Contracting Business - May 2025

Mini-Split Maintenance

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The first half of the 2025 HVAC industry trade show season is over—check out what you may have missed at these three prominent events!

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TOP

HVAC Company CEO Charged for Illegally Importing HFCs into US

A 57-year-old CEO from Georgia is charged with violating the AIM Act by unlawfully importing 500 cylinders of HFCs from Peru.

https://contractingbusiness.com/55276468 203786694

MEDIA GALLERIES ▶

ACCA 2025 Focuses

on Solutions for HVAC

Contractors

ACCA 2025 featured breakout sessions on company culture, financing, heat pumps, and more. https://contractingbusiness. com/55280725

City of Austin Mandates AC in All Homes

Austin will now require all residential properties, new and existing, to have working air conditioning.

https://contractingbusiness.com/ 55283997

HVAC Excellences Hosts Successful Education Conference

The 18th Annual National HVACR Education Conference explored the latest innovations, emerging trends, and essential training for HVACR pros.

https://contractingbusiness.com/ 55280564 ESCO Group

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T H E R I G H T

THE RIGHT TRAINING... RIGHT NOW

R I G H T N O W

ACCA offers on-demand, in-person, and live virtual training for your whole team!

ACCA offers on-demand, and live virtual training for your whole team!

Tech Rehab Four-Part Series

May 12, 14, 19, and 21 at 8:00 AM ET

Reading Wiring Diagrams

May 15 at 8:00 AM ET

Residential HVAC System Design

May 20, 22, 27, and 29 at 9:00 AM ET

Dispatching for Profits

May 28 at 8:00 AM or 1:00 PM ET

Consistency is Key

May 28 at 8:00 or 11:00 AM ET

UPCOMING TRAININGS AND EVENTS

We’re always adding trainings to our calendar. visit acca.org/events to view the most current schedule.

HVAC for Office an d Sales Staff

June 3 at 1:00 PM ET

Practical HVAC

June 3-5 in Johnstown, CO

Technician and Client Communication Training

June 10 and 12 at 8:00 AM ET

Residential Design for Quality Installation

October 7-9 in Peachtree Corners, GA

Interested in bringing ACCA’s trainers to you? Visit acca.org/education/ private-training to inquire about private training opportunitites for your team!

Never make assumptions about customers and what they can or cannot afford.

Stay Competitive by Offering HVAC Financing Solutions

Amidst the current economic uncertainty, offering financing solutions has become a crucial strategy for HVAC contractors aiming to stay competitive and drive growth. A 2023 survey conducted by Payroll.org highlighted that 78% of Americans live paycheck to paycheck, and with homeowners facing even tighter budgets due to rising costs, many are hesitant to make large, upfront purchases. Financing provides an accessible pathway for customers to avoid financial strain.

According to Erica Leonor, director of business development at GoodLeap, the financing solutions provider conducted a survey in which nine out of 10 contractors reported they boosted profit sales 100% by offering financing.

EDITORIAL ADVISORY

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

“This is not just focusing on replacement financing, but repairs as well,” she said during a breakout session at ACCA 2025.

Leonor was one of the expert panelists discussing the benefits of consumer financing and how to incorporate it into the sales process. Other panelists included Synchrony Vice President of Business Development Kelly Heller, Todd Grzybinski, president of FTL Finance, and Megan DeSilva, dealer direct national sales manager at Salal Credit Union.

Financing offers ways to make replacement—or even repairs—more affordable for customers, but it can have an added benefit as well. According to Heller, having financing options often increases the average ticket sale.

“We talked to the customer about their purchase path, their thought behind that, and then also to the dealers to understand how they see things come through,” she said. “Essentially, when financing is available, the ticket size is twice as much. On average, a customer that would’ve spent $3,000 to $4,000 is spending $6,000. [We found] 42% of people in the survey say they always seek out promotional finance on big tickets. And 62% of that population says that they believe that the promotional finance makes that large ticket purchase more affordable. Interestingly enough, we’ve all seen price increases, especially in this industry over the last few years. Financing is a huge factor in closing sales—75%

of our Synchrony dealers say that when they offer Synchrony financing, the average ticket goes up anywhere from 10% to 39%.”

One of the best tips for contractors is to train techs and comfort advisors to never make assumptions about customers and what they can or cannot afford. DeSilva advised to think of financing as part of the team.

“The people you’re going to visit in their home, they’re not there because they’re buying a new car or a fancy ring,” she says. “They’re there because it’s a need. They need this because it’s hot, it’s cold—it’s a need. Give them a solution up front and say, ‘Hey, we can do this for $250 a month. How does that sound?’ It makes it a lot less stressful for everyone in that situation. That becomes training for your sales reps. You’re going to find that education with your finance partners. Who you choose as a finance partner is going to help you all learn. They should be hosting sales training for your sales teams and teaching them how to present the offers.”

Grzybinski added that most people in the room have been to Home Depot and Lowe’s, and they don’t get offended when a 16-year-old asks if they want to put the purchase on their Home Depot or Lowe’s card. “You just decline. Give the customer that same option that they get every day from every store they go to. Give them a chance to turn down the financing. Don’t assume or make decisions for them. Big houses, big cars equal big debt. Those are the people that probably need to finance more so than anybody else.”

The paradigm is shifting—financing is not just for people who need credit. Some homeowners may have the cash but would rather not wipe out their bank accounts to purchase a new HVAC system.

According to Leonor, GoodLeap’s top financing option is a 15-year loan. “People are financing HVAC systems at 15 years—it’s crazy but that’s exactly what they want—a low monthly payment.”

Many millennial homeowners are already used to the subscription payment model—think Netflix, Hulu, Peloton, and so on—so breaking a large purchase down into low monthly payments helps eliminate cost as a barrier.

In a market where consumer spending is cautious and competition is fierce, offering financing solutions is a necessity. It empowers contractors to close more sales and increase average ticket sizes. Just make sure you have the right partner offering the right solutions to fit your business.

SMACNA Updates Two Duct Construction Guides

CHANTILLY, Virginia—

The Sheet Metal and Air Conditioning Contractors’ National Association (SMACNA) released major updates to the Seismic Restraint and Industrial Duct Construction manuals, which are available digitally and in print to all members of the trades.

“The Seismic Restraint Manual: Guidelines for Mechanical Systems, 4th Edition” introduces an extended list of bracing options, additional material thickness selections and refined anchor system guidelines to meet varying seismic risk levels. The manual explains how very low- and very high-risk areas of the country can be accommodated and is updated to comply with current building codes. Some of the significant changes include adding 10-gauge sheet metal thickness options to cold-formed angle options, introducing three new axially loaded bracing class schedules, and basing each anchor system (single to six anchor groups) on approved ICC-ES evaluation reports.

“The Rectangular Industrial Duct Construction Standards, 3rd Edition” now features enhanced pressure capacity tables, additional duct construction options, and expanded temperature design capabilities for stainless steel ducts. A thorough review of the previous edition was conducted by SMACNA’s Rectangular Industrial Duct Construction Task Force, which resulted in this new, indispensible edition for the industry.

“These updates incorporate the latest building codes, expanded design options, and new engineering data to improve safety, efficiency and usability for contractors, engineers and industry professionals,” added Eli Howard, SMACNA executive director of technical services and research.

All of SMACNA’s standards manuals are available in print or PDF format via SMACNA’s online bookstore.

For more information, visit www.smacna.org/resources/ technical/technical-standards.

ACCA Welcomes New Board of Directors

ALEXANDRIA, Virginia—The Air Conditioning Contractors of America (ACCA) announced its new board of directors, who officially assumed their roles during the ACCA 2025 conference in Greater Austin, Texas.

