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14 Maximizing Service Potential: Strategies for HVAC Contractors to Grow and Succeed
HVAC coaches weigh in on proven strategies for contractors.
16 A2L Refrigerants, Heat Pumps Dominate 2025 AHR Expo
Manufacturers highlight ‘mega-trends’ for HVACR contractors in 2025.
20 Contractors Should Keep a Steady Hand Amid IRA Rebate Uncertainty
Educated contractors are better able to explain options and maximize incentives and savings, positioning themselves as trusted advisors.
IN HVACR
Innovation Helps Women Break Into the Skilled Trades
Technology is helping drive opportunities for women in the HVACR industry.
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ON THE COVER: HVAC industry coaches weigh-in on how contractors can maximize their service potential.
Source: SDI Productions / E+ / Getty Images
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Department of Energy Postpones Efficiency Standards for Home Appliances
These actions postpone the efficiency standards for seven home appliance groups, including central air conditioners.
https://contractingbusiness.com/55269286
Hospitality Events Kick Off 2025 AHR Expo
HVACR manufacturers kicked off the 2025 AHR Expo by hosting several hospitality suite parties for customers on Feb. 9.
https://contractingbusiness.com/ 55266781
AHR Expo 2025: Scenes from Day 3
Take a look at the sights that caught our editors' eyes on the final day of the big industry show. https://contractingbusiness. com/55267706
HVAC Intelligence Newsletter: When Did We Lose Focus of the 'V' in HVAC?
By Adam Mufich
Today, new construction homes have less air leakage than ever before. It's vital to bring in filtered, outside air.
https://contractingbusiness.com/55265086 National Comfort Institute
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It is inspiring to see how far women have come in the skilled trades, but there is still a ways to go.
Women Breaking Barriers and Building Careers in HVACR
This month, we celebrate Women’s History Month and Women in Construction Week (March 2-8).
When I first started covering the trades over a decade ago, I was often the only woman in the room when I attended industry events. I’ve watched (and written) about Women in HVACR and its efforts to promote HVAC as a viable career path and build up its membership and mentoring programs. A few weeks ago, while attending the AHR Expo, I saw countless women roaming the show floor and presenting educational sessions. It is inspiring to see how far women have come in the skilled trades, but there’s still a ways to go.
As a female owner in the trades for 15 years, Lara Beltz, vice president and co-owner, Findlay, Ohiobased Beltz Home Service Co., has seen firsthand both the challenges and the progress when it comes to recruiting and retaining women in plumbing, electrical, and HVAC trades.
have believed in the women and who have intentionally brought women on their team and brought women in to lead. My husband saw potential in me before I ever did, and he saw a place for me in this industry before I did — he created that space, and he provided opportunities for me to thrive, grow, and learn. We need men who believe in us and who want to bring us forward.”
Yes, the industry has changed, and many contractor owners see the benefits of having women employees on their team — they often bring a different mindset and inherent qualities that are different from their male counterparts. However, while more women are definitely showing interest in the trades, it’s not always easy to attract and even retain them.
Creating an inclusive work culture is one step in the right direction.
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
“One of the biggest barriers is perception — many still see HVAC as a ‘man’s job,’ which discourages women from even considering it as a career,” Beltz says. “Additionally, a lack of mentorship, representation, and sometimes an unwelcoming work culture can make it harder for women to stay in the field. To address this, I focus on intentional recruiting, ensuring our job postings and outreach efforts highlight inclusivity. We also provide ongoing support, mentorship, and professional development to help women feel valued and empowered in their roles. Networking is also key to connecting with women in the industry, which is why I serve as a founding advisor for Women in Plumbing and Piping and as president of Explore The Trades. I’m also a member of Women in HVACR and the Women of Nexstar Steering Committee.”
Angie Snow, principal industry advisor for ServiceTitan, is another industry veteran who has seen the transformation over the years. She was originally drawn into the industry when she and her husband purchased their company Western Heating & Air Conditioning in 2007.
“I think back to those early days, tagging along with my husband to some of his industry conferences and really being the only woman in the room, and looking around and thinking, ‘Do I really belong here? Is this really, this really a place for women?’” Snow says. “But one of the biggest things that have helped women feel more comfortable is just having really great allies. The men in the industry who
“Culture matters,” Beltz says. “We make it clear from day one that respect and teamwork are nonnegotiable. Focus and accountability are key to fostering an environment where every team member, regardless of gender, feels heard and supported. Something as simple as properly fitted uniforms and well-thought-out facilities (like ensuring there are appropriate restrooms) shows that the company values and supports women in the field, reinforcing a culture of respect and belonging.”
Contractors should also be more intentional about their desire to bring more women into the industry, Beltz notes.
