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ACCA President & CEO Barton James and Sean Robertson, ACCA's vice president of membership, advocacy, and events, discuss tariff policies, supply chain, industry pricing, as well as regulatory issues for HVAC contractors.
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HVAC contractors are facing challenges due to the R-454B refrigerant shortage and the implications of the AIM Act.
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The plan includes a focus on registered apprenticeships and aims to support over 1 million apprenticeships per year.
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We live in the digital era. Today, there is more data and information accessible at our fingertips than ever before. HVAC contracting business owners are able to make smarter decisions based on data instead of just intuition. Some innovative contractors are even using data transparency with their teams to implement gamification, creating friendly competition and unity by working toward shared goals.
this company,’ are gone. It’s not our parents’ generation. There are so many opportunities today that you jump ship at the first sight of something interesting. So having something like gamification lightens up the mood within the office and makes things feel a lot more fun. And, obviously, labor shortages require businesses to focus more on retention and motivation.”
Gamification strategies can be used to motivate employees using leaderboard displays ranking technicians, CSR and dispatch teams based on KPIs, such as sales, jobs completed, and Google reviews.
“You can have achievement and badges automating recognition for milestones, such as most jobs completed in a week, highest revenue of the day, employee of the month, etc.,” Chow explains.
“You can have challenges, contests, and weekly competitions for highest upsell conversions or fewest callbacks — it could be anything. “
A multi-location HVAC contracting company in the Southeast uses Plecto to track revenue per technician, maintenance plans sold, and customer feedback scores. The results were a 31% increase in maintenance plan sales and a 20% increase in positive customer reviews, Chow notes.
EDITORIAL
ADVISORY BOARD
TOM CASEY
Climate Partners
Griffin Service
MIKE CONLEY
Pioneer Heating & AC
VINCE DIFILIPPO
DiFilippo’s Service Co.
DOMINICK GUARINO
National Comfort Institute
LOUIS HOBAICA
Hobaica Services
MATT MICHEL
Author
BRIAN STACK
Stack Heating & Cooling
The application of game design elements in a nongame setting has existed since the early 2000s; however, it has started gaining serious attention within the last five years, according to Andrew Chow, senior partnership manager at Plecto — a company-wide solution tracking KPIs that lays the foundation for a performance-driven work culture.
“I can see during my demos with trades guys that the gamification features I’m presenting are not foreign to them,” Chow says. “They are already running things like spiff programs manually. Plecto is making it more accessible and more actionable in a digital format. It’s becoming more popular because Gen X and Gen Z expect engagement and feedback loops. Basically, our attention span is a lot lower today. So having these gamification features for the younger generations really helps, because the days of loyalty, ‘I’m going to die and fight for
The data and leaderboard displays are more of a stick, so where is the carrot for employees? Contracting business owners can create an in-app economy using Plecto coin (think Bitcoin or other digital currency). Every time an employee achieves something, they get rewarded with a certain amount of Plecto coins of the owners’ choosing, depending on the achievement. Once an employee has gathered enough coins, he or she can use them to claim a prize from the reward store. Chow says some contractors have placed Amazon gift cards, gift certificates to local restaurants, lunch with the boss, or even a new vehicle!
Incorporating gamification and data transparency into HVAC operations isn’t just a tech trend — it’s a strategic advantage. By turning performance metrics into clear, engaging goals, contractors can boost team motivation, improve accountability, and drive consistent results.
“Every department used to work in silos, but having data transparency across all departments allows everyone in the company to be aligned with the same mission and goal,” Chow says.
Greetings, and welcome to “HVAC Chats,” a series of podcast episodes by Contracting Business and Endeavor Business Media—hosted by Nicole Krawcke, editor-in-chief of Contracting Business magazine and ContractingBusiness.com. HVAC Chats offers industry insights on the critical business management challenges that HVACR contractors face daily. Tune in today and learn how leading contractors are positioning their companies for future growth.
MOUNT AIRY, North Carolina—Jay’s Heating, Air & Plumbing, a trusted name in home comfort solutions throughout North Carolina and Virginia, announced that it is expanding its service area into Carroll County, Virginia, with the acquisition of V & H Heating & Cooling.
Not only will Jay’s retain all of V & H’s employees, but the acquisition is also a deeply personal one for owner Jamie Vaughan, a fourth-generation HVAC professional. V & H Heating & Cooling was originally founded as Vaughan & Hill, a business created by Vaughan’s grandfather, James Vaughan, in partnership with Clyde Hill.
Jamie Vaughan, a fourth-generation HVAC professional, and owner of Jay’s Heating, Air & Plumbing, recently acquired V & H Heating & Cooling, a business that was originally founded as Vaughan & Hill by Vaughan’s grandfather, James Vaughan, in partnership with Clyde Hill. Jay’s Heating, Air & Plumbing
“For me, this is more than a business decision. It’s continuing the legacy my grandfather helped build right here in Woodlawn,” Vaughan said. “Bringing V & H into the Jay’s family is an honor, and we’re committed to carrying forward the same principles of quality, trust, and local service that it was built on.”
Vaughan also sees this recent purchase as a way to provide career training to those who want to work in the home service industry. While the company already has an apprenticeship program, it plans to use V & H’s building, located at 4971 Carrollton Pike in Woodlawn, Virginia, as its new state-of-the-art training center.
The acquisition will provide V & H customers with expanded local services, including plumbing, indoor air quality solutions, and smart home comfort systems. Jay’s HVAC will offer V & H customers flexible financing options and access to the latest energy-efficient technology.
Vaughan first opened Jay’s Heating, Air & Plumbing in 2005. The home service company has since grown into a regional powerhouse with a reputation for treating customers and employees like family.
“Our mission is simple: treat every home like it’s our own and every customer like family,” Vaughan said. “We’re proud to carry that promise into the Woodlawn community. Whether it’s a complex installation or a simple service call, Jay’s commitment to integrity, reliability, and excellence is the same.”
For more information about Jay’s Heating, Air & Plumbing, visit https://jayisontheway.com.
BLOOMINGTON, Minnesota—The “Explore The Trades Skills Lab, Built by Ferguson” equipment grants were announced on May 7, 2025, in celebration of National Skilled Trades Day.
Ten schools are the newest recipients of the Skills Lab equipment grants, which are projected to reach over 1,500 students this upcoming school year. This dynamic program has experienced rapid growth since it began in 2021 and has now delivered equipment to 32 high schools and three middle schools in 17 states across the country. These grants are funded by Ferguson, a leading value-added distributor in residential and commercial construction, which also provides the equipment and support to help schools establish or expand their skilled trades labs. The initiative reflects Ferguson’s long-term commitment to closing the skilled labor gap through education and workforce development partnerships.
“Strong partnerships between industry and education are essential to the growth of the plumbing, HVAC, and electrical trades,” said Kate Cinnamo, executive director of Explore The Trades. “We’re excited to see the ‘Explore The Trades Skills Lab, Built by Ferguson’ program continue to expand—now reaching
“Explore The Trades Skills Lab, Built by Ferguson” equipment grants were awarded to 10 new schools. This dynamic program has experienced rapid growth since it began in 2021 and has now delivered equipment to 32 high schools and three middle schools in 17 states across the country.
Explore The Trades
a new milestone with the selection of its first-ever electrical lab. This lab is being sponsored directly by Explore The Trades and we’re proud to see the broader initiative grow beyond its original scope. This year, we also welcomed SkillCat as an in-kind donor, whose technical content will further enrich students’ education in the trades. As we celebrate our 20th anniversary in 2025, there’s no better way to honor two decades of supporting skilled trades education in schools across the country!”
Melissa Hazelwood, director of social impact at Ferugson commented, “We’re seeing a pivotal moment for the skilled trades. More young people—especially Gen Z—are recognizing the advantages of a career in trades, from economic stability to long-term growth. With this momentum building and an urgent need to address the industry’s labor shortage, the time is now to invest in the next generation. Through our partnership with Explore The Trades, we’re helping schools turn student interest into hands-on opportunities. These labs are more than just equipment—they represent pathways to promising futures.”
2024-2025 Recipients:
• Abraham Lincoln High School – Plumbing (Denver, Colorado);
• Atlantic County Institute of Technology – HVAC (Mays Landing, New Jersey);
• Burlington County Institute of TechnologyWesthampton – HVAC (Westhampton, New Jersey);
• Craig Middle School – Plumbing (Craig, Colorado);
• Lansing Technical High School – HVAC (Lansing, Michigan);
• Lincoln County High School – HVAC (Eureka, Montana);
• Newark School of Architecture & Interior Design –Plumbing (Newark, New Jersey);
• Toms River High School South – HVAC (Toms River, New Jersey); and
• West Orange High School – Plumbing (West Orange, New Jersey).
To see a list of all Skills Lab equipment grant recipients, please visit https://explorethetrades.org/explore-the-trades-skills-lab.
WEST PALM BEACH, Florida—Veterans and team members from Service Experts joined the national home improvement series, “Military Makeover with Montel,” airing on Lifetime TV, a show dedicated to honoring veteran families through transformative home renovations. The latest episode honors Christy LaVallee, a proud recipient of the Purple Heart.
“This renovation was particularly rewarding for us because local members of our ServiceExperts team, who are themselves veterans, were able to participate,” said Bill Selman, general manager of Service Experts South Florida, who was also among the “boots on the ground” for the company. “At Service Experts, we’re deeply committed to supporting the military community as employers and members of the community.”
After enlisting in the Army, LaVallee served a notable deployment in Kandahar, Afghanistan from 2010 to 2011, and
achieved the rank of Specialist in the Army Reserves. Her role as a combat support military police officer exposed her to a harrowing IED blast that left a lasting impact. She received several commendations in recognition of her bravery, including the Purple Heart, Combat Action Badge, and multiple campaign and service medals. She was left with PTSD, hearing loss, and mobility issues, but has remained committed to her community, demonstrating a profound sense of resilience and dedication that her partner, Abbey Roberts, admires. Now working as a scheduling dispatcher, she continues to make a positive impact through her dedication and service.
With the help of the 15-member Service Experts team drawing from 10 local Service Experts centers, which included George Ahearn, an Army veteran and recipient of The Purple Heart himself, Service Experts performed electrical, HVAC, and plumbing work.
“Military Makeover is a great program, and it was an honor to be a part of this for both myself and for Service Experts,” added Ahearn. “As a prior service member, it was a privilege to help out a veteran.”
For more information, visit www.serviceexperts.com.
