1 00:00:00,000 --> 00:00:09,000 Welcome to the future, technologies and innovations that sculpt our industry. 2 00:00:09,000 --> 00:00:14,000 Do you want to watch this entire episode and get CEUs for your time? 3 00:00:14,000 --> 00:00:21,000 Go to escogroup.org and select the webcast, then inverters in the classroom. 4 00:00:21,000 --> 00:00:25,000 We are so blessed to have the opportunity to hang out with our friend Jeff Bledsoe. 5 00:00:25,000 --> 00:00:26,000 Jeff, how are you? 6 00:00:26,000 --> 00:00:28,000 Good day, good to be here. 7 00:00:28,000 --> 00:00:31,000 I'm your contractor development manager. 8 00:00:31,000 --> 00:00:32,000 That's correct. 9 00:00:32,000 --> 00:00:34,000 Alright, for Dyken Comfort Technologies. 10 00:00:34,000 --> 00:00:40,000 Jeff was joining us at the HVAC excellence national HVAC education conference for some amazing training opportunities. 11 00:00:40,000 --> 00:00:48,000 And the thing that I came back with that the most was how many programs are not yet prepared for inverter technologies. 12 00:00:48,000 --> 00:00:51,000 Now, we had the most amazing train the trainer class I've ever seen. 13 00:00:51,000 --> 00:00:56,000 There was over 400 people sitting in on this Dyken Skyair inverter training program. 14 00:00:56,000 --> 00:01:00,000 We had other programs going on in between with inverter technology. 15 00:01:00,000 --> 00:01:04,000 We had Jeff doing all kinds of classes on Dyken City, things that are happening in that front. 16 00:01:04,000 --> 00:01:09,000 And out of that, you know, we had some questions with technicians and contractors coming back going, 17 00:01:09,000 --> 00:01:12,000 you know, I don't know if like one question I had in particular, 18 00:01:12,000 --> 00:01:20,000 I don't know if my students are ready for this technology and it dropped me in my tracks. 19 00:01:20,000 --> 00:01:24,000 I was trying to be as polite as possible as a friend of mine without being disrespectful. 20 00:01:24,000 --> 00:01:28,000 So I simply said, your students are actually ready for that. 21 00:01:28,000 --> 00:01:33,000 So it kind of followed into this conversation that we're going to have today talking about inverter technology 22 00:01:33,000 --> 00:01:38,000 and how long inverter technology has been around and the importance of it going forward. 23 00:01:38,000 --> 00:01:41,000 So let's take a look real quick about some of the history of Dyken. 24 00:01:41,000 --> 00:01:46,000 Jeff, tell us a little bit about your roles and responsibilities and how long you've been with Dyken. 25 00:01:46,000 --> 00:01:48,000 Well, I'm in my 17th year with Dyken now. 26 00:01:48,000 --> 00:01:53,000 I came on board with them in 2006, the first year they incorporated here in the U.S. 27 00:01:53,000 --> 00:02:01,000 And we've seen the market changing so drastically over the last 16 and a half, almost 17 years I've been there. 28 00:02:01,000 --> 00:02:13,000 The thing that amazed me, Clifton, when I came to work for Dyken is the fact that the first time I heard of a mini split in my career was probably about 1992. 29 00:02:13,000 --> 00:02:20,000 And then when I came to work for Dyken, I realized that they built their first multi-port mini split in 1969. 30 00:02:20,000 --> 00:02:21,000 Think about that. 31 00:02:21,000 --> 00:02:22,000 Yeah. 32 00:02:22,000 --> 00:02:23,000 1969. 33 00:02:23,000 --> 00:02:24,000 That's before I was born. 34 00:02:24,000 --> 00:02:27,000 This technology has been around the world market for a long time. 35 00:02:27,000 --> 00:02:28,000 Absolutely. 36 00:02:28,000 --> 00:02:30,000 I mean, think about inverters in general. 37 00:02:30,000 --> 00:02:36,000 Dyken came to the market with inverter technology in 1984. 38 00:02:36,000 --> 00:02:42,000 So when should we have started training inverters in our programs? 39 00:02:42,000 --> 00:02:44,000 1983. 40 00:02:44,000 --> 00:02:46,000 I mean, really, we should have begun that one. 41 00:02:46,000 --> 00:02:47,000 But we really haven't. 42 00:02:47,000 --> 00:02:52,000 Too many programs have not jumped into the inverter market. 