“Make sure your job postings speak to a diverse audience, create an inclusive culture, and provide mentorship and career growth opportunities,” she says. “It’s not just about hiring women — it’s about creating an environment where they feel supported, valued, and have opportunities to grow. This means providing mentorship, leadership development, and ongoing training to help them build confidence and advance in their careers. It also requires addressing workplace culture, ensuring that respect and inclusivity are the norm, not the exception. The trades industry is facing a skilled labor shortage, and bringing more women into the field isn’t just the right thing to do — it’s a smart business move. When we open the door for more talent, regardless of gender, we strengthen our industry, improve service quality, and build a more sustainable workforce for the future.”
Yes, women have come a long way, but there’s still work to do. Let’s not lose the momentum.
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PHCC Educational Foundation to Update National HVAC Contest
FALLS CHURCH, Virginia—The PHCC Educational Foundation announced major updates to its National HVAC Apprentice Contest. The annual event will be redesigned this year, with a focus on creating a competition addressing the skills apprentices need today, plus the technology they can expect to work with in the future.
The PHCC of South Dakota chapter, whose members are spearheading the redevelopment of the contest, will host the first pilot of the redesigned contest at their state convention in February 2026. No HVAC contest will be held in Grand Rapids during CONNECT 2025, but a special HVAC exhibit area previewing the new competition is being discussed for exhibit on the tradeshow floor.
“This strategic pause gives our contractor volunteer experts the time they need to enhance the competition and create new learning opportunities for apprentices,” said Daniel Quinonez, COO of PHCC. “We’re taking this opportunity to completely revamp the program to better align with the real-world challenges our apprentices face daily and to incorporate the rapid advancement of technology within the HVAC field.”
Patrick Wallner, PHCC Educational Foundation chairman, added, “This redesign will benefit both the industry and PHCC, creating an opportunity for us to take a fresh look at how we can reshape this event for the future. It’s an exciting time to choose a career in HVAC, and we want to ensure this educational experience includes the latest skills and technologies that the next generation needs as they start their journey in the industry.”
A dedicated team of PHCC contractor members, led by Dan Hartman of Wolff’s Plumbing and Heating and Brett Kaltvedt of Midwestern Mechanical, will spearhead the contest redesign. Their goal is to develop a competition format that can be replicated by other PHCC state chapters, creating a scalable model for technical excellence across the industry.
The Foundation will release additional information about the enhanced competition format in the coming weeks, with registration details for the 2026 event to follow. The PHCC Educational
Foundation’s National Plumbing Apprentice Contest will occur as planned at CONNECT 2025, Oct. 27-30 in Grand Rapids.
The ESCO Institute Releases New HighPerformance Heat Pumps Training Manual
MOUNT PROSPECT, Illinois—The ESCO Institute announced the release of its latest publication, “High-Performance Heat Pumps,” an advanced training manual designed to enhance the skills and knowledge of HVACR professionals. This comprehensive guide serves as a vital supplement to the ESCO Institute’s established Heat Pump Operation, Installation, and Service curriculum.
Designed for professionals who already have foundational education and hands-on experience with heat pump systems, the High-Performance Heat Pumps manual delves into the latest advancements in heat pump technology. It focuses on performance optimization, energy efficiency, and the critical aspects of proper design and equipment selection. This manual equips HVACR professionals with the expertise required to work with the most sophisticated heat pump systems in today’s market. By completing this training, technicians will gain the confidence to select and install the most suitable heat pump systems, achieving superior energy efficiency, comfort, and system reliability.
For those not yet certified in Heat Pump Service, this training manual complements the Heat Pump Operation, Installation, and Service curriculum and prepares individuals for the HVAC Excellence Heat Pump Service certification exam. Successfully passing this exam also qualifies professionals for inclusion on the U.S. Department of Energy’s Energy-Skilled Recognized Contractors list.
The High-Performance Heat Pumps training program is available in two formats to meet diverse learning preferences: an interactive online course and a traditional print manual. Both formats comprehensively cover essential topics, including: heat pump fundamentals; inverter operation; cold climate heat pump specifications; retrofitting fossil fuel systems; and more.
For more information, visit www.escogroup.org.
Beltz Home Service Co. Acquires Kaylor Plumbing, Wiring, and Heating
FINDLAY, Ohio —Beltz Home Service Co., a veteran-owned, family-operated business with over 24 years of experience, announced the acquisition of Kaylor Plumbing, Wiring, and Heating in Genoa, OH.
This exciting expansion reflects Beltz’s commitment to delivering “The Highest Standard In Home Service” while ensuring
The National HVAC Apprentice Contest will be redesigned in 2025.
Photo credit: PHCC National Association
that Kaylor’s loyal customers continue to receive the exceptional care and expertise they trust.
This acquisition strengthens Beltz Home Service Co.’s presence in the region, creating new opportunities for innovation and ensuring homeowners have access to trusted, reliable solutions that enhance their comfort and peace of mind.
SMACNA Publishes New HVAC Duct Systems Inspection Guide
CHANTILLY, Virginia—SMACNA, a leader in promoting quality and excellence in the sheet metal and air conditioning industry, published the fourth edition of its “HVAC Duct Systems Inspection Guide,” which is available digitally and in print.
