2nd Road Show Education Schedule

Monday – September 22, 2014

Management & Technical Sessions:


Includes the relaunch of OESP’s PROSMA (Professional Service Manager’s Academy) with facilitators, Michelle Wilson and Ted Harris of ServicEdge™ and Consumer Focus™.  Get a solid understanding of the full program and walk away with at least one good idea from each of these mini modules.

Click on the seminar and you will be able to read the outlines and see who is the trainer.  There is no need to reserve a spot in a class but if you absolutely want to attend specific ones, let us know.  Contact to reserve your spot.

Presenter, Michelle Wilson and Ted Harris, ServicEdge and Consumer Focus™

  • Defining a call back
  • Key index performances
  • Financial impact of decreasing your call backs
  • Establishment of a call back tracking chart
  • Understanding the true cost of a call back
  • Long term impact

Presenter, Michelle Wilson and Ted Harris, ServicEdge and Consumer Focus™

  • Understanding the most consistent way to grow your Service Department
  • Service Pricing
  • Service Plans – why do customers buy them?
  • Parts listing plan vs. % discount plan
  • How to Structure a Profitable Service Plan with a high Gross Profit
  • Long term effects of a profitable Service Plan

Presenter, Michelle Wilson and Ted Harris, ServicEdge and Consumer Focus™

  • Categorizing your employees
  • Employee buy-in
  • Principals – starts at the top

Presented by Mike Hodge, Regional Service Manager for Griffith Energy

Attendees will learn more about this topics and how you might improve your bottom line:

  • Labor Rates
  • Service Agreements
  • Flat Rate
  • Up-selling and Lead Generation
  • Integrity
  • Yes, Technicians sell every day
  • Time – that is what your customer is paying for – be attentive
  • Identify problems and offer solutions
  • Let the customer decide what is best
  • Ways to increase revenue

Presenter, Bob Groegler, AFC First

This presentation by AFC First will highlight the importance of adding a Monthly Payment Option to your sales toolbox.

  • Financing 101
  • The Twilight Zone
  • Consumer Trends
  • Use Financing to Close the Sale

Technical & Sales Sessions

Presenter, Roger Marran, President of Energy Kinetics

Qualifies for NATE (4 CEU’s) and NORA (2 CEU’s)

There are two basic ways to compare energy use: In home energy costs, and source fuel consumption.  Both have different implications for making the best long term decision for home improvement.  This presentation highlights the following to help understand these comparisons more fully:

  • Full fuel cycle efficiency identifies the extraction, production, processing and transportation of the fuel to its point of use.
  • Implications of greenhouse gases and particulate emissions as they relate to fuel use from production through warmth in the home.
  • Limitations in comparing efficiency ratings and energy costs, including water heaters, ground and air source heat pumps, and Annual Fuel Utilization Efficiency (AFUE) for boilers.
  • Learn how using the Brookhaven National Labs boiler idle loss program uncovers fuel savings opportunities of up to 38% in retrofit applications – up to 8 times more savings than identified with AFUE alone.
  • Adding it all up…cross class comparisons: How much does it cost to heat a home when comparing technologies?  How much source energy is used?
  • Air Sealing helps reduce all operating energy costs.
  • What are frequently the areas of greatest improvement in cold climate homes?

Please note:  this is part of our Home Comfort Specialist Academy

Ductless Heat Pump Sales Workshop, presented by Tom McSorley, Mitsubishi Electric

Qualifies for NATE (2 CEU’s) and NORA (2 CEU’s)

The goal of this seminar is to answer the following questions:

  • Why are ductless heat pumps becoming so popular?
  • Why should your business join the ductless revolution?
  • What are the best uses of ductless heat pumps?
  • What are the common objections of home owner?
  • How do you overcome these objections?
  • Why are ductless heat pumps more efficient than regular heat pumps?
  • Why is installing ductless heat pumps so much more profitable than anything else?
  • What are the risks of not installing ductless heat pumps?
  • How do you generate your own leads?

Presented by Ralph Adams, Service Manager for Parker Fuel & Trainer

Qualifies for NATE (7 CEU’s) and NORA (5 CEU’s)

  • Proper Airflow
    • Why airflow is critical
    • Problems caused by improper airflow
    • Discussion on different types of duct systems
  • Terminology required for duct design IE
    • Pressure Units
    • Pressure Drop
    • Static Pressure
    • How to use blower performance charts
    • How equipment should be selected using manufacturer’s data.
  • What’s needed to design a duct system
    • Different types of load calculations
    • Different types of fittings and how they effect airflow
    • How to calculate total effective length
  • Laying out a duct system step-by-step
    • Start by finding the measured length of the duct system
    • Calculate equivalent length
    • Find the total effective length
    • Using manufacturer’s data go through the blower selection process
  • Calculating pressure drops and friction rate
    • Using the model and the load calculation provided we:
      • Select the equipment
      • Size the branch lines
      • Size the trunk lines
      • Layout the duct system
  • Calculating the material list
    • Different methods of measuring airflow
    • Total External Static Pressure
    • Measuring pressure drop across different devices
  • And yes, we’ll talk about Old Wive’s Tales


