By Bob Baker

This month we continue our discussions with leaders in the HVAC industry in order to gain a perspective on where we might be headed over the next several years. This month we hear from Dennis DiNardo. Dennis is the president of Metro-Air in Largo, Florida. Largo may sound like a backwater tourist town in the middle of nowhere to some. Yet it actually is one of several incorporated cities in the middle of the sprawling Tampa/St. Petersburg/Clearwater, Florida metropolitan area.

Dennis DiNardo and Metro-Air in many ways is a textbook example of the medium sized contractor who is the heart of our industry. His customer base is a mixture of residential and light commercial and the business has the normal mix of successes and challenges. Dennis has been in business for over 26 years and has long been a respected member in RACCA (the highly acclaimed Florida West Coast contractor association). Metro-Air's emphasis on IAQ is unequivocal. While many contractors are just now beginning to understand all the issues surrounding the non-thermal-comfort aspects of the indoor environment, Metro-Air already has incorporated an "IAQ mentality" throughout its entire organization. The following are Dennis' opinions:

IAQ: What is the place of IAQ in your business today?

Dennis: IAQ is extremely important. In many ways it defines who we are as Metro-Air. I feel that the indoor environment is a really big issue for our customers. Over the past several years, we have noticed that over half of our new installations included upgraded filtration. The services we provide are what customers are demanding. IAQ is definitely something customers want.

IAQ: Has that changed in the past 5 years?

Dennis: Dramatically! Five years ago when we started noticing that we were getting a lot of calls pertaining to indoor air quality problems, we decided to take the time to go and to see what we could do to help. At first, we were pretty confused and did more reading and studying than anything else. As we learned about new products and techniques that could improve indoor air quality, we began to have success. At the same time, our reputation started to grow. To this day, we continue to receive calls daily because word has gotten around that Metro-Air knows how to solve indoor air quality problems.

IAQ: You have stated that most of the other contractors you talk to are not yet "into IAQ". Why not?

Dennis: There are several reasons. Mostly, they are "tone deaf". They do not hear what their customers are asking for or do not know how to deliver it. Customers are asking for better indoor environments and many contractors do not understand or realize what they are asking for. We have picked up quite a bit of new business simply because we responded immediately when a customer asked about IAQ issues. When a customer brings up an IAQ concern to one of our technicians, they get an informed response. Regardless of whether it is a system change, a different maintenance schedule, or something more complex, we have answers or at least enough knowledge to help the customer. At first, this was not easy. It required new attitudes and new knowledge. Learning new things is never comfortable but our customers were asking for a healthier and better environment.

Many contractors are simply more comfortable on the equipment side. They read about allergies and health effects in relation to indoor air and are reluctant to put themselves forward as experts on these subjects. The new skills that are needed can be a real challenge at the beginning. A contractor can still make a decent living just concentrating on equipment sales and repair even though that company will lose the customers who want more. But lets face it, the economy is still pretty good. Many do not feel a need to change yet.

IAQ: Consolidation has been a gigantic issue during the 90's. Do you see that continuing?

Dennis: Yes and No. The pace has really slowed down over the past 6 to 8 months. The calls and letters from potential consolidators have almost stopped and it is just not the topic of conversation among contractors that it used to be. At the same time, everyone is watching Lennox as they acquire their dealers. Some say that eventually all the independents will belong to an OEM or consolidator. I question that.

There will always be a place for the independent contractor. That is what many customers prefer. People still want personal service. They do not want to become a number in the computer records of some mega-company. There used to be the fear that the efficiency of the consolidated operations would drive prices down and customers would refuse to pay for the personal service of an independent contractor. The initial financial performance of the consolidators has not been that impressive. There is less likelihood that they will cut prices to the point that it drives remaining independent contractors out of business.

IAQ: What do you see as some of the big issues/developments over the next few years?

Dennis: That is a tough one. There is going to be a lot of change and a lot of it will be related to IAQ. I would include the following and there are probably a lot more:

• Independents will have to learn new skills (especially IAQ) to survive. Plenty of people are beginning to offer the needed training. Supply houses (and manufacturers) are having more and more training sessions on new products and techniques related to IAQ. Many outside programs emphasize the opportunities associated with the total environment.
• Standards (and code) changes will be increasingly driven by IAQ. The emphasis on duct sealing was largely driven by the utilities for both energy and IAQ reasons. Better maintenance and therefore air quality is driving the move of air handlers out of attics and into mechanical rooms. Manufacturers are finally providing drain pans that drain.
• Providing outside air as part of the design has long been standard in commercial systems. Outside air will become part of home system design also.
• Legal liability will become more important. Already there are some lawsuits claiming that improper system design or repair has led to mold growth that caused health problems. This trend will continue to grow.
• Home systems will become more complex and feature rich. Zoning, variable speed drives, energy recovery and other "high tech" features will become commonplace.
• Customers and contractors will realize that the things that promote good indoor air quality such as upgraded filtration and routine cleaning and mold control also improve energy efficiency and prolong the life of the equipment. HVAC system hygiene will become as normal and routine to homeowners as scrubbing the kitchen floor.

Mr. Baker's field of expertise is the control of contamination in air-conditioning and ventilating systems by mold, mildew and bacteria. He writes and speaks frequently about the efficacy, legal risks, and regulatory issues involved in various control strategies. He serves on ASHRAE Technical Committee TC 2.3, TC 2.4, TC 9.8, and Sampling of Airborne Particulate Concentration in Commercial and Residential Buildings GPC 17P. He also serves as a member of ASTM D22.06 (Indoor Air Quality) and is on the Board of Directors of the Indoor Air Quality Association and the Florida Public Health Foundation. Because HVAC applications encompass new uses from an U.S. EPA regulatory standpoint, Mr. Baker works closely with the EPA and industry groups, including serving as the chair of the IAQ committee of the Consumer Specialty Products Association, to help formulate policy in this area.

Bob Baker is Chairman and CEO of BBJ Environmental Solutions, Inc., a company specializing in providing clean air through environmentally responsible products, such as BBJ MicroBiocide , BBJ Micro Coil Clean , "FreshDuct Odor Eliminator ", and BBJ Mold and Mildew Remover™ as well as the revolutionary new Power Coil Clean™. For additional information, Mr. Baker can be reached at (800) 889-2251 or through the company web site at http://www.bbjenviro.com.