是应用场景不同而已。

It's just a different application.

最后，H代表热量或BTU。

And then finally, the h is heat or BTUs.

这才是任何设计中真正关键的地方。

And that is where the rubber meets the road on any design.

如果你有风量和压力，但没有温差，系统肯定表现不佳。

If you've got pressure and airflow, but you have no temperature, you'll have a poorly performing system.

这就是为什么大多数暖通公司夏天总接到维修电话。

That is why most HVAC companies get service calls during the summertime.

他们有风量，但就是没有温度变化。

They've got airflow, but they don't have any temperature change.

所以，当这三者结合起来，BTU才是我们行业应该聚焦的核心指标。

So all three of these when tied together, BTUs, that is the metric that our industry should be driving itself on.

因为这才是决定舒适度的关键。

Because that's what's going to determine comfort.

哪些东西被加进来，哪些被拿走，还有建筑工地上有哪些变化。

What's being added and removed, and then also what's being added and removed from the building site.

所以这里一直存在着一种协同作用。

So there's a constant synergy that's going on there.

这个缩写词帮助人们把这些原则逐步落实到公司运营中。

But that acronym is how guys are taking those principles and able to slowly implement them into their company.

这是一段旅程。

It's a journey.

不是一场竞赛。

It's not a race.

很多人想一口气做完所有事，结果就跟那只狮子一样碰了壁。

And so many times, when guys try to do it all at once, they run into the same thing that the lion did.

他们盯着四条腿看，不知从哪下手。

They're staring at all four legs.

因为不知道该做什么，干脆就什么也不做。

They don't know what to do, so they do nothing.

那除了这个，为什么大家总是想跳过压力呢？你明明说这是最基础的东西。

And beyond is there a reason why folks often want to skip past pressure, which you're describing as the most basic thing?

他们为什么总想直接跳到别的地方去？

Why do they wanna jump to something else?

为什么有时候他们急着往前冲？

Why do they wanna go ahead sometimes?

这其实是个普遍的人性原则，就像空气总是走阻力最小的路径一样。

It's a human nature principle that also applies to airflow, the path of least resistance.

而且很多时候，是因为有太多声音在争夺他们的注意力。

And a lot of that is too, is some of the voices that are vying for their attention.

总有各种声音，对每个问题都给出不同的解决方案。

There's very strong voices that have a different solution for every single problem.

这些方案往往听起来更炫、更吸引人，而不是静下心来学怎么测量静压。

And a lot of times, those are more glamorous and shiny than getting down into the nuts and bolts of learning how to measure static pressure.

是的。

Yeah.

但很多时候，关键在于解决方案在哪里。

But a lot of times, it depends on where the solution is.

这一点是测量，但必须放在上下文中来看。

And with this, it's a measurement, but it has to be kept in context.

这正是静压的一个潜在风险。

And that's one of the dangers with static pressure.

我刚开始测量和谈论这个的时候，根本没人做这些事。

When I started measuring it and started talking about it, nobody did this stuff.

现在我很感激，几乎每个人都在讨论它了。

Now, I'm so thankful that it's on the lips of almost everyone.

你只要看看任何社交媒体，听一听各种讨论，就能发现静压无处不在。

If you look on any social media channel, you listen to a lot of discussion, static pressure is talked about everywhere.

但问题在于，它的原始含义被完全扭曲了，变成了万能解药。

The danger in that though is that its original context is totally warped and it becomes this silver bullet.

结果它被拿来用在了根本不是它原本意思的地方。

And, it is taken and turned into things that it doesn't mean.

只要你把静压单独拿出来，不和风量结合起来，那就完全脱离了它的本意。

As soon as you take static pressure and you don't combine airflow with it, you've immediately taken it out of context.

你知道，静压高可不是好事。

You know, high static pressure is a bad thing.

也可能不是。

Maybe.

要是只是风机转速调了一下呢？

What if it's a simple blower speed adjustment?

那它就只是个表象。

Then it's just a symptom.

所以这些测量数据，都得放在具体情境里看。

So these things all these measurements have to be kept in context.

所以我才说，得从最基础的地方入手，可我们总想跳过这一步。

That's why I see you have to take them and really start with what's basic, but we like to try to skip ahead.

我们总想走捷径，这么说吧。

We try to short circuit things, if you will.

静压特别有意思，我觉得。

Static pressure in particular, I think is such an interesting one.

你开头讲的那个故事，说做风管测压，我刚学怎么测静压的时候，简直惊呆了。

Your other story at the beginning, you were talking about doing a duct traverse, and I feel like when you first learn about something like taking static pressure measurements, you're like, oh my gosh.

我能测出数据了。

I can measure something.

对。

Yeah.

但你没意识到，测的时候得动脑子，要是测在湍流正中间，那位置根本不对。

But you don't realize you gotta be thoughtful about how you're taking that measurement because if you're taking that measurement right in the middle of turbulent flow, you're not in the proper locations on the duct system.