BROOMFIELD, Colorado—The role of the foreman is evolving, a fact demonstrated clearly at the Plumbing-Heating-Cooling Contractors—National Association (PHCC) Educational Foundation’s recent Creating Super Foremen workshop, held May 2–3 at the Viega Seminar Center in Broomfield, Colorado. With instruction led by Purdue University Professor Emeritus Kirk Alter, the event brought together 27 foremen from contracting companies nationwide for an immersive two-day training experience.
This year’s program emphasized the foreman’s critical role as the first line of company management; the individual on the jobsite responsible for aligning field performance with their company’s business goals. A key part of that alignment
is leveraging technology and innovative tools to drive communication, planning, and accountability.
In one standout activity, attendees worked hands-on with an artificial intelligence platform to build a career progression roadmap for a new hire, outlining a clear path from apprentice to journeyman to foreman. The incredibly detailed eight-year plan featured technical and soft skills to be mastered each month, plus quarterly goals, and structured evaluation checkpoints. Participants also used AI to craft messaging to address concerns they would hear from an 18-year-old considering a career in the trades such as the perceived length of time it takes to grow into a leadership role. The generated answer compared the extended training process to pressure testing an incomplete piping system; explaining that it takes time to ensure that all the necessary pieces fit together properly.
“You are used to being the most productive field worker on your job,” Alter told the attendees. “But now as a foreman, you are getting paid to help the members of your crew to be the most productive workers on that jobsite. Your tools are now your computer and your brain. And you are seeing how A.I. is another incredibly powerful tool that you must learn how to use to be successful today.”
In addition to exploring new technologies, the course also reinforced the importance of thorough planning, clear documentation, and ongoing communication with office staff. These foundational skills allow foremen to provide timely updates that help project managers and contractor business owners make informed decisions and deliver the support needed to complete jobs efficiently and profitably.
Contractors and foremen looking to participate in future construction management courses can sign up for notifications at https://phccfoundation.org/essentials.
BEDFORD Massachusetts—
As it pursues an aggressive HVAC expansion strategy, F.W. Webb Co. has elevated two seasoned company leaders into director positions. Pat Casey has been appointed to the newly created role of director of business advancement, HVAC, while Warren Bean has been named director of commercial HVAC sales.
“While expanding our manufacturer partnerships and market presence,
we’ve recognized the need for skilled and experienced leaders to support and accelerate our HVAC initiatives,” said Bob Mucciarone, COO at F.W. Webb. “Patrick and Warren possess the leadership skills, industry knowledge, and work ethic necessary to support the needs of our customers in this vital sector. We anticipate tremendous growth potential as they contribute their extensive professional expertise in their new roles.”
Casey joined F.W. Webb in 2008 through the company’s Continuous Improvement Program, a management training experience that prepared him for multiple leadership positions, including his most recent role as general manager of F.W. Webb’s Woburn, Massachusetts location. Leveraging his knowledge in the HVAC sector and partnerships with internal stakeholders and vendor representatives, Casey will oversee the strategic direction of F.W. Webb’s comprehensive HVAC solution portfolio. Bean brings extensive experience as a contractor, business owner, and distributor representative to his new role. Since joining F.W. Webb in 2018, he has rapidly progressed through the organization as an Outside Sales Representative, Regional HVAC Specialist, and Samsung Specification Representative. In his new position, Bean will focus on raising the visibility of F.W. Webb’s commercial HVAC solutions within the industry, strengthening relationships with commercial contractors, and developing vendor partnerships.
The appointments come at a critical time for F.W. Webb and the HVAC industry. In recent months, F.W. Webb expanded its partnership with Rheem to include distribution of HVAC products and became exclusive distributor of the GE residential HVAC product portfolio in New England. Additionally, for the third straight year, Samsung recognized F.W. Webb’s HVAC classes with the manufacturer’s training excellence award.
The partnership between Carrier and Laurel includes: Laurel campuses outfitted with Automated Logic control systems; Automated Logic experts providing training to Laurel faculty, donating direct-training hours and offering field trips to students to Automated Logic facilities; and exclusive employment opportunities for Laurel students.
KENNESAW, Georgia—Automated Logic and the Laurel Institutes are partnering to help build a new generation of HVAC technicians while outfitting campuses in three states with the latest building automation systems. Automated Logic, a provider of innovative building-management solutions, is a part of Carrier Global Corp., global manufacturer of intelligent climate and energy solutions.
The partnership is part of Carrier’s TechVantage Initiative, which involves hiring 1,000 service technicians in the United States and providing additional training to over 100,000 Carrier and Carrier partner HVAC technicians within five years. Carrier is forming strategic alliances with vocational and technical institutes across the country to support the initiative and prepare technicians for cutting-edge HVAC solutions.
Founded in 1985, the Laurel family of schools, including Laurel College of Technology, Laurel Business Institute and Laurel Technical Institute, is a well-known post-secondary technical school organization that offers hands-on training and
small class sizes, taught by highly skilled and experienced instructors.
“The cutting-edge technology that Automated Logic will be equipping our schools, teachers and students with will allow our graduates to be among the most well-prepared automation graduates not only in this region, but throughout the country,” said Douglas Decker, COO of Laurel Institutes. “The technology that ALC brings to the table is among the very best.”
HOUSTON —RectorSeal announced the acquisition of Aspen Manufacturing, LLC., a manufacturer of HVAC coils and air handlers.
Founded in 1975 and based in Humble, Texas, Aspen offers a wide range of products, including residential and light commercial evaporator coils, coils and blowers for manufactured homes, and air handlers serving the residential, multi-family, and light commercial market segments. Aspen
manufactures products under the Aspen, Aspen Pro, and AirMark brands and is a contract manufacturer for several leading HVAC OEMs. All Aspen products are designed, engineered, and manufactured in the United States.
“This acquisition continues expanding our footprint of HVAC products,” said Jeff Underwood, president of RectorSeal. “With Aspen’s industry-leading line-up of thirdparty coils & air handlers, we can better support our distributors and contractors and strengthen our market leadership in
a new product category. Moreover, I have had the chance to know Jason Ludeke and the team at Aspen for over a decade and am excited to work with them as colleagues.”
Together, RectorSeal and Aspen will enhance sales and support by providing customers with an enriched, single customer experience.
CHICAGO —Madison Industries announced the successful acquisition of Research Products Corp. (RPC), a an innovative indoor air solutions provider for both residential and commercial environments. RPC will become a part of Madison Air’s premier platform of air quality solutions.
Madison Air was established under the leadership of Madison Industries Founder and CEO Larry Gies. Today, Madison Air, led by President and CEO Jill Wyant, has rapidly established and expanded category leadership across the indoor air innovation spectrum, from residential and commercial to high-impact sectors including data centers, advanced manufacturing, education and healthcare.
“As Madison Air expands its market opportunity and scales a portfolio of bestin-class brands, we remain disciplined in our approach to M&A, acquiring only companies that align with our mission
and enhance our platform,” said Gies. “RPC stood out for all the right reasons: it has a phenomenal team making a real difference in people’s lives, fills a critical gap in our indoor air quality offering, and strengthens our ability to deliver more value to customers.”
“This acquisition marks a pivotal moment in our company’s journey and opens new avenues for growth and innovation that will benefit our customers and employees,” said Wyant. “RPC has a strong track record of innovation and a stellar reputation for excellence in our industry. Their expertise, offerings, people and entrepreneurial culture will extend our ability to deliver what we call Return on Air™ for our customers – the measurable impact on people and performance that our companies and brands uniquely deliver. We’re excited to welcome RPC and their talented teams to the Madison Air family.”
For more information, visit www.researchproducts.com or www.madisonair. com.
APPLE VALLEY, Minnesota—GF Building Flow Solutions Americas, the manufacturer of Uponor-branded products, announced John Reutter as president. Reutter joined the organization in 2018 as vice president of finance and has been an instrumental leader over the past seven years.
In his role as president, John will lead the growth strategies for the Americas business with a focus on delivering locally driven solutions, expanding into emerging markets, and ensuring alignment with the company’s global objectives. He’ll oversee day-to-day operations and business performance while fostering strong collaboration between regional teams and global counterparts.
“I am thrilled to see John step into the role as president of the Americas division,” says Michael Rauterkus, president and CEO of GF Building Flow Solutions.
“John has been a proven leader from day one, fostering a collaborative yet highperforming environment. Under John’s leadership, we are well-positioned to maintain strong customer relationships while taking the business to the next level.”
“It’s an honor to take on this role and the opportunities that lie ahead for GF Building Flow Solutions Americas,” says Reutter. “I’m grateful to be surrounded by a team that is committed to growth and delivering strong customer outcomes. I’m excited to see what we accomplish next.”
WILMINGTON, Delaware—The Chemours Co. announced a strategic agreement with Navin Fluorine International Ltd. to manufacture its Opteon two-phase immersion cooling fluid. The collaboration is part of Chemours’ expanded Liquid Cooling Venture, established to address the growing heat, energy, and water demands of advanced data centers and AI hardware. The partnership with Navin Fluorine marks an important step toward commercialization, providing critical capabilities and capacity—beginning in 2026—to support the adoption of two-phase liquid cooling.
“The fact is, next generation chips alone can’t deliver the AI boom; the computing and resource demands created by this technology require a new, integrated approach. Our deep expertise in cooling uniquely positions us to help bridge this gap,” said Denise Dignam, Chemours president and CEO. “Innovative liquid cooling solutions, like Opteon, can help significantly reduce data center total cost of ownership through decreased energy, water, space, maintenance and capex demands, all while enabling next generation chip capability. Partnering with Navin Fluorine enables us to meet this critical market need.”
The company’s proprietary Opteon fluid offers an ultra-low global warming potential (10), a power usage effectiveness (PUE) approaching 1, and superior performance capabilities compared to traditional or other liquid cooling technologies. Nearly eliminating water use, reducing space requirements by 60%, and lowering energy consumption by up to 40% and cooling energy use by up to 90%, this technology represents benefits for data center operators and communities alike.
The agreement with Navin Fluorine will bring this innovative technology to market quickly and efficiently. For more information, visit Opteon.com.
Exclusive
& A with leading experts, to guide you through the second half of 2025!
The first half of 2025 has been a perfect storm for the HVACR industry as contractors have navigated tariffs, shifting regulations, evolving technologies, and consumer caution.
To get a clearer picture of where things stand— and where they’re headed—Contracting Business spoke with leading OEMs to gain insights on the biggest challenges and opportunities facing the industry today. Shane Angle, vice president, sales and technical services, Copeland; Scot Swan, business manager, Arkema; Doug Widenmann, senior vice president of marketing, Daikin Comfort Technologies North America; and Randy Roberts, vice president, Residential, Rheem Air Conditioning Division, offer mid-year perspectives and valuable guidance for contractors planning the months ahead.
