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Welcome back to Teaching the Unteachables, where we dive into methods for teaching and

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learning for professionals like you.

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Want to learn more about Hampton Engineering?

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Visit Hampton.com.

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We're spending a little bit of time with our good friend Keith Avery from Hampton Engineering.

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Keith, tell us a little bit about how you got into the industry because it'll really

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segue in today's topic about understanding your program and understanding yourself and

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having better tools for promoting yourself and selling yourself in the industry.

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Well, most of you all know that I work for Hampton Engineering.

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We're an equipment manufacturer.

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Long story, started off as a welder, worked my way into the sales field through BOC, British

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Oxygen and it was two 20-year careers landed me here with these folks.

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And it wasn't long after I landed here with these folks that I figured out the HVAC world

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is pretty much everything there is to do in technical education.

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And I would say that it is truly a great honor for you to have me here today.

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Absolutely it is.

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We're sure thankful for that.

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So if anyone hasn't met Keith, you're going to learn a little bit about Keith and why

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we enjoy Keith so much and the things that he brings to our industry.

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Keith is really good at understanding the product that you are as an individual and

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the product that you have to offer if it's something that you're selling.

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Better yet, how to present yourself.

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So today's topic is really going to be focusing on understanding your program, understanding

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your content, your delivery and how to present it not only to your administration, but to

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your local environment, the people that are looking at your program.

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One thing really happened in our industry in the last few years that has shaped the

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persona of our industry.

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We keep talking a little bit about the persona of HVAC and that stigma of HVACs being like

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that dirty job.

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It's like one of those shop classes that you go to when you can't do well in all of the

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other curriculums in school.

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We're going to define that here in a minute.

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We're going to break that stigma.

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Yeah.

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Yeah.

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Well, it's not sexy, but we'll break that.

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It can be that that's a whole nother topic.

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Yeah.

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So here's what we're talking about.

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So if we go back to, you know, those those awkward years in 2020, 2021, 2022, as the

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world was being affected by COVID, one thing happened in our industry that a lot of people

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don't pay attention to.

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And it's very important when we look at the programs that we offer.

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The United States Department of Homeland Security declared that HVAC was an essential critical

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infrastructure workforce.

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Right.

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So what that says, and this is exactly out of that says that workers distributing, servicing,

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repairing, installing residential and commercial HVAC systems, building transportation equipment,

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boilers, furnaces and other heating, cooling, refrigeration and ventilation equipment are

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essential critical infrastructure workforce.

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That in itself places us into a very important role in our world.

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Right.

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Let's talk a little bit about how that can benefit our program.

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When we look at our role, one of those 17 jobs in our industry now places us in a unique

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place as educators to be able to start looking at our own programs, understanding our value,

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the value that we add to our school, to the administration and to our community.

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And so I think, Clifton, I think you just hit a very strong chord there.

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Sure.

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The value of these programs, they have been so underestimated for so long.

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Like you said, when you look at it as a shop class, people, I don't think understood how

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important air quality, air movement was until COVID hit.

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And then all of a sudden they're stuck in houses or they're stuck in buildings and they're

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paying real close attention to filtration and air movement.

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Like I said, I think that value thing is key.

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Understanding the value that these programs bring, bring to the school and bring to the

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community.

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Yeah.

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Because if you don't understand the value, how can you promote the content that is actually

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there?

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And if you don't know the demand for what is needed from us, how do we know how to plan

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our programs for the future?

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I've told this story before.

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I was in Washington, DC at a department of energy seminar and there was some undersecretary

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of energy up there and it was an HVAC conference.

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They had all kinds of HVAC contractors and people into this.

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And this undersecretary stood up there in the front of these people and he said, and

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it almost knocked me off my chair, that over 75% of all the energy created in this country,

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75% of everything produced goes to the heating and cooling industry.

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There you go.

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And I was in the back of the room and I was getting ready to raise my hand and call bull

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when the guy I was with put my hand down and then he went on to explain that it doesn't

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matter what individual industry you look at, we as a nation are either heating something

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up or cooling something down.

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Such a good analogy.

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And where most industries, and this was about conservation and saving energy, where most

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industries look at a 2 or a 3% gain in energy efficiency, that's a home run.

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Well consistently the HVAC industry is making leaps like 7, 10, 15, 20% more efficient than

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it was a year ago.

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That's huge.

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That's huge for the energy industry because anything more they don't have to produce,

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they can offload.

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It's cheaper to offload existing energy than it is to produce new energy to fill that hole.

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So the more efficient you get, the better it is for the economy and for the energy industry.