你以为自己在测数据，其实测的是个错误值。

You're like, oh, I'm measuring something, but it's actually it's a improper measurement.

等你终于知道怎么正确摆放仪器，拿到准数据了，还得弄明白这数据到底意味着什么。

And then there's that last piece of, okay, you figured out how to correctly place your test equipment so you can get a proper reading, then you need the context of what does this mean?

是的。

Yeah.

零点七英寸水柱，这算好还是不好？

Is point seven inches of water column, is that a good thing?

结合整个系统的状况和房主的说法，这算不算有问题？

Is that a bad thing in the context of everything else that's going on with the system or what the homeowner is saying?

确实，这里面有很多细节要注意。

And, yeah, there's a lot of little pieces there.

如果你不知道自己不知道什么，很容易被带偏方向。

If you don't know what you don't know, you can get confused, thrown in the wrong direction.

对。

Yeah.

这里面的挑战真不少。

There's a lot of challenges there.

我们一直用一句话来形容这种情况。

There's a saying that we've been using for a while.

能测出来不代表就应该去测。

It's just because you can measure something, it doesn't mean that you should.

没错。

Right.

在学习测量的过程中，一个常见的风险就是大家都太兴奋了。

And that is one of the dangers that happens with learning to measure is everybody gets excited.

手都开始抖了。

They start shaking.

哇，我居然能测这么多东西。

Oh, I can measure all this stuff.

但任何测量都必须有目的。

But a measurement has to have a purpose.

必须有合理的理由去采集数据，才能针对具体问题做出判断。

It has to have a reason for being taken so that you can gather data and use it for a particular situation.

这需要判断力。

And, that comes with discernment.

现在数据这么容易获取，我注意到有两个明显的反差。

So, there's two contrasts that I'm seeing with a lot of this now that the data is so readily and easily available.

而这一面，就是数据多到让人窒息。

And, that's the one side you've got data drowning.

另一面呢，则是能分辨数据的价值。

And, the other side you have data discernment.

任何有过被按在水下、被人强行淹水经历的人，都明白那种快要溺水时的恐慌。

Anyone who has been trapped underwater or had somebody dunk them under, they know the panic that sets in when there's the fear of drowning.

你会拼命挣扎。

You start flailing.

只想逃开身边的一切。

You're trying to get away from whatever you can.

水从四面八方压下来，沉重得让人喘不过气。

And, you've got so much just weight coming down on you as far as water.

我们在数据上干的，其实就是同样的事，只是自己都没意识到。

We're doing the same thing with data, and we don't even know it.

然后我们还纳闷，为什么做了这么多事，却没什么效果。

And we wonder why I'm doing all this great stuff.

为什么没人买账呢？

Why does nobody buy it?

因为他们根本听不懂你在说什么。

It's because they don't understand a word that's coming out of your mouth.

你用一堆数据把他们淹没了，他们只想逃开。

You're drowning them with data, and they're trying to get away.

他们手忙脚乱，不知所措。

They're flailing.

于是他们只能逃向唯一能听懂的东西——钱。

So, they will get away and they'll go to the one life preserver that they understand and that's dollars.

他们只看得懂价格。

They understand price.

你可能在外面做得特别出色。

So, you may be going out and doing a fantastic job.

但因为你没法说清楚自己在做什么，还一股脑儿把信息倒给他们，结果把他们淹没了，他们只想躲着你。

But, because you can't communicate what you're doing and you're puking all this information on people, you're drowning them and are trying to get away from you.

这时候就需要对数据做出判断了。

This is where data discernment comes in.

关键是要知道，在什么情况下该用哪一部分信息，来解决客户的实际问题。

It's knowing when to use a particular piece of information in a particular way to solve that customer's problems.

毕竟，最终签单付钱的还是他们。

Because in the end, they're the ones that sign the paycheck.

既然说到这个，大卫，你提到‘压力’这个词，大家用得特别多，也常常误用。

Now, since we're talking about it, and David, said pressure is one where you hear it used and abused quite a bit.

我知道你们培训压力这个话题能讲很久，但如果要简化成一句话，压力到底是什么？

If someone was I know you guys have very long trainings just on pressure, but if you were gonna boil it down, what is pressure?

什么时候该关注压力，什么时候又不该关注？

When do you want to look at it, and what is it not?

这样大家才能开始实践你教的这种判断力。

So folks can start exercising that discernment you're coaching them on.

我们先从它不是什么说起。

Let's start with what it's not first.

它不是气流。

What it's not is airflow.

很多人一开始都会以为静压就是气流。

That is the first thing that people think is static pressure is airflow.

其实不是。

It is not.

它是空气流动所产生的结果。

It is a result of air movement.

