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Selling HVAC Mechanical Ventilation Systems to Builders

Updated March 7, 2022

Buildings and indoor spaces are exposed to a plethora of risks. For this reason, builders and designers are constantly looking for ways to avoid and mitigate problems. Subsequently, this is why HVAC and IAQ experts that work with builders should approach selling HVAC mechanical ventilation systems from a risk management perspective. Learn how to start the conversation and hook potential customers at the design and construction phase.

The Different Types of Mechanical Ventilation Systems to Sell

Firstly, let’s break it down by mechanical and natural ventilation. Mechanical ventilation is powered by an HVAC unit and natural ventilation relies on open windows and doors. In most cases, mechanical ventilation system solutions improve comfort by removing any stale, polluted air from your home. This results in cleaner, fresher air, and less stuffy air.

Secondly, there are three different types of HVAC mechanical ventilation systems builders can choose from. The type a building needs will all depend on the environment and goals. Moreover, it’s important to not overlook any options that ensure maximum comfort for everyone in any indoor space.


In exhaust-only systems, vents draw air from a room or building. The exhaust vent pushes used and contaminated air outside and pulls in fresh air from the outdoors, usually through a filter.


Supply-only ventilation provides a constant flow of fresh outdoor air. This prevents indoor pollutants from entering or recirculating inside a building. The supply vent draws in clean outdoor air through a filter.


Balanced ventilation systems are the most efficient of all mechanical ventilation systems. In other words, stale indoor air is exhausted at the same rate fresh outdoor air enters the building. Evidently, a properly designed balanced system can even supply enough fresh, filtered indoor air to keep up with the demands of people and machines. Consequently, these are the preferred systems.

Identify the Problem Mechanical Ventilation Systems Solves

To effectively sell anything, you must first identify the problem. Let’s take a look at the occupants in a residential building. Without giving it a second thought, we know that many people often: 

  • Firstly, they take long, hot showers without the exhaust fan running or window open
  • Secondly, they cook meals on their stovetop without consistently turning on the range hood exhaust fan
  • Thirdly, they keep windows and doors closed
  • Lastly, they turn off ventilation systems at night to save on energy costs

However, it’s important to note that occupants don’t do these things with malicious intent. Clearly, they simply don’t understand the indoor air quality repercussions. The moment they discover a mold problem they blame the builder. This results in submitted claims for high humidity problems. Most occupants simply have no clue how their daily actions affect their home and health. With your help, builders can mitigate this risk with HVAC mechanical ventilation solutions you can provide for them.

HVAC Ventilation Reduces Health Risks For Occupants and Builders

If you want to get the attention of a builder, Bill Hayward, founder and CEO of Hayward Score and CEO of Hayward Lumber has insider advice. He says to talk about investing in mechanical ventilation from a risk management perspective. He was most recently a REPTalk featured guest.

“Ventilation, in my opinion, is the builder’s best friend because it is helping them reduce risk,” Hayward explained in an interview with JLCOnline. “When I talk to production builders in particular, and we mention risk management, the light goes on.”

An ERV or HRV system that runs continuously improves the quality of air for every single building occupant. Builders can reduce costs associated with mold abatement and other humidity problems, mostly because it eliminates them entirely.

Bill Hayward on healthy home habits and creating healthy indoor spaces for KGG’s industry podcast REPTalk.

A Balanced Mechanical Ventilation System Gives Builders Airflow Control

When talking to builders about their mechanical ventilation options, focus on the benefits of controlling the airflow. Furthermore, tell them about building-wide mechanical ventilation systems that will continuously run and improve air quality for all. Additionally, this system mitigates elevated pollutant exposure by working around the clock. Certainly, the end results are much better than giving occupants control of their own ventilation system.

Through mechanical ventilation, you’re giving builders and building managers the power to control airflow inside a structure. If occupants take hot showers or cook without proper venting in place, they can better mitigate potential pollutants from entering the space.

Rob Ambrosetti

Rob Ambrosetti

KGG’s National Training Director and go-to IAQ expert. Rob is a council-certified Indoor Environmental Consultant. He also holds Healthy Home Professional and HVAC Professional certifications from IAQA. Since joining KGG in 2018, Rob has focused on curriculum development and led KGG’s in-house training services. He is also the host of KGG’s industry podcast RepTalk.

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