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Even a lot of technicians, young students going into the programs, parents of students

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that are looking at HVAC as a potential career, don't understand the vast amount of opportunity

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we have.

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A lot of people look at HVAC like that residential HVAC technician that everyone sees because

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that's all that they know.

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It's the only person they've ever seen.

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They've not seen that informational technology.

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They've not seen that refrigeration technician that is in the background working on all of

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the refrigeration systems that's cooling the heat sinks of all of our transistors from

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all of our databases.

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They don't see all of the refrigeration air conditioning technicians that are working

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on ventilation systems at our water transfer stations.

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That was one of the big ones that I used to work on.

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All of our water transfer stations have huge dehumidification systems that are critical

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for all of the motors, pumps, pump controls, electrical wiring inside because we have all

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of that cold water running through massive pipes at high velocities.

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It means they sweat like crazy.

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So it's a refrigeration HVAC technician that's working on those.

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We look at all of our commercial facilities.

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If we don't have air conditioning, you're not going to work in those facilities.

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So many different things that we can dive into.

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Any others who want to hop on while we're here?

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And just as an aside, being the geek that I am, when I got back to my hotel room, I

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kind of Googled and played around and his 75% quote was wrong.

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It was over 80.

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No kidding.

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Well, think about how the world's changed.

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Over 80% of that energy.

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I may have gone down now with electric cars, but even those, you got motors that you got

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to cool off.

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Yeah, that's exactly right.

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All of these vaccines had to be transported well below zero or they would go bad.

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So they had to come up with a refrigerated system to move these from point A to point

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B as well as maintain them when they're there.

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Which was fairly new, wasn't it?

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It isn't just break them out and put them on the shelves.

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Yeah.

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You know, we had a lot of cold climate transferable operations for doing that, but not in the

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scale that we needed when we started talking about mass vaccination.

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Nobody was prepared for what happened or the scale when you shut down an entire economy

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like that.

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And then with essential workers, you've got to stay and maintain this.

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You've got to stay and maintain that.

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Anybody who's ever spent time in one knows that they give you ice to chew on.

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Sure.

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There's refrigeration.

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Every hospital in this country, every floor, every ward has an ice machine on it.

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They don't fix themselves.

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They don't take care of themselves.

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Stuff that you don't see all happening in the background.

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And it's been relatively silent and benign and nobody pays attention to it until something

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goes wrong.

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Exactly.

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Vocational programs don't look at themselves as STEM programs.

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That's exactly why we're doing this.

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One of the really neat things I get to do because of my job is I travel.

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I travel all over the country.

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I see good programs.

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I see bad programs.

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I see spectacular programs.

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I also see the rest of the programs that are going on in those schools, whether it's automated

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manufacturing or whether it's a quote unquote STEM program.

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And never has have I seen a STEM program incorporate itself into the HVAC world.

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Exactly.

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One of the things I learned because I deal with engineering departments as well.

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We sell equipment on a wide scale.

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I tend to look me, I tend to look at and I tend to put forward the fact that the HVAC

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industry is kind of the mechanical engineering of the skilled trades.

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Absolutely it is.

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It incorporates a vast wealth of knowledge.

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It's electrical, it's chemical, it's mathematics.

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It is truly a STEM program from start to finish, but it's never been sold that way.

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No one who participates in it ever goes up to administration and said, come down, I want

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to show you just how STEM-y we are.

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We're here to help you understand what you are actually doing.

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I think it takes people like us, not to blow our own horn here, but it takes people like

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us to get these educators off their perch.

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They've become so comfortable with doing the same thing over and over again.

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Yes we do.

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And when they look at what's going on, all they're concerned with is their numbers.

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If they can keep 15 kids in class, they can keep their job.

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They don't necessarily need to spend a whole lot of time learning a bunch of other stuff.

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Numbers, numbers, numbers, numbers, and like I said, they're comfortable up there on that

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perch.

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We kind of need to knock them off that perch every once in a while and say, hey look, world's

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changing.

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Times are changing.

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So we've taken the time to do science, to change our technology.

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So what are we going to be looking at going forward?

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Well we've already seen a lot.

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I've seen a lot of programs that aren't even teaching variable capacity compressors and

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inverter technologies or don't even know exactly how things like scroll and rotary compressors

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work.

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And so our technology is moving at a pace much faster than it has in the past.

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So many of us now need to prepare for new technology and to be able to get the technology

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into our classrooms.

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So let's talk about some ways that we can do that.

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They've been teaching electronics or electrical forever.

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The industry is fast moving to electronics.

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Exactly.

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Smaller, more efficient components, they're going to have to make that jump.

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Like you said, with inverters and MOSFETs and it's no longer just a simple AC DC theory,

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you know, switch open, switch close.