那它到底是什么？我觉得最好用血压的例子来说明。

Now, what it is, I think it's best if you can tie this to the blood pressure example.

它指的是暖通空调系统里的风机需要克服的阻力。

It is the pressure that the blower in an HVAC system has to operate against.

也就是风机在推动和抽吸空气时所面对的阻力。

It's what it's trying to push and pull air against.

压力越大，风机就越费力才能推动空气。

The higher the pressure, the greater the fan has to work to move air.

再回到血压的例子，血压越高，心脏就得用更大的力来泵血。

And to tie that back to the blood pressure example, the higher your blood pressure is, the harder your heart has to work to pump blood.

当你开始把这些容易理解的类比联系起来时，我觉得这才是真正能让人明白的关键。

So when you start making these relatable tie ins, that I think is where it really starts to come in.

就是要让这些概念变得简单、贴近生活。

Is making it easy to understand and relatable.

因为我们常常就像在真空中一样，孤立地谈论这些测量值。

Because one of the things we do is we tend to talk about these measurements, as we've said, in a vacuum.

所以人们根本没法理解它们的背景和意义。

So you don't have any context around them.

在我看来，这就是理解压力最简单的方式。

And to me, that's one of the easiest ways for looking at pressure.

它其实就是风机要推动空气所遇到的阻力。

Is it's what the blower is trying to move air against.

阻力越大，风机就越费力。

The higher it is, the harder it's going be for that blower to move.

再进一步，可以应用到诊断现场。

And then breaking it down even onto a diagnostic site.

这时候你才能真正利用这些数据，找出气流受阻的地方。

That's where you can actually start to take that and actually identify restrictions.

压力越大，气流遇到的阻力就越大。

The greater the pressures, the greater the resistance to airflow.

这是排查风管系统或部件中阻塞问题的关键方法之一。

And it's one of the key strategies in tracking down restrictions in a duct system or restrictive components.

我认识的很多技术人员都会拆下滤网一看，说：‘挺干净的。’

Many technicians I know have pulled out a filter and gone, it's clean.

确实可能看起来干净。

And it may be.

但它的尺寸可能太小，或者使用的滤材本身阻力就太大。

But its sizing may be too small or the media that's being used may be too restrictive.

压力能帮我们判断，在当前风量下，滤网是不是太阻碍气流了。

Pressure helps to give us an indicator of if it's too restrictive at that given airflow.

讲得真清楚。

Well explained.

很高兴你提到了空气过滤器，这往往是解决系统运行不畅的简单办法。

Glad you got the plug in there for the air filter, which is so often a simple fix for a system that's struggling.

对吧？

Right?

这简直就是唾手可得的解决方案。

It's like low hanging fruit.

homeowner 买了一个一英寸的MERV 13滤网，兴奋地装上去，结果现在光是这个滤网就造成了零点六英寸的压降。

You got this one inch MERV 13 filter that the homeowner got excited about and slammed in there, and now you've got point six inches of pressure drop just on the filter.

所以，别忽视这些过滤器。

So, yeah, pay attention to those filters.

测一测压差。

Measure your pressures.

做测量的时候，大家总想着去找那些复杂的问题，但很多时候，根本原因其实就藏在最基础的地方。

It's one of the things with the measurements too is that you tend to wanna go look for all these crazy things, and a lot of times, it's the basic stuff.

关键在于你得懂得到底该看哪里，这才是判断力的体现。

It's just a matter of knowing it's where the discernment comes in.

知道该从哪儿入手，先从设备开始。

It's knowing where to look and where to start, starting with the equipment.

很多人一上来就说，天哪。

A lot of people go, oh, man.

得把整个风管系统全拆了。

I gotta rip the whole duct system out.

不用。

No.

真不用。

You don't.

有时候，只要换个滤网、改进回风管、把换热器接口换掉，再装个压降小一点的换热器，就能解决很多系统的问题。

Sometimes you can just upgrade their filter, the return drop, and change the fittings coming off the coil and put a lower pressure drop coil in, and you can fix a whole lot of systems.

但这靠的是判断力。

But that's a matter of discernment.

知道该在哪儿用什么测量方法，然后据此制定出工作范围。

Knowing where to apply which measurements, and then how to create a scope of work from it.

说得太好了。

That was great.

大卫，感谢你对PATH的总体介绍。

David, thank you for the PATH overview.

NCI最近推出了一些专门针对热泵的培训，我们看到后非常兴奋。

NCI has been rolling out some heat pump specific trainings, which we've been really excited to see.

PATH在热泵系统上是怎么应用的？和传统系统相比，哪些地方会有所不同？

How does PATH get applied to heat pumps, and where do things change a little bit for more traditional systems?