The manual contains guidelines for inspection of commercial HVAC duct systems for compliance with SMACNA/ANSI HVAC Duct Construction Standards, Metal and Flexible, (4th edition), Fibrous Glass Duct Construction Standard (8th edition) and Phenolic Duct Construction Standards (1st edition). It reviews materials and reinforcement of duct systems, as well as assembly and supports of ducts. The Fire, Smoke and Radiation Damper Guide (6th edition) also summarizes the installation, maintenance, and inspection of fire life safety dampers. The Grease Duct Construction Reinforcement Standards (1st edition) covers common construction and reinforcements for Type I grease ducts. Checklists are included for ductwork and fire dampers.
“The importance of inspection cannot be overstated,” said Aaron Hilger, SMACNA’s CEO. “This manual, in conjunction with the other industry standards, expertly protect the systems we install and, of course, the buildings’ occupants.”
The updated 210-page standard was revised to provide contractors and facility owners with the information they need to apply effective and efficient solutions to their projects. The manual includes chapters on timing and risks related to inspection, as well as qualifications for inspectors, compliance, and quality control, among other topics.
For more information on SMACNA’s industry-leading standards, visit www.smacna.org/resources/technical/technical-standards
Del-Air Heating, Air Conditioning & Refrigeration Acquires Gator Air Conditioning
JTW Advisors announced that its client, Gator Air Conditioning, a provider of residential HVAC services in the Sarasota and Tampa regions, has been acquired by Del-Air Heating, Air Conditioning & Refrigeration, backed by Astara Capital Providers. JTW Advisors served as the exclusive investment banker to Gator
Air Conditioning for the transaction.
After receiving multiple bids, Gator ultimately selected DelAir due to its industry-leading reputation and commitment to employee growth and integration.
“I wanted to ensure that the company I built would continue to thrive and that my employees would have new opportunities for growth,” said James Romagnola, owner of Gator Air Conditioning. “Del-Air’s vision aligned perfectly with that goal.”
Gator Air Conditioning, based in Sarasota, serves the Sarasota, Bradenton, Lakewood Ranch, and Tampa markets. Del-Air, which operates across the state of Florida, expands its presence in these key regions through this acquisition, strengthening its footprint in one of the most sought-after home services markets in the country.
BDR Welcomes Hundreds of Home Service Professionals to Annual SPARK Event
COLORADO SPRINGS, Colorado —Business Development Resources (BDR), the training and business coaching authority for home services industry professionals, provided over 300 industry leaders the opportunity to climb higher and build connections at this year’s SPARK, the ultimate event for contractors.
Held Jan. 15-18 at The Broadmoor in Colorado Springs, SPARK 2025 provided attendees with a diverse range of informative breakout sessions, inspirational keynote talks, and endless opportunities to network alongside top contractors in the industry. SPARK aims to share, promote, accelerate, revamp, and kickstart growth for home service providers’ vision, team, and business in the coming months.
“Each year, SPARK succeeds in sending our attendees into the new year with renewed enthusiasm and actionable plans for their business,” said BDR President Kim Archer. “Our conference’s main purpose has always been to help professionals in our industry make meaningful connections. Every year, SPARK attendees amaze and inspire me with their incredible collaboration and unstoppable networking energy!”
More than 300 people attended BDR’s SPARK Conference. Photo credit: Business Development Resources
Marki Huston Appointed CEO of Viega North America
BROOMFIELD, Colorado—Viega announced the appointment of Marki Huston as the permanent CEO of Viega North America, effective immediately. This decision follows an extensive and deliberate search process to identify a leader who embodies our commitment to operational excellence, industry innovation and long-term growth.
Huston has served as interim CEO since October 2024, during which time she has demonstrated exceptional leadership, a deep understanding of our business operations and a steadfast dedication to our people, customers and partners. Her previous roles include chief operating officer (COO) for Viega North America and vice president of global quality in the aerospace industry. Her strategic vision and focus on fostering a culture of innovation and collaboration have reinforced her capability to guide Viega North America toward continued success.
In her expanded role, Huston will also join the Viega Group Board, further aligning North American operations with the broader strategic goals of the global organization. This integration will ensure continued investment in the growth of our business, enhanced customer experiences and the development of innovative solutions to meet the evolving needs of the building industry. The leadership structure of Viega North America will remain consistent, ensuring continuity while supporting the organization’s long-term strategic goals.
“Marki Huston has shown exceptional leadership and commitment during her time at Viega and interim tenure as CEO, making her the ideal choice to lead Viega North America into the future. Her deep understanding of the business, operational expertise and focus on results will drive continued success in the U.S. and Canadian markets,” shared Markus Brettschneider, global CEO of Viega Group, “I look forward to the continued growth and great work of the team under Marki’s leadership.”
This appointment underscores Viega’s future-oriented commitment to our customers, employees and partners, “I am honored to step into the role of CEO for Viega North America and lead this incredible team as we continue to deliver on our purpose and ambitious goals. Our people, our customers and our innovative solutions are at the heart of everything we do, and I’m excited to build on the strong foundation we’ve created to drive even greater success in the years ahead,” said Huston.