43 00:02:52,000 --> 00:03:05,000 So let's talk about this from, let's say, the contractor perspective, because you bring up a really good point about the importance of training these technicians so that as they move into the contractors, they're prepared for the technology that is out there. 44 00:03:05,000 --> 00:03:06,000 Yeah. 45 00:03:06,000 --> 00:03:14,000 The fact is that, you know, the technicians that we're turning out of the schools right now, they need to be well versed on the new technology that's out there. 46 00:03:14,000 --> 00:03:21,000 You know, teaching them, we don't have guys graduating school working on carburetors and 72 VW. 47 00:03:21,000 --> 00:03:25,000 There's no timing lights anymore in the automotive classes. 48 00:03:25,000 --> 00:03:33,000 Everybody has upgraded their equipment, whether it be automotive, the computer skills, the fact that you and they say their kids are ready. 49 00:03:33,000 --> 00:03:35,000 They're all using these cell phones. 50 00:03:35,000 --> 00:03:37,000 You know, those kids are ready for this technology. 51 00:03:37,000 --> 00:03:56,000 We've just got to be able to to give it to them in the fact that when we're trying to push the contractors to embrace this technology, we need to be providing them with students or new technicians that understand it and can help them into the next 21st century with that type of technology as well. 52 00:03:56,000 --> 00:04:08,000 So, yeah, we just think about the tools alone. So, you know, we have witnessed a bit of a struggle trying to get our educators to teach our traditional manifold gauges as well as digital smart diagnostic tools. 53 00:04:08,000 --> 00:04:15,000 Right. So the first the first response that I had from that is why we weren't teaching those as well. 54 00:04:15,000 --> 00:04:18,000 This is what I grew up on, and this is what I'm comfortable with. 55 00:04:18,000 --> 00:04:21,000 And I get it. I came from the field. I went into teaching. 56 00:04:21,000 --> 00:04:23,000 I taught on the things that I was comfortable on. 57 00:04:23,000 --> 00:04:29,000 I had to learn the newer technologies to be able to give them back to my students. 58 00:04:29,000 --> 00:04:30,000 Right. 59 00:04:30,000 --> 00:04:31,000 Absolutely. 60 00:04:31,000 --> 00:04:40,000 The fact is, though, in along those lines of Clifton with the gauges, you need to be proficient for the older equipment. 61 00:04:40,000 --> 00:04:44,000 Yeah. For the new equipment, you're it's like taking your car to the shop. 62 00:04:44,000 --> 00:04:47,000 You're going out there and plugging a computer into this thing and asking you what else it. 63 00:04:47,000 --> 00:04:48,000 Absolutely. 64 00:04:48,000 --> 00:04:57,000 You know, the when you're looking at the inverter technology and the variable refrigerant technology that's out there, it is a precise measurement of refrigerant. 65 00:04:57,000 --> 00:05:01,000 So the more you're putting gauges on and off of that system, the more you're hurting that system. 66 00:05:01,000 --> 00:05:02,000 Absolutely. 67 00:05:02,000 --> 00:05:05,000 Not the way to troubleshoot it. It's not the way to service it. 68 00:05:05,000 --> 00:05:09,000 So one thing that's ironic to me is you hear everybody talk about I hate change. 69 00:05:09,000 --> 00:05:15,000 And if you get back in your honest with yourself, that's the only constant in your life every day. 70 00:05:15,000 --> 00:05:22,000 And you're going to stay in the HVAC industry, which I advocate the kids in schools across the country. 71 00:05:22,000 --> 00:05:24,000 There is no recession in air conditioning. 72 00:05:24,000 --> 00:05:30,000 I know good and well, there's not one in the state of Florida because people miss a house payment to pay their AC bill to get it fixed. 73 00:05:30,000 --> 00:05:32,000 It's just not going to happen. 74 00:05:32,000 --> 00:05:35,000 So it's a recession proof industry to me. 75 00:05:35,000 --> 00:05:38,000 But you still have to stay abreast of that technology. 76 00:05:38,000 --> 00:05:47,000 That being said, we still need them to be educated on the older stuff, too, because when those kids come out of school, they're not going to know what they're going to run into. 77 00:05:47,000 --> 00:05:50,000 They can't just say I'm only going to work on inverter based stuff. 