我们这个播客的听众主要是那些正在转向热泵业务的安装公司，很多时候，热泵和传统暖通空调有一些共同点，也有一些不同之处。

As the folks who listen to our podcast, what we try to do is focus on contractors who are building heat pump oriented businesses, and a lot of times there are things that are the same about traditional HVAC, there are things that are different.

所以，当你把PATH和NCI的核心教学内容应用到热泵系统时，哪些地方会变，哪些地方还是一样的？

So as you take this path and the core of the teachings that you give at NCI, how do things change and looks the same for a heat pump system?

其实本质上都是一样的。

It's really gonna be the same.

PATH 的一个亮点就在于，它适用于任何类型的设备。

That's a cool thing about PATH is it applies to any equipment type.

而且它还能帮你避免接手一个糟糕的风管系统。

And if anything, it can really help you keep from inheriting a bad duct system.

这正是我特别喜欢它的一点。

That's one of the things I loved about it.

以前我觉得每家暖通公司都遇到过这种情况：进去换一台设备。

Used to be, I think every HVAC company has had this happen, where they'll go in, change out a piece of equipment.

却不去测试现有的风管系统。

They don't test the existing duct system.

测量也不需要太复杂。

And the measurements don't have to be elaborate.

你很快就能获得大量有用的信息。

You can get a lot of information very quickly.

但只要你把一台新设备装到一个原本就安装糟糕的风管系统上，这个毛病就变成你的了。

But as soon as you go in and you put a brand new piece of equipment on a poorly installed duct system that was previously there, you now own it.

所以对于热泵来说，这一点特别重要。

So, with heat pumps, this is really important.

尤其是当你替换掉燃油设备的时候。

Especially if you're pulling out a fuel fired piece of equipment.

很多时候，热泵不仅要考虑风压和气流问题。

And a lot of times, it's not just the pressure and the airflow aspects that you've got to worry about with a heat pump.

还要关注温度。

It's the temperature.

因为以前的炉子温升可能有60度。

Because that old furnace may have had a 60 degree rise across it.

但现在热泵的温升可能只有原来的一半甚至更少。

Where now that heat pump, the rise across that may be half that or less.

这时候，风管的热量损失和得热就变得很关键了。

So your duct losses and gains really start to come into play now.

所以即使气流和压力都很好，温度怎么样？

So you may have great airflow and pressures, but what about the temperature?

所以这时候你就得用上这个方法，看看实际会发生什么。

So this is where you start to apply that path and you start to see what's gonna happen.

我觉得TEC那边的数字真风量网格，是我最近见过的最棒的性能检测创新之一。

I think folks over at TEC, the digital true flow grid is probably one of the best innovations for performance testing I've seen in a long time.

因为它把原本特别难测的东西变得简单了。

Because it takes something that was one of those measurements.

以前这种测量简直像玄学，得靠猜、靠经验。

It was like a black magic type of measurement.

但他们把它变得特别直观易懂。

You had to really read the bones and all that stuff, and they made it very simple.

在风机入口测风量，大概是全天下最难、最不靠谱的地方了。

Measuring airflow at a fan inlet is probably the most difficult and worst place in the world to do it.

他们现在把这个做得像科学一样精准，还特别简单。

They've got it down to a science and made it super simple.

所以如果你在做热泵改造，这种工具太有用了——它直接内置了以前我们得算半天才能知道的：这个风管到底行不行。

So, I think having that type of a tool, if you're going in and you're looking at retrofitting a heat pump out, they got the tool built right into it that we used to have to do a ton of math to figure out is this duct gonna work?

如果我要改风管尺寸呢？

What if I'm changing duct sizes?

如果我要缩小设备规格呢？

What if I'm going down equipment size?

那需要调整哪些地方？

What needs to change?

这些现在我们都能提前预测了。

And these are things that we can all predict now.

以前其实也能做到，只是没把它做得直观易懂。

We've always been able to, but it's a matter of packaging it where it's easier to look at.

我觉得对于热泵来说，最关键的是看风管的冷热损失。

So I think probably the biggest one for heat pumps is looking at the duct losses and gains.

我们在做设备更换时，最先出问题的就是这个。

I know that's the one that bit us the quickest when we were doing replacement work.

非常好。

Excellent.

好的。

Alright.

这个回答很有帮助，大卫。这让我想起我们最近采访过的一期节目，嘉宾是Jetson公司的首席执行官史蒂芬·莱克。

Very helpful answer, David, and it reminds me of an episode we did recently with Stephen Lake, who's the CEO of a new company called Jetson.

Jetson这家公司挺有意思的。

And Jetson's interesting.

你听说过他们吗？

Are you familiar with those guys?

没听过。

No, I'm not.

他们特别有意思，规模不大，但刚从一群风投手里拿到了六千万美元的投资。

Super interesting, small, but they just raised $60,000,000 from a bunch of venture capitalists.