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That's still going to be there.

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That legacy stuff is always going to be there.

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Legacy equipment is still going to be around.

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They're going to need to update their programs.

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And there's only so many ways you can do that.

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They're going to need to find manufacturers, equipment manufacturers that are willing to

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step up to the plate, maybe send their engineers in to teach a class or to train the trainers,

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so to speak.

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Exactly.

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I'm not a big fan of donating equipment, as you can see.

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But that's also part of it.

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If these manufacturers can drop a newer component on them, whether it's a scroll compressor

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or an inverter and say, hey, look, six or seven years ago, I went to the EHR show at

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the McCormick place in Chicago and there was one little row and it was the Korean island.

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Yeah, that had new technology.

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That was the only place you saw mini splits.

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Now that's all you're seeing.

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That's it.

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As minis and DRVs and VRSs, you know, so all of it is changing.

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And they're going to need to stay in touch with manufacturers.

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They're going to need to stay in touch with people like you, Howard, people like me who

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can put them in touch with the people that they need to be talking to.

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And that's really what we're here for.

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Clifton, you and I talked a while ago.

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In my world, everything is sales.

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And the faster you understand that, the easier things are going to become.

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And it really is.

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You know, when a baby figures out that they can get what they want by smiling, they employ

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that smile.

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That's a sales skill.

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There are, man, this goes back to a conversation I had in Ann Arbor, Michigan in a really bad

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Chinese restaurant one night.

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We were sitting around the table after a UA event, a UA training event.

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And I was sitting there with some of ESCO's trainers and judges and we were talking and

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somebody said to me, well, you know how to talk to these guys.

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We don't know how to talk to them.

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And that's when it hit me that they don't look at themselves as salespeople.

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When you change the way you look at yourself and how you approach what it is that you want

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to get, all of that comes into play.

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Communication skills, collaboration, verbiage, how you approach, when you approach, make

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sure you know what it is that you're asking for.

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Be concise.

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You know, they're not looking for a PhD dissertation.

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They want to know what the problem is.

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They want to know that you have the solution and they want to know that they can be the

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key.

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It's a feather in their cap.

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Sure.

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Absolutely.

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It now becomes bigger than the program itself.

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Many of us were technicians before we became educators.

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It fascinates me that you could sell a $20,000 HVAC system, but you can't get a $500 meter

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for your own program.

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Yeah.

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I think I that more often than not has absolutely no technical knowledge whatsoever.

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He's an academician and he's probably spent his whole life in academia.

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There are some administrators that have worked their way up.

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They're usually running some of the best programs that understand that the skilled trades are

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what keeps this country moving forward.

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But a lot of these administrators are just that.

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They're administrators.

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They're sure.

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They're making business decisions.

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They've gone to administrative college and that's what they do.

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Their job is to raise money and put out fires.

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Yes.

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So like I said, at a 30,000 foot level, when you fly over Ohio, you look down, you see

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all these little farms.

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Well, all those little farms belong to me, but wait a minute.

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There's smoke coming out of that one over there.

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You know, so you need to find a way to get their attention, get them to you, have them

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take ownership of your program.

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Big part of that is how you talk with them.

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This isn't my advisory.

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He's not one of my advisors.

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He's an industrial partner.

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These are the guys that are telling us what we need to do.

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Exactly.

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When I talk to schools that are looking to hire instructors that are starting new programs,

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and I will tell you this, lately there are more and more high schools that are putting

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basic HVAC programs or HVAC prep programs back online to slate these kids to go into

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the technical colleges.

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But the guys that teach these programs, the instructors, when I'm talking to an administrator

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or a principal and we're talking about who they're hiring and the bottom line is whoever

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you hire, they've got to be passionate about what they're doing.

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This isn't the kind of job you take just to take the job.

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You know, if you want this program to flourish, this guy has really got to be passionate about

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HVAC from top to bottom.

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And if he is, then he's going to move heaven and earth to make sure that that program succeeds.

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Keith, is there any email or contact information that you care to share with people while we're

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here?

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My personal email is my first initial and last name.

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That's K-A-V-E-R-Y at Hampton.com.

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Sales at Hampton.com will get to me as well.

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That's the general office email.

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So I mean, if you need to talk, you can call me there.

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If I'm not there, leave a number.

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I'll get back to you.

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I'm more than willing to talk and help anybody.

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Like I said, if I can make your program better, it's going to make this industry better.

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It's all going to be better down the hill for everybody.

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Once again, it's been a hoot to hang out with you and we really look forward to continuing

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these conversations.

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Lytton, thanks for having me.