78 00:05:50,000 --> 00:06:00,000 Then, you know, they're going to miss out on a lot of service opportunities throughout the year that could give them an opportunity to sell the inverter based stuff to replace the antiquated stuff that's there. 79 00:06:00,000 --> 00:06:05,000 So there's a whole it's a whole circle of a life cycle here that goes on with this equipment. 80 00:06:05,000 --> 00:06:07,000 It's an evolution of education. 81 00:06:07,000 --> 00:06:08,000 That's what that sounds like. 82 00:06:08,000 --> 00:06:10,000 An interesting theme, doesn't it? 83 00:06:10,000 --> 00:06:12,000 I might have to jot that one down for something. 84 00:06:12,000 --> 00:06:13,000 All right. 85 00:06:13,000 --> 00:06:17,000 If we're talking about brand specific training, let's say we're talking about Dyken, right? 86 00:06:17,000 --> 00:06:22,000 And we're wanting to learn more about the Dyken products so we can bring them into our classrooms. 87 00:06:22,000 --> 00:06:27,000 There are resources out there that you really ought to be taking a look at. 88 00:06:27,000 --> 00:06:28,000 So let's start at one. 89 00:06:28,000 --> 00:06:29,000 Right. 90 00:06:29,000 --> 00:06:38,000 If we are a educator, we have an opportunity to acquire training that is typically utilized for more like dealer specific training. 91 00:06:38,000 --> 00:06:41,000 But we need that in our own departments. 92 00:06:41,000 --> 00:06:42,000 Right. 93 00:06:42,000 --> 00:06:43,000 We've got to learn about this equipment. 94 00:06:43,000 --> 00:06:48,000 So one place I highly recommend hopping into is Dyken City. 95 00:06:48,000 --> 00:06:49,000 Right. 96 00:06:49,000 --> 00:06:56,000 So for the Dyken product line, this is an opportunity to start looking seriously at the dealer style training. 97 00:06:56,000 --> 00:07:00,000 Now, you're probably not going to get directly in there, are we, Jeff? 98 00:07:00,000 --> 00:07:01,000 No. 99 00:07:01,000 --> 00:07:05,000 When you get into Dyken City, that's our portal for everything Dyken. 100 00:07:05,000 --> 00:07:12,000 You can look up your installation, operation manuals, spec sheets, cut sheets and all that stuff on the equipment in Dyken City. 101 00:07:12,000 --> 00:07:17,000 But through Dyken City is our learning portal, our LMS system called Dyken University. 102 00:07:17,000 --> 00:07:18,000 Exactly. 103 00:07:18,000 --> 00:07:22,000 That's where the educators and it's all free for them to sign up for them and their students. 104 00:07:22,000 --> 00:07:24,000 They have free access to it. 105 00:07:24,000 --> 00:07:26,000 So all right, so let's think about that. 106 00:07:26,000 --> 00:07:38,000 So if we're wanting to get more resources on the training side, is this something that a educator specifically, can they reach out to anyone particularly to get connected with that resource? 107 00:07:38,000 --> 00:07:39,000 Me. 108 00:07:39,000 --> 00:07:40,000 OK. 109 00:07:40,000 --> 00:07:51,000 I've got a PDF spreadsheet that shows them exactly how to walk through the process of accessing Dyken City into Dyken University, signing up as an educator. 110 00:07:51,000 --> 00:08:06,000 And the really nice thing about the way we've got it set up when we when they have access to it and their students go in and get access to Dyken University and start taking classes, we can help provide them with reports so they can see which students really are wanting to learn more stuff. 111 00:08:06,000 --> 00:08:08,000 Exactly. 112 00:08:08,000 --> 00:08:24,000 All right, so that's opening up some resources that may that you may not have just been aware of before. And that's the reason that we enjoy having these conversations with Dyken that we enjoy bringing in the entire educational world together in one place. 113 00:08:24,000 --> 00:08:29,000 Now, do we have a lot of those opportunities at the HVACR education conference? 114 00:08:29,000 --> 00:08:30,000 Absolutely. 115 00:08:30,000 --> 00:08:33,000 Dyken is a primary sponsor of this and we're so grateful for them. 116 00:08:33,000 --> 00:08:35,000 And what's going to be next year? 117 00:08:35,000 --> 00:08:38,000 Who knows? There's a lot more things for us to talk about. 