Eddie McFarlane of Sila Services has stepped into the role of chair from senior vice chair. McFarlane takes over for 2024-2025 Chair Martin Hoover of Empire Heating and Air Conditioning, Inc.

“I’m truly honored to step into the role of chair and build on the strong foundation laid by those before me,” said Eddie McFarlane, incoming chair of the 2025-2026 Board of Directors.

“Together with this board, I’m excited to drive initiatives that elevate our industry and empower contractors to succeed in a changing landscape.”

The 2025–2026 ACCA board of directors includes: Eddie McFarlane, chair, Sila Services, LLC, Lititz, Pennsylvania; Martin Hoover, immediate past chair, Empire Heating and Air Conditioning, Inc., Decatur, Georgia; Kurt Hudson, senior vice chair, LC Anderson, Inc., Boston; Matt Marsiglio, secretary/trea surer, Flame Heating, Cooling, Plumbing, and Electrical, Warren, Michigan; Tim Cropp, vice chair, CroppMetcalfe Services, Fairfax, Virginia; Vince Gillette, vice chair, Gillette Air Conditioning Co., Inc., San Antonio, Texas; Kane D’Amico, board member, Alliance Heating and Air Conditioning, Inc., Bridgeport, Connecticut; Ryan Kletz, board member, Classic Air’s One Hour Heating and Air Conditioning, Virginia Beach, Virginia; Ed Lehr, board member, Jack Lehr Heating, Cooling, and Electric, Allentown, Pennsylvania; Cody Novini, board member, Business and Life Coach, Orange County, California; and Eric Woerner, board mem ber, A1 Mechanical, Moraine, Ohio.

For more information about ACCA’s Board of Directors or its work to support the HVACR industry, visit acca.org.

Redwood Partners with Cardinal Heating, Cooling, Plumbing & Electric

MEMPHIS, Tennesee—Redwood Services announced a partnership with Cardinal Heating, Cooling, Plumbing, & Electric, marking its 18th platform investment and highlighting the company’s ongoing growth and commitment to expansion.

Cardinal, a second-generation business based in the Madison, Wisconsin market, has been serving the community since 1984, when it was founded by Rick and Sharon Ouimette. Their sons, Craig and Keith Ouimette, joined the company after graduating high school, helping to carry on the family legacy.

Owners Rick, Sharon, Craig, and Keith will retain a significant minority ownership stake as part of the investment. The Cardinal team will continue to operate and manage the business under its banner and name, while Redwood will offer operational, strate gic, and financial support to enhance the company’s growth.

ACCA

SMACNA

hp Grinder Pump

Trane Launches “Cool Air, Hot Takes” Podcast for HVAC Professionals

DAVIDSON, North Carolina—Trane, by Trane Technologies, has launched “Cool Air, Hot Takes,” a new podcast designed to equip HVAC professionals with the knowledge and insights they need to thrive in a rapidly evolving industry.

Hosted by HVAC industry veterans Charlie Jelen and Dan Gentry, who combined have more than 30 years of industry experience, “Cool Air, Hot Takes” delivers a unique blend of in-depth industry insights, unfiltered opinions, and expert interviews, all with a touch of humor. Listeners can expect to hear discussions on topics ranging from sustainable HVAC solutions and the integration of smart building technologies to the growing demand for improved indoor air quality and best practices for installation and maintenance.

“Navigating the rapidly evolving HVAC landscape can be challenging,” explains Charlie Jelen, co-host of “Cool Air, Hot Takes” and sustainable systems sales leader, Trane Technologies. “Dan and I are bringing our passion for the industry and a bit of humor to the table, making it easier and more enjoyable for professionals to stay informed and engaged.”

Listen to “Cool Air, Hot Takes” on Apple Podcasts, Spotify, Amazon Music, Pocket Casts and on its website. New episodes will be released bi-weekly.

Rheem, Ruud Host Record-Breaking 2025 Pro Partner Conference

ATLANTA—Rheem and Ruud marked a major milestone, hosting the largest Pro Partner International Conference to date. The event rallied thousands of key partners, with attendees present from around the globe, to embrace the future of HVAC and water heating with the theme, “Next Starts Now.” Mandalay Bay Convention Center in Las Vegas played host from March 31 to April 3.

“Industry partners from across the globe came together to share new product and service innovations, gain actionable business insights and explore opportunities for growth,” said Mike Branson, president, Global Air, Rheem. “As Rheem celebrates its historic 100th anniversary, the strength of our flagship Pro Partner event is a testament to a century of building industry partnerships. The conference had a dynamic energy and excitement about the incredible opportunities ahead.”

This year’s conference was an action-packed event, as it was the first-ever Pro Partner gathering to combine heating, cooling, and water heating professionals, highlighting product innovations with a strong focus on cutting-edge developments in heat pump technology. Attendees were also empowered with insights and strategies for success, all aimed at helping their businesses thrive in 2025 and beyond.

Thousands of Pro Partners from around the world gathered for innovative industry learning and networking while celebrating 100 years of Rheem.

“Relationships have been at the foundation of our business for the last 100 years and remain key to Rheem’s and our partners’ success,” said Rich Bendure, president, Water Heating Division, Rheem. “By teaming with our Air Division in our first combined event, we were honored to celebrate our centennial anniversary with thousands of contractors, plumbers, and distribution partners. This incredible experience allowed us to share an empowering vision for our Pro Partners by offering them the broadest array of products, tools and support in Plumbing and HVAC while listening deeply to their feedback. It represents our commitment to investing in the industry’s present and future, because we believe that true success comes from working together.”

CSW Industrials to Acquire Aspen Mfg.

DALLAS— CSW Industrials, Inc. and Aspen Manufacturing announced the execution of a definitive agreement under which CSWI will acquire Aspen Manufacturing for approximately $313.5 million in cash, subject to customary post-closing adjustments. The proposed purchase price is approximately 11 times Aspen Manufacturing’s estimated 2024 adjusted earnings before interest, taxes, depreciation, and amortization (EBITDA) of $28.5 million. CSWI anticipates funding the transaction with a combination of cash on hand and debt under its existing $500 million credit facility, with closing expected to occur in the first quarter of CSWI’s 2026 fiscal year following the satisfaction of customary closing conditions.

Aspen Manufacturing, based in Humble, Texas, with estimated 2024 revenues of $122.4 million, is an independent evaporator coil and air handler manufacturers for the HVACR industry and is a recognized leader in product quality and indoor comfort. All of Aspen’s products are designed, engineered, and assembled in the United States. Aspen’s product suite includes residential and light commercial evaporator coils, blowers, and air handling units for single-family, multi-family, and manufactured homes.

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A comprehensive maintenance guide for mini-split heat pump systems.

How to Properly Service Mini-Split Heat Pumps

In business since 2008, Comeau Comfort Systems in Bridgetown, Nova Scotia, Canada, has always focused on heat pump technology.

In our area, these systems are most often installed in a retrofit application to reduce or eliminate the need for fuel oil during the heating season. The added value of air conditioning is a secondary benefit. However, this is changing with summer highs increasing seemingly every year.

Nova Scotia is a Maritime Province, meaning it typically has high humidity for much of the year. The systems that Comeau Comfort Systems installs face unique operational challenges when compared to similar systems in other parts of North America.

In an average year, we will install 150 heat pump systems. Comeau Comfort Systems has been installing Fujitsu heat pumps since 2008 and became an Elite dealer in 2015 to better serve our customer base.

We learned early on that mini-split heat pumps are low maintenance, not maintenance-free, as some people tend to believe. Like any piece of equipment, mini-splits operate most efficiently and effectively when properly maintained. We know that scheduled annual maintenance provides the greatest benefits for the customer, in the form of comfort, energy savings, and system longevity.