Presenter, Dave Yates, President of F. W. Behler, York, PA

Dave began his career in the PHVAC trades in 1972. After serving his apprenticeship and working up to Master Plumber status, Dave struck out on his own in 1979. In 1985, Dave returned to the company where he had served his apprentice years and purchased F.W. Behler, Inc., a third-generation PHVAC firm that is celebrating 114 years of service in 2014. Dave’s company has won numerous awards for its work.  A published author in numerous trade publications.  In addition to teaching, lecturing and presentations throughout the country, Dave has served as an adjunct professor and served on the Technical Advisory Board for the Thaddeus Stevens College of Technology, Lancaster, PA. Dave is a past executive board member of the Radiant Professionals Alliance (RPA), member of the Green Mechanical Council and served on the Radiant and Hydronics Council with ACCA.  In February of 2014, Dave was named one of the most influential people in plumbing and hydronics by Contractor Magazine.

Attendees will learn:

  • There is lots of potential for energy conservation and improved comfort when installed properly!
  • Details and examples that illustrate several installations.
  • That Dave shares his secrets that result in buildings and homes being more comfortable
  • His methods for presenting the sale to the customer.


Presented by Dave Holdorf, Residential Trainer for Taco

Qualifies for NATE (2 CEU’s) and NORA (2 CEU’s)

1. Explore the five goals of why you want variable speed circulation

  • The applications; Zone Valves, Zone Pumps, High and Low Temp heating systems
  • The different methods, Delta T and Delta P

2. Compare the methods to the desired goals

3. Understanding the pump curves and parameters

  • Choose the circulator for the project
  • Troubleshooting
  • Programming

4. Apply the different methods to the applications

Discussion led by Dr. Tom Butcher, Brookhaven Labs

• The past Ten Years

  • Major Changes in Fuel
  • Growth of wall hung units
  • Wood Condensing

• The next Ten Years

  • Wood based biofuels
  • Smart Grid
  • Solar thermal
  • Modulating oil
  • Micro CHP
  • Fuel Fired heat pumps
  • Low Carbon fuel metrics
  • Extreme weather and resiliency
  • Solar PV
  • Controls

Presenter:   Tim Begoske, Field Controls Trainer

1.  Introduction

  • Opportunity
  • Challenge
  • Selling IAQ
  • Problem
    • 3 IAQ Groups
  • Solutions
  • Whole House System

2.  Control

  • Healthy Home System Control Plus
  • Application
  • How it works
  • Installation
  • Wiring

3.  Fresh

  • Why Fresh Air Ventilation
  • Code Requirements
    • ASHRAE 62.2 2010
  • Types of Ventilation Systems
    • Exhaust
      • Bath Fan
    • Supply
      • Central Fan Integrated Ventilation
    • Balanced
      • HRV – ERB
  • Comparisons
  • Benefits of Central Fan Integrated Ventilation
  • How the system works
  • Residential kitchen exhaust make-up air
    • International Mechanical Code
      • Section IMC 505.2
  • Installation

4.  Clean

  • Whole House Particulate Capture
  • What’s MERV
  • Particle Sizes
  • Particulate System Selection
  • Installation Types
  • Pressure Drop

5.  Pure

  • Facts about Ultraviolet-C
  • Types of UV
  • What’s Ozone UV-V?
  • What’s an Ionizer?
  • Lamp Intensity
  • UV-C Dose
  • Photo Catalytic Oxidation
  • How they work
  • Pre-installation considerations
  • Product Selection
  • Applications
  • Installation
  • Mainenance


Outdoor Reset Controls…from the Basic to the Advanced… presented by George Carey, FIA

Qualifies for NATE (5 CEU’s) and NORA (3 CEU’s)

  • What is Reset?
  • How does a hydronic system benefit from installing a reset control?
  • Understand the different methods of resetting a hot water heating system…
  • 10 Minute Break…
  •  Indoor temperature feedback and how it influences a reset control…
  • Zone Synchronization
  • Understand how System Piping can affect Reset Control operation…
  • Connectivity…Reset Controls that can be controlled through the Internet

Presenter, Anthony Reikow, Trainer for B.J. Terroni

Hydronics Step by Step

I.    Doing a heat loss and why it’s important to Hydronics, fuel savings and condensing boilers.

II.   Understanding how to choose the right size boiler.

III.   Knowing and using the Universal Hydronic Formula.

IV.    Knowing Henry and Boyles Law and how it affects our systems. The (3) types of air in the system and how it affects us and our systems.