他们自己设计热泵， overseas找代工厂生产，直接卖给住户，还配有自己的安装团队，整个链条都是自己掌控的。

They're designing their own heat pump, they're contract manufacturing it overseas, they're selling direct to homeowner, they have their own technicians they install, so vertically integrated.

明白了。

Okay.

没有分销商，没有经销商，什么中间人都没有。

There's no distributor, there's no dealer, there's nobody else.

整个流程全由Jetson一手包办。

Just Jetson does the whole thing end to end.

他们已经完成了一千次安装，我们问他关于风管改造的事。

They've done a thousand installs, and what he said, we asked him about duct modifications.

是的。

Yeah.

我们经常听说，装的时候直接用现成的风管系统做热泵。

We hear a lot that you put in and they just do ducted heat pumps.

所以你装热泵的时候，风管还是原来老系统的，他说根据他们的经验，99%的热泵风管问题都出在设备选大了。

And so you put in heat pump system, like the ducts were designed for the old system, and he said in their experience, 99 out of a 100 problems with a heat pump duct system mismatch is the heat pump is oversized.

他们的做法是尽量选小功率的热泵，让它刚好匹配房屋的实际负荷，结果发现，只要尺寸合适，根本不会出现风量或压力不足的问题。

What they do is they aggressively size the heat pump, so it's as close to the actual load of the home, and what they've found is that there ends up not being an airflow or pressure issue because they've sized the system.

我想听听你对这个说法的看法。

I'm curious in your reactions to that, basically.

这句话挺有意思的。

It was an interesting line.

我觉得，要问这个问题，再找不出比 ductwork 大师大卫·理查德森更合适的人了。

I figured no one better to ask than the ductwork master himself, David Richardson.

这个问题，我没法给出非黑即白的答案。

The answer, I don't know if there's a black or white answer about that.

就像我们行业里很多事一样，我觉得关键看情况。

Like so many things in our industry, I think it depends.

如果有实际测量数据，那才是决定真相的关键。

And if there's measurements there, that ultimately is what's going to tell you what's happening.

不过我要提醒一点，在不了解完整测量细节的情况下，光有风压和风量，并不等于你就有足够的制冷制热量。

Now, the one caution that I would have is, and without knowing the full details of the measurements, just because you've got pressure and airflow doesn't mean you've got BTUs.

所以我最想了解的是，他们的风管到底有多少热量损失或获得？

So that would be the one thing I would be very interested in knowing is what are their duct losses and gains?

至于 aggressively 下调设备容量，我们确实经常用这招，而且效果不错。

Now, the aggressively downsizing, we've used that tactic a lot, and it does work.

这其实是个很简单的方法，尤其是当你能降低建筑的负荷，让设备更匹配的时候。

It's actually a very easy way to do it, especially if you can reduce the load on the building and bring that equipment more in line.

有个简单的做法，大家出去都可以试试：如果室外机的尺寸刚好是每吨500平方英尺，那肯定选大了。

Think a simple step that guys can go out and do is if the size of the outdoor unit magically works out to 500 square foot per ton, it's oversized.

别开玩笑了。

Come on.

那时候的情况就是这样。

At that point in time.

我们当年做的时候，结果简直让人震惊。

And it blew us away years ago when we did.

那是一栋结构保温板建造的房子。

It was a structural insulated panel house.

面积有3500平方英尺。

It was 3,500 square feet.

别人都一上来就配五吨的设备。

Everyone else was coming in at five tons.

我们只选了两吨的设备，当时真怕选得太小了。

We came in at two tons, and we were scared to death we were oversized.

我觉得确实有点小。

And I think we were.

他们问：你们怎么比别人小这么多？

And they're like, why are you so much smaller?

因为我们真正了解你们家的情况。

Because we understand your house.

他们说：可你们的规模是别人的两倍啊。

And they're like, but you're twice what everybody else is.

我们知道。

We know.

但这就是验证测量数据的方法。

But that's how you prove the measurements.

对。

Yeah.

正因如此，我们得以采用一种完全不同于改造项目的全新住宅设计方式。

But because of that, we were able to now it was granted a completely different style of a home versus a retrofit.

新型变频热泵的一个优点是，室内温度波动比以前小多了。

One of the nice things that newer equipment does with inverter based heat pumps is the temperature swings are not anywhere near as extreme as they used to be.

随着变频器不断调节输出，它能更精准地匹配实际负荷需求。

And as that inverter ramps up and down, it's a lot easier to match load conditions.

这样一来，可能会减少风管的冷热损失。

So that may actually reduce the duct loss and gains.

正如我所说，这得看具体安装位置。

As I said, it depends on where it's at.

如果是地下室、未调节的阁楼或架空层，对保温的要求可以稍微放宽一些。

So basement, can get away with a little bit if it's an unconditioned space, like crawl space or an attic.

我很想了解一些现有安装案例的相关数据。

I'd be very interested in knowing about existing installations and things along that line.

