1. Stanley Steemer Air Duct Cleaning
“Outstanding people, superior equipment, and exceptional service”

2. Air Duct Team Ron Trbovich- Director of Products and Services
Robert Getz – National Air Duct Manager
Jesse Bruce – National Air Duct Specialist

3. Stanley Steemer vs. The Competition
What Separates Us?
NADCA Certified Company
Better Trained Technicians
Superior Equipment
No Hidden Costs
Work is Guaranteed

4. National Air Duct Cleaners Association
Governing body for Air Duct Cleaning
Established in 1989 with a common goal of standardizing the air duct cleaning process
Responsible for writing the ACR 2006
Industry Standard for HVAC Cleaning Professionals
All Stanley Steemer technicians are trained to NADCA standard

5. NADCA
We comply with all NADCA (National Air Duct Cleaners Association) standards.
Standards Are:
We must clean the entire system, meaning all supply and return vents. This includes all floor and wall vents in the home.
Air duct cleaning is a general term. In actuality, the entire HVAC system should be cleaned. Failure to clean all components of the system can result in re-contamination of the entire system, thus minimizing the benefits of cleaning.
Just as you would not clean only half of your living room floor, you also would not want to clean only part of your heating, ventilation and air conditioning system (HVAC). NADCA recommends cleaning the entire HVAC system, including the following components:
- Air ducts Air plenum
- Coils Blower motor and assembly
- Drain pan Air filter
- Registers Air cleaner

6. Superior Equipment

7. Air Duct Truck

8. Equipment cont. The Ranger
31 HP gasoline powered unit
Pulls up to 7,000 CFM
Nikro-Duel Motored Hepa Filtered Electric Unit
Pulls up to 5,000 CFM
Capable of removing HEPA filter and exhausting outside

9. Various Agitation Tools
The HVAC system must be cleaned using mechanical cleaning methods to dislodge and extract contaminants from within the HVAC system components (NADCA ACR 2006)
Tools being utilized by Stanley Steemer: Brushes, Air Whips, Skipper Balls, Forward and Reverse Balls
Different tools for different types of Ducts

10. Types of air ducts

11. Fiber Glass Duct Board
Duct board is a duct that can be fabricated in production or on site. It is made of a denser fiberglass material on the inside and wrapped on the outside with a scrimmed foil faced to the outside. It has good thermal value and acoustical value. Like older manufactured internal duct liner duct board can have little or no air stream coating which makes it more likely to be brittle, friable or contaminated with microbial growth. You will need to determine if it is cleanable and if cleanable does it need any post treatment like coating. This will be discussed later. The one thing you need to remember that in any case, if you can’t properly clean it you can’t coat it! See NADCA standard 05 – 1997 Opening and Closing Fibrous Glass Ducts.

12. Insulated Flex Duct
Flex ducts are generally to be used for 8 foot runs but in some residential systems they are much longer. If you need to disconnect to clean, follow NADCA standard page 11 Opening &Closing Flexible Ducts. Remember if you disconnect the connection and it is improperly installed it is your responsibility to reinstall it properly. Also look for tight bends or kinks as this will greatly reduce the airflow.

13. Sheet Metal Duct With Insulation
There are two reasons for using internal fiberglass insulation. One is for thermal value and the other is for acoustical value. Know that older insulation was manufactured with little or no air stream coating which makes it more likely to be brittle, friable or contaminated with microbial growth. You will need to determine if it is cleanable and if cleanable does it need any post treatment like coating. This will be discussed later. The one thing you need to remember, that in any case if you can’t properly clean it you can’t coat it! See NADCA standard 05 – 1997 Opening & Closing of Lined Sheet Metal Air Ducts.

15. Externally Insulated Duct
External insulation is used for thermal value only. The reason thermal insulation does not have acoustical value is the air stream side is non porous and will not absorb and reduce sound. See NADCA standard 05 – 1997 Opening & Closing Externally Insulated Sheet Metal Air Ducts.

16. Metal Round Duct

17. Square Metal Duct

18. Duct Work

19. Cleaning Process

20. Inspection of the Unit

21. Furnace

22. Set-up

23. Remove, cover and clean registers

24. Hooking up to the system

25. Zoning

26. Supply side

27. Return side

28. Cleaning

29. Patch your Access Hole 1 screw every 4 in.
Plate must have 1 in clearance around the entire access hole
Seal with Foil Tape after plate has been screwed into place