V.    Pump and Tank Placement and why.

VI.    Pipe sizing and how to save money by knowing how to.

VII.    Pump sizing for Head and Flow for proper system efficiency and operation.Near Boiler Piping for Condensing boilers and the need for Hydraulic Seperation

VIII.   Near Boiler Piping for Condensing boilers and the need for hydraulic separation.


Theory of Hybrid Heating along with a visit to the local YWCA (immediately following class – a bus will pick-up and return to the hotel by 5:00 pm)

Presented by Bill Price, Area Manager, Weil-McLain

Your customers want “Green” and they want an Energy-Efficient System – so think outside the box with a Hybrid system.

This two part program begins with classroom theory – “Hybrid Heating”

  • You can utilize an existing oil boiler in a commercial building for peak heating demand times and also install a condensing gas boiler for the shoulder seasons of the year where the condensing gas boiler is more efficient.
  • If the client has “made up his mind” to switch fuel sources from Oil to Natural gas, this “Hybrid” concept will save money and hopefully save an oil account.

2nd Part – a Show and Tell of a project that was done at the YWCA, Gettysburg.  Attendees of this seminar will be bused to the “Y” and see how the system was installed.

Hydronic radiant heating may seem new but its story starts in 1911 in Liverpool, England, where 119,000 square feet of radiant walls graced the Royal Liver building (the world’s first reinforced-concrete building). And this happened before the invention of the centrifugal pump. Travel through time as Dan Holohan takes you there and back and forth across the world to other important jobs in the development of hydronic radiant heating. Dan will share lots of great photos and captivating stories in this one.

Join us at 5:30 p.m. for a VIP Reception – this is part of your Registration Package.  Enjoy special culinary flavors of the season and locale along with beverages and visit with our many industry partners.

Tuesday – September 23, 2014

Technical Workshops:

Tuesday is geared towards Technicians – get a jump start on the Winter Season with basic classes and a chance to visit with manufacturers.  And our OUTDOOR area will be open with continual training outdoors.  Tuesday ONLY is Complimentary.  We do though encourage registration.

Visit with our energy partners OUTDOORS and the BALLROOM – 9:00 – 3:00 p.m.

Presenter, Rick Pothier, EDOS

Qualifies for NATE (2 CEU’s) 

  • Honeywell Universal Portfolio
  • Honeywell Control Series Designations
  • Theory of Flame Detection
  • Understanding Intermittent Pilot Controls
  • Direct Spark and Hot Surface Ignition Controls
  • Trouble Shooting of Gas Valves
  • Control Wiring
  • Use of Meters to Test and Trouble Shoot
  • Cross Referencing

Presenter, Rick Pothier, EDOS

Qualifies for (NATE 2 CEU’s) and (NORA 2 CEU’s)

  • Profitability Story of Wi-Fi and Redlink
  • Consumer Demands for Connected Solutions
  • Wi-Fi or Redlink ? What fits you and Your Customers Needs
  • Wi-Fi Systems – Theory, Installation and Set up
  • Redlink Products – History and Overview
  • Prestige IAQ
  • New Redlink Vision Pro
  • Wireless Accessories and Internet Gateway
  • Selections for Zoning and Non zoned Systems
  • How to sell and Promote

Mini Sessions of 30-45 minutes in length – attend as many as want – Sharpen your skills and get ready for the Winter Season!  Topics and Presenters include:

  • Customer Service – John Levey, Oilheat Associates
  • Safety 1st! – Mike Hodge, Griffin Energy
  • Basics of Nozzles – Delavan
  • Combustion Efficiency Testing – Bill Spohn, TruTech Tools
  • It’s the law! Ventilation and Makeup Air you need to know it! – Tim Begoske, Field Controls Trainer
  • Reason for rechecking your work; avoid call backs – True Cost of a Call Back – Michelle Wilson and Ted Harris, ServicEdge and Consumer Focus™
  • How to generate new leads for sales equipment & gain new customers – Roger Daviston


Presenter: Brian Coyne

Qualifies for (NATE 2 CEU’s) and (NORA 2 CEU’s)

The Roth Eco Double Wall Oil Tank training and certification course is designed to educate the installers and service technicians on the proper installation techniques and service of the Roth ECO DWT. Learn the properties of the Roth Eco DWT, followed by a step by step process of a single tank installation and learn multiple tank installation methods and special applications.

Presenter:  Tarantin Industries

This certification class will include equipment and also gas line sizing.

Presenter:  Scott Sweigart, Thermo Pride

Presenter:  Anthony Reikow, B.J. Terroni

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OESP's Home Comfort Specialist Academy

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