The company has one full-time service technician on staff. The other technicians conduct service work regularly, as well. From an accounting standpoint, we treat service work the same as installation work, meaning that our profit margin for maintenance is similar to our other work. Failing to be profitable on maintenance work is why many HVAC contractors don’t take it as seriously as I believe they should.

Dale Comeau removes the cover on a wall-mounted mini-split unit.

Images courtesy of Comeau Comfort Systems

Over the years, we’ve developed a recipe for servicing heat pumps that’s kept our clients happy, with word-of-mouth referrals a steady benefit.

Pressure Washing

As good as most mini-split indoor filters are, very fine dust can accumulate on the indoor coil and fan wheel over time. Accumulation occurs largely because the fan wheel is on the cool side of the system, so dust more readily adheres to the fan wheel. We’ve witnessed a reduction in airflow as a result of dirty components. Moisture on the fan can also initiate mold growth.

The primary air filters are washed, and the secondary electrostatic filters are also removed and washed with tap water. Some units have disposable carbon filters that can be replaced.

With the covers off, we hang a SpeedClean Mini Split Bib Kit below the unit. Using a Coil Jet pressure washer, we spray the coil and fan to remove accumulated dirt. The Bib Kit catches all dirt and fluid, eliminating the need to remove the unit from the wall.

Spraying through the evaporator fins, our technicians use a water and coil cleaner solution in the pressure washer to clean the coil and fan wheel. It’s not uncommon to flush the fan wheel two or three times, rinsing it until the solution runs out of the unit clean. When the solution entering the bib is clear, a final rinse is conducted with pure water. Once rinsed, the unit is dried by running the system. Then a visual inspection is conducted to

Dust more readily adheres to fan wheels because they’re on the cool side of the system.

ensure that we’ve reached all the small nooks and crannies.

Treating for Mold and Microbial Growth

Once the indoor unit is clean and dry, we apply an anti-microbial solution to the coil and fan wheel with a hand sprayer. We typically use Foster 40-80 disinfectant. It’s recommended to keep all surfaces of the fan and coil wet with the disinfectant for 10 minutes, after which, the filters and covers can be re-installed.

Insect infestations can be more harmful to outdoor units than many realize.

Electronic Refrigerant Leak Testing

While the indoor unit is drying, our technicians begin testing the indoor and outdoor units with a refrigerant sniffer. In the unlikely event that a leak is discovered, we inform the customer. If the unit is still under warranty, we confirm the warranty status and proceed with organizing a repair. If a leak exists, we can’t add refrigerant until the leak is repaired. If the unit isn’t working properly and we suspect a leak, we may ask permission to recover the refrigerant and conduct a high-pressure leak test to determine the source of the leak. As most units in the field are still using R-410, it’s extremely important to avoid any refrigerant loss, considering its GWP number of 2088.

Caring for Electrical and Electronics

Next, we move to the electrical system. All terminal screws are checked indoors and out. Outdoor unit electronic components are quite susceptible to water intrusion, insects (ladybugs/mud wasps), and the impact of freeze-thaw cycles in heating mode. We’ve seen an infestation of ladybugs so severe that the main PCB, outdoor fan motor, four-way valve solenoid coil, and EEV solenoid coil needed to be replaced. This is an extreme example, but it illustrates the damage that insects can cause if left unchecked.

Full Mechanical Inspection

A full mechanical inspection is going on throughout the entire service process. Here, we’re actively looking for problems. A keenly observant technician can often find issues before they become a service call.

Is everything tight and straight? Is the insulation in good condition? Is the outdoor unit still sitting level?

We ensure the outdoor fan motor and blades are clean. While the outdoor fan and coil are less susceptible to dirt buildup, we still use the Coil Jet as it was used inside. Sterilization is not necessary for outdoor components. The motor bearings are also checked for noise or wear.

Checking Refrigerant Pressures and Temperatures

Now that the indoor and outdoor units are clean and we’ve done a leak test, we run the system. Depending on the time of the year, it could be in cooling or heating mode for this step.

Generally, we do not put gauges on the refrigerant piping because mini-splits are a critically charged system; we want to avoid losing any refrigerant by using testing gages. We obtain the refrigerant pipe temperatures as well as the indoor supply and return air temperatures. The amperage draw is also checked. Our experienced technicians compare this data to a pressure-temperature chart for the system refrigerant. Some quick calculations can help us to confirm that the system charge is good and the unit is working efficiently.

On the Way Out

If no issues arise, everything outlined above should take an experienced service technician about 90 minutes. The process can take less time if the unit is new and quite clean. If it’s filthy, the process could take up to three hours.

The application and service interval will dictate how long the process takes. For example, indoor units installed at convenience stores are notorious for being dirty because the door is constantly swinging, introducing dirt and humid air.

On our way out, we remind owners to wash their primary and secondary filters with water every three months. We also inform them that if they want to replace the optional apple catechin filters on their indoor unit, it should be done on the same quarterly interval.

Like any airside HVAC system, mini-split systems need to be maintained regularly for optimal performance, comfort, and indoor air quality.

Dale Comeau is the general manager of Comeau Comfort Systems in Bridgetown, Nova Scotia. The company’s five technicians focus heavily on heat pump applications. It has one full-time maintenance technician on staff and services a 90-mile radius. Comeau Comfort Systems is pursuing Net-Zero certification. With the assistance of Nova Scotia Community College and the Energy Sustainability Engineering Technology program, the company has completed Scope 1 direct and Scope 2 indirect analysis.

Dale Comeau walks a customer through the maintenance process.

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HVAC Industry Event Season Recap

The first half of the 2025 HVAC industry trade show season is over— check out what you may have missed at these three prominent events!

ACCA 2025

About 1,000 HVACR contractors descended on Greater Austin, Texas, for the annual ACCA conference, held March 24-27 at the Kalahari Resort.

With rapidly evolving regulatory changes, supply chain shortages, and ever looming threat of tariffs, the annual event was all about solutions. ACCA brought in experts who understand the pressures its contracting members are facing to offer proven strategies to help businesses grow. ACCA 2025 featured numerous breakout sessions ranging from company culture to financing to understanding heat pumps and refrigerants.

During a live presentation of Codes and Coffee, Christian Pyles, TSS Americas Region—marketing leader for Chemours; John Maiorana, product support manager, Arkema/Forane; Kate Houghton, senior vice president of sales and marketing, Hudson Technologies; and Chris Forth, vice president of regulatory, codes and environmental affairs, Ducted Systems Division, Johnson Controls, all participated in a panel discussion about the AIM Act and what contractors should know.

“All three parts of the AIM Act have either a legal challenge or legislative challenge right now,” Forth explained. “There’s a lot of rampant discussion like, ‘Hey, Trump’s going to roll all

ACCA hosted a live Codes and Coffee webinar during ACCA 2025, discussing the EPA Phase Down of HFC Refrigerants and the Market for A2L Products. The panelists included (from left to right): Christian Pyles, TSS Americas Region—marketing leader for Chemours; John Maiorana, product support manager, Arkema/ Forane; Kate Houghton, senior vice president of sales and marketing, Hudson Technologies; and Chris Forth, vice president of regulatory, codes and environmental affairs, Ducted Systems Division, Johnson Controls.

this back. Just sit tight.’ There’s a lot of things that would need to happen. It can’t just be cancelled, can’t just be stopped, right? There are a number of different scenarios the courts could look at, and none of them will the rule being immediately cancelled.”

The 2025 ACCA conference was held at the Kalahari resort in Round Rock, Texas, March 24-27. Nicole Krawcke © Endeavor Business Media

Nicole Krawcke © Endeavor Business Media

Houghton agreed with Forth, saying that, right now, it’s about staying the course.

