Explaining to the customer how heaters become less efficient
The customer might also want to understand why a heater becomes less efficient. This is important because it proves the need for regular heater maintenance to avoid prematurely reducing the efficiency of the unit. There are several factors that reduce the efficiency of a heater, all of which are a part of regular operation.
Build up on the heat exchanger tubes
Heat exchanger tubes build up with chemical residue and calcium that causes the unit to lower its heat transfer. When the heat transfer is reduced, the heater requires more energy to heat the same amount of water, eventually making it less efficient. Pool pros should advise customers they ensure their pool water chemistry is properly balanced and suggest a regular maintenance program to help them manage this. This is the best way a pool owner can avoid chemical residue and calcium build up problems.
Low gas pressure
Low gas pressure can lead to build up on the heater’s internal parts, resulting in a blockage of the heat exchanger. Service technicians should always check gas pressure lines and be sure the heater is getting the correct gas pressure per the product manual. Remember, once a client upgrades to a new heater, always make sure the gas supply can accommodate that unit.
Lack of ventilation and combustion air on heaters installed indoors
A lack of ventilation and combustion air can also cause ‘soot’ which acts as an insulating layer on the exchanger and prevents the heat from transferring to the water efficiently.
Always follow the manufacturer’s requirements for proper combustion and ventilation air.
Proper water flow
Water moving too fast through the heater will cause condensation and possible erosion. If it is moving too slow, the heater is not able to warm the water efficiently and, as a result, it may cause the unit to cycle on and off—ultimately damaging the heat exchanger. In this case, service technicians should check the water flow into the heater as an essential part of set up and regular maintenance.
Explain the benefits of why a customer should upgrade their existing heater
For a customer with an existing pool heater, they will want to know why they should upgrade their equipment. Should a pool professional be asked this question, the following are five basic reasons why the customer should consider a new pool heater:
- Newer heaters are much more efficient and use less energy to heat the pool water. Today’s heaters are mostly 82 to 96 per cent efficient while older models are typically 70 to 80 per cent.
- As heaters age, wear and tear of the parts cause them to operate below their original efficiency rating and lack of maintenance will also contribute to this.
- Some newer pool heaters are smaller, take up less space, and have lower emissions than older models—making them better for the environment.
- In today’s market, there are a variety of choices for high efficiency heaters to choose from. That said, the customer needs to find one that best suits their application in Btus and physical size.
- Newer heaters are safer because they have sealed combustion. This makes them less of a fire hazard but the manufacturer’s requirements for proper install should always be followed.
By taking the time to explain all of these benefits, pool professionals will find selling a new heater, and potentially other products, should be easy. Clients will appreciate being informed about how a pool heater works, how to maintain it, how to control operating costs, and the importance of heater efficiency.
Not only pools that are in primary residences, but also those in second homes or vacation homes are going to get even more use this year, and by extension, the pool heaters. Proactively maintaining and upselling pool heaters will help businesses gain invaluable customer loyalty because they are making sure clients are getting more enjoyment from their pool and helping control their operating costs.
Having all the facts about how pool heaters work, the cost savings associated with high-efficiency heaters, and the importance of heater maintenance together will help educate customers, making it easier to proactively up sell a new heater. This will not only increase profits, but will also increase customer loyalty by being the ‘hero’ that allowed the family to enjoy their pool more during this pandemic.
Luciano Tortorella is a product specialist for Pentair heaters in Florida as well as the U.S. Southeast and Northeast. He has been in the industry for almost 40 years beginning his career as a service and repair technician for his brother’s company, J.Tortorella Swimming Pools in New York. Luciano also worked for a gas and electric utility on Long Island as an emergency gas specialist before joining Pentair 14 years ago.