比如实际送达的制冷制热能力是多少。

What the delivered BTU capacities were.

真的很想知道这一点。

Think, to be very interesting to know.

另一个关键是，他们声称自己在设计设备时，

The other element that at least what they say they're doing is so they design the equipment.

把所有控制系统都一并设计了。

They're designing all the controls.

这些系统能远程监控设备运行，并通过软件实现远程操控。

The controls are they can actually they're remotely monitoring the system, and they have command and control via their software.

他们的系统还能实时采集温度、压力和空气质量数据。

They have real time temperature, pressure, air quality measurements as part of their system.

他们说，一旦出现异常，就能远程调整参数，改变设备的升温设定。

And so they say that in the few times where they've had issues, they can actually turn some knobs and dials and actually adjust what that temperature rises of the equipment remotely.

所以他们是通过设备设置来远程调节的。

So they're changing it through the equipment settings.

对。

Yeah.

所以显然这里有个权衡。

And so obviously there's a trade off.

对吧？

Right?

如果你想要更大的温升，那效率就可能会下降，不管是热泵还是其他方面都会出问题。

If you're gonna get a bigger temperature rise, you're gonna have lose some efficiency if it's a with that heat pump or there's some other issues.

但他们说，这是他们管理这个问题的另一种方式，老实说，我还没听说过其他厂商会提供这么多调整选项。

But supposedly that's the other way that they're managing this in a way that honestly, I haven't really heard of any other manufacturer that exposes No.

你可以这么灵活地操控设备，万一设计有缺陷，还能帮你规避风险。

That many kind of options for you to really play with the equipment and to help protect you if you've got a bad design, basically.

我听到的就是这个意思。

That's what I'm hearing.

如果他们没仔细测量风管系统，又一味地把设备尺寸做得太大，迟早会出问题，而这就是他们应对的办法。

If they aren't carefully measuring the duct system and they're being super aggressive with how they're sizing the equipment, they're gonna have to get in trouble sometimes, and this is their way around it.

我的理解就是这样。

That's what I understand.

他们就是这么做的。

That's how they're doing it.

这挺有意思的。

That's interesting.

我很想多了解一些，他们具体是怎么操作的。

I would love to know more about it and how they're doing it.

因为这事儿真得看具体情况。

Because it is one of those it depends things.

如果他们确实做了所有测量，而且数据都对得上，那我真想知道他们的风管到底装在什么位置。

If they've got all the measurements and they're lining up, then I would love to know, I guess you could say, what location their ducts are in.

这是地区性的做法，还是全国都这样？这太让人好奇了。

And if that's a regional thing or if it's national, that's fascinating.

他提到过，他们一直在测静压。

He did say they're always measuring static pressure.

这一步做得很好。

Great step.

这是他们一直都在做的事。

It's one of the things they always do.

对。

Yeah.

这种做法真的很有趣。

It's a super interesting approach.

我们现在有好多问题想问你，但你刚才说的那番话让我特别感兴趣，因为昨天我刚和一个客户聊过这个。

Now, there's so many more questions we wanna ask you, but you just said something that piqued my interest because I was talking to a customer about it yesterday.

你去一个工地，别人都带了五吨的设备，你却只带了两吨。

You're at a job, everyone else came in at five tons, you came in at two tons.

我刚跟一个人聊过，他说：埃德，我特别喜欢Amply。

I was just talking to someone who's like, Ed, I love Amply.

它其实让我的工作变难了，因为我总是选更小的机型，得不断跟业主解释。

It's actually making my life a little bit harder because I keep coming in lower, and I have to have these conversations with homeowners.

可业主们呢，就想要他们自己觉得该有的那套。

And the homeowners, I just want what I have.

我今天有的这些已经让我很安心了。

What I have today keeps me comfortable.

这招一直都很管用。

It's worked.

已经用了十五年了。

It's been there for fifteen years.

我不要更小的。

I don't want smaller.

你老提‘更小’这事儿，让我有点紧张。

You're making me nervous with this whole smaller thing.

我看到你的数据了。

I see your measurements.

当你手上有数据，结果跟别人不一样，又可能让业主不安的时候，你该怎么引导团队去跟业主谈这件事？

How do you coach people to have that conversation with a homeowner when you're like, I got the data, my answer is different than anyone else's, when it's gonna make some homeowners nervous?

确实如此。

It is.

如果你不检查风管系统，我总是会回到热损失和热 gain 的问题上。

And if you're not looking at the duct system, I keep going back to thermal losses and gains.

如果你不看这些，还强行选小了热泵，它就会表现得像功率不够一样。

If you don't look at those and you are aggressively sizing a heat pump, then it is gonna act like it's undersized.

即使它的尺寸其实是对的，但因为你被风管的得热和失热拖了后腿。

Even though it may be correctly sized because you're a victim of the duct gains and duct losses.

