The home heating oil industry has a long and proud history, and Fuel Oil News has been there supporting it since 1935. It is an industry that has faced many challenges during that time. In its 77th year, Fuel Oil News is doing more than just holding
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FORCED- A I R HE AT An Alternative Approach Intellidyne, Plainview, N.Y., makes and markets "economiz- ers," including the IntelliCon FA, a microprocessor-based, fuel-saving control for forced-air heating systems. Installed on new or existing forced air heating systems, the device is designed to reduce fuel consumption, wear and tear on parts, flue emissions and electrical usage, the company said. Intellidyne said it guarantees it reduces energy consumption at least 10 percent. Roy Hubble, a certified contractor for Intellidyne, said he was busy installing the economizers in and around Franklin N.H. There are numerous houses in the area with older, oil-fired equipment—"Tons of them," he said. "So many it's not even funny." Hubble said he planned to purchase a recreational vehicle and plaster the sides of it with promotional information about Intellidyne. "Homeowners can spend a lesser amount and recoup the money in one to two years," Hubble said. "And it's got a 15- year guarantee on it. It's a no-brainer." l FON products are that way, because of the Quick Heat design heat exchanger," he said. "That's what enables it." NEWMAC MANUFACTURING Fuel savings—and savings on fuel bills—are the top selling points to play up to prospective purchasers of high-efficiency, Energy Star furnaces, said Tony Comeau of Newmac Manufacturing, Debert, Nova Scotia. Better "comfort delivery" is the next big selling point, Comeau said, with optional variable speed motor technology provid- ing more even temperature control for both heating and air conditioning operation. The advantage of comfort (based on ECM motor technology) can always be sold to the homeowner, Comeau said. "Some newer homes operate the ventilation system through this type of blower technology," Comeau noted. Some states may still offer rebates for higher-efficiency fur- naces. Fuel oil dealers can check for the latest information on such rebates at the Energy Savers website: http://www.energysavers. gov/financial/70022.html Interaction with the prospective buyer must of course begin on the right foot, Comeau emphasized. "The first thing a sales or service technician should do is a combustion efficiency test on the existing equipment," Comeau said. "Even though a unit is a few years old it 20 JANUARY 2012 | FUEL OIL NEWS | www.fueloilnews.com may still provide good efficiency numbers and have further service life." That said, a unit that is 20 years old or older may be considered close to end of life by some real estate professionals, Comeau said, and may adversely affect selling price. "The technician needs to be honest, which is always the best plan for long-term business success," Comeau said. If the interaction develops to the point where a fuel oil dealer's sales rep is standing with the homeowner in the basement, or trying to complete a sale at the kitchen table, what he should say about the advantage of Energy Star furnaces is: "More heat goes into the home and not up the chimney," Comeau said. From that factor, Comeau said, two major benefits result: reduced annual operating costs and reduced greenhouse gas emis- sions, since less fuel is being burned annually. The significance of reduced greenhouse gas emissions to each homeowner will vary according to the homeowner's personal commitment to the "green" movement, Comeau noted. As for typical objections a buyer might come up with regard- ing oil-fired furnaces, and how a dealer can parry them, Comeau came up with three examples. Here they are, with the rejoinders in parentheses: The customer says oil has high greenhouse gas emissions (new biofuels are being developed); other fuels have lower annual costs (all fuels are not available in every market, especially in rural areas); the price of oil is too variable (explora- tion can result in discovery of greater reserves). l FON Warm Air and HVAC Products Roundup This selection of products has been specifically chosen to provide an overview of the technologies available in warm air and commercial heating/cooling/ventilation. It is by no means a complete list of state-of-the-art equipment currently on the mar- ket, but rather a sampling of the many fine products available. OLSEN HEATING & COOLING PRODUCTS Olsen offers affordable, all-season comfort. The Olsen BMLV (Variable Speed) Lowboy Rear Breech Oil Furnace features up to 85% AFUE and is available in four capacities rang- ing from 59,500 to 99,000 BTU's. The BMLV has an ECM direct drive variable speed blower for the best in comfort and efficiency and is air conditioning ready—up to 3 tons with an Olsen GSX 13 Seer Condenser and Olsen CE 13 Seer Coil. Olsen Heating & Cooling Products—www.olsenhvac.com