Bell & Gossett Hosts First Women-Only Training at the Little Red Schoolhouse
MORTON GROVE, Illinois—For more than 70 years, Xylem’s Bell & Gossett has trained thousands of professionals, and now it has reached another groundbreaking milestone: the launch of its first-ever women’s-only course. Held mid-January at the Little Red Schoolhouse in Morton Grove, Illinois, 15 women participated in a three-day Modern Hydronics Heating Systems class. This initiative highlights Xylem’s commitment to empowering women in the HVAC industry and fostering innovation within the trades.
Professionals from across the U.S. gathered for the three-day class led by industry veteran Mike Licastro, manager of training and education for commercial building systems and HVAC, and Taylor Goade, technical training manager for applied water at Xylem’s Bell & Gossett. The course covered fundamental principles of hydronic heating system design and operation through lectures, problem-solving exercises and live demonstrations. Participants also had the opportunity to engage with female leaders at Xylem, connect with their peers and attend an evening reception to build community and foster relationships that will grow far beyond the walls of the Little Red Schoolhouse. “At Xylem, we’re committed to empowering women in the HVAC industry,” said Jennifer Freres, global product manager, centrifugal pumps for Xylem’s Bell & Gossett. “This course is not just about learning the principles of modern hydronics heating systems, but about building a supportive community where women can connect, grow and advance both their professional and personal development.”
Ice Air Donates HVAC Equipment to Apex Technical School
MOUNT VERNON, New York—Ice Air, a manufacturer of highperformance HVAC systems, has once again demonstrated its commitment to workforce development and education by donating 30 SPHP (single package vertical heat pump) units to Apex Technical School. This generous contribution will provide students with hands-on training in cutting-edge HVAC technology, ensuring they graduate with the skills needed to excel in the skilled trades workforce.
Apex Technical School, known for its strong legacy of training New Yorkers in the skilled trades, has long partnered with Ice Air to create pathways for students to enter the HVAC industry. Over the years, Ice Air has hired numerous Apex graduates, recognizing the school’s reputation for producing highly trained professionals. This latest equipment donation reinforces the collaboration between education and industry, helping to prepare the next generation of HVAC technicians.
“At Ice Air, we believe in investing in the future of skilled trades,” said David Calderon, operations manager of Ice Air. “Apex Technical School has been
a tremendous partner—our ‘first stop’ for the new hires for the work we do—and we’re proud to provide students with the tools and technology they need to succeed. Many of our best hires are Apex graduates. They come in as production line or general factory and move up to apprentice or senior technicians. We look forward to continuing to support their educational journey.”
“Our relationship with Ice Air is fantastic,” says Charlie Sarno, building manager at Apex. “I’ve been here 17 years, and can tell you our students benefit from companies like Ice Air who have the interests of the students in mind through such donations. It’s a win-win all around.”
Fabio Klein Named Divisional President of Danfoss
NORDBORG, Denmark—Danfoss has announced that Fabio Klein has been named divisional president of the Commercial Compressors division in Danfoss Climate Solutions. Klein will take his new position as of April 1, as he succeeds Kristian Strand, who was recently appointed president of Danfoss Climate Solutions.
Klein currently serves as the senior vice president of the Scroll and Reciprocating Compressors business within Commercial Compressors. Since joining Danfoss in 2016 as vice president of Global R&D for Commercial Compressors, he transitioned into his current role in 2020.
“I’m proud to pass on the compressor business, which is performing stronger and is better positioned than ever before. I am happy that Commercial Compressors will be in good hands with Fabio. Under his leadership, the Scroll and Reciprocating Compressors division has become a global leader in air conditioning, heat pumps, and refrigeration solutions. The division has effectively released scroll compressors for natural and lowGWP refrigerants and has developed energy-efficient award-winning technology,” says Kristian Strand. “Fabio is a highly competent and visionary leader who understands every detail of our compressor business. Since joining Danfoss, he has consistently demonstrated the right mindset and skill set to elevate our compressor business to the next level. I look forward to seeing Fabio continue to drive the business forward.”
“It is an honor to succeed Kristian in this role and to have the opportunity to lead the exceptional team in Commercial Compressors. I am both excited and humbled by this responsibility,” Fabio stated. “I look forward to collaborating with everyone across the division to continue driving success for our customers.”
Copeland Partners with HVAC Leaders to Deliver Advanced Cold-Climate Heat Pump Technologies
ST. LOUIS—Copeland, a provider of sustainable heating, cooling, refrigeration and industrial solutions, announced that AAON, a manufacturer of high-performance and energy-efficient HVAC solutions, and several other original equipment manufacturers (OEMs) have recently selected Copeland to help advance their standard and cold-climate heat pump solutions. These strategic
OEM partnerships follow the issuance of the Department of Energy’s (DOE) Residential and Commercial Building ColdClimate Heat Pump (CCHP) Technology Challenges.