“The Refrigerant Management Rule, leak detection—all the things about reclaimed refrigerant and all the elements of subsection H are in place, and we need to keep moving forward as if that’s the case as well for the foreseeable future,” she said.

ACCA goes to the mattress for its members regularly, according to ACCA President and CEO Barton James. The organization beats the drum in Washington to promote the essential function of HVAC contractors and the needs of the industry, like solving workforce development issues. But this year’s annual conference

was about educating its contractor members on how to succeed during turbulent times.

“Every one of these contractors, they’re overwhelmed,” James said. “It doesn’t matter how big or small you are, you’ve always got another fire that you’re fighting. [We want to provide] something to focus on and finding a partner here that you can work with to help you, whether that partner is another contractor that you trust—this is what we absolutely love, our peer group program where we pair together contractors, which I think is a huge secret sauce of ACCA—or one of the great vendor partners here to help you implement something you’ve learned.”

Eddie McFarlane, ACCA chair, Sila Services, LLC, Lititz, Pennsylvania, notes events like ACCA 2025 are great for recharging batteries.

“But that’s not why we’re here,” he explained. “It’s more important now than ever to default to action, so you cannot boil the ocean. Pick one thing, do that one thing, and when it works for you, tell that story. Grab a friendly competitor from your town and bring them with you. A rising tide lifts all, and we’re all responsible for the future of our industry, so take action. Pick one thing, bring a friend, Rinse, lather, repeat.”

ACCA 2026 will be held March 14-18, 2026, in Las Vegas.

EGIA EPIC2025

More than 1,000 home services contractors, manufacturers, solution providers, and other attendees gathered at the Disney Yacht Club Resort March 6-7 for a sold-out EPIC2025, hosted by Contractor University and OPTIMUS Financing, divisions of EGIA.

The two-day event delivered an unbeatable blend of elite business training and once-in-a-lifetime experiences, with a speaker lineup headlined by NFL legend, entrepreneur, and TV star Michael Strahan. Other keynotes included world-renowned motivational speaker Nick Vujicic; human behavior expert Ricky Kalmon; and former Secret Service special agent and communication authority

Left: Adrian Steel reps talk to ACCA attendees during the ACCA 2025 Expo.

Middle: An attendee asks a question of the panel during a breakout session at ACCA 2025.

Bottom: Jim Fultz of Copeland demonstrates the Universal Single-Stage Furnace Control Kit during the ACCA 2025 Expo.

Images courtesy of Nicole Krawcke © Endeavor Business Media

EPIC attendees talk with vendors during the event. EGIA

Evy Poumpouras, who relayed the importance of being mindful of your words and speaking them boldly: “Own your time. Own what you say.”

Attendees also explored 16 breakout sessions led by top thought leaders and industry veterans, covering everything from sales performance to marketing strategy to emerging technologies like AI in contracting.

“It’s been great,” said Nick Case, vice president of operations for Vital Air Services. “Learning a lot about all the different trends in the industry and networking with other contractors. And there’s a lot of resources to jump on and bring back to the business.”

“We love it—we’ve been coming here for four years, and we always gain new ideas to take back to our business every time,” said Rosemary and Luis Hess, owners of Hess Air Inc. “We love it.”

Capping off the unforgettable conference was a private blowout party the evening of EPIC’s first day, held inside Hollywood Studios’ Indiana Jones Epic Stunt Spectacular Amphitheater. Contractors networked with like-minded contractors and solution providers, celebrated victories from the last year, and soaked in the energy that has made EPIC a can’t-miss industry event.

More than 1,000 home services contractors, manufacturers, solution providers, and other attendees gathered at the Disney Yacht Club Resort March 6-7 for a sold-out EPIC2025.

Attendees also explored 16 breakout sessions led by top thought leaders and industry veterans, covering everything from sales performance to marketing strategy to emerging technologies like AI in contracting.

“EPIC2025 delivered powerful insights, meaningful connections, and practical strategies that contractors are already using to build stronger, more successful businesses,” said Bruce Matulich, CEO of EGIA. “The feedback has been incredible—nearly unanimous praise from attendees who said this was the most valuable event they’ve ever attended.”

The EPIC Conference returns to its roots in Las Vegas next year, taking over the iconic Bellagio Resort & Casino on Feb. 12-13, 2026. Visit www.epic2026.com for more information.

HVAC Excellence National HVACR Education Conference

The HVACR industry gathered in Las Vegas for the HVAC Excellence 18th Annual National HVACR Education Conference, where attendees experienced firsthand the latest technologies, evolving teaching methodologies, and emerging industry trends.

What sets this conference apart is its immersive training model. Manufacturers don’t just showcase their latest equipment; they

Images courtesy of EGIA

Attendees at the 2025 HVAC Excellence National HVACR Education Conference in Las Vegas. ESCO Group

provide hands-on training, ensuring educators and professionals stay ahead of the latest innovations shaping HVACR.

“The conference was more than just a showcase of equipment—it was an immersive learning experience. With nearly 100 sessions and classes running from dawn to dusk, it felt like a high-intensity boot camp designed for those on the front lines of the HVACR industry,” said Bill Brown, president of Brownson Technical School.

A key takeaway from the conference was the swift evolution of HVACR technology. High-performance HVAC systems, once considered futuristic, now offer homeowners an impressive 103% return on investment (ROI), surpassing even the value of a kitchen remodel. As these advanced systems become mainstream, the demand for skilled technicians capable of installation, service, and maintenance continues to grow.

A major milestone at this year’s conference was that, for the first time, no training or exhibits featured R-410A equipment. Instead, the focus was on transitioning to low-GWP refrigerants, such as R-32 and R-454B. Manufacturers, educators, and policymakers emphasized the urgency of training on these nextgeneration solutions.

The message was clear: adapt to new technologies or risk falling behind. Jason Obrzut of the ESCO Institute led a pivotal session on A2L refrigerants, demystifying their properties and best practices. His discussion covered essential topics such as flammability (the “F” word), GWP impact, system service and installation, and safety mitigation strategies.

16-19 in Las Vegas.

NAVAC reps talk with attendees at the 2025

Further reinforcing this transition, James Casey Jr., the Section 608 Program Manager at the U.S. Environmental Protection Agency (EPA), headlined a general session on emissions regulations and their impact on HVACR. His insights provided clarity on compliance requirements, industry adaptation, and the role of educators in preparing technicians for these changes.

Innovation remained a focal point throughout the event.

Mark McQuay of Daikin Comfort Technologies led an interactive session on HERO Cloud Services, providing attendees with an inside look at how cloud-based HVACR solutions are revolutionizing VRV system integration, remote diagnostics, predictive maintenance, and real-time performance monitoring. Additional sessions explored AI-driven diagnostics, MULTI R2 Heat Recovery system,smart sensors, machine learning applications, heat pump water heaters, and virtual reality (VR) training, transforming HVACR education.

A particularly unique aspect of the conference was the industry-wide collaboration during the opening session. Competing manufacturers set aside competition to discuss critical topics such as refrigerant regulations, emerging technologies, energy incentives, and best practices for HVACR educators. This panel reinforced the importance of partnerships between manufacturers, regulatory agencies, educators, and professionals in shaping the next generation of HVACR service technicians.

The next National HVACR Education Conference will be held March 22–25, 2026, at the South Point Hotel Casino and Spa in Las Vegas.

The 2025 HVAC Excellence National HVACR Education Conference was held March

HVAC Excellence National HVACR Education Conference.

Images courtesy of ESCO Group

Trends in Humidification and Dehumidification Technologies for Commercial Buildings

Energy efficiency and maintaining precise moisture control are top of mind when it comes to humidity control systems.

As commercial building standards evolve to prioritize occupant comfort, energy efficiency, and indoor air quality, humidification and dehumidification technologies are becoming increasingly important. HVAC contractors are seeing growing demand for systems that offer precise moisture control, especially in health care and data center applications.