30. Coil Cleaning
Before
After

31. Vertical “A” coil
Coil is completely clogged

32. Impact Of Particulate on Coil

33. Blower Motor Cleaning
Before
After

34. Leave the Customers Home How We Found It

35. Post Cleaning Checklist
Make sure all work areas are clean and furnishings are put back to their original positions
Inventory all equipment to ensure nothing has been left behind
Make sure there are no finger prints on walls, ceilings or customers property
Make sure all dampers have returned to pre-cleaning settings
Make sure all registers and grills have been replaced to their original positions
Make sure no debris has been left behind on floors
Offer customer video inspection to review quality of work performed
Explain the new filter and replacement instructions to the customer
The customer will judge the type of work you did by the things they can easily notice. Please take time to clean-up after each job and account for inventory

36. Air Duct Script

37. What are the key indicators that my air ducts need cleaning?
Supply and return vent covers are dirty.
Dark filtration lines are apparent on the walls, ceiling, or carpet surrounding the vents and baseboards.
Excessive dust in the home.
Variance in temperature or air flow from room to room.
An increase in energy is needed to operate the HVAC system at desired settings, most likely resulting in higher utility bills. This may indicate that dirt and debris could be blocking coils and/or ductwork, which may restrict airflow.
A newly constructed home, remodeling, or renovations – these activities could cause post construction debris, drywall dust, sawdust and other construction-related debris to build up and settle in your HVACs system. 
Presence of one or more pets. 
Members of the household smoke. 
You recently updated your ventilation system by replacing your furnace or adding ductwork.

38. AIR DUCT CLEANING SCRIPT
Objective:
If customer is committed to cleaning we should immediately schedule appointment.
If customer is noncommittal, schedule all Air Duct jobs as estimates to allow our team in the field to close a higher percentage and provide our customer with a more accurate quote.

39. Phone Call
CSA One of the services we offer our customers is air duct cleaning. This may be necessary if you notice excessive dust in your home or if dark filtration lines are apparent on the carpet along the walls, ceiling or carpet surrounding the vents. When was the last time you had your air ducts professionally cleaned?
Customer I’ve never had my air ducts cleaned. How do you clean the air ducts? 
CSA I’m glad you asked: 
We begin with a pre-cleaning inspection and consultation. We then clean your entire heating, ventilation and air conditioning (HVAC) system, including the blower, evaporator coil, and accessible components. We connect a powerful vacuum collection unit to the main trunk line. The vacuum collects dirt, dust, and other contaminants, which are dislodged using various agitation tools during the cleaning process.

40. PRICING PER VENT
CSA We price based on the number of registers and vents in your home. In order to give you an accurate quote, we need to determine this number. Can you list each room in your home for me including hallways and bathrooms so we can count the registers/vents? We can then give you an estimate for the cleaning. When the crew arrives, they will do a physical count and quote you the final price.
Customer List rooms.
CSA Are there any other rooms in your home that we have not listed (e.g., number of rooms in basement, bonus rooms, laundry rooms, half-bathrooms, etc.)? How many air handling units are in the home? [Price accordingly – some larger homes may have more than one unit.] [Clarify with customer the number of hallways and bathrooms. Try to put yourself in the customer’s home to make sure we have all rooms, hallways, steps, and bathrooms listed. There is no partial pricing, we charge for all the rooms in the home whether they have vents or not.]

41. Price Model 10 vents/registers for $199.00
Furnace/air handler unit $
Each additional register $ 18.00

42. Questions we want to ask and note for the crew in the order notes:
Where is the air handling unit located (basement, attic, crawl space, etc.)?
Is air handlers/furnace accessible?
Is the unit gas or electric?
Prepare the customer for service:
Please move anything around the air handling unit. The crew will need good access to this area.
The crew will also need access to the areas around the registers and/or vents. Although the crew will move any furniture that is necessary, please remove all lamps, plants or delicate items from the furniture. After cleaning, the furniture will be replaced in its original position.
Please remove any pictures off the walls in areas near registers and/or vents.

43. Overcoming Objections
Most Common Objections
The Price is to High
10% off in-home estimate
Compare apples to apples
It will end up paying for itself
Position a future cleaning
My House is New
Ducts are a trash can during construction
Construction dust and debris

44. F.A.Q. Will HVAC system cleaning reduce our home energy bills?
Research by the EPA has demonstrated that HVAC cleaning may allow systems to run more efficiently by removing debris. Clean, efficient systems are less likely to break down, have a longer life span, and generally operate more effectively than dirty systems.

45. F.A.Q. Are there any health benefits that come from HVAC cleaning?
HVAC systems can act as a collection source for a variety of contaminants like dust, bacteria, fungi, and even mold. The removal of these contaminants should help to improve indoor air quality.

46. F.A.Q. How often should I have my air ducts cleaned?
A good rule of thumb is every 3-5 years depending on living conditions.
Have the furnace/air handling unit inspected annually

47. Referral Resources www.NADCA.com www.epa.gov/iaq/pubs/airduct.html
Consumer Information
Residential Consumer FAQs
How to select a Residential Contractor
Suggestions for Choosing a Duct Cleaning Service Provider

48. Questions?