118 00:08:38,000 --> 00:08:40,000 Stay tuned for next year. 119 00:08:40,000 --> 00:08:41,000 Stay tuned for next year. 120 00:08:41,000 --> 00:08:43,000 So let's talk about our inverters. 121 00:08:43,000 --> 00:08:47,000 Let's go back a little bit and talk about introducing inverters into your programs. 122 00:08:47,000 --> 00:08:58,000 If we look at inverters as a technology, you know, HVAC, we talked about this a couple weeks ago, Howard and I were diving into, you know, HVAC and that it is a STEM, right? 123 00:08:58,000 --> 00:09:05,000 If we look at what our industry does, it is a lot larger than many people realize. 124 00:09:05,000 --> 00:09:09,000 We're working with science on a daily basis. 125 00:09:09,000 --> 00:09:11,000 We talk about the transitions. 126 00:09:11,000 --> 00:09:16,000 I mean, if I go back just for a second and talk about R32, right, we spent a lot of time talking about R32. 127 00:09:16,000 --> 00:09:23,000 You know, the first mass production plan of R32 was back in 1997 with Dyken, right? 128 00:09:23,000 --> 00:09:31,000 So we have a lot of transitions in our industry that are refrigerant related and it starts in the science spectrum. 129 00:09:31,000 --> 00:09:38,000 We have technologies, which are exactly why we're talking about moving forward with technologies, a lot to learn there. 130 00:09:38,000 --> 00:09:40,000 We are also in the engineering. 131 00:09:40,000 --> 00:09:41,000 We're in the mathematics. 132 00:09:41,000 --> 00:09:49,000 And so we have the opportunity to be the example of STEM to the world. 133 00:09:49,000 --> 00:09:51,000 We just have to keep our education up to date. 134 00:09:51,000 --> 00:09:55,000 So let's talk about some of this lineage of our inverter compressors. 135 00:09:55,000 --> 00:09:58,000 You know, we're not talking about being used in a small amount of products. 136 00:09:58,000 --> 00:10:03,000 What all product lines have inverters moved into into the Dyken realm? 137 00:10:03,000 --> 00:10:12,000 Oh, man, everything that's branded Dyken right now that is above 16 to 18 sear is an inverter. 138 00:10:12,000 --> 00:10:13,000 OK. 139 00:10:13,000 --> 00:10:19,000 We have now we've put it into the equipment that when we bought Goodman manufacturing in Houston, 140 00:10:19,000 --> 00:10:25,000 we started in infusing inverter technology into the standard unitary systems that they were producing in Houston. 141 00:10:25,000 --> 00:10:33,000 But all of our mini splits, our VRV and things that we've been selling since I came on board in 2006 are all inverter based. 142 00:10:33,000 --> 00:10:34,000 Yeah. 143 00:10:34,000 --> 00:10:37,000 A lot of people don't realize how many inverters are actually out there in the world, 144 00:10:37,000 --> 00:10:43,000 which is why it's so important for us to begin training, at least getting into the fundamentals of what inverters are. 145 00:10:43,000 --> 00:10:49,000 Yeah. And our new product line we've got down there now, the horizontal discharge on our FIT system. 146 00:10:49,000 --> 00:10:53,000 It's all inverter based and we're now manufacturing those condensers in Houston as well. 147 00:10:53,000 --> 00:10:59,000 We're trying to manufacture as much as we can here in the U.S. to support the market that we serve. 148 00:10:59,000 --> 00:11:03,000 So that was my first trainer that was an inverter based system. 149 00:11:03,000 --> 00:11:07,000 A lot of people ask me if I'm teaching inverter technology, what do I recommend? 150 00:11:07,000 --> 00:11:10,000 Well, I can only recommend what I'm the most experienced with. 151 00:11:10,000 --> 00:11:15,000 So in my lab, I had a Dyken FIT, which is the 17 sear. 152 00:11:15,000 --> 00:11:20,000 So I had a Dyken FIT. I had a 97 percent modulating gas furnace. 153 00:11:20,000 --> 00:11:26,000 The nice thing about using that Dyken FIT, it has an electronic expansion valve cased coil that goes along with that dual fuel setup. 154 00:11:26,000 --> 00:11:30,000 If you're doing dual fuel. So you have the EEV and the EEV board right there. 155 00:11:30,000 --> 00:11:32,000 Easy to see. It's a communicating system. 156 00:11:32,000 --> 00:11:35,000 So I had communicating one plus thermostats. 