“The biggest trend is the shift toward what we refer to as adiabatic humidification and electric generation of steam,” says Matt Nowak, North American director – Steam and Condensate for Armstrong International. “Due to decarbonization, less and less facilities are utilizing building steam or a boiler, and so they’re looking for other ways to supply humidification in those buildings and facilities.”

David Baird, applications engineer at DriSteem, agrees, noting that commercial

and industrial sectors are leaning more heavily into prioritizing energy efficiency and precise control in their equipment choices.

“Buildings are increasingly adopting low-energy humidification technologies and turning to adiabatic solutions, which utilize evaporative cooling to increase relative humidity levels while lowering HVAC cooling loads,” Baird says. “High-efficiency steam systems are also gaining traction, offering accurate humidity control with reduced energy consumption, making them ideal for facilities pursuing sustainability and cost-reduction goals.”

At the same time, dehumidification is becoming increasingly important, Baird adds—especially in climates with high moisture levels or facilities requiring strict environmental control. “Energy-efficient dehumidification solutions help maintain stable indoor conditions, protect building

materials and equipment, and enhance occupant comfort—all while minimizing operating costs.”

These trends are driven by regulatory pressures, climate change, and economic considerations, according to Baird, who points to organizations such as ASHRAE, WELL, and LEED that are raising the bar for overall indoor air quality (IAQ) and energy-efficient design.

“Increasingly unpredictable weather patterns, leading to more extreme conditions, are making responsive and reliable humidity control more critical than ever,” he says.

David Schurk, DES, CEM, LEED-AP, CDSM, CWEP, CIAQM, SFP, national sales manager for Innovative Air Technologies, highlights the proliferation of lithium battery manufacturing as a key driver of dehumidification growth in the market.

“Those environments require incredibly

DriSteem’s Adiatec High-pressure atomizing systems use heat already present in the air to evaporate evenly distributed water droplets dispersed by the system.

DriSteem

low relative humidities and dew point temperatures, so they require dehumidification systems such as solid desiccant,” he explains. “Dehumidification is capable of drying the air down to perhaps a negative 80-degree dew point and maintaining relative humidities in the space at 1%. This is required in those environments because lithium will react violently with moisture in the air and combust—it’s a safety issue.”

Desiccant dehumidifiers are used to remove moisture from the air to create and sustain comfortable, healthy, productive indoor environments. They function by removing water from the air in its molecular state, using the vapor pressure differences between the air and the desiccant surface to first attract (adsorb or absorb) and then release (desorb) moisture.

Innovative Air Technologies

Innovative Air Technologies uses silica gel as its solid desiccant of choice. Silica gel is a common material used for the purpose of removing water vapor from the air. It is economically priced, commercially available, chemically inert, odorless, nontoxic, and noncorrosive.

Innovative Air Technologies

Another market driving dehumidification growth is data centers, Schurk adds. “They’re looking at lower indoor relative humidities to assist in the comfort of the workers in the server aisles. That’s driving dehumidification trends to provide drier environments, and that requires dehumidification equipment that is capable of more stringent, lower dew point temperatures, and lower relative humidity.

“We’re also seeing a lot of hospital operating rooms that have been ailing or failing for decades, and they’re retrofitting their existing systems with typically solid desiccant dehumidification to obtain lower relative humidities in the space,” he continues. “Then, we’re seeing those that have been successful in the retrofits, applying it to their new projects and new builds in the same fashion. We’re finally seeing that vertical market segment understand some of the issues they’ve had in the past can actually be solved if they do it right and apply the right equipment.”

Climate and Sustainability

Rising global temperatures and shifting weather patterns have led to more frequent and extreme humidity fluctuations. Commercial buildings now face greater challenges in maintaining IAQ, comfort, and energy efficiency, especially in regions

While solid desiccants are often favored in more critical environments that demand precise control over indoor moisture levels, they can be added frequently alongside their traditional refrigerant-based counterparts in a “hybrid approach” to help solve numerous issues in existing systems that are struggling to maintain proper moisture conditions.

Innovative Air Technologies

experiencing hotter, more humid conditions for longer periods of time.

“Climate change has made seasonal variations more unpredictable, making it increasingly challenging to maintain stable indoor environments,” Baird says. “In colder months, dry air can lead to static electricity, equipment malfunctions, and material degradation, while warmer seasons bring excessive humidity that promotes mold growth, microbial contamination, and HVAC inefficiencies. These climate-driven fluctuations place added strain on building systems, making precise humidity control essential for maintaining optimal indoor air quality, protecting sensitive equipment, and improving energy efficiency. As climate conditions continue to evolve, the demand for advanced, energy-efficient humidity control strategies will only grow.”

Baird notes that current industry standards mandate maintaining relative humidity between 40-60% to support occupant health, inhibit microbial growth, and protect sensitive equipment. “In response, energy-efficient humidity control technologies are becoming increasingly essential, especially as more buildings aim for net-zero energy performance while maintaining consistent and reliable indoor environmental conditions.”

The desiccant wheel can easily adsorb vast quantities of moisture from the process air, and it bonds these water molecules tightly into the desiccant material until the wheel is rotated into the opposing reactivation airstream, where thermal energy (heat) is added, and the wheel is dried.

Innovative Air Technologies

The Ultra-sorb XV steam dispersion panel from DriSteem returns all condensate to the boiler while still hot, saving energy and water.

DriSteem

Climate change is opening the eyes of building owners and engineers to look at ways to improve the efficiency of their HVAC systems without impacting the performance, according to Nowak.

“Decarbonization plays into that, they’re also looking at ways to have more relevant RH set point adjustments based on occupancy or efficient ways to recoup the temperature and humidity out of that exhaust air,” Nowak says. “The same things that you’re seeing homeowners do with setting a thermostat to be lower when it’s not occupied, they’re looking at ways to do that with humidity controls as well. They’re also looking at ways to—like with other thermal utilities—try to capture some of that wasted energy before it escapes the building.”

The only way to balance IAQ and sustainability goals is through strategic system design and informed equipment selection, Baird notes.

“Right-sizing humidity control equipment is critical—oversized systems lead to energy waste, while undersized systems struggle

to maintain stable humidity,” he says. “For example, high-pressure atomizing systems and ultrasonic humidifiers provide humidification while maximizing the benefits of evaporative cooling. These systems utilize fine mist nozzles to introduce water vapor into the air, where it efficiently evaporates to achieve optimal humidity levels. By simultaneously reducing HVAC cooling loads and enhancing humidity control, high-pressure systems improve overall energy efficiency, lower operational costs, and support sustainable building practices. This solution is ideal for facilities looking to optimize performance, maintain indoor air quality, and achieve significant energy savings.”

Baird also points out that the proper water treatment is essential for maintaining the efficiency, reliability, and longevity of humidifiers. “Without adequate filtration, mineral deposits and scale buildup can reduce performance, increase energy consumption, and lead to costly maintenance or equipment failure. Reverse osmosis (RO) filtration systems effectively remove impurities, minimizing scale accumulation and optimizing humidifier operation. This not only extends equipment lifespan but also reduces humidifier downtime and maintenance costs.”

Retrofit Challenges

The proper design of humidity control systems comes with its own set of challenges, especially in retrofit applications.

“A lot of times, they’re [contractors] limited by the building’s infrastructure and what’s available,” Schurk explains. “Perhaps, maybe chilled water at a certain temperature or existing direct expansion systems. Many times, these systems weren’t quite designed right from the start. Then, as systems aren’t maintained like they should be or become older and less efficient, they can’t hit the mark. Then, it’s always an issue trying to retrofit what’s

DriSteem Evair dehumidifiers remove excess moisture from indoor air and can be applied for continuous control or problem remediation.