CB: Are you seeing increased pricing for HVAC systems with the current economic climate and tariffs in place, and how is that affecting demand?
Angle: We’ve seen only marginal pricing increases from tariffs so far. Overall, the pricing of HVAC systems has increased significantly over the past five years, starting with the supply chain challenges brought on by COVID-19. Also, remember that this is the first year of a transition in residential air conditioning. Since Jan. 1, 2025, all new units produced have been
optimized for A2L refrigerants, resulting in a slight additional price increase due to the design changes needed.
Since the start of April, we have seen additional system price increases in the 5% to 10% range due to tariff uncertainty. We could anticipate additional increases depending on how the negotiations on reciprocal tariffs with China play out.
It’s too soon to know if there may be an impact on demand, although the price increases over the last five years haven’t had a dramatic effect. If air conditioning or heating units break, consumers will get them fixed, whether it’s a system repair or replacement.
That said, we do anticipate a potential shift in the repair-replace decision this year. One reason is the economic uncertainty and price increases. We’ve also historically seen some resistance during refrigerant transitions to embrace the new, optimized units. So, some may upgrade to a new R-410A compressor as a cost-effective measure for keeping an existing system running. Copeland has prepared for either scenario by preparing for the refrigerant shift with a full lineup of A2L-optimized compression options. We’ve also recently introduced a line of Copeland LXE service compressors that consolidate R-410A compressors (i.e., ZP**KA/KV/K5/K6/ K7) into one platform. Not only is this platform optimized to be our most efficient R-410A compressor, but it also helps ensure availability at
“We do anticipate a potential shift in the repair-replace decision this year. One reason is the economic uncertainty and price increases.”
— Shane Angle, Copeland
the point of service, simplifies support of legacy refrigerant compressor-based systems, and reduces the number of SKUs for our distribution partners.
Roberts: Due to the current economic climate and tariffs, Rheem is seeing increased costs for raw materials and components used to build HVAC equipment. While these cost pressures are a reality, so far, it hasn’t had a direct impact on demand.
“We see the HVAC market continuing to evolve with a strong focus on efficiency, electrification, and decarbonization, even as economic conditions remain uncertain.”
Widenmann: Yes, various OEMs have announced price adjustments in response to the global trade situation. We have announced price adjustments and continue to monitor the situation very closely. However, we believe there are other factors also affecting demand, such as other OEMs’ A2L refrigerant transition, that appear to be an opportunity for Daikin.
— Randy Roberts, Rheem
CB: How are you managing supply chain disruptions to ensure contractors and distributors receive equipment on time?
Roberts: While Rheem is seeing some supply chain disruptions, particularly as suppliers adjust production locations to navigate tariff impacts, the company has taken proactive steps to minimize delays. With multiple vendors, Rheem has built flexibility into its supply chain, allowing the company to better manage through potential disruptions and continue delivering equipment to contractors and distributors on time.
Widenmann: Daikin has been working on various strategies since the supply disruption the industry experienced beginning in 2022. We believe that our state-of-the-art manufacturing facility, Daikin Texas Technology Park, in Waller, Texas, our comparable logistics operations at Daikin, and our supplier localization efforts are well situated to meet the anticipated growth opportunities ahead of us. Also, choosing to transition to R-32, ahead of many other OEMs with R-454B, has allowed us to strengthen our inventory position with a proven, available, low-cost refrigerant, compared to other available
low-GWP refrigerants used in residential and light-commercial systems.
Angle: Mitigating supply chain disruptions has been a longstanding area of continued focus and commitment for our business. We’ve made strategic investments in our supply chain and inventories to help ensure we continue improving resiliency and redundancy to protect against potential supply chain disruptions. Over the last decade, we’ve identified opportunities to invest in regionalizing our supply base in North America, reducing reliance on foreign suppliers, and establishing strategic regional locations of factories and assembly plants. These efforts will continue.
Today, we have manufacturing plants in over 25 facilities worldwide, including in the U.S., India, East Asia and Mexico. This broad footprint allows us to stay close to customers and ensure faster lead times.
CB: How is the transition to A2L refrigerants progressing, and are there any supply chain concerns affecting availability?
Swan: The transition was delayed due to OEMs producing 410A equipment later in 2024 than originally expected. Now it’s likely that 410A equipment will not be sold through until mid-2025. So we expect that the new equipment will become increasingly available later in 2025. To our knowledge, those that are using R-32 equipment are not experiencing supply chain issues.
The industry was well aware of the move to A2L refrigerants for a number of years, but there has been uncertainty on exactly when OEMs would transition their product lines. Presently, the supply
“We expect that the new [A2L] equipment will become increasingly available later in 2025.”
— Scot Swan, Arkema
chain pipeline for A2L refrigerants is being filled. In the case of R-32, because there was an earlier start, the product is more readily available.
CB: What steps are refrigerant manufacturers taking to ensure contractors have adequate access to A2Ls during the transition?
Swan: Arkema has been preparing for this transition for several years. It started with our OEM partners. More recently, we’ve worked with our package suppliers to ensure we could meet market demand for R-32. Finally, we continue to work with knowledgeable others such as ACCA to ensure contractors have the training they need to work safely with A2Ls.
CB: With the Trump administration focusing on deregulation, are decarbonization and electrification still major trends in the HVACR industry? Why or why not?
Widenmann: Absolutely. Much of the activity to advance heat pump deployment in the past few years has been driven at a state level versus federal level. While the federal government may be unlikely to pursue a decarbonization/electrification strategy in the next four years, we think that it could result in more aggressive action at the state level.
Angle: Decarbonization and electrification are significant global trends regardless of what’s happening politically in the U.S. As an international company, we serve a global economy. Thus, worldwide transitions—including decarbonization and electrification efforts—will continue to guide our business.
In the U.S., decarbonization and electrification are also being led at the state level. So, even if the federal government retracts efforts, we would anticipate states to fill those gaps, and in some cases, propose and implement additional efforts.
The HVACR industry relies on certainty and predictability to make the necessary investments to ensure these advancements continue. Equipment manufacturers must always consider their customers’ best interests, which means balancing safety, reliability and cost-effectiveness of their products while transitioning to next-gen technologies. Thus, pace and timing are paramount when establishing and implementing guidelines and rulemaking, including those around electrification and decarbonization.
Roberts: Yes, decarbonization and electrification remain major trends in the HVAC/R industry. While regulatory environments can influence the pace of certain initiatives, the drive toward
lower carbon emissions and more energy-efficient systems is being driven by consumer wants. Commercial building owners and residential customers are prioritizing energy-efficient HVACR solutions for environmental reasons and long-term cost savings.
At Rheem, we’re committed to innovation that supports decarbonization and electrification. This includes expanding our portfolio of high-efficiency, low-emissions equipment and investing in training to ensure contractors are equipped and understand the latest sustainable product offerings. In addition, Rheem will continue to invest in its gas product lines to be ready no matter which direction the market shifts. We also see dual-fuel solutions as a great method to move into a heat pump solution for markets that were historically gas.
Swan: It’s likely to continue to be a major trend, especially for air-sourced heat pumps. It will vary more so at a state by state level in terms of newer technologies like air-to-water heat pumps and heat pump water heaters. These technologies are much more dependent on state and/or federal incentives.
CB: What is the largest trend impacting the HVACR industry to date, and what is driving that trend?
Angle: The most significant trend impacting the HVACR industry has been transitioning from legacy hydrofluorocarbon (HFC) refrigerants to lower-global warming potential (GWP) alternatives. Today, contractors are beginning to install new residential air conditioning and heat pump equipment optimized for A2L refrigerants. However, the cumulative workload, effort, capital and resource investments needed to make these units available have been monumental. Our industry has worked overtime for two to three years to prepare for this transition.
Meanwhile, preparations are underway to transition refrigerants such as A2Ls, CO2 and R-290 in many more U.S. HVACR sectors over the next several years. This is not the first refrigerant transition our industry has seen, but it’s the first time it’s happened at such a large scale and over a short period of time—and it’s all part of a global HFC phasedown.
The refrigerant transition is also happening while the global economy sets decarbonization and electrification goals. Copeland actively invests in and supports the energy transition from gaspowered space and water heating systems to electric heat pump technologies. This global megatrend is already underway, but we anticipate it to become a much larger focus over the next decade and beyond.
Roberts: One of the largest trends currently impacting the HVAC/R industry is the transition to A2L refrigerants, and it’s reshaping everything from product design to contractor training. For OEMs, this has meant reengineering systems to safely accommodate A2Ls without compromising performance or reliability. For contractors and technicians, it means adapting to new tools, safety standards and certification requirements. The A2L
transition is part of a broader industry push toward decarbonization and electrification, and Rheem has been at the forefront of this transition for years.
Swan: Regulations are still the most impactful force in the industry. For instance, DOE standards may be relaxed but the industry is still working to catch up. EPA regulations on refrigerants may or may not be relaxed which could heavily impact the level of adoption of next generation refrigerants.
Rapid changes in Regulations are still the number one challenge whether at the federal level or the state level.
Widenmann: There are a few different trends, of which some are short term and others are long term. In the short term, the refrigerant transition is currently on every manufacturer’s, distributor’s, and contractor’s mind. Daikin made many tough choices and made what we consider the harder right decisions when it came to reengineering our new products to obtain optimal performance from the new R-32 low global warming potential refrigerant – we have redesigned every product while providing technology advancements and industry exclusive products for North America. Daikin has and continues to be a leader in technological advancements in inverter technology worldwide and in North America which has led to the current and anticipated continued shift from fossil fuel burning gas furnaces to electrification with advances in inverter heat pump technology.
CB: How do you see the HVAC market evolving over the next 1-3 years given current economic conditions?
Angle: It’s difficult to predict, but we could see an evolution in market conditions that may favor specific technologies. For example, variable refrigerant flow (VRF) systems, which were already facing headwinds with the adoption of A2Ls and concern about plumbing flammable refrigerant charges throughout a building, may now also be impacted by the China-U.S. tariff uncertainties and potential price increases. As a result, end users or contractors considering VRF systems may opt for a more traditional ducted system.
Again, we could also see a shift in the repair-replace decision, driven by potential price increases and hesitance over transitioning to a new refrigerant. In the face of these real or perceived headwinds, end users and contractors may prefer to prolong existing systems with strategic repairs.
Roberts: Over the next 1–3 years, we see the HVAC market continuing to evolve with a strong focus on efficiency, electrification, and decarbonization, even as economic conditions remain uncertain. From Rheem’s perspective, we’re investing heavily in training and product innovation to help our partners navigate this evolving landscape.