Heat pumps cut greenhouse gas emissions by replacing or supplementing fossil fuel heating with efficient, low-carbon systems that work year-round and integrate with renewables. Traditionally, they were less effective in cold climates, needing backup heat at low temperatures. The DOE Residential Cold Climate Heat Pump Challenge aims to develop high-efficiency heat pumps that perform at temperatures as low as -15 F, offering a sustainable alternative to conventional heating. Similarly, the DOE’s Commercial Building Heat Pump Technology Challenge seeks to create emissions-effective heat pump rooftop units to help organizations meet energy efficiency and decarbonization goals.
“Our partnership with Copeland will help us meet the rigorous standards of the DOE’s Commercial Building Heat Pump Technology Challenge,” said Brent Stockton, director of engineering at AAON. “Copeland’s commitment to research and development and their innovative technologies are essential in helping us deliver solutions that meet and exceed performance expectations in the most challenging environments.”
These recent OEM partnerships highlight Copeland’s pivotal role in advancing cutting-edge heat pump technologies designed to perform efficiently in colder climates. The collaborations further underscore Copeland’s leadership in the electrification of heating systems and a commitment to supporting OEMs in delivering high-efficiency, sustainable heating solutions.
Enertech Global Announces Brand Consolidation
GREENVILLE, Illinois—Enertech Global, a manufacturer of geothermal heating and cooling solutions, announced a strategic brand consolidation. Beginning Feb. 3, Enertech will consolidate its four brands—Enertech, GeoComfort, Hydron Module, and TETCO—into two unified brands: Enertech and GeoComfort by Enertech.
The decision to shift to two brands is part of Enertech’s renewed commitment to increasing efficiency, accelerating product development, and enhancing the customer experience.
“This change will improve every aspect of the company’s business from sales and marketing to engineering and manufacturing.” said Derek Dwyer, Enertech CEO.
“Through this transition it was important to retain the spirit of our legacy brands, especially GeoComfort, our first product brand and Hydron Module, which marked our entry point into the manufacturing of ground source heat pumps. We are retaining the GeoComfort name and have taken inspiration from Hydron Module in our updated product design,” Dwyer added.
In regard to distribution and sales channels, Tim Wright, COO stated, “The two unified brands: Enertech and GeoComfort by Enertech will seamlessly continue to serve our distributors, dealers, and manufacturers’ representative firms. We anticipate easier ordering and greater in-stock positions to help our customers better fulfill the changing demands of the construction industry. Our customers can expect to see products reflecting these branding changes starting in Q1.”
HVAC coaches weigh in on proven strategies for contractors.
Residential HVAC service is the backbone of a successful contracting business, providing steady revenue, customer loyalty, and opportunities for long-term growth. Residential service offers consistent demand, as homeowners rely on HVAC professionals for maintenance, repairs, and system upgrades year-round. Contracting Business reached out to some of the best coaches in the industry to learn how HVAC contractors can maximize their full service potential.
“Service potential is really only limited by appetite — appetite and the ability to develop and train,” says Dan Kayser, business coach for Nexstar Network. “When we get to a point where our service team is consistently and reliably achieving the business’s financials goals for that department and delivering a 5-star customer experience every time, that’s a success.”
Angie Snow, principal industry advisor for ServiceTitan, notes that service potential is how we can get the most out of our service opportunities.
“Service potential is really only limited by appetite — appetite and the ability to develop and train.”
—Dan Kayser
“It’s maximizing the opportunities that we have in service, and it starts clear back with your marketing,” she says. “What marketing are you using to help you obtain service calls. Trends that we’ve seen in the industry, and that we know are important, are memberships. The importance of having a membership program, the importance of building relationships with your customers for that ongoing customer base and ongoing service, repair, and replacement opportunities. When we talk about service, it starts with having a way to continue to serve and build a customer base. Then we think about how to help our technicians be successful at servicing equipment — what tools can we give them? What
leadership training? What training opportunities? We know that there’s a bit of a labor shortage with technicians, and so understanding how to attract, retain, train, equip technicians to do a good job is really important.”
Tools, Technologies, and Strategies
Sandy Papavero, director of sales and marketing for CEO Warrior, notes that hiring a training, coaching, and accountability organization (such as CEO Warrior) will aide in guiding and supporting a contracting company in all facets of operation and decisionmaking criteria.
“Using a CRM to create proper reporting will enable service and sales departments to look for missed opportunities as well as additional opportunities for proper follow up in the home,” she says. “CRM plays a huge role in optimization. Understanding your numbers guides the sales and marketing efforts. Garbage in = garbage out. Proper testing for all markets and evaluating and pivoting as necessary is important. Utilizing AI fills voids in roles that are overlooked; call center appointments as well as chatbots to answer any questions. Automation for marketing and client outreach is also essential.”
Drew Cameron, board member for EGIA and EGIA Contractor University founder and faculty member, notes some great tools for contractors include EGIA Contractor University training, Interplay Learning, and National Comfort Institute training on airflow, refrigerant charge, and combustion efficiency. “Systems, processes, and leadership [are needed] to hold techs accountable to execute. Joe Cunningham’s HomeServiceChecklist app is a great tool for ensuring execution.”