DriSteem

Compatible with all water types, DriSteem’s RTS humidifier continuously learns as it runs and automatically adapts to optimize steam output and overall performance.

DriSteem

there with something that will work. Usually, it can be done, but it isn’t necessarily the easiest thing in the world to do—and not the least expensive thing, either.”

Baird notes that space constraints and compatibility with older HVAC systems are also a concern during retrofits. “Many buildings were not originally designed with dedicated mechanical room space for humidification equipment, requiring compact and flexible installation solutions to integrate effective humidity control into new and existing spaces or can be installed on a rooftop. Energy consumption is another key consideration, particularly in facilities where electric steam humidification or older dehumidification methods may be costly, requiring alternative approaches to balance efficiency and operational expenses.

What’s Next?

The push for decarbonization and carbon neutrality will continue to impact the HVAC industry, and as such, we’ll likely see more adiabatic humidification systems, according to Nowak.

“They are just better on the energy efficient side of things,” he says. “However, they come with their own set of challenges. According to ASHRAE, using a steam source is sterile, and that’s the preferred method because it’s hygienic. Creating an adiabatic humidifier that is as hygienic as steam will be the challenge. In the next few years, we’re going to find companies that can do things like that, and we’re going to see facilities trending in that direction.”

Schurk notes that there are some great potential technology

advancements out there right now, but until they’re made scalable and affordable—and can be applied effectively—he doesn’t think the market will see any major changes.

“Refrigerants are currently a big deal—and that’s a component of dehumidification,” he says. “That’s probably the biggest change we’re going to see over the next 10 years—just adapting new refrigerants to systems, and owners deciding on which refrigerant they want to use and making that a part of their strategy moving forward. A lot of the theoretical stuff is not ready for prime time, so to speak.”

Baird notes the industry is evolving toward higher efficiency as well as more integrated solutions, driven by intelligent system connectivity.

“New technologies in electric and gas-fired steam humidifiers reduce energy waste, while adiabatic humidification is becoming more sophisticated, enhancing energy savings without compromising control,” he says. “Similarly, modern dehumidification systems are being designed for lower energy consumption, greater moisture removal capacity, and compatibility with smart building infrastructure.”

Bottom line: humidity control is no longer just about comfort; it plays a vital role in health, equipment longevity, and overall building efficiency, Baird adds. “The right humidification and dehumidification systems can significantly improve IAQ, energy efficiency, and long-term cost savings. Whether designing a new system or upgrading an existing one, contractors need reliable, adaptable, and cost-effective solutions.”

An Evaporative Pad Humidifier installed in AHU (upstream). Armstrong International

An Evaporative Pad Humidifier installed in AHU (downstream). Armstrong International

An Essential Guide to Refrigerant Tracking and Compliance

Protect your HVACR business by complying with refrigerant tracking rules.

As environmental regulations tighten and refrigerant management becomes more complex, HVAC contractors face increasing liability risks tied to improper tracking and documentation. From potential EPA fines to legal exposure and insurance complications, understanding the nuances of refrigerant tracking is more critical than ever. We sat down with Adam Dykstra, CFO of FM Hero, who breaks down the key compliance requirements, common pitfalls, and best practices contractors can follow to protect their business and stay ahead of evolving regulations.

CB: What are the key EPA regulations HVAC contractors must follow regarding refrigerant tracking?

AD: Key refrigerant tracking regulations are embedded in section 608 of the Clean Air Act and the ER&R portion of the AIM Act. The easiest way to think about refrigerant tracking regulations

Adam Dykstra. FM Hero

187695414 | Repair © David Spates | Dreamstime.com

FM Hero tracks all incoming and outgoing cylinders at every stage, providing a full view of an HVACR contracting business’ inventory.

revocation of an individual’s EPA certification, resulting in no longer being able to work in the industry or purchase refrigerants. An organization’s public branding is also negatively affected by bad press as the EPA publicly publishes violators.

Often, these enforcement actions happen behind the scenes and can take three to five years to complete. No one is sharing their dirty laundry on the golf course—so we won’t know how widespread the impact of this new enforcement initiative will be until well after the die has been cast.

is like we do with financial accounting. Every pound a contractor purchases needs to be tracked through inventory and to its destination—in essence, every pound tracked from purchase through inventory and to the unit it was charged into. Likewise with every pound recovered and sent to a wholesaler or directly to a reclaimer.

CB: How have refrigerant laws changed in recent years, and what should contractors be aware of in 2025?

AD: The regulatory landscape is ever-changing. Near the end of 2024, the ER&R (Emissions Reduction and Reclamation) portion of the AIM Act was finalized. Documentation is key, and contractors and individual technicians need to be aware of what they’re documenting and how, and be prepared to show an accounting.

In August 2023, the EPA stated, “For the first time, we will focus enforcement and compliance resources... on noncompliance with the Clean Air Act and the American Innovation and Manufacturing Act,” as its enforcement target from 2024 through 2027.

CB: What are the penalties for improper refrigerant tracking or handling?

AD: The results of non-compliance are steep and can amount to more than $52,000 per day/violation. This can also include

FM Hero Section 608 prohibits the venting of refrigerants while maintaining, servicing, repairing, or disposing of air conditioning or refrigeration equipment. In recent history, legislation has become even heavier, making contractors, wholesalers, and equipment owners and technicians, yes even individual technicians, equally responsible for maintaining records of each service event. Failure to do so could mean thousands of dollars in fines and a loss of certification – ending your career or business.

To date, there have been technicians, contractors, scrappers, wholesalers, importers, manufacturers, and reclaimers who have violated the rule. In short, there isn’t a segment of the HVACR industry that hasn’t been touched by enforcement, and all of which occurred before this new focused enforcement initiative.

CB: Are there specific state or local regulations that differ from federal laws?

AD: No state can have less stringent regulations than the Federal law, but several states have enacted far more restrictive regulations.

CB: What are the biggest liability risks HVAC contractors face regarding refrigerant handling and tracking?

AD: Two major liability concerns arise surrounding these new regulations.

First, a lack of training and knowledge results in confusion over the rules and best practices. Are you and your team handling, transporting, and installing safely? A2Ls are perfectly safe when handled appropriately, and safety is everyone’s responsibility—get trained, work safely, and teach your team how to do so, as well.

Second, if you can’t prove it, you didn’t do it. A lack of adequate documentation on all refrigerant transactions is a lurking risk— one often ignored until it’s too late. Today, everyone carries a high-definition video camera in their pocket, it only takes one disgruntled employee or nosey neighbor to video something they believe is suspect. In a subsequent investigation, your ability to prove your historic transactional compliance is key. If you can’t prove it, you didn’t do it—documentation is your defense.

CB: How can contractors protect themselves from legal action related to improper refrigerant management?

AD: Every contractor needs an accurate system of documenting all refrigerant transactions, recording the chain of custody of refrigerant moving through their organization, and maintaining these records for three years to meet EPA requirements. Tracking refrigerant movements includes initial inventory, every purchased pound of gas, every charge event, and final handling of all cylinder vapor heels. Every pound needs to be documented—even in the event of loss from theft, damage, or mechanical failure of a cylinder or system.

CB: What role does documentation play in reducing liability risks?

AD: Accurate and correct documentation that meets EPA requirements will save the contractor from further scrutiny by the EPA.

CB: How does poor refrigerant tracking impact insurance coverage and claims?

AD: Insurance covers accidents, not intentional acts. Don’t expect insurance to cover fines or attorney’s fees that result from enforcement actions.

A side benefit of having detailed documentation is that it enables you to prove your inventory in the event of a claim. Knowing exactly how much new and recovered refrigerant is on each service vehicle and at your facility is critical to getting fully reimbursed in an insurance claim.