Widenmann: Technology improvements in advanced energy efficiency, sustainability, decarbonization and smart, connected systems will continue to be an ongoing trend driven by higher utility costs and movement toward replacing fossil fuel based heating
“Don’t race to the bottom with price. Yes, consumers want affordability, but they also want choices, comfort, efficiency, and technology.”
— Doug Widenmann, Daikin
systems. Successful contractors will focus on value, operating cost and lifetime cost, while becoming more technologically advanced in the equipment and technology they offer as well as more advanced in how they promote affordability of more efficient HVAC systems they sell through creative lending and utilization of incentives.
CB: What advice do you have for HVAC contractors and distributors to navigate economic uncertainty?
Angle: Our best advice is to stay calm, not overreact, and not undermine our industry’s technological advances and sustainability progress. We’ve experienced these economic and regulatory uncertainties before and know that the wheels turn slowly. Unlike some other sectors, HVACR products are fundamental to our ways of life—comfort cooling/heating, process cooling/heating or refrigeration—and are inherently more resilient to disruptions.
We will likely see new updates and unexpected developments over the next months, and we recommend keeping an objective viewpoint about the potential implications. For our part, Copeland is committed to mitigating supply chain disruptions with increased resiliency and redundancy, while helping the industry make sense of any changes that may be on the horizon.
Roberts: Stay informed, flexible and focused on delivering value to your customers. This means keeping up with industry changes, investing in training, and staying ahead of product and regulatory shifts, like the transition to A2L refrigerants. Contractors should position themselves as trusted advisors, helping customers understand the changing landscape. Distributors should prioritize strong supplier relationships and smart inventory planning to stay ahead of market needs.
Swan: Don’t buy ahead. Recognize that if prices are too good to be true, they probably are. Make sure that you buy from reputable sources.
Widenmann: Don’t assume that how and why HVAC systems are purchased today will be the same tomorrow. Consumers are challenged, but they have not abandoned their buying preferences. They have become savvier with knowledge at their fingertips. Don’t race to the bottom with price. Yes, consumers want affordability, but they also want choices, comfort, efficiency and technology.
Timely UV lamp replacement and ongoing monitoring helps ensure consistent and optimal system operation.
Ultraviolet light has been used since the 1990s to enhance HVAC efficiency, improve air quality, and reduce energy consumption. Germicidal UV technology has attracted attention since researchers demonstrated that UV‑C can reduce airborne pathogens in occupied spaces. In 1937, epidemiolo gist William F. Wells installed UV lamps in Philadelphia schools and lowered measles infection rates to 14.5% compared to 55.3% in schools without UV‑C.
Today, the focus continues to evolve. This article delves into the mechanics of germicidal wavelengths—specifically tra ditional UV C (254 nm), UV C LEDs, and the emerging Far UV (222 nm)—and how these tools impact HVAC performance. It also explores the critical importance of timely UV lamp replacement and ongoing wavelength intensity monitoring to en sure consistent disinfection performance and optimal system operation.
UV‑C, or energy in the C band of the UV spectrum (200–280 nm), is the most widely used and extensively studied
Inactivates bacteria, viruses, and mold by damaging their DNA or RNA, preventing replication.
Properly designed and certified systems can be safely used in occupied spaces.
Offers energy efficiency, durability, and tunable wavelengths but generally has lower intensity.
Effectively inactivates airborne pathogens and is designed for continuous use in occupied spaces with lower exposure risks.
Source: Aerapy Aerapy
wavelength range for germicidal applica tions. Ideal for penetrating and disrupting the DNA or RNA genetic code of viral, bac terial, and fungal organisms, UV‑C energy
BENEFITS OF UV-C FOR HVAC APPLICATIONS
Air Disinfection Inactivates airborne pathogens (viruses, bacteria, and mold)
Coil & Drain Pan Cleaning Degrades microbial biofilm on coil fin and tube surfaces
UV Monitoring System Alerts on lamp performance changes
Airflow Optimization Reduces airflow resistance and fan strain
Lamp Replacement (9,000 hrs/1 yr) Maintains germicidal UVC fluence
Energy Efficiency Increases airflow and heat-transfer coefficient, while reducing fan and refrigeration system energy use
prevents microbes and pathogens from replicating, thus reducing their spread.
During the 1940s, many hospitals began utilizing UV‑C energy to destroy
Improves indoor air quality (IAQ); Ozone-free design using 254 nm UV-C (no harmful secondary byproducts)
Reduces maintenance costs; could eliminate mechanical coil cleaning/use of harmful chemicals and disinfectants
Ensures UV output level meets design specification
Enhances system performance
Ensures consistent germicidal performance for air and coil disinfection. Uses low-mercury, environmentally responsible lamps
Lowers energy consumption
Source: Aerapy
airborne and surface-bound microbes, including chickenpox, measles, mumps, tuberculosis, and cold viruses. While the rise of antibiotics led to a decline in germicidal UV use, the 1990s saw a resurgence due to growing concerns over drug-resistant pathogens and hospitalacquired infections. This re-establishment of germicidal UV- C among infection control preventionists underscored the wavelength’s ability to inactivate virtually any microorganism at the appropriate dose.
ASHRAE has recognized that UV- C wavelengths can inactivate up to 90% of microorganisms living on HVACR surfaces, depending on the UV- C intensity, exposure length, and operational conditions. More recently, the U.S. Centers for Disease Control and Prevention recommended UV- C and mechanical HVAC filtrations as two primary technologies that can “improve air cleanliness in the workplace.”
Microbial and biofilm growth on HVAC components, such as coils and drain pans, can lead to coil fouling/clogging, reduce HVAC efficiency, and increase (fan/blower) energy consumption. The buildup of organic contaminants obstructs efficient heat transfer by creating an insulating layer on the coil, preventing warm air from effectively exchanging its heat with the coil.
By breaking down and removing organic buildup and biofilm from HVAC coil and fin surfaces, UV-C energy helps preserve the coil’s “open area”—the interstitial space between the fins—ensuring strong airflow and maximizing heat exchange performance.
An ASHRAE field study found that exposing a fouled cooling coil to UV-C improved heat transfer efficiency by 14.55% and decreased pressure drop (airflow resistance) by 10%. Other benefits include:
• Improved Heat Transfer: Clean coils facilitate better heat exchange, allowing the HVAC system to reach desired temperatures more efficiently;
• Reduced Pressure Drop: Eliminating microbial buildup
minimizes airflow resistance, ensuring optimal air circulation and reducing the workload on fans and motors; and
• Lower Energy Consumption: Enhanced heat transfer and airflow efficiency reduce energy usage, leading to cost savings and a smaller carbon footprint.
Germicidal effectiveness in HVAC applications depends on UV- C energy and exposure duration.
Like any bulb, UV- C lamps eventually burn out. However, only 20–30% of building engineers routinely replace their lamps. This happens for two key reasons: 1) UV-C lamps are often installed out of sight in hard-to-reach air handlers, making maintenance easy to forget, and 2) engineers see the lamp’s blue glow and assume—incorrectly—that it’s still maintaining HVAC efficiency and improving IAQ.
A common misconception is that a bluish glow means a UV-C lamp is still effective, but visible light persists long after germicidal intensity drops below functional levels. The bottom line: Building
1) Sensors automatically measure UV intensity.
2) The wireless gateway transmits each sensor’s operational status to the cloud-based dashboard.
Most UV monitor interfaces and reporting dashboards easily integrate with building automation and management systems. Aerapy
engineers cannot rely on visual inspec tion to determine whether HVAC/R com ponents are disinfected, as UV‑C energy is beyond the range of visible light, meaning you cannot see it.
Most lamp manufacturers (Signify, GE, Sylvania, etc.) recommend replacing UV‑C lamps after approximately 9,000 hours of operation, or, since there are 8,760 hours in a year, most facility managers employ an annual re lamping / preventative main tenance schedule.
Replacing lamps when their output de creases by 20% is typical, usually occurring between 12 15 months. Lamp change outs should be performed for mission critical treatment, such as infectious disease or healthcare applications, using a calibrated laboratory radiometer or UV monitor.
Facility engineers increasingly use contin uous monitoring systems and dashboard reporting metrics to streamline UV‑C HVAC maintenance.
If a lamp or ballast fails, the UV monitor alerts the user, helping ensure the applica tion meets the UV output levels specified by design engineers or application re quirements. Automating UV‑C monitor ing also eliminates the need for facility managers to manually check individual lamps and ballasts. With UV‑C fixtures often spread across multiple HVAC AHUs, roof top units, and locations, automated
verification cuts labor costs and helps doc ument operational or germ inactivation efficiency. Most UV monitor interfaces and reporting dashboards easily integrate with building automation and management sys tems (BAS/BMS).
Key features of most UV monitors include:
• Predictive Maintenance and Automated Alerts: BAS/BMS integrated UV monitoring enables predictive maintenance checks. Facility managers can receive automated alerts when a UV lamp is nearing the end of its lifecycle, re ducing the risk of system downtime;
• Comprehensive Monitoring: Some UV monitors are equipped with sensors specifically configured for the UV‑C, LED UV, and Far UV wavelength, ensuring accurate de tection of lamp performance across the spectrum;
• Prompt Alerts: UV monitors promptly notify users of any changes in lamp output, enabling timely adjustments and mainte nance actions to sustain optimal performance.
UV monitors enable facility engineers and building managers to proactively manage UV‑C systems, ensuring consis tent pathogen control and optimal HVAC efficiency.
UV monitoring systems align with the objectives of ASHRAE Standard 241, which
establishes minimum requirements for reducing the risk of disease transmission through exposure to infectious aerosols in buildings. By ensuring that UV disinfection processes remain effective, today’s moni tor technology consistently supports clean air and contributes to the overall health of building environments.
As clean air becomes a critical compo nent of healthy, energy efficient buildings, UV C technology and smart monitoring systems will continue to play a founda tional role in the future of HVAC design.
By effectively disinfecting airstreams and preventing microbial buildup on critical components, UV‑C technology contributes to significant energy savings and reduced maintenance requirements. Adhering to a strict UV lamp replacement schedule of 9,000 hours or one year is crucial to maintain the specified UV‑C fluence necessary for effective disinfec tion. Furthermore, leveraging advanced UV monitoring systems ensures germi cidal installations operate at peak per formance, providing healthier and safer environments for building occupants.
