Talk Tech with Customers on Their Terms

Demonstrate the Innovation of Inverter Technology

As an HVAC professional, you fully understand the detailed engineering and science behind variable-speed technology. When a customer hears "Heil® HVA9 QuietComfort® Deluxe 19 Variable Speed Air Conditioner with SmartSense Technology," it sounds like a lot of technical terms they may not be familiar with. But, once customers understand what variable-speed technology is and the significant advantages associated with it, they will be all ears.

How can I get started? You might start "talking tech" by asking your customer if they have heard of variable-speed or inverter technology. If the answer is "yes," find out what they know and dive into the advantages of variable-speed technology listed below. If the answer is "no," try to explain it by comparing it to what they know about their current one- or two-stage air conditioner or heat pump. Or, use the car analogy below to help them understand the concept.

What is variable-speed technology? In short, it refers to the ability of an air conditioner, heat pump or furnace to vary its operating speed. Rather than the simple on/off of one-stage equipment or the high/low settings found on two-stage models, variable-speed equipment typically operates more efficiently because the output changes according to the conditions of the home.

The QuietComfort Deluxe 19 Variable Speed Air Conditioner and QuietComfort Deluxe 18 Variable Speed Heat Pump with SmartSense Technology have compressors that allow them to operate in five speeds or increments of full capacity. That's the beauty of variable-speed technology: it can determine when a home does not require full capacity and adjust to run at say 40 percent or 75 percent if that's all that is needed to cool or warm the space.

You could also think of this technology in terms of driving a car...would you like only one or two gears in your vehicle? Or, would five gears be helpful because you can downshift or upshift gears to adapt to the road and other driving conditions? You want five gears in your car and I'm sure your customers will too!

What are the advantages of variable-speed technology? Now that your customer better understands what variable-speed technology is, talk to them about the significant advantages it provides:

Tremendous Efficiency: Variable speed equipment is very efficient because it has the ability to adjust the operating speed and run at lower capacities for a longer duration. For instance, the QuietComfort Deluxe 19 Variable Speed Air Conditioner achieves up to a 19 SEER cooling rating. The QuietComfort Deluxe 18 Variable Speed Heat Pump achieves up to an 18 SEER cooling rating and up to an 11 HSPF heating rating. Explain that the higher the SEER or HSPF, the more efficient the unit.


Energy-Saving Potential: There are a lot of factors (e.g., static pressure, humidity loads, outdoor conditions like the temperature, sun or snow, etc.) that affect how your home HVAC system operates and achieves that 70 degree temperature you have set on your thermostat. Rather than running at full speed, the QuietComfort Deluxe 19 Variable Speed Air Conditioner and QuietComfort Deluxe 18 Variable Speed Heat Pump determine when your home does not need full speed to achieve your temperature set point. Both can adjust to a percentage of power or operating speed, saving energy and money on your cooling/heating costs. 


Improved Comfort: Variable-speed technology means consistent temperatures and improved comfort in your home. Heil variable-speed products make many small variations to operating speed in order to work more efficiently and keep temperatures and humidity steady.


Quiet Operation with a Compact Design: The design of this air conditioner and heat pump offers quiet operation (as low as 56 decibels) in a compact unit. Thanks to a new compact ECM fan motor, rotary compressor and inverter control, the QuietComfort Deluxe 19 and QuietComfort Deluxe 18 are up to 66 percent smaller than two-stage products. The new ECM fan motor is smaller because it's different from other fan motors, with the control built into the inverter instead of attached to the motor.


Superior Dehumidification / Dual-Fuel Capability: The QuietComfort Deluxe 19 and QuietComfort Deluxe 18 can more effectively control humidity in your home. A variable-speed air conditioner or heat pump can remove more moisture from the air if it runs at a lower speed for longer periods of time. And, a less humid home feels more comfortable. Likewise, the QuietComfort Deluxe 18 Variable Speed Heat Pump is an ideal choice for colder climates because of its energy-wise dual-fuel capabilities. 


Once you "talk tech" to customers on their terms, they will better understand how variable-speed technology works and how they can take advantage of the tremendous benefits that the Heil HVA9 QuietComfort Deluxe 19 Variable Speed Air Conditioner and HVH8 QuietComfort Deluxe 18 Variable Speed Heat Pump with SmartSense Technology have to offer! Get out there and demonstrate the innovation of inverter technology.