157 00:11:35,000 --> 00:11:43,000 And I also use the EWC UT 3000 zone control board so that I had a complete package that I could teach inverter. 158 00:11:43,000 --> 00:11:47,000 So I could teach modulating heat pump system. I can teach modulating gas. 159 00:11:47,000 --> 00:11:56,000 And I can teach my communicating electrical network because we are going to see more communicating systems along with some of our inverter technology. 160 00:11:56,000 --> 00:11:57,000 Just kind of comes hand in hand. 161 00:11:57,000 --> 00:12:07,000 And we talked to one manufacturer that was talking about the changes due to Sear 2 and they were telling us that a majority of their equipment is going to be going towards communicating. 162 00:12:07,000 --> 00:12:11,000 Do you see that happening in the residential Dyken equipment as well? 163 00:12:11,000 --> 00:12:13,000 We're seeing more communicating equipment. 164 00:12:13,000 --> 00:12:19,000 We're already doing it now with the Dyken 1 thermostats that you can communicate with those via the cloud. 165 00:12:19,000 --> 00:12:26,000 Hook them up with the cloud. The contractors can use them for service and monitor their homeowners equipment. 166 00:12:26,000 --> 00:12:31,000 The new Emirion unit that we've got coming out is going to be cloud based with a Verizon SIM card. 167 00:12:31,000 --> 00:12:34,000 So everything is going to be communicating like that. 168 00:12:34,000 --> 00:12:40,000 So it'll help on the service end as well because the contractors can now monitor the customers equipment for them. 169 00:12:40,000 --> 00:12:45,000 So they get notified before the customer even realizes there's a problem in the building. 170 00:12:45,000 --> 00:12:48,000 Your contractor, your service contractor already knows about it. 171 00:12:48,000 --> 00:12:56,000 So things are moving that way where you can service, you can monitor and actually troubleshoot online. 172 00:12:56,000 --> 00:12:58,000 And that's the way that the world is going. 173 00:12:58,000 --> 00:13:01,000 A lot of people don't know that I came from the commercial side. 174 00:13:01,000 --> 00:13:03,000 So I started in residential and I started in refrigeration. 175 00:13:03,000 --> 00:13:10,000 I got into controls and automations for commercial buildings, especially grocery stores with the refrigeration, the HVAC, the electrical. 176 00:13:10,000 --> 00:13:16,000 It was a part of my daily life to work with communicating variable frequency systems. 177 00:13:16,000 --> 00:13:21,000 So when I seen that that was really starting to happen in the residential industry, man, the lights went off. 178 00:13:21,000 --> 00:13:26,000 And when I want a piece of that right there, because that's going to be a game changer for our industry. 179 00:13:26,000 --> 00:13:38,000 And it is. And so now as a training department, we have the opportunity to prepare our students for these game changing technological advances that are coming faster than anybody I think is really prepared for. 180 00:13:38,000 --> 00:13:51,000 You think about it, if you if you look at the fact that with the communicating systems out there, if I were a contractor, I would be doing I would be doing a tremendous amount of service contracts. 181 00:13:51,000 --> 00:13:59,000 Because with those communicating systems, you can also build in there where you're monitoring this stuff and it gives you analytics. 182 00:13:59,000 --> 00:14:02,000 So you can tell when things are starting to get out of parameter. 183 00:14:02,000 --> 00:14:05,000 That's right. You can go service them before they actually break. 184 00:14:05,000 --> 00:14:21,000 So like in Florida, if you see some things coming into the heat into the cooling season, which is 11 months out of the year, the you can go take care of it before it actually breaks and creates an issue for that homeowner, that building owner and their tenants and things like that. 185 00:14:21,000 --> 00:14:27,000 You can start scheduling that stuff and be proactive about your service work that you couldn't in the past. You always waited on the phone to ring. 186 00:14:27,000 --> 00:14:28,000 Absolutely. 