Annette Uda is the president and founder of Aerapy UV Disinfection Technology. She is a corresponding member of ASHRAE TC-2.9 and ASHRAE SPC-185.2, both focused on Ultraviolet Air and Surface Treatment, as well as ASHRAE GPC 37, which addresses upper-air UV disinfection. She may be reached at auda@aerapy.com.
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High-performance trends and research on radiant cooling systems.
Radiant cooling systems are gaining popularity in modern buildings due to their numerous benefits, including enhanced comfort, low maintenance, improved indoor air quality,
greater energy efficiency, reduced operating costs, and architectural versatility.
By using radiation to maintain indoor thermal comfort with lower energy consumption, these systems provide stable
temperature control and reduce reliance on forced air, contributing to a quieter, healthier indoor environment while working in tandem with ventilation for optimal air quality.
The University of Washington Life Sciences Building in Seattle is comprised of 167,000 square feet of offices, labs, and classrooms, as well as a 20,000 square foot greenhouse. Because of the high solar gains of floor-to-ceiling windows, the radiant system was installed in the concrete slab on the southern and northwestern sides of the building, primarily for main entrances, lobbies, coffee shops, seating
areas, professors’ offices, and graduate student work areas. The 23,000 square foot area covered six levels and used 49,000 feet of 5/8-inch REHAU RAUPEX O2 barrier crosslinked polyethylene (PEXa) pipe with 6-inch on center spacing, 146 circuits, and 19 PRO-BALANCE manifolds. Overhead, chilled beams and radiant ceiling panels from other manufacturers provide additional hydronic cooling.
The article below will delve into highperformance trends and the latest research on radiant cooling systems, exemplifying how they can enhance the well-being and comfort of those who spend time in these buildings.
HVAC systems that transfer more than 50 percent of heat through radiation can be classified as radiant systems. The most common types include ESS (Embedded Surface Systems), where PEX piping is embedded in concrete thermal mass or surfaces like floors, walls, or ceilings, and radiant ceiling panels, where pipes are attached to the back of the ceiling panels.
Heating mode raises the surface temperature until it begins to radiate heat toward the occupied space, increasing the mean radiant temperature. In cooling mode, the system absorbs heat from the space by lowering the average surface temperature of the room, as warm surfaces always radiate heat to cooler ones.
“Unlike forced-air systems, radiant cooling delivers uniform temperatures without drafts or uneven airflow, a common issue in office buildings, so you’re less likely to need a sweater in the middle of summer.”
A hybrid system is needed because radiant systems handle sensible loads but cannot control humidity or manage latent cooling load. A Dedicated Outdoor Air System (DOAS) addresses these needs by providing fresh air and controlling humidity to meet ASHRAE 62.1 standards. Hybrid systems also offer flexibility during heating-to-cooling changeovers or shifts in occupancy, ensuring optimal comfort and ventilation.
Comfort is more than just a thermostat setting; it’s influenced by a combination of internal and external factors from ASHRAE 55: air temperature, air speed, humidity,
The University of Chicago North Residential Commons features 300,000 feet of radiant heating and cooling piping: The building’s common areas are heated via a traditional forced-air system, while the student living quarters use REHAU in-slab hydronic radiant heating and cooling. By circulating heated or chilled water through 5/8-inch PEXa pipe installed in the ceilings on each floor, the hydronic system maintains the spaces at even, comfortable temperatures while using less energy than traditional forced-air systems.
metabolic rate, clothing insulation and mean radiant temperature.
Hybrid radiant systems enhance comfort by actively regulating mean radiant temperature and operative temperature, key metrics used in thermal comfort standards, including those referenced in LEED. By absorbing heat through radiation, these systems reduce reliance on excessively cold air for cooling. Unlike forced-air systems, radiant cooling delivers uniform temperatures without drafts or uneven airflow, a common issue in office buildings, so you’re less likely to need a sweater in the middle of summer!
Radiant cooling systems are highly efficient, reducing a building’s total energy use by operating at higher cooling setpoints. They also use warmer chilled water temperatures, improving chiller efficiency, making them ideal for heat pumps or renewable sources. Water stores 3,400 times more thermal energy per unit volume than air, and circulating it uses 75–90 percent less energy than moving air with a blower fan while reducing transmission losses. Additionally, these systems offer thermal storage potential to reduce peak loads and shift operation to off-peak hours, further enhancing efficiency.
A research study by the New Buildings Institute on site energy use found that radiant buildings are more energy-efficient than 90 percent of comparable buildings, with two-thirds achieving an EnergyStar score of 90 or higher. The study also highlighted that data from two independent studies revealed that most net-zero energy buildings incorporate radiant systems. This suggests that top designers recognize radiant systems as a key strategy for achieving low-energy performance.
Maximum radiant cooling capacity under standard conditions is about 40-50 W/ m2 [13-16 Btu/h.ft2], which is limited by relatively small heat transfer coefficient between active surfaces and air. Also, low floor temperatures increase risks of condensation and occupant discomfort. Studies have shown that radiant cooling capacity significantly increases under direct sunlight, reaching >100 W/m2 [>31 Btu/h.ft2].
When paired with radiant cooling systems, ceiling fans promote more building efficiency, improved air quality and cooling properties. A Computational Fluid Dynamics (CFD) simulation was conducted by CBE (Center for Built Environment)
“Radiant cooling systems are highly efficient, reducing a building’s total energy use by operating at higher cooling setpoints.”
to examine how heat transfers between a cooled floor or ceiling and the surrounding air. The results in the study showed that using a ceiling fan to enhance air movement improved airflow within the room, boosting natural convection and increasing the efficiency of the radiant cooling system. In fact, the study found that greater air movement could
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enhance radiant cooling capacity by up to 30 percent.
Radiant cooling systems offer a versatile and energy-efficient solution for various applications, including schools, offices, hospitals, and spaces with large glazed surfaces such as atriums, airports and transit hubs. With proper design and controls, condensation risks can be effectively managed in most climates.
Strategic load shifting enhances efficiency by allowing DOAS and radiant cooling to operate at different times and temperatures using the same heat pump. Additionally, the ability to run at warmer supply temperatures enables cooling tower economizer operation, further reducing energy consumption.
With increasing electrification and decarbonization efforts, radiant cooling’s ability to integrate with heat pumps and renewable energy sources positions it as a key technology for high-performance buildings. Research shows that radiantcooled buildings consistently achieve top-tier energy performance, making them a proven solution for the future of sustainable design. By reducing peak loads, minimizing energy consumption and enhancing occupant comfort, radiant cooling continues to gain traction as a reliable and forward-thinking approach to modern building systems.
Saeed Danesh is a technical project specialist with the building solutions division of REHAU in Western Canada. He holds a master of science in mechanical engineering with a focus on energy efficiency and comfort in highperformance buildings. While tending to business development with mechanical engineers and commercial contractors, he also manages the region’s design services for radiant heating/cooling, snow- and ice-melting, geothermal and plumbing projects. In his free time, he enjoys hiking and playing soccer; camping and playing the piano. He can be reached at saeed.danesh@rehau.com.
The HVAC industry is attracting Gen-Z with varied career paths and lucrative salaries, offering an alternative to traditional four-year college education.
The labor shortage in the trades has been reported on ad nauseam for years. However, the tide seems to be turning with Gen-Z leading the way. The HVAC industry is also experiencing an upturn in young people joining its ranks. Many focus on college costs. However, the answer goes further.
In the past, when contractors were primarily small companies, there were limited career paths available in HVAC. Young people entered the industry, and the only future
opportunity was to buy the company you started with or start your own.
Not today.
As Private Equity (PE) has become entrenched in HVAC and larger companies have emerged in the industry, various options have arisen.
“PE brought the career path concept—where you start as an apprentice, move to installation, and then either service or installation manager, then general manager, to owning your own business one day—to HVAC,” says Jim Hinshaw, a vice president of sales at Service Nation.
Images
sturti / E+ / Getty
“The opportunities are endless between those involved on the labor end and back office.”
— Angie Snow, ServiceTitan
Angie Snow, a principal industry advisor for ServiceTitan, adds, “The opportunities are endless between those involved on the labor end and back office.”
Young people appreciate the variety of opportunities. “There’s usually something for everyone,” says 18-year-old Brandon Snow (Angie Snow’s son). Snow, an HVAC installer at Western Heating, Air & Plumbing, adds, “If you don’t like one position, there’s another spot in the field or office that you might like.”
Larry Shoemaker is a branch manager with Haller, director of education for the Plumbing-HeatingCooling Contractors Association (PHCC), and a former HVAC company owner. When Shoemaker talks with high school-aged students, he asks them about the type of position they’re looking for.
“I encourage them to consider the pathways that the workplace offers and if there’s room for growth. When I owned Deluxe, I had nowhere to grow them. With HomeEx (parent company of Haller) there are tons of opportunities that aren’t available in a momand-pop shop.”
When you were young, your parents and other adults may have said: If you want to be well-paid, go to college. You’ll never make much money from the trades. That thinking is outdated. Jobs in the trades can also be high-paying. And young people are getting the picture.
Hinshaw reflects. “A successful business owner comes on stage in front of a crowd of techs and installers and showed three huge posters. A Hummer, Jaguar, and a RestoMod Ford. He said, ‘these are not my cars, these are cars my team of service techs and installers own. That is the kind of money that can be made in this industry.’
“It was the best pitch I ever saw as the crowd was in awe.”
It’s not just outliers who are making good salaries in HVAC. Technicians can start at $60,000 and quickly move on to higher-paying salaries, depending on their path.
“I had an HVAC tech come in four years ago as part of the coop before going full time,” Shoemaker says. “He’s now 22 and in a sales position while on the way to making $300,000 in bonus and salary.”
Going into HVAC, rather than attending a fouryear college, also saves young people and their families from huge four-year college tuition costs. “Word is getting out about how much you can make and that you don’t have to go to college,” Angie says. She encourages parents of young people considering HVAC, “If you’re worried about your son/daughter making money in HVAC, don’t. The opportunities are there.”
Authorities asked Famous thief Willie Sutton why he robbed banks. He responded, “Because that’s where the money is.” Many young people are very into social media and YouTube.
Paige Knowles, i.e., Plumber Paige, is a 20-something who entered the trades after falling in love with the work while helping her parents maintain their rental properties.
Knowles interned in the trades during high school (she later attended college for construction management and has an HVAC degree) and quickly realized there was little support for the younger generation interested in the trades. Her goal is to expose young people to the positive elements of the trades.
“I want to end the stigma around the trades, especially for women, and let them know there’s a place in the trades for them,” Knowles says. “People think it’s all hard, dirty work, but the trades are desirable work and offer rewarding career paths where you can make lots of money and do meaningful tasks.”