Documenting, training, and executing their Perfect Service call process (the actual workflow) and communicating via a Technician Excellence framework (explaining the workflow, what was found in good condition, failed, failing/watch items), are also important tools, Cameron adds. “Share why the failure occurred and how
maintenance helps avoid failures. Talk about replacement or upgrade as appropriate. We teach all this at Contractor University.”
Snow points to Artificial Intelligence (AI) as a great tool to help contractors increase efficiency and help train their employees.
“With ServiceTitan, we have pre-built estimate templates or proposal templates to simplify things, and we have ways to use AI to automate invoices,” she says. “We’ve just launched our own version of technician sales coaching recording, so we can actually go out with a technician. The call is recorded, so we’re getting an automatic transcribing of the conversation, very similar to Rilla, but this one is already included in ServiceTitan, so everything is reported. It’s a really neat process to be able to give those technicians that immediate feedback, that immediate coaching. There is definitely something to be said about still doing those ride alongs, because you do get a lot of insights. The problem with ride alongs is the techs are on their best behavior when the boss is in the car with them, right? Now, to be able to have this tool where you can get a more realistic vision of how your techs are performing, the conversations they’re having, how they’re presenting — it gives you a lot more insight as to what they’re actually doing in the field. It’s a really good way to keep training technicians.”
Balancing Quality Service and Cost Efficiency
There’s no going rate in the HVAC industry, Kayser notes. A business must charge for the service it provides.
“Step one is we’ve got to be worth the price we charge, and we have to practice what we preach,” he says. “We have to deliver really excellent service to the people who give us the opportunity to serve them. One really important call out on cost versus efficiency is measuring our productivity of the team. If we run a lot of calls, and we don’t produce a lot of result, or if our customers are choosing not to do business with us, that makes it very hard to stay competitive on pricing. I call that ‘billable hour efficiency,’ and that’s what we refer to it at Nexstar. It is really a measure of how productive our. technicians are in the field. If we have low billable hour efficiency, then we have to charge more because we’re not producing a result very often. If our technicians are producing a result every time they run a call, then it’s easier to be cost competitive while delivering great service.”
Papavero says it’s important to have a clear vision for the company and create a team that lives by the core values of the company will create a standout client experience.
“A well-trained staff to manage the day-to-day expectations and understand what role they play and what they are accountable for in their roles,” she says. “You do not need to spend a lot of money to acquire clients when you have a well-defined marketing strategy and client loyalty program. How do they differentiate themselves in a flooded market where price seems to be a perception of value. Cost efficiency is tied to systems and processes.”
Training and Culture
“I don’t remember who said it, but there is an old saying: ‘What if we train them and the leave?’ And the response is: ‘What happens if you don’t train them and they stay?’ Training is everything,” Kayser says. “We have to not only have the technical ability to take great care of our customers, but we have to have the soft
skills to deliver great experiences and build our reputations as a solid service provider.”
Kayser is a big proponent of having a progressive career road map for employees.
“In the service environment, that may look like a level one, two, three, or four technician,” he notes. “It may incorporate licensing components and skillset components. I find that by having reward systems in place to reward the behaviors you want to reward and having some sort of progressive career road map available to them, that people will want to learn. And they’ll want other people around them to be successful as well.”
According to Cameron, having techs demonstrate proficiency in workflow and communication is vital to brand and customer experience and achieving results. “Ride along coaching, AI coaching, and shadowing are also helpful. You have to train at hire and have ongoing training, regardless of age or tenure.”
Continuing education and development are core values that form the foundation of the culture, Cameron adds. “Learning, growth, and performance progression are built into every team member’s career path. Meeting rhythms, performance reviews, compensation, rewards, bonuses, contests, etc. are all tied to the individual, team, and company’s growth, development, and performance.”
Culture is absolutely everything for Papavero.
“When we have a culture of employee learning and advancement; everyone is operating in alignment,” she says. “We work hard at guiding business owners to show their employees a career path and how their own personal vision will align with the company’s vision. It doesn’t take long for us to do a proper business assessment and make determinations of what needs enhancement in our clients. At times, it is the chokehold of the owner that doesn’t allow for employees to become autonomous and make decisions that will move the company forward. Companies with growth mindsets will do what they can to make their place of work a win for everyone involved.”
Snow says “culture” is a magic word for contractors.
“Part of your culture is a part of your values, part of your inherent DNA,” she says. “At my company, we have four values: family, integrity, excellence, and gratitude. With excellence, it’s in everything we’re doing. We’re going to be excellent in our performance, in our learning, and in our growth. We’ve built different levels of growth — I see a lot of contractors do this. There’s a career path for technicians to grow. So when a technician can see a future for themselves, they see a growth plan. And there will always be some technicians are like, ‘You know what? I’m happy being a level one, level two tech.’ I’m fine with that, I’m always going to level one and level two technicians, But for those technicians who want more, you need to provide a plan and make that part of your business model, part of your culture.”