187 00:14:28,000 --> 00:14:39,000 If you're really looking to get these students up to speed on the technology that's out there, I get that you don't want them talking on their cell phones or playing solitaire and all that stuff on the phone. 188 00:14:39,000 --> 00:14:45,000 But if you're going to get into communicating systems and being able to like a lot of the new diagnostic tools. 189 00:14:45,000 --> 00:14:58,000 I mean, my son is a technician here in Orlando and he loves the tools that now Bluetooth enabled because he can set them up on the condenser and go inside and start finishing up duct work and stuff like that while he's monitoring the condenser outside. 190 00:14:58,000 --> 00:15:03,000 He doesn't have to set their weight on it on the vacuum to get all the way down, you know, as an example. 191 00:15:03,000 --> 00:15:07,000 There's a fine line. I get that they don't want to distract you with the cell phones in class. 192 00:15:07,000 --> 00:15:14,000 But the fact is that that has now become part of our society and they just need to figure out how to work within those parameters on it. 193 00:15:14,000 --> 00:15:19,000 They need to make sure they still understand the basics of the equipment. 194 00:15:19,000 --> 00:15:23,000 Because it's no different than using a calculator to do your math homework. 195 00:15:23,000 --> 00:15:27,000 If you know how to do the math, the calculator just assist you. 196 00:15:27,000 --> 00:15:38,000 If you know how to take your traditional tools and get your superheating your sub cooling and all that and look at your pressures and things, then you know how to troubleshoot that unit in case all of this stuff dies. 197 00:15:38,000 --> 00:15:44,000 That's exactly right. Phones and tablets must be allowed in the classrooms, but when they are appropriate. 198 00:15:44,000 --> 00:15:50,000 And so now we have to have admin and instructors, you know, update their policies and lessons to be able to account for that. 199 00:15:50,000 --> 00:15:53,000 Because think about, you know, things like so I had the Dykan stuff, right? 200 00:15:53,000 --> 00:15:58,000 Also had, you know, some of the manna, right? All of the the communicating platform from Comfort Bridge. 201 00:15:58,000 --> 00:16:02,000 It came through where you used a mobile app for commissioning and adjusting everything. 202 00:16:02,000 --> 00:16:07,000 I didn't have to take the door off from a piece of equipment on installation and commissioning. I did it from my phone. 203 00:16:07,000 --> 00:16:11,000 So when do you want to learn that technology on day one of installation? 204 00:16:11,000 --> 00:16:16,000 No, we want to understand that technology before we get into the field. 205 00:16:16,000 --> 00:16:22,000 And that's what we're trying to promote is not being afraid of the technology, getting an understanding and diving into it. 206 00:16:22,000 --> 00:16:25,000 It's like this balance or I would say imbalance in our industry. 207 00:16:25,000 --> 00:16:30,000 We have a significant amount of instructors that are going. We only teach the fundamentals. 208 00:16:30,000 --> 00:16:36,000 We don't teach the technology. And then you have the other side going, well, yeah, we get through the fundamentals so that we can get to the technology. 209 00:16:36,000 --> 00:16:41,000 And that's really where we're here to drive forward that we want this technology in the programs. 210 00:16:41,000 --> 00:16:44,000 It adds the extra flavor that we're looking for. You need it. 211 00:16:44,000 --> 00:16:54,000 And as an educator out there, I would think that you would want to promote that to anybody that would listen because that's going to put you above some of the other programs that are out there and give you something to sell better. 212 00:16:54,000 --> 00:16:58,000 Absolutely. Think about this from the advisory committee. 213 00:16:58,000 --> 00:17:01,000 What if as an instructor, I can now go back to my advisory committee. 214 00:17:01,000 --> 00:17:10,000 Oh, by the way, we're thinking about bringing in some inverter technology and some communicating technology so that we can send you some technicians that are already prepared for that. 215 00:17:10,000 --> 00:17:13,000 What do you think is going to be the response of the contractor on that committee? 