CB: What are the most common mistakes HVAC professionals make with refrigerant tracking?

AD: 1. No one likes paperwork. In our industry, too many of us bury our heads in the sand and think that refrigerant tracking and documentation is “not their job.” Technicians, contractors, equipment owners/operators, scrap yards, manufacturers, importers, and wholesalers all have documentation requirements in the regulations.

2. There is a misconception that “the EPA will never come after me.”

3. They don’t have an accurate, transactional documentation system that meets EPA requirements and makes audits less painful.

4. Field to office inaccuracies, and contractor to client inaccuracies—each party involved needs their records to match.

CB: How does proper refrigerant tracking affect business profitability?

AD: Properly tracked refrigerant ensures every pound purchased is actually used and sold. How valuable is ensuring ‘no pound is left behind’ or goes missing out the back door? The same applies to recovered gas. Even recovered gas has significant value, and way too many contractors are leaving money on the table.

CB: How might new refrigerants and alternatives impact tracking requirements?

AD: The move to lower GWP refrigerants is underway. We’ll have to wait and see what refrigerants will win the future, but in the meantime, regulations are getting more and more restrictive and tracking and documentation are a must. No matter what happens in the future with regulations, tracking refrigerants makes financial sense.

CB: Anything else you would like to add?

AD: The amount of change in our industry is staggering. Keeping up with new technologies, customer expectations, regulatory changes, and a tightening workforce leaves everyone exhausted and often frustrated. We’re grateful that so many are stepping forward to help educate and inform and to lead HVACR technicians and contractors into the future.

The Coolest Refrigeration Test Equipment for HVAC Contractors

Contractors rely on refrigerant test equipment to ensure HVAC and refrigeration systems operate efficiently and safely. These tools allow technicians to diagnose issues, verify proper refrigerant charge, and detect leaks that can compromise system performance and environmental compliance. Accurate testing is essential not only for system longevity and energy efficiency but also for meeting industry regulations regarding refrigerant handling. Take a look at some of the ‘coolest’ products on the market.

Fieldpiece DR82 Refrigerant Leak Detector

The Fieldpiece DR82 is built for HVACR pros who need speed, accuracy, and reliability when detecting refrigerant leaks—including A2Ls. Designed to detect all HFCs, CFCs, HCFCs, HFOs, and blends, the DR82 is the go-to tool for any job.

Equipped with a longlife heated diode sensor backed by an industryleading four-year warranty, this leak detector is built to last. It features four detection indicators—a flashing LED tip, audio beep, bar chart, and numerical value—that increase or decrease based on proximity to the leak, giving you clear, real-time feedback to pinpoint leaks faster.

Designed for rugged, real-world conditions, the DR82 is tough enough for the job site while remaining lightweight and ergonomic. With a flexible wand to maneuver in tight locations, this tool delivers fast, accurate results, so that system diagnostics are dialed in quickly.

NAVAC Flex-X Manifold Gauge

The Flex-X Manifold Gauge comes to the market as a game-changing alternative for users of analog manifold gauges. It features a state-ofthe-art graphic user interface (GUI) that translates complex data into easy-to-understand visuals. The color screen provides exceptional clarity, enhanced readability, and animation for an intuitive user experience. Key features include: a rechargeable lithium battery with up to 100 hours of battery life with auto power off (APO); versatility with one gauge replacing multiple analog gauges, supporting 72 refrigerants; durability thanks to its aluminum body construction, impact-resistant rubber cover, and IP54rated protection; delivers Class 0.4 accuracy and real-tim data

visualization; and a user-friendly design with one-knob operation and hidden hook for convenient transport.

YellowJacket TITANMAX Digital Manifold

The YELLOW JACKET TITANMAX

Digital Manifold provides the easiest path to system measurements. This 4-valve manifold provides fast and accurate measurements for refrigeration and A/C systems. The highresolution backlit touchscreen display eliminates the need for multi-function buttons and provides clear graphical and digital measurements. It also features internal data logging. Connect via Bluetooth to the YJACK VIEW App or measureQuick App for further analysis. The TITANMAX includes two temperature clamps, a vacuum sensor, and a USB-C charging/data cable. Kits also include hoses, wireless probes, and a backpack. The TITANMAX is compatible with A1 and A2L refrigerants.

The

Michael Rosenberg

Michael Rosenberg is president of San Antonio, Texas-based Rosenberg Plumbing and Air.

Effective Strategies for Employee Engagement and Motivation

Happy employees will produce happy clients. When people are engaged and motivated at work, they are motivated to keep their clients happy, and they will want to work for your company for many years.

There are many factors that go into making employees appreciate their job and want to do their best.

• Communication is one of the most important factors in job satisfaction. Do you communicate to your employees what exactly their responsibilities and goals are? Do they have position descriptions to follow? It is important to have communication meetings each week. Weekly staff and management meetings allow each team member to know what is going on in the company and be able to voice their concerns and ideas.

• Training allows your employees to understand how to perform their job better, which allows them to excel in their job functions. When a person can do their job tasks better, many times it translates into making more money because they can do their jobs more efficiently.

• Incentive programs are ways to give highly performing employees the ability to make more money and have more control over their income. Incentives can include SPIFFs for selling accessories and equipment to their clients. You can include incentive contests for customer reviews and membership sales. People like to have additional ways to improve their income.

• Flexible hours are important to most people. Some companies allow their people to come in late to start their work shift and work later into the day. This allows the employee a better work/family balance. In the air conditioning business, summer is the busiest time of the year. Summer is also when kids are out of school for their summer break. It is important to allow your people to take vacations in the summertime so that they can be with their children. This can easily be accomplished by spreading out the days that people are off.

• Employee recognition for doing a good job motivates them to try to do their best. KPI tracking and monthly incentives for being the best in a category are great ways to motivate people. For example, you can acknowledge the best lead generator, review getter, and membership salesman each month. Give them a prize for being the best and acknowledge their accomplishment in front of their peers.

• Company anniversaries, milestones, and birthdays are great ways to celebrate people. Give out a clock with the employee’s name and milestone anniversary on it. Put their name on a plaque for big anniversaries and hang it on the wall. Have an employee of the year contest, where team members vote for the person they feel worked the hardest and best exemplified the company’s culture. Birthday cakes at work are a great way to celebrate as well. Use an electronic display board in the office to acknowledge these anniversaries and birthdays daily.

• Timely reviews and feedback are very important to people. They want to know how they are doing and be given feedback on how to improve and get better.

• Give your managers responsibility and accountability and authority to be successful. Empower them to be able to make decisions. Don’t hold them back.

• Promote your people when there is an opening in your company. If you have an employee who has shown the willingness and desire to step up and you feel they either have the proper skillset or could learn, give them the opportunity to be promoted and succeed. Last year, we had the pleasure of promoting three of our long-term employees into management positions.

When employees feel valued and motivated, they take pride in their work, leading to increased productivity and customer satisfaction. By prioritizing employee wellbeing, HVAC contractors can create a more stable, efficient, and reputable business that thrives in the long run.