And doing so can even help with some retention problems contractor owners see.
“There are obviously a lot of other factors that play into retention, such as benefits, pay, and more, but an ultimate plan for career growth for improving their learning and knowledge in the industry but also their pay scale and performance which can eventually lead to leadership on the team is absolutely a great way [to help with retention],” Snow adds.
The AHR Expo drew over 50,000 HVACR professionals to Orlando, Florida.
A2L Refrigerants, Heat Pumps Dominate 2025 AHR Expo
Manufacturers highlight “mega-trends” for HVACR contractors in the coming year.
ORLANDO, Florida — More than 50,000 HVACR professionals came together in Orlando to attend the annual AHR Expo, held Feb. 10-12. The industry was abuzz with two main themes: the switch to A2L refrigerants and the continued push toward decarbonization, most notably through heat pump technology.
“Global temperatures have risen by about 1.1° C since pre-industrial times, with some people believing that the 1.5° C tipping point will be hit as soon as 2035,” says Patrick Forsythe, chief technology
AHR Expo
Jim Macosko, vice president of product and sustainability solutions, Daikin Applied Americas. Nicole Krawcke © Endeavor Business Media
officer and executive leader, Copeland.
“The major source of greenhouse gas emissions, as we all know, is the burning of fossil fuel to produce energy, and so it’s critical to enable that energy transition — the move to natural and low-GWP refrigerants is key, absolutely key, for sustainability. Copeland is truly uniquely positioned to deliver solutions for an efficient and sustainable chain.”
“The ‘mega-trends’ are not changing, regardless of the administration.”
— John Schneider
Though the Trump administration has focused on the reversal of climate policies and clean energy incentives of the Biden administration, Forsythe notes he expects the low-GWP refrigerant trend to continue. “Four years ago, this administration supported the AIM Act, which led to some of the refrigeration changes we’re going through now. We still expect to see state level activity and incentives to continue to drive towards a more electrified
install base and reduce dependency on fossil fuels.”
John Schneider, president, HVACR Technologies, Americas, Copeland, adds “The mega-trends are not changing, regardless of the administration.”
For the first time in its history, Daikin Applied’s booth was filled with all new products, according to Jim Macosko, vice
president of product and sustainability solutions, Daikin Applied Americas. Some were legacy products, but newly engineered to use A2L refrigerants. In fact, Daikin Applied felt so strongly, it went all-in on R-32 as the chosen A2L for all of its products.
“[The reason is] R-454B is primarily R-32 blended with some other refrigerants to
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mimic 410A — that’s really important to remember,” Macosko says. “If there’s ever a leak in a system, which we never want a system to leak, but if it were to leak, blended refrigerants leak at different rates. What will happen then is, you have to take old refrigerant out, put all new refrigerant in, because you need that refrigerant to be the right balance for the system to perform as intended. Blended refrigerants aren’t valuable, there’s no reclaim process to bring those cold refrigerants back into the industry. It’s expensive. With R-32 single component refrigerant, if there’s ever a leak, you just top it off, and you’re back to as good as brand new. When the product is ready to be decommissioned, you can pull that refrigerant out, put it in a canister, put it in inventory, and use it on your next project. The whole lifecycle of R-32 is really efficient.”
Daikin Applied’s air-source heat pump Rebel packaged rooftop system featuring R-32 drew attention at the show. The units also include features that increase performance, especially in cold climates, and simplify installation for both new construction and retrofits.
“We’re not just making heat pumps available; we’re also making them practical for a wide range of applications,” Macosko says. “Buildings account for 40% of global energy use and 33% of greenhouse gas emissions, which is why they’re central to mitigating climate change. By addressing the historic limitations of heat pumps, we’re making it easier for customers to use this
T“We’re
not just making heat pumps available, we’re also making them practical for a wide range of applications.”
— Jim Macosko
technology, electrify their HVAC systems, and decarbonize in a way that benefits the environment and bottom line.”
The transition seamlessly to A2L refrigerants is a challenge for everybody, notes Thomas Carney, vice president of business development, Samsung HVAC America.
“We have new products across the board, starting in residential with Hylex, which is our universal heat pump replacement unit, with R-454B refrigerant, and a 100% heating capacity down to -5° F. It is the best mousetrap in the industry. It is a horizontal draw through unit operating as low as 53 dB. It’s very flexible for an existing retrofit of a cooling only system because you only need two wires. The flexibility on the existing piping, typically a 3-ton unit is 3/4-inch suction line, but we can go up a size to 7/8, or down 5/8, so you get that versatility. When it comes to Samsung units, what makes us different from others is significant components are manufactured by Samsung.”
Midea also made waves at the expo, showcasing its EVOX G3 Heat Pump and EVOX G3 Air Handling Unit (AHU). The EVOX G3 Heat Pump is the outdoor unit engineered to defy harsh winter temperatures, reliably providing up to 100% heating output at down to -13° F and operating effectively down to -22° F, all with a Coefficient of Performance (COP) of up to 1.8.
