Application Note

4 Fluke Corporation Growing your business through indoor air quality particulate profiling
Fluke Corporation
PO Box 9090, Everett, WA USA 98206
Fluke Europe B.V.
PO Box 1186, 5602 BD
Eindhoven, The Netherlands
For more information call:
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ax (3
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ax [phone]
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eb ac
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©2005 Fluke Corporation. All rights reserved.
Printed in U.S.A. 6/2005 2457379 A-US-N Rev A
Fluke. Keeping your world
up and running
.
Next, start offering IAQ inspec-
tions and particle counts as part
of your standard “seasonal start-
up” maintenance check. Charge
for a building or home evaluation
in which a particle counter is
used, similar to the way that
automotive service shops charge
for using a computer hookup dur-
ing the diagnostic process.
Make sure your customers
understand that IAQ analysis and
particulate profiling is an above-
average service that requires
specialized training and tools.
Just by offering the service, you
take your organization to a higher
level of professionalism and
customer service. Your recom-
mendations now come with
supporting data, assuring the
customer that you’re making the
right suggestions on equipment
selection, installation, and repair.
Step 4: Offering IAQ services
The easiest way to integrate
indoor air quality and particulate
testing into your business is to
start with customers who are
already sensitive to air quality.
The first time you describe IAQ
to a customer, come prepared to
describe how poor air quality
could affect that customer’s facil-
ity, either from employee health
issues and product contamination
to the maintenance costs and
energy expenditure related to
ineffic
ient HVAC and aging filters.
Customers with HEPA filters
installed will especially appreci-
ate your knowledge of ASHRAE
52.2. That standard spells out the
testing requirements that manu-
facturers follow, to verify filter
performance before sale. As an
HVAC technician with a particle
counter, you can use the standard
as a guideline for testing installed
filters, so that customers know
how efficiently their filters are
removing particles and whether
they’re due for replacement.
Particulate profiling is now rec-
ommended in the latest NADCA
ACR 2005 standard for air duct
cleanliness, too.
It’s one thing to mention the
importance of ASHRAE guidelines
to a customer when selling a
necessary duct renovation or
other repairs, but it
’s another
thing altogether to back that
explanation up with particulate
measurements and an air quality
evaluation
.
Also consider offering IAQ inspections in the
off season, adding a second annual visit to
your accounts during months when you’re
not as booked.