Welcome to the Bench
This manual takes someone with zero HVAC background to confidently quoting residential and commercial equipment over a two-week ramp. Work top to bottom in the sidebar — every module ends with a short quiz, and the final certification pulls from all of them.
Suggested 2-Week Path
Equipment Map
Learn the residential vs. commercial split and where every product line lives.
Residential Equipment Overview
Furnace, coil, condenser, heat pump, package unit — know the five products cold.
Furnace Model Numbers
Decode efficiency, stage, and BTU straight off the nameplate.
AC, SEER & Condenser Numbers
Understand SEER as "MPG for an AC" and decode condenser tonnage.
Coil Selection + House Sizing
Match coils to furnace width and condenser tonnage; use the sq-ft guide.
Practice Quotes — Residential
Shadow a rep. Take three replacement calls using photos + model numbers.
Closing Questions Drill
Memorize the residential closing checklist; role-play a call.
Commercial: RTUs & Curbs
Package vs. split, voltage, sizes, and what a curb adapter actually solves.
Commercial Sales Flow
New construction vs. replacement decision tree, tonnage codes, economizers.
Certification
Pass the final quiz (70%+) and shadow a live commercial quote.
How to use this manual
Every equipment section has a labeled diagram, every model number has a click-through decoder, and every module ends in a graded quiz. The sidebar dot turns blue once you've opened a section and green once you've passed its quiz.
HVAC Equipment Map
Every quote starts with one question: residential or commercial? The product families almost never overlap.
Residential vs. Commercial
Quick-ID Icon Set
These are training diagrams, not manufacturer photos — swap in real jobsite photography where you see a dashed frame.
Commercial: Rooftop Units & Curbs
Commercial quotes hinge on two package types, two voltage classes, and one question that trips up new reps: new construction or replacement?
Package Unit
Self-contained: cooling and gas heat in one cabinet.
Split System
Cooling only — an air handler paired with a separate condenser.
Voltage & Available Sizes
208/230V 3PH · 460V 3PH
3, 4, 5, 6, 7.5, 8.5, 10, 12.5, 15, 17.5, 20, 25 Ton
What is a Curb Adapter?
A curb adapter is a fabricated metal transition that lets a new rooftop unit sit on an existing roof curb. Older RTUs often have different supply openings, return openings, and footprints than what's being installed today — the adapter closes that gap without tearing out and replacing the curb itself, saving labor and roof work. Think of it as an adapter plate between the roof and the new unit.
Commercial Sales Flow
Commercial Tonnage Codes
Always look for these numbers inside the model number.
| Tons | Model Code |
|---|---|
| 5 | 060 |
| 6 | 072 / 073 |
| 7.5 | 090 / 091 / 093 |
| 10 | 120 / 121 |
| 12.5 | 150 |
| 15 | 180 |
| 20 | 240 |
| 25 | 300 |
Ask Every Time
- Need a curb?
- Need an economizer?
- Current model?
- Voltage?
- Tonnage?
- Need a curb adapter?
Residential Equipment
Five product lines cover nearly every residential quote.
Residential Package Units
208/230V single phase. Available in 2, 2.5, 3, 3.5, 4, 5 Ton.
Furnace Model Numbers
Click each segment of the nameplate below to see what it means.
Efficiency & Stage Reference
| Code | Meaning |
|---|---|
| S8 | 80% efficiency |
| S9 | 90%+ efficiency (everything else stays the same) |
| Code | Meaning |
|---|---|
| X1 | Single stage |
| X2 | Two stage |
| V2 | Variable speed |
Furnace Width Chart
| BTU | Width |
|---|---|
| 40k | 14" or 17.5" |
| 60k | 17.5" |
| 80k | 17.5" or 21" |
| 100k | 21" |
| 120k | 24.5" |
Venting — the question you must always ask
Can install: Upflow ✔ · Horizontal ✔ · Downflow ✔
Ask the customer: "Is your furnace vented with metal pipe or white PVC?" — this single question tells you the efficiency tier before you even see the unit.
SEER & Condenser Model Numbers
What is SEER?
SEER stands for Seasonal Energy Efficiency Ratio — think of it like MPG for an air conditioner. Higher SEER means a lower electric bill; lower SEER means a lower purchase price.
| SEER | Tier |
|---|---|
| 13 | Basic efficiency |
| 16 | Better efficiency |
| 18–20 | Premium, quieter, most energy-efficient |
RunTru typically runs 13–15 SEER. American Standard and Trane extend up to 20 SEER, including variable-speed models.
Practice: BTU → Tonnage
Teach every rep this rule: always divide BTU by 12.
Coil Selection
Also ask: Horizontal? Vertical? Upflow? Not every coil works horizontally — confirm orientation before you quote.
House Size Guide
| Home Size | Recommended AC | Recommended Furnace |
|---|---|---|
| 600–900 sq ft | 1.5 Ton | 40,000 BTU |
| 900–1,200 sq ft | 2 Ton | 60,000 BTU |
| 1,200–1,500 sq ft | 2.5 Ton | 60,000–80,000 BTU |
| 1,500–1,800 sq ft | 3 Ton | 80,000 BTU |
| 1,800–2,200 sq ft | 3.5 Ton | 80,000–100,000 BTU |
| 2,200–2,700 sq ft | 4 Ton | 100,000 BTU |
| 2,700–3,500 sq ft | 5 Ton | 120,000 BTU |
These are general guidelines only. Climate, insulation, windows, ceiling height, sun exposure, and a Manual J calculation can change the required equipment size — never quote sq-ft alone as final.
Closing Questions Every Rep Should Ask
Residential
Commercial
Final Certification Quiz
Pull questions from every module. Score 70% or higher to certify.