Knowles, who works part-time for an HVAC company, has a growing social media presence and has authored three books for younger people. She has spoken to crowds of up to 5,000 people as part of her quest to make the skilled trades cool again.
Social media is just one way to entice young people to consider HVAC.
Brandon Snow got into the industry through his parents’ company and found out he enjoyed the experience and liked the people. “While I follow some influencers on TikTok, like Fat Cheeto, they’re not the real reason I’m so interested. It’s more the people who have taught me a lot about the trade and the company that I work for that keeps me motivated.”
What else can HVAC companies do to attract young people?
“Examine your business and consider how appealing it is to Gen Z,” Angie Snow says. “Up-to-date technology, an active social media account that shows fun culture, and living your values appeals to young people.”
The goal — create buzz.
The challenge of filling the pipeline in the trades is real. Many studies project that the need will grow more dire as the last of the baby boomers retire. If the uptick of those entering HVAC from Gen Z continues and grows, they will minimize the hole in the market.
Larry Bernstein is a freelance writer based in northern New Jersey. He specializes in construction technology; education technology; and transportation, logistics, and supply chain.
Top HVACR firms prioritize safety through rigorous training, mental health resources, and innovative orientation programs.
Safety is one of the most important factors for HVACR contractors. At the end of the day, business owners want their employees to go home to their families. Safety can also lead to significant financial savings for firms by reducing workplace accidents, minimizing downtime, and lowering insurance premiums.
“Insurance is a big cost to doing business,” notes Justin Crandol, MS, CSP, ARM, CRIS, director of safety for Sheet Metal and Air Conditioning Contractors’ National Association (SMACNA). “If you don’t have any safety or health policies in place, any insurance company is going to skittish in providing you with insurance.”
On the other end of things, if you’re safety program is not up to snuff, so to speak, your firm won’t even be considered for a project, according to Don Campbell, CHST, vice president of P1 Construction
LLC. Campbell just celebrated 23 years with his firm, and while he previously served vice president of safety, he is still the top safety official at the company.
“If you’re going to bid a project now, many of them require you to pass through a third-party qualifier to prove your company has a good safety and health background,” Campbell says. “If your incident rates are too high, if you’ve had too many accidents, OSHA citations, if you don’t fit their bill, you can’t work on their project, regardless of how good your production quality may be. Fifteen years ago, you would go to interviews and bid jobs and it was all about how much you were charging and when you could have it done. Today, if your safety program’s not strong enough, then you’re not even going to be thought of for a project.”
Campbell also notes that safety programs also promote savings when it comes
to employee retention.
“Ever since 2002 when I’ve been here, I’ve seen a big shift in people,” he says. “Instead of saying, ‘Oh, here comes the safety person,’ to ‘I like working for a company that puts my safety first.’”
Granite City, Illinois-based icon Mechanical won the 2024 SMACNA Safety Innovator of the Year award last fall for its creative “Good Catch” program, a safety initiative aimed at mitigating accidents by rewarding employees for catching and reporting hazards.
Icon Mechanical uses Microsoft forms— technology it already had—along with QR codes to empower employees to report safety observations at any moment, fostering a culture where safety is everyone’s responsibility. This initiative simplifies hazard reporting and enables real-time analysis, leading to swift corrective actions and a notable reduction in accidents.
“There are different things employees can report,” explains Joe Shryock, safety director at icon Mechanical. “They can submit a Good Catch from a safety-related standpoint, or they can submit a qualityrelated Good Catch, and we also have a World Class Shout Out option, where they can give recognition to their coworkers. We have a weekly newsletter that goes out and I broadcast those shoutouts company wide.”
To maximize the Good Catch program’s visibility and accessibility, the firm
Through rigorous daily checklists, mental health resources, training, and mentorship, P1 is committed to ensuring its employees show up every day mentally and physically prepared to make the best decisions.
Images courtesy of P1 Construction
strategically places QR codes on daily JSAs, TBTs, and other prominent locations throughout its projects.
“We used to have a ‘near miss’ program for years, but it’s always had a very negative feeling to it when you report a near miss,” Shryock says. “People think they were going to get in trouble. They think it’s a bad thing. So, we took that idea, and we reframed it. Every Good Catch that gets reported technically can be reported as a near miss, but we’ve changed the name and the entire mindset around it. Now, we celebrate it. Every time a Good Catch is reported, it’s a good thing.”
icon conducts a bi-weekly prize drawing to promote engagement further and recognize individual contributions, randomly rewarding the “Best Catch” and
other submissions. This boosts morale and underscores our commitment to valuing every submission. Depending on the Good Catch tier (whether it prevented an accident, injury or even death), prizes range from $50 gift certificates to Blackstone grills to $500 Visa gift cards.
Shryock notes that in the last 18 months the program has been active, icon
Mechanical has received about 1,200 Good Catch submissions. “Numbers don’t lie,” he says.
“The end goal is making sure everyone gets home the same way they walk on a job site,” Shryock adds. “We don’t have a safety budget here, yet this program is a good investment. It allows us to be extremely proactive instead of reactive.
Replaces single-phase contactors for air conditioning, heat pump and refrigeration applications up to 40 amps. So you can carry fewer parts on your truck and make more service calls. Plus, it delivers 5X the standard contactor life — helping to reduce customer call backs, downtime and product loss.
The Occupational Safety and Health Administration (OSHA) released its Top 10 most frequently cited workplace safety standards for 2024. This list aggregates the citations issued by OSHA staff for violations of federal standards as they conduct safety inspections of workplaces. OSHA’s Top 10 citations in 2024 consists of safety violations noted during the 2024 fiscal year between Oct. 1, 2023 and Sept. 5, 2024. It should be noted that most categories did see a decrease in the number of citations from 2023 to 2024, and the total amount between all 10 categories decreased by 3,540 citations.
For the 14th year in a row, Fall Protection—General Requirements staked its claim as the most frequently cited workplace safety standard in 2024. However, violations cited in inspections were nearly 1,000 less than in 2023, with 6,307 citations in 2024.
Shryock and his team analyze every Good Catch that comes in, which allows them to see trends developing before anything ever happens. They use that data to drive the topics for the company’s weekly safety talks.
P1 won the 2024 Mechanical Contractors’ Association of America (MCAA) Safety Excellence Award for contractors logging over 1 million hours. Through rigorous daily checklists, mental health resources, training, and mentorship, P1 is committed to ensuring its employees show up every day mentally and physically prepared to make the best decisions. The firm has also been developing a second safety orientation to help mitigate injury numbers. All new associates will receive the standard
With a total of 2,888 citations in 2024 (down from 3,213 in 2023), Hazard Communication came in at the No. 2 spot again this year. Standard 1910.1200 is intended to comprehensively address the issue of classifying the potential hazards of chemicals and communicating information concerning hazards and appropriate protective measures to employees, and to preempt any legislative or regulatory enactments of a state, or political subdivision of a state, pertaining to this subject.
safety orientation when hired. In 60 days, after getting some on-the-job experience and exposure to P1’s high expectations for safety, they will be re-trained on the same topics they initially learned to ensure they understand, and buy in to, P1 safety standards.
“We looked back five years and analyzed our injuries internally,” Campbell says. “We looked at the tenure of our employees and how long they had been with us before they had an injury—42% were within the first year, and out of that, 31% were within the first five months. So, we looked at our orientation process and decided to start the 60-day reorientation.”
Additionally, all new employees get a red sticker on the hard hat for their first six months on the job, regardless of their age or experience level in the industry. It
Ladders once again claimed position No. 3 based on 2024 OSHA data on workplace safety citations. Like some of the other categories, it, too, saw a bit of a drop in the total number of violations, with 2,573 in 2024 compared to 2,978 in 2023. Standard 1926.1053 provides all general requirements for ladders (including man-made ones). It also offers the designated loads per each type of ladder.
Respiratory protection, which was previously at position 7, jumped up to 4, even though the number of violations for it has gone down slightly, from 2,481 citations in 2023 to 2,470 in 2024. Standard 1910.134 deals with breathing air contaminated with harmful dusts, fogs, fumes, mists, gases, smokes, sprays, or vapors.
Moving up one position, Lockout/Tagout had a total of 2,443 citations in 2024. The standard most associated with this category is 1910.147, which covers the servicing and maintenance of machines/equipment in
lets their fellow coworkers know they might not be familiar with P1’s safety culture and to keep an extra eye out.
“That’s how we’ve been successful,” Campbell notes. “We get our employees’ involvement, from start to finish.”
Shryock agrees that it’s important for employees to be part of the entire process, not just the back end or compliance side of it.
“When we were thinking about changing our policy, we pulled all our employees in at the very beginning,” he says. “Even for something as simple as the type of gloves and eye protection we use, we pull them in and get their input and advice. When it comes from them, buying in is much easier because it’s their own brothers and sisters who helped make the decision. They’re more apt to follow it.”
which the unexpected energization or start-up of the machines or equipment (or releases of stored energy) could harm employees.
Standard 1910.178 contains safety requirements relating to fire protection, design, maintenance, and use of fork trucks, tractors, platform lift trucks, motorized hand trucks, and other specialized industrial trucks powered by electric motors or internal combustion engines. Dropping one spot to No. 6, Powered Industrial Trucks saw a decrease in the total number of citations between 2023 to 2024, from 2,561 to 2,248, respectively.
Contracting firms should use any and all resources they can, according to Crandol.
“We just had our convention, and there was a small mechanical firm with only 50 total employees—that’s in the office and the field,” he says. “He’s not the smallest of our members, but he is a smaller contractor versus a company with thousands of employees. He doesn’t have a safety department, but he does have an association chapter executive and an insurance broker. SMACNA has some basic written programs to help contractors get started, and they can build and grow from there.”
Shryock notes the most important thing is to remember a safety program is primarily for your people.
Standard 1926.503 states that employers shall provide a training program for each employee who might be exposed to fall hazards. In 2024, there were 2,050 violations.
Scaffolding, previously ranked at No. 4 with 2,859 violations, has fallen to No. 8 with 1,873 violations.
Standard 1926.451 states that each scaffold and scaffold component shall be capable of supporting, without failure, its own weight and at least 4 times the maximum intended load applied or transmitted to it.
Standard 1926.102 states employers shall ensure that each affected employee uses appropriate eye or face protection when exposed to eye or face hazards. There were 1,814 violations in 2024.