Commercial Thermostats

Anacove Smart

Thermostats are innovative IoT devices with advanced sensors that monitor temperature, humidity, air quality, and guest presence. These devices seamlessly integrate with a hotel’s HVAC system through its existing Wi-Fi infrastructure, allowing for centralized control throughout the hotel. This enables continuous optimization of each room, regardless of occupancy status, leading to immediate and sustained cost savings. The plug-and-play system can be set up without the need for additional wiring. It orchestrates HVAC systems across the property to avoid system-wide inefficiencies such as peak consumption charges, while ensuring guest comfort. It simplifies integration, including combining data sources, while offering an easy-to-read dashboard that improves hotel and resource management. https://www.anacove.com

information and alerts which help identify any issues with rooftop HVAC units. https://venstar.com

Compressors

The residential air conditioning and heat pump market is evolving toward more energyefficient, lower-GWP compression technolo gies. Contractors helping customers make the shift need proven, reliable technologies that maintain comfort while offering increased seasonal efficiencies. The Copeland YASK1 two-stage scroll compressor was designed with these goals in mind. The A2L-optimized scroll is a two-stage compressor providing affordable comfort and superior seasonal efficiency in a familiar technological footprint. Two-stage mechanical modulation—at 67% and 100% capacities—optimizes performance for low- and peak-load conditions. https://www.copeland.com/en-us

Portables

Schneider Electric launched the SpaceLogic Touchscreen Room Controller, an all-in-one device that leverages modern technology and seamlessly merges an innovative user interface with advanced functionality, setting a new standard for energy management and room control in buildings. Key benefits include increased energy savings by seamless integration with hotels’ building management and property management systems; Automated Demand Response implements load shedding and pricing applications compatible with regulations for optimized energy management; streamlined operations; and enhanced system scalability. https://www.se.com

EdgeCool by DENSO brings data-center efficiencies down to the rack level—the split system is designed for self-contained operation with nearly any rack. With EdgeCool, you get targeted AC that cools the rack, not the room. Hot and cold aisles keep air from mixing to ensure you get optimal cooling performance

Venstar Temperature Monitoring System is an affordable building temperature monitoring system that combines a Venstar digital Wi-Fi thermostat with air temperature sensors to measure supply and return air temperatures. Ideal for smallbox retail and restaurant chains as well as school districts, churches, office buildings, and server rooms, the T4950-TMS delivers many of the features found in higher-end energy management and building monitoring systems at a much more affordable price. Remotely managed using Venstar’s free Skyport Mobile App, the system provides vital air temperature

and energy savings. Simple installation turns practically any rack, open or sealed, into a portable, self-contained server room. EdgeCool works with standard 120V/20A power and requires no external components or building modifications. Designed with DENSO dependability for primary, supplemental, or backup cooling, you can trust EdgeCool for continuous operation year-round. https://www.densoedgecool.com

MovinCool

MovinCool’s new Climate Pro series delivers units design specifically for industrial and commercial spaces where comfort and productivity are essential with models that range from 12,000 to 60,000Btu/h and handle operating temps as high as 113° F. The Climate Pro series features a color LCD control panel that simplifies operation, clearing of codes, and is easier to read. Added bumpers enable safer handling and movement around your facility while larger casters make rolling and navigation easier. https://www. movincool.com

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SALES CONTACTS

SOUTH & WEST: SENIOR MANAGER, BUSINESS DEVELOPMENT

Randy Jeter Office: 512-263-7280 Cell: 512-426-9145 Fax: 913-514-6628 rjeter@endeavorb2b.com

themailshark.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

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

Joe Agron 941-200-4778

jagron@endeavorb2b.com

When you need to get the job done, Liberty’s 331 transfer pump is the benchmark for performance that battery powered pumps simply cannot match. With more flow, higher pumping head and the reliability of non-stop 1/2 hp, 115V performance, why settle for less?

Your team needs to be able to explain why prices escalated like they did. Make sure to explain the impact across the board.

8 Ways to Play the Price Game in 2025

Just when we thought the industry absorbed the last government-stimulated price increase, along come tariffs. Without judging their merits, tariffs are raising prices. Manufacturers appear to be taking no chances and are boosting prices in advance of the impact of tariffs. Contractors must as well. Here are eight ways you can play the price game in 2025.

1. Recognize That Everyone is Affected

Weak salespeople might try to use rising prices as an excuse for failing to close sales. Remind them that the price changes are industry-wide. They affect everyone. Consumers may not like the prices, but they are not going to get relief from a competitor. Their prices are going up, too.

Despite higher prices, people are still going to need air conditioning in the summer and heat in the winter. Even if they can’t afford a replacement now, they will figure out a way to come up with the money, eventually. The only question is who will perform the replacement.

2. Price in Real Time

This year especially, you must, must stay on top of your pricing. Fortunately, pricing systems are largely digital today, which enables you to make adjustments on the fly. Do it. Whenever a manufacturer or supplier changes a price, adjust your pricing. If you fail to make the adjustments, your margins can quickly fall and you will end up subsidizing your customers. Do they need your subsidy?

If you hold your margins and perform the same amount of work as last year, your total revenue will increase. Your gross profit will increase. Control your overhead, and your net profit and net profit margins will both increase.

3. Train Your Team On Explanations

A co-founder and former CEO of Service Roundtable, Matt Michel was inducted into the Contracting Business HVAC Hall of Fame in 2015. He is now an author and rancher.

Consumers are rightly shocked at the price of HVAC systems today. Frankly, the prices are shocking to most contractors. Your team needs to be able to explain why prices escalated like they did. Make sure to explain that the impact is across the board. Every contractor has been forced to raise prices, so there’s no point in shopping around. Script your explanation and practice it in sales meetings.

4. Offer Financing On Every Replacement

If there was ever a time to stop leading with the total price of a replacement and to start quoting payments, this is it. If people don’t want to finance,

they’ll say so. If they won’t qualify, it’s not a sale you were going to make anyway.

Structure your financing for the lowest monthly payment. That means interest payments take a back seat to the term for installment financing. Lead with 10-year installment financing to reduce the monthly payment as low as you possibly can. If you can get longer than 10 years, use it.

5. Join a Buying Group

Almost every major contractor alliance offers a buying group. If you patronize the manufacturers in the buying group, you can save some serious money through rebates. The rebates are not limited to equipment. They apply to a variety of products and services and typically exceed the cost of alliance membership many times over. Reach out to one today.

6.

Build a Budget Offering

Shop brands in your market and find one with the lowest price. Use it to build a bare-bones budget offering. Take a lower, though profitable margin. Use this in two ways. First, use it for homeowners who cannot afford anything else.

Second, use the budget offering as a straw man offering to highlight how your standard is superior. Not only does this help people feel better about the pricier option, consumers will associate the straw man offer with those presented by low-price competitors.

7. System Rebuilds

Some contractors have begun offering system rebuilds for consumers who simply cannot afford to replace their air conditioners. While rebuilds are more labor-intensive, they are profitable if priced correctly. Moreover, you sell the rebuild today, and in a few years, when the homeowner and/or industry’s financial situation changes, you can sell the full replacement.

8. Create Processes to Ensure You Follow Up

Homeowners who are making planned replacements and encounter sticker shock may punt. They will replace, but they might need to save money or adjust mentally to the new price of the equipment. Stay in touch. Use software to set a follow-up schedule. Keep reaching out until the homeowner tells you to stop, buys from a competitor, or moves. Create scripts for follow-up calls, ranging from touching base to informing the homeowner about industry changes that might affect him (e.g., upcoming price increases).

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Light Commercial Packaged Rooftop Units

Experience comfort and efficiency with Daikin's Light Commercial Packaged Rooftop Units, designed to meet the unique needs of building owners and tenants. Our 3- to 25-ton models, in 3 cabinet sizes, provide innovative HVAC technology and designs for low installation and operation costs with reliable performance, making them ideal for both new construction and retrofit projects.

FACTORY INSTALLED OPTIONS:

» Hot Gas Reheat (Only available on Gas/Electric and AC models)

» Electric Heat

» Downflow Economizer

» Stainless Steel HX (Gas/Electric Units)

» Non-fused Disconnect Switch

» Powered Convenience Outlet

» Non-powered Convenience Outlet

» Low-Ambient Kits

» Phase Monitors

» Smoke Detectors (Return, Supply or Both)

» Daikin iLINQ DDC Controller