那个57%的数据，很可能回头来给你添麻烦。

And that 57% number could very easily come back to haunt you.

这个说法可不归我。

I can't take credit for this.

我有个朋友，密歇根州Lakeside Services的John Boylan，他用比萨来做比喻。

A friend of mine, John Boylan with Lakeside Services out of Michigan uses an analogy of a pizza.

他用的一个技巧是，会用四个温度探头。

And, a skill that he uses is he will take four probes.

他会测最远的回风口、最远的送风口，还有设备进出口的温度。

He'll go farthest return grill, farthest supply, and then he does entering and exiting temperatures at the equipment.

然后他会把这些数据对比一下。

And, he compares them.

接着他会用我们住宅系统性能课程里教的快速计算方法。

And, he'll do some quick math that we teach in our residential system performance course.

他会说，目前我先把57%四舍五入到60%。

And he'll say, basically, right now, I'll round up the 57 to 60%.

约翰会跟客户说：你现在付的是整张披萨的钱。

And what John will share with the customers, right now, you're paying for a 100% of the pizza.

但实际送到你家的只有六成。

But only 60% of it's getting delivered.

也就是说，十片披萨里，有四片在送达途中就被吃掉了。

So basically, four slices out of 10 are being eaten by the time they get to your house.

这种情况一直在持续发生。

And this is happening nonstop.

所以他关注的是，到底有多少能量真正进了屋子。

So what he focuses on is what's making it into the house.

我认为，任何参与这种对话的人，都必须改变这种思路。

And I think that is where anyone who's having this conversation has got to change it.

他们得从关注设备转向关注整个系统。

They have to move from equipment to system.

最简单的问题就是：我能看看其他承包商做的负荷计算吗？

And of course, the easiest thing to ask is, do you mind if I see the other contractors' load calculations?

一问这个问题，谈话就差不多结束了。

That's gonna cut it short right there.

所以，关键是要主动要求查看这些资料。

So, a combination of asking for the information.

但他们总会说：我们一直用的都是这个。

And they're like, this is what we've always had.

他们得明白，现在的设备跟以前完全不一样了。

They need to understand equipment's not like it it always has been.

你可以用一些简单的类比来说明，比如汽车，技术一直在更新换代。

And you can cover some really simple analogies, whether it's automobiles, that there's constant upgrades.

汽车是个很简单的例子，因为大家都明白汽车在不断升级。

And automobiles are a simple one because everyone understands the upgrades in automobiles.

以前你买的车可能就是个四五十马力的发动机，配上个简单的化油器。

Used to be you could go get a car that had a four fifty four in it, basic carburetor.

你在自家后院就能动手修。

You could work on it in your backyard.

现在的车里有26英里长的电线，全都连着各种APP。

Cars today have got 26 miles of wiring on it, and they're all connected to apps.

暖通空调系统也是一样的道理。

HVAC systems are the same way.

它们现在精密多了，对技术要求也高得多。

They're much more precise, and there's a much higher level of skill.

所以，就像带涡轮增压的六缸发动机比老式的四缸五十四能发挥更大性能一样，我们也能从更小的设备里挖掘出更多潜力。

So we can actually get more out of a smaller unit just like you can get more out of a six cylinder with a turbocharger than you can out of a four fifty four.

我很喜欢这个解释，因为它本质上就是在做科普教育。

I love that answer because it's basically education.

对吧？

Right?

没错。

It is.

而且很容易理解。

And it's relatable.

是的。

Yeah.

要想跟业主沟通，就得把这道理讲清楚。

Figure that out to have the conversation with the homeowner.

让他们能以一种容易懂的方式，看到你看到的问题。

Get them to see what you're seeing in a way that's approachable.

就像披萨，谁会想收到一个被送餐员吃掉四块的披萨呢？

Like the pizza, don't I want a pizza showing up my house that has four slices eaten by the guy delivering it.

那也太糟糕了。

That sounds terrible.

有点脏，对吧？

Kinda dirty, isn't it?

是的。

Yeah.

这回答真不错。

It's a great answer.

对。

Yeah.

很多人觉得越大越好，但其实大多数情况下都不是这样，尤其是暖通空调系统。

And just this challenge that folks think bigger is better, that is definitely not the case when it comes to most things, especially HVAC.

没错。

Yep.

但我觉得，跟客户聊的时候，得把重点从设备本身转移到系统上。

But I think that's the conversation that has to happen with that equipment versus system.

所以，注意力必须从设备上移开。

That's why the focus has got to be taken off of the equipment.

我觉得对于那些把自己定位为热泵安装商的人来说，这最大的风险在于。

And I think for heat pumps, for those that are positioning themselves as heat pump contractors, that's the biggest danger.