216 00:17:13,000 --> 00:17:25,000 Maybe we need to step back and talk to our advisory committee, see what they're truly looking for and reach out to some of the contractors in our area that are promoting these technologies. 217 00:17:25,000 --> 00:17:29,000 So let's talk about that that promoting of technologies real quick. 218 00:17:29,000 --> 00:17:33,000 Jeff, so you've seen the industry change. 219 00:17:33,000 --> 00:17:34,000 Yes. 220 00:17:34,000 --> 00:17:43,000 How has inverter technology changed the way contractors look at equipment? Do we see a significant uptick in inverter technology? 221 00:17:43,000 --> 00:17:56,000 Oh, absolutely. And I'll tell you, even with Dyken, my first year at Dyken, we represented here in North America, 0.003% of Dyken's global number. 222 00:17:56,000 --> 00:18:00,000 This last year, we represented over 32% globally. 223 00:18:00,000 --> 00:18:04,000 Now we're getting somewhere, aren't we? Right. 224 00:18:04,000 --> 00:18:14,000 We talk about those primary product lines. You know, I see that Dyken fit that 17 sear inverter unit as being a primary product here in the United States. 225 00:18:14,000 --> 00:18:19,000 If I'm advising someone to learn on a piece of equipment, man, that's my go to. 226 00:18:19,000 --> 00:18:27,000 Well, the thing that I knew a lot of is called changing the conversation. Excuse me, everybody. 227 00:18:27,000 --> 00:18:33,000 With being out there in Vegas last week for the conference, I came back with a scratchy throat. So excuse me. 228 00:18:33,000 --> 00:18:40,000 But changing the conversation, if you and it's a circle like you mentioned earlier in the evolution. 229 00:18:40,000 --> 00:18:50,000 Yes, we need to sell product, but we need the contractors to understand that product. So when the homeowner or building owner has a problem, they know how to service it and maintain it. 230 00:18:50,000 --> 00:18:59,000 Yep. That's all about the training. So in the nice thing there, if we get them to buy into the technology and we don't teach them how to use it, don't teach them how to service it. 231 00:18:59,000 --> 00:19:05,000 Guess what's going to happen? That homeowners going to get mad. You're going to get a black eye in the marketplace and it goes the other way. 232 00:19:05,000 --> 00:19:18,000 Yep. And the nice thing now, because the technology is so new and most of the contractors out there have been taught on the old equipment, they need these kids to coming out of schools that understand the new equipment. 233 00:19:18,000 --> 00:19:27,000 And that can save them financially on the amount of money they have to use to train these kids coming out of school. Absolutely. It's a win win. 234 00:19:27,000 --> 00:19:37,000 And as far as I'm concerned for everybody and Dyken, we are committed to making this happen across the country to make sure that we put the right things in place. 235 00:19:37,000 --> 00:19:49,000 We have a huge sales team now across the country that are selling and promoting the product. And now we're making a huge commitment into the education industry as well to make sure that the schools that are ready and willing to do this. 236 00:19:49,000 --> 00:19:58,000 We want to help them elevate their students to a new level. And to me, that also gives me more bang for the buck because I can now go out and con and promote the contractors. 237 00:19:58,000 --> 00:20:04,000 You've got a ready made guys out here that you don't have to spend a lot of money training. You just put him in a truck. He's pretty ready to go. 238 00:20:04,000 --> 00:20:14,000 Jeff got anything you'd like to throw in here before we call it a day. Thanks for everybody being here today. And also Howard and you and your group are phenomenal. 239 00:20:14,000 --> 00:20:20,000 I enjoy that's one reason why we've been hanging out together with you guys so long. You're just a pleasure to work with. 240 00:20:20,000 --> 00:20:48,000 And we all pulling that wagon in the same direction to make sure we're trying to make our industry better. And that's what it's all about.