Standard 1910.212 requires that one or more methods of machine guarding shall be provided to protect the operator and other employees in the machine area from hazards, such as those created by point of operation, ingoing nip points, rotating parts, flying chips, and sparks. This category had a total of 1,541 violations in 2024.
your employees in the process and make sure they know you care about them. Be transparent, be consistent, communicate, but involve them. Having them be part of the decision-making process, whether it’s safety related or not, is key.”
Campbell agrees that a company’s most valuable asset is its people. “The biggest thing that’s going to get buy in is proving you care about your employees. You have to prove that you truly want your employees to go home the same way they came to work.”
“Our people are our most important asset, and they should be treated as such,” he says. “Every action and decision we make at icon has that in mind. Mental health has been a big push for us lately, too, especially in construction. Having a robust employee assistance program is another way to improve your safety culture. Involve
His advice to other firms is to be cautious about what they implement. “Just because it works for one company doesn’t mean it’s going to work for your company. Really look into why they’re doing it and if it will work with your people. You have to make it fit your business and your people.”
Check out this month’s product categories: humidifiers and dehumidifiers, and air handlers, blowers, and fans.
DriSteem Evair dehumidifiers remove excess moisture from the air, helping prevent mold growth, protect important materials, and improve overall indoor air quality. By maintaining consistent humidity levels, Evair systems safeguard sensitive instruments in processing environments, support healthy plant development in indoor agriculture, and reduce the risk of corrosion or failure in manufacturing equipment. They also play a vital role in preserving valuable artifacts in museums and archives and protecting stored goods from moisture-related damage in warehouses and dry storage areas.
Built for long-term performance and everyday reliability, Evair dehumidifiers are ideal for both continuous humidity management and targeted moisture remediation in commercial and industrial settings. With straightforward installation, fast shipping options, and durable construction, they provide a dependable, effective solution for virtually any moisture control challenge. www.dristeem.com
Big Ass Fans ’ new Torrent Misting Fan was designed to combat heat stress for people working in unconditioned environments, including those loading and unloading trailers, often in scorching heat. The Torrent delivers industry-leading cooling with 24 hours of continuous misting in a compact, portable
design, according to the company. Its durable build makes it ideal for outdoor spaces, sporting events, trailers, warehouses, production areas, and more. https://bigassfans.com
Greenheck ’s fan-powered air terminal unit line includes constant and variable volume models for energy-efficient heating and cooling and improved occupant comfort. XGFCI-600 constant volume fan-powered terminal units are engineered to provide a balance of quiet operation, minimal footprint, and a broad airflow range with capacities from 200 to 4,400 cfm in six casing sizes. XG-FVI-500 variable volume fan-powered terminal units, with capacities ranging from 150 to 5,600 cfm in seven casing sizes, provide superior comfort to
zones by intermittent parallel fan operation, resulting in lower operating costs. Both models are AHRI-certified and feature low-leakage construction, high-efficiency single-speed and electronically commutated (EC) motors, and a wide range of control options to suit any application. A removable bottom access panel provides easy access to the fan motor/blower assembly for servicing and single-point electrical connections simplify installation. www.greenheck.com
Santa Fe continues to redefine whole-house ventilation and dehumidification with the Ultra V155 and Ultra V205. These units build on Santa Fe’s established legacy of innovative design and reliable performance, offering 8” Ventilation
Duct—upgraded from the conventional 6” to 8” ducts, ensuring improved airflow and easier integration with modern HVAC systems, the company says. Patented Dual-Coated ECCO Coils deliver exceptional moisture removal with energy-saving technology, removing more water while using less energy. Ultra V155 & Ultra V205 also feature Onboard Digital Controls & Terminal Block that provide precise humidity management and simplify contractor installation. www.santa-fe-products.com
Engineered to address the critical challenges faced by modern buildings, the Q-PAC Multimotor Plenum Fan (MPF) introduces a new technical architecture for fans in commercial air handlers. Q-PAC’s patented fan controller combines multiple motorized impellers with a custom adaptive frame to operate as a single fan. This design merges the simplicity of a traditional single-motor blower with the redundancy of fan arrays—eliminating the complexity, skilled labor requirements, and high maintenance costs associated with legacy commercial HVAC fans. Each motor is harnessed with a simple plug-and-play connection, eliminating field wiring to each motor. 5-minute motor replacement—no addressing, no balancing, no special configuring, no downstream motor failure. Additionally, Q-PAC’s Multimotor Plenum Fan can adapt to any new or existing air handler cabinet, regardless of size, eliminating extensive labor and fabrication to achieve the
exact fit right from the factory. Q-PAC’s upcoming web-based product configurator will allow its customers to configure their fan and have it shipped within days as opposed to months. www.q-pac.com
SOUTH & WEST: SENIOR MANAGER, BUSINESS DEVELOPMENT
Randy Jeter
Office: 512-263-7280
Cell: 512-426-9145
Fax: 913-514-6628
rjeter@endeavorb2b.com
EAST COAST: SENIOR MANAGER, BUSINESS DEVELOPMENT
Brian Sack
Cell: 732-629-1949
bsack@endeavorb2b.com
ACCOUNT MANAGER MIDWEST
Bill Boyadjis
973-829-0648
bboyadjis@endeavorb2b.com
CLASSIFIEDS/INSIDE SALES: MEDIA ACCOUNT EXECUTIVE
Steve Suarez
Cell: 816-588-7372
Office: 941-259-0867
ssuarez@endeavorb2b.com
DIRECTOR OF SALES, BUILDINGS & CONSTRUCTION GROUP
Joe Agron
941-200-4778
jagron@endeavorb2b.com
Preventative maintenance and efficient troubleshooting of commercial refrigeration systems helps reduce service calls and maintain equipment efficiency. By Chris Thomas
For service technicians in the field, no two service calls are exactly alike. Refrigeration issues often stem from a combination of causes rather than a single, clear-cut failure. Temperature fluctuations, ice buildup, compressor malfunctions, and water leaks are among the most common problems found in commercial coolers and freezers. Knowing how to identify and resolve these issues quickly can prevent costly downtime, reduce energy consumption, and extend equipment life.
One of the most frequent complaints from operators is inconsistent temperature control. When a cooler or freezer struggles to maintain proper temperatures, the root cause often can be traced to a mis-calibrated thermostat, restricted airflow, or door seals that no longer hold a proper seal.
Overloaded shelves and blocked evaporator fans can severely disrupt airflow, causing some areas to become too warm while others drop below the setpoint. Ice-covered evaporator coils present another common culprit, leading to inefficient heat exchange
and erratic temperature readings.
In these cases, technicians should verify that the thermostat is functioning correctly before addressing airflow restrictions and potential coil icing. Regularly inspecting and replacing worn door gaskets can prevent warm air from infiltrating the system and throwing off temperature consistency.
Excessive frost or ice buildup is another red flag that often points to humidity issues or a failing defrost cycle. Frequent door openings allow moisture-laden air to enter the unit, leading to frost accumulation on the evaporator. If left unchecked, this can result in ice blockages that restrict airflow and force the compressor to work harder than necessary. Malfunctioning defrost cycles exacerbate the problem, as ice buildup that isn’t properly melted during the defrost phase can eventually lead to frozen coils.
If ice accumulation is severe, check the defrost timer, heaters, and termination switch to determine if the system is operating as intended. Additionally, inspect the door seals for leaks, as damaged gaskets can allow warm, humid air to enter and contribute to frost formation.
Compressor failures are another frequent issue, often stemming from poor maintenance or electrical problems. When diagnosing compressor issues, a thorough inspection of the refrigeration system is necessary to pinpoint the root cause. Cleaning condenser coils, verifying proper refrigerant charge, and checking electrical components can help restore compressor function and prevent further damage.
Excessive moisture in a refrigerated space can stem from multiple sources. Improper defrost settings may cause residual water on the coil to steam, leading to condensation on walls, ceilings, and floors. Water leaks inside or around the refrigeration unit often indicate clogged or frozen drain lines. Flush drain lines regularly to prevent blockages from debris or ice buildup. Excessive condensation on doors and gaskets suggests warm air infiltration due to poorly sealed doors or improperly sealed barometric dampers, allowing warm, humid air to enter the box. Check gasket integrity, hinge alignment, and damper function to ensure a proper seal.
Unusual noises from a refrigeration system often serve as early warning signs of mechanical wear or refrigerant issues. Rattling and grinding sounds may indicate failing fan motors or worn compressor bearings, while hissing noises can suggest refrigerant leaks or restrictions. Identifying and addressing these problems early can prevent more serious damage down the line.
A refrigeration system that runs inefficiently will draw more power than necessary, driving up energy costs while putting
excessive strain on its components. Regularly clean the evaporator and condenser coils, replace worn door seals, and optimize temperature setpoints based on product load to improve efficiency and lower operating costs.
The key to preventing costly breakdowns is a strong preventative maintenance program. Routine inspections of critical components—such as coils, fans, door seals, and drain lines—can help identify potential failures before they escalate. Adhere to cleaning schedules to remove dust, grease, and ice accumulation that can compromise efficiency. Monitor performance trends, including temperature fluctuations and defrost cycle effectiveness, to spot inconsistencies and address them proactively. Additionally, check electrical connections, relays, and contactors for signs of wear to help prevent sudden system failures.
Ultimately, keeping commercial coolers and freezers in top condition requires a combination of regular maintenance and prompt troubleshooting. By addressing small problems before they turn into major failures, technicians can help businesses maintain efficient refrigeration systems, reduce service calls, and extend equipment life. In an industry where uptime is critical, staying ahead of potential failures can make all the difference. Chris Thomas is the supervisor of product services at Heatcraft Refrigeration Products.
When homeowners find the information they need, fast and upfront, they’re more likely to follow through.
Picture this: It’s 10 p.m. A homeowner, phone in one hand, remote in the other, starts Googling HVAC installers and flipping through reviews, while half-watching a Netflix show. They’re not calling anyone. They’re not leaving voicemails. They’re scrolling, clicking, and making decisions—right there, pajama-clad, on their couch.
That’s the Amazon Effect. It’s not about sameday shipping anymore—it’s about how we expect everything, from new sneakers to a new furnace, to feel that seamless. For contractors, that shift isn’t a threat. It’s an open invitation.
Homeowners aren’t just dipping their toes into digital—they’re swimming laps. Recent surveys show 70% of customers prefer booking appointments online, and a striking 94% would switch to a competitor if online booking were available.
Buyers across industries are completing 70% of their decision-making journey before they ever talk to a salesperson.
And you can bet that the same thing is happening in home services. That means your website is no longer just an afterthought—it’s your silent closer.
Think about how people choose a trusted mechanic or electrician. It’s not about finding the cheapest option—it’s about who clearly lays out services, pricing expectations, and makes it simple to get started. Even a great provider can get overlooked if the basics—what you offer, how to schedule, what to expect—aren’t front and center.
