Breakout Sessions

Extra-long Sessions for More Interactive Learning

1. Coaching Your Entire Team

What is High-Performance Contracting and Why Are We Doing It?

Workshop Leader:
David Richardson, NCI

David Richardson

David Richardson

Learn how to coach your entire team on your mission and vision as it relates to becoming a different kind of company – one who uses data from performance testing to deliver the best possible products and services to your customers. This coaching should be your first step to get your entire team on the same page.


This Session Will Cover:
  • What is performance and how does it impact our customer?
  • How do we measure performance?
  • What do we do with the data we collect?
  • Why delivering high-performing systems is important to our company.

2. Coaching Your Managers

How We Will Implement High Performance Into Our Business

Workshop Leader:
Dave DeRose,
Masterworks Mechanical

Dave DeRose

Dave DeRose

Once you’ve got everyone on your team introduced and “on board”, it’s time to get a little further into the details of implementing the high-performance approach company-wide. This coaching session is designed to help you coach your management team on some of the subtle, and not-so-subtle changes you will be making to integrate higher performance into your organization.


This Session Will Cover:
  • How we plan to integrate the performance-based approach into our company
  • What we will do differently in the office and shop
  • What our managers will do differently: Service, Sales, and Installation.
  • Why we need to “Always Be Coaching”

3. Coaching Your Technical Team

How We Will Integrate Performance Into Service and Install

Workshop Leader:
Casey Contreras, NCI

Casey Contreras

Casey Contreras

Now it’s time to drill down with both your Service and Installation teams on how you plan to integrate High Performance in their daily work in the field. This workshop covers how you will communicate the training, tools and support you plan to give them to help them make the transition.

High Performance starts with testing on service and maintenance calls, talking to customers about findings, and recommending next steps. Once a project is sold, your installation team also needs to understand what is expected of them, and what they will be doing differently.


This Session Will Cover:
  • What our service and maintenance techs will do to identify opportunities
  • How will we educate customers about their HVAC systems
  • What we will do differently on our installations, including testing out
  • What will change with our refrigerant-side testing

4. Coaching Your Sales Team

How We Will Market and Sell High Performance

Workshop Leader:
David Holt, NCI

David Holt

David Holt

As your technical team gets on the same page, it’s important to work with both your inside and outside sales team on the specifics of adding air upgrades and renovations to their equipment replacement proposals as well selling standalone renovations. It’s also important that they understand when they should be able to price the work themselves, and when to bring in higher technical expertise.


This Session Will Cover:
  • How we plan to sell it – High-Performance Sales versus High-Pressure Sales
  • How we plan to market performance and identify opportunities for system upgrades and renovations.
  • How we will price Air Upgrades and more comprehensive renovations
  • How we plan to communicate and hand-off jobs to installation

5. High-Performance Town 2020: Virtual Testing & Diagnostic Labs

NCI’s High-Performance Town returns to Summit! In these breakout sessions, there are three labs where you will experience advanced tests and calculations to diagnose and offer highly profitable system upgrades, just as your teams do in the field.  You will receive new detailed NCI procedures and quick reports to integrate into your leadership team’s coaching following Summit.

The virtual labs will increase your ability to lead and coach your company as you experience the success of field testing and diagnostics.

  • Estimate and measure a single room’s airflow, with your customer’s participation, in less than 3 minutes during a sales call
  • Use NCI’s free AirMaxx Lite™ app to test and diagnose system static pressure and engage customers when selling, servicing, or installing HVAC systems
  • Measure, calculate, and repair duct temperature losses through attics and help customers see the immediate impact on their comfort and utility bills


Performance Town Sessions:

Breakout 4:

Part 1: Estimate and measure a single room’s airflow
Presented by Rob Falke

Discover our easy way to estimate and measure room airflow in less than 10 minutes using a new NCI single page report and procedure.

Part 2: Duct temperature loss diagnostics and customer education
Presented by Jeff Sturgeon

Learn how to measure, calculate, and repair duct temperature losses and help customers see the immediate impact on their comfort and utility bills.

Breakout 5:

Part 1: Where NOT to measure system temperatures 
Presented by Casey Contreras

Demonstration of incorrect temperature test locations throughout an HVAC system and how to avoid inaccurate duct, equipment, flue, and grille temperature readings.

Part 2: Package unit static pressure diagnostics using AirMaxx™ app 
Presented by Justin Bright

Use NCI’s AirMaxx™ app to test and diagnose system static pressure and engage customers when selling, servicing, or installing HVAC systems in less than 10 minutes.

Breakout 6:

Part 1: COVID-19 Ventilation Solutions – Measure economizer airflow and air changes per hour
Presented by Scott Fielder and Jeff Sturgeon

Learn the principles driving current outside air standards and required room air changes and how to accurately measure airflow through an economizer.

Part 2: Condensing furnace – advanced diagnostics and solutions
Presented by David Richardson

Explore how to quickly test and determine the cause of rising CO in condensing furnaces. You’ll learn appropriate repairs for each problem