现在有些公司正在免费赠送暖气炉和空调。

Is because right now, have companies that are giving away free furnaces, free air conditioners.

接下来可能就是免费送热泵了，到时候你的竞争优势就彻底没了。

And what's coming up next is free heat pump, and your differentiation just died.

对。

Yeah.

我很喜欢你刚才说的那番话。

And I love it what you were talking about.

显然，进行四探针测量需要更多的专业培训。

Obviously, there's a lot more training behind taking this four probe measurement.

你可以向业主展示，这并不是什么玄学，也不是随便编出来的数据。

You can show the homeowner that this isn't some black magic or you're making up the numbers.

完全可以直接说，嘿。

Can literally be like, hey.

这里的空气是从你的设备里吹出来的。

This is where the air is coming out of your unit.

我们要在这儿测量一下温度。

We're gonna measure the what the temperature is here.

我们还要去你卧室的送风口测温，那里是你感觉不舒适的地方。

We're gonna measure at the supply over out in your bedroom where you're having a comfort problem.

看看风管系统起点的温度是多少。

Look at what the temperature is at the beginning of the duct system.

再看看风管末端的温度是多少。

Look what the temperature is at the end of the duct system.

你看。

Look.

如果是夏天，你本来指望送出来的风是55度，结果到了出风口居然升到80度，那业主肯定会吓一跳。

If it's the summertime and you're expecting 55 degree air, hopefully, maybe, is coming out of that supply, and it's actually at 80 degrees by the time it gets out of that grill, then the homeowners, oh my gosh.

我明白。

I understand.

人们一看到风管系统里温度升得这么厉害，就会恍然大悟，天哪。

People can understand temperature rise like that across the duct system, and then they understand, oh my gosh.

那些热量就像我的四块披萨，直接进了阁楼，或者说，是阁楼的热气倒灌进来。

Those are my four slices of pizza that are just going into my attic, essentially, or the attics coming in.

是的。

Yeah.

埃里克，你刚才说的，正是关键所在。

And what you just said, Eric, is the key to it.

我觉得这不完全是教育问题，而是帮人们变成自己家里的侦探，搞清楚为什么某个房间总是不舒服。

I don't know if it's as much educational as they can helping people become detectives in their own homes to help them understand what's going on, Why this room has always been uncomfortable.

就拿我的情况来说。

My situation.

为什么我们家地板上会跑出一堆灰尘大象？

Why had dust elephants running across our floor?

诸如此类的问题。

That kind of thing.

但关键是帮他们找到解决问题的办法。

But helping them find solutions to their problems.

因为如果他们没感受到任何困扰，就根本不会有动力去解决什么。

Because if they don't have any pain points, there's nothing there for them to solve.

但很多人对这些问题已经习以为常，根本注意不到它们的存在了。

But sometimes, so many people have become so accustomed with the problems, they've just gotten used to seeing nose blind to something.

你早就习惯了二楼比一楼热十度，然后就顺手把风扇打开。

You're so used to the 2nd Floor being 10 degrees hotter and turning the fans on.

所以总有些细微的线索值得你去留意和排查。

So that's why there's always little visual clues that you wanna look through.

我们都说自己做的是热泵和高性能系统这一行。

But all of us, we say we're in the heat pump, the high performance business.

但其实我们做的是人的生意。

We're in the people business.

空调和热泵只是我们达成目标的手段。

It's just HVACs and heat pumps are how we get there.

我们不能忽视这一点。

We can't lose sight of that fact.

很多时候，本该很贴心的事，我们却处理得特别冷冰冰。

And so many times, we take the things that should be very personal, and we make them very impersonal.

但如果你能把它和客户联系起来，让他们变成自己家里的侦探。

But if you can take it, tie it to a customer, and let them become a detective in their own home.

我知道，只要把风量罩或热成像仪交到他们手里，这单生意就稳了。

I knew if I got a balancing hood in someone's hands or a thermal image camera, that the job was mine.

我早就知道会这样。

I knew it.

因为这时候，他们已经真正投入进来了。

Because now they were engaged.

更妙的是，当客户参与进来时，这里面其实还有个技巧，得特别小心把握。

And what's incredible is when a customer and there's even a tactic to this that you've got to be very careful with.

因为大多数人一来就说：天哪，这儿那儿全出问题了。

Because what most people do, oh man, everything's messed up.

我们得去把所有这些问题都找出来。

We're gonna go find all this messed up stuff.

你走进人家家里，说：嘿，我来你家了。

And you're like, hey, I'm coming into your house.

我给你报个价。

I'm gonna give you a quote.

你家这情况太糟糕了。

Your house sucks.

这是所有出问题的地方。

Here's everything that's wrong with it.

对方立马说：你走吧。

And they're like, get out.

我们热情是有了，但方法用错了。

So we get excited, but we take the wrong approach.

所以啊。

So Yeah.