Homeowners do the same when checking out contractors. They’re not necessarily shopping for the lowest price; they’re looking for professionals who will do the job right and make it easy to understand the next steps. Sharing a price range doesn’t lock you in—it simply helps homeowners set realistic expectations, so when you show up, the conversation starts on the right foot.
And the data backs it up. 80% of U.S. consumers search online for local businesses weekly, and 70% are more likely to choose contractors with online pricing. It’s not about racing to the bottom—it’s about showing you’re easy to work with from the first click. Transparent, easily accessible information wins attention and trust.
Think of Amazon’s model: every product page lays out the essentials—pricing, reviews, shipping times—so customers can make a decision without second-guessing.
Home services don’t need to reinvent the wheel. The same principle applies: offer a clear, straightforward online experience. Give homeowners the ability to schedule appointments on their terms. Cut out the friction of phone tag and endless back-and-forths. Provide a price or a range upfront, and explain what factors might push costs up or down.
It’s not about racing to be the cheapest. It’s about showing you’re easy to work with. And the payoff?
Transparency drives loyalty. 94% of consumers say they’re more likely to support brands that are transparent, and brands that prioritize transparency see 25% higher customer loyalty over time.
When homeowners find the information they need—fast and upfront—they’re more likely to follow through.
AI doesn’t change how you do the job—it clears your plate so you can do more of it.
Every contractor juggles a hundred moving parts daily. AI tools handle the routine stuff: auto-confirming appointments, rerouting techs when jobs run long, logging repeat service calls without eating up your admin’s afternoon.
The result? Studies show AI boosts team productivity by 15%, especially helping newer employees ramp faster. Even better, 80% of employees say AI improves the quality of their work by cutting out repetitive tasks.
It’s not about replacing people—it’s about giving them fewer fires to put out and more room to focus where it counts.
Here’s the payoff: Homeowners aren’t avoiding human interaction. They’re doing homework. By the time you show up at their door, they’ve seen your site, checked your reviews, and maybe even booked the appointment themselves.
That’s not cutting out the conversation—it’s earning the right one.
Each online touchpoint becomes an on-ramp: clean website, clear info, simple booking, fast responses, online pricing. Stack those together, and you’ve built trust before a word is spoken.
The Amazon Effect doesn’t mean everyone wants HVAC to feel like online shopping. It means they want the hassle stripped out. The process—quote to install—shouldn’t feel like decoding a puzzle. They’re not here to change how you run your business—they’re here to make sure more homeowners can experience it. They’re about giving homeowners the autonomy they want and giving contractors more breathing room to do what they do best. No gimmicks, no fearmongering. Just fewer hurdles for you and your customers.
Josh Koplin is a co-founder of EDEN, a Seattle-based startup with a mission to empower contractors with innovative technology, helping them to grow their businesses and provide exceptional customer experiences. Founded in 2021, EDEN provides a digital sales enablement tool to help HVAC contractors provide quick and accurate instant quotes for HVAC systems. By leveraging technology to provide prices and detailed breakdowns of eligible incentives and expected utility savings online, EDEN helps promote high-efficiency systems that contribute to sustainability and benefits both homeowners and contractors. For more information, visit https://www.e-denhomes.com/.
Tucker Yarbrough
Tucker Yarbrough is the general manager and CFO at Blanchard, Oklahoma-based Yarbrough & Sons.
One of the biggest mistakes contractors make, especially when they’re in growth mode, is treating each part of the business like it lives in its own bubble. Marketing is in one corner. Operations in another. Sales on their own island. Finance as an afterthought. Leadership gets stuck in firefighting mode, and, before long, you’ve got a disconnected team wondering why the momentum has stalled. But the truth is, nothing in your company operates independently. Every piece is tied to another. If you want to build something that is capable of scale, you must stop thinking in silos and start building systems that connect.
know exactly how to knock, what to say, where to stand, and how to introduce themselves. This needs to be standardized! We created a simple home entry process that each tech is trained to follow, and it is aimed to instantly build trust.
4. Get Sales, Ops, and Marketing in the Same Room Weekly
This one’s huge. Create a shared scoreboard that informs the whole team how we win. Let each team see what the other is dealing with. Transparency breaks barriers.
Great marketing without great operations is just an expensive way to make a bad first impression.
Everything from your finances to your dispatch board to the way a tech knocks on the customer’s door—it’s all part of the same story. At Yarbrough & Sons, we’ve learned that great marketing without great operations is just an expensive way to make a bad first impression. And great service with poor marketing is like having the best-kept secret in town that no one knows how to call. A customer’s experience doesn’t start when your tech pulls into the driveway. It starts with the first click on your website, the first ring on your phone, or the first ad they saw online. Every one of those interactions must match the next.
That only happens when everyone is aligned. It all works together. If you want to grow, the entire machine necessitates clarity, consistency, and culture. Here are 7 takeaways any contractor can implement to eliminate silos and build a tighter, more scalable business.
1. Train Your CSRs Like They’re in Sales
They’re not just answering phones. They’re setting the tone for the entire customer experience. A welltrained CSR can either win or lose a job in under two minutes. That’s not pressure, it’s power. Equip them with scripts, teach them how to listen, and make sure they understand the impact they have.
2. Market What You Actually Do
If your ads promise Ritz-Carlton but your tech shows up looking like (s)he just left a Toby Keith concert, you’ve got a brand problem. Be authentic. Your marketing should preview the experience your team delivers. That’s where trust begins.
3. Standardize the Home Entry Process
First impressions aren’t negotiable. Your tech should
5. Make the Office Feel Like a Command Center, Not a Call Center
Your communications team isn’t just “answering phones.” They’re coordinating experiences. They’re the connective tissue between customers and the field.
6. Price Transparently and Communicate It Consistently
Confusion kills trust. Whether it’s a dispatch fee, a repair estimate, or a system replacement, the customer should understand the price, the value, and the why. No surprises. No pressure. Just clarity. We have taken it a step further and allow each person on our team the freedom to offer a price breakdown for the service they are providing. This drives the trust we are looking for. That’s how you build customers for life.
7. Build a Culture That Doesn’t Blame, It Builds “We before me. No ‘I’ in team.” And other coachisms… When something breaks down, don’t point fingers. Ask where the system failed. Growth happens when teams take ownership, and leadership takes responsibility for the systems that support them. Create a culture where mistakes become momentum, and errors aren’t viewed as a character flaw; rather, they are a learning opportunity.
At Yarbrough & Sons, we’ve worked hard to make sure every part of the company feeds the next. From the first call to the final invoice, it’s all connected. Every day is game day, so we act like it. You must build systems that don’t rely on heroics. Success is mundane; it is found in the duplicity of our processes and in the ordinary, everyday success of your team. There’s no magic bullet, just alignment. There cannot be silos in a business that grows.
We often think mentorship is reserved for elite relationships or formal settings, but that’s not the case anymore.
How many times have you been told that one of the fastest ways to success is finding the right mentors? For years, that single piece of advice overwhelmed me.
As someone with big goals living in a small town, the idea of finding a mentor who could meet with me regularly felt impossible. I imagined mentorship as this formal relationship—coffee meetings, scheduled phone calls, someone taking me under their wing. And because I couldn’t figure out how to make that happen, I told myself I didn’t have a mentor. Sound familiar?
If you’ve ever felt the same way, let me tell you this: you’re not alone. And more importantly, you’ve likely had mentors all along. You just didn’t know it. It wasn’t until about a year ago that everything shifted. I was aimlessly scrolling social media and came across a video from a woman I look up to and
admire. In that video, she said something that changed the way I view mentorship forever: “Most of my mentors don’t even know I exist.”
She went on to explain that mentorship today doesn’t always come from a one-on-one relationship. In today’s world, we have access to some of the smartest, most inspiring people through podcasts, books, webinars, and social platforms. She had been learning from leaders for years, just by listening, reading, and observing. That was her version of mentorship.
1. Are they living a life I want to live? If someone’s work, values, and lifestyle don’t align with what you want, they’re not the right guide—no matter how successful they may appear.
2. Are they actively helping others succeed? Look for people who share what they know—whether through speaking, writing, or teaching. You can’t learn from someone who keeps it all to themselves.
Once I had a list of potential mentors—from industry leaders to motivational speakers—I started studying them. I know that word can sound strange in this context, but it’s exactly what I did. I paid attention to the details:
• What’s their daily routine?
• Who are they spending time with?
• What are their habits?
• How do they handle challenges?
• What books or tools do they recommend?
• How are they pouring into others?
Mentorship isn’t about copying someone’s life—it’s about identifying the behaviors, mindsets, and systems that make them effective, and adapting them to your own journey.
And here’s the part that matters most: you have to do the work. You can’t just follow, watch, or listen—you have to act on what you’re learning. That’s where real transformation happens.
In the trades industry, especially, this kind of mentorship can be powerful. Maybe there’s a contractor whose leadership style you admire. A business coach who breaks things down in a way that makes sense. A company culture you’d love to replicate. You don’t need an invitation to start learning from them. You just need to start paying attention—and then taking action.
Over time, you’ll start to notice something amazing: as you implement these new habits and perspectives, you’ll grow. Your team will grow. Your business will grow. You’ll begin attracting people who want to learn from you. And that’s when you realize—you’ve become a mentor yourself.
Alyssa Rogers is vice president of Rogers Heating, Cooling, Electrical, with offices in Lynchburg and South Boston, Virginia.
That simple idea unlocked something in me. It might seem like a “well, duh” moment for some, but for me, it opened a door I didn’t even know existed. I realized I’d been mentored by countless people over the years. I just hadn’t been intentional about it—until now.
Once I accepted that my mentors didn’t need to know me personally, I got strategic. I asked myself two key questions:
We often think mentorship is reserved for elite relationships or formal settings, but that’s not the case anymore. Mentorship today is accessible. It’s practical. And most importantly, it’s powerful when you treat it with intention.
So, whether you’re a new business owner in the trades or a seasoned pro trying to reach that next level, stop waiting for a mentor to show up. Choose them. Learn from them. Take what they teach and put it to work.
Success leaves clues. It’s your job to follow them.
We’re missing 1 letter – but we have the other letters covered! Thousands of parts, complete with full 3D schematics and cross reference info, so you always know how a part fits into the larger unit.
We stay stocked and offer free 1–2-day shipping to 90% of the USA. Whether you’re working on a minor fix or a major overhaul, do less searching and more finding this HVAC season. And if you find a brand that begins with X, let us know.
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