The Hylex is a universal, inverter-driven heat pump that serves as a direct replacement for a traditional cooling-only or heat pump unitary outdoor unit.
Nicole Krawcke © Endeavor Business Media
According to David Rames, senior product manager, Central AC Systems, Midea America Research Center, Midea’s cold climate heat pump — part of the Department of Energy’s Cold Climate Heat Pump Challenge — tested at 118% of its rated heating capacity at -15° F. Midea took that technology and added some enhancements on the cooling side, so the compressor will now cool at 149° F outside temperature.
“We have a distributor, I think, in hell now,” he joked. “We’re now calling it our all-climate heat pump.”
However, it was the latching modular design of the AHU that really drew interest from attendees. Capable of being separated into three manageable pieces thanks to the “Block N Lock” design, the AHU is optimized for single installers, especially when maneuvering into challenging spaces like attics, basements or crawlspaces. With its multi-position installation configuration, the industry-exclusive LowBoy application allows for unparalleled flexibility in fitting within existing HVAC spaces, the multivoltage compatibility in a single unit eliminates the need for voltage adjustments, making it ideal for replacing gas furnaces.
Capable of being separated into three manageable pieces thanks to the “Block N Lock” design, the EVOX G3 Air Handling Unit is optimized for single installers, especially when maneuvering into challenging spaces like attics, basements or crawlspaces.
Nicole Krawcke © Endeavor Business Media
Rames says Midea interviewed many contractors and distributors and took what they said to heart when it came to designing the AHU.
“They needed it to be easier to install, troubleshoot, and service,” he explains. “The biggest issues were attics, basements and hard to reach spots. Most air handlers are just one big box. In about two minutes, we can break this thing down to move in three easy-to-move pieces with the latches. We’re making it safer and far more efficient. Not only is the contractor saving money as far as workman’s comp claims, but there will be less labor, and we’ve also shrunk down the size so it can fit into a lot of different places.”
Rames also points to the A2L refrigerant transition as the biggest challenge facing the HVACR industry this year.
“You’ve got two choices, R-32 or R-454B, and for us the decision was easy, we went with R-454B,” he says. “One [reason] was the global warming potential of R-454B is much lower than our R-32, and we feel that R-454B will be the predominant refrigerant for the U.S. Midea doesn’t want to be responsible for forcing techs to carry an extra jug of another refrigerant. We think about the contractors with everything that we do, and that’s why we want to be contractor friendly with this product as well. So that conversion has been a challenge for everybody.”
The AHR Expo will return Feb. 2-6, 2026, in Las Vegas. For more information, visit www.ahrexpo.com
The last word in humidity control
Contractors Should Keep a Steady Hand Amid IRA Rebate Uncertainty
Contractors who educate themselves are better able to explain homeowners’ options and maximize available incentives and savings, positioning themselves as trusted advisors.
For the past two years, federal incentives under the Inflation Reduction Act (IRA) have driven interest in energy-efficient home upgrades, providing a boost to HVAC contractors. But the landscape has shifted. On Jan. 20, President Donald Trump signed an executive order halting the disbursement of IRA rebate funds for 90 days, citing a need for program review.
While the pause does not affect tax credits, it has created uncertainty around rebate funding. Contractors now find themselves in the position of managing customer expectations and making sense of what comes next.
A Look at IRA Incentives
The IRA established two major rebate programs and expanded the Section 25C tax credit to help homeowners invest in energyefficient upgrades:
• HEEHRA / HEAR: A point-of-sale rebate program providing up to $8,000 for ENERGY STAR-certified heat pumps, $1,750 for heat pump water heaters, and $840 for electric stoves or cooktops. Rebates are targeted at low- to moderate-income (LMI) households, with households below 80% of area median income (AMI) receiving higher incentives than those between 80-150% of AMI.
• HOMES / HER: A $4.3 billion program offering rebates for whole-home energy-saving retrofits; the rebate amount depends on energy savings achieved, with larger incentives available for bigger energy reductions as well as for LMI households.
• 25C Tax Credit: The Energy Efficient Home Improvement
Credit lets homeowners deduct 30% of qualifying upgrades from their taxes, with an annual limit of $1,200 for most measures and up to $2,000 for heat pumps and heat pump water heaters. Homeowners must have a federal tax liability to claim this credit.
The Executive Order’s Impact on Funding
In the final days of the Biden administration, the Department of Energy (DOE) awarded $8.2 billion in Home Energy Rebate funds to 49 states, the District of Columbia, and U.S. territories, with South Dakota opting out.
Trump’s executive order, dubbed “Unleashing American Energy,” puts those rebates on hold. The funds already allocated are held in the Automated Standard Application for Payments (ASAP) system, which allows states to request reimbursement for approved projects. However, the administration has not clarified whether new reimbursement requests will be honored, leaving states and contractors uncertain.
As of Jan. 17, 12 states and D.C. had begun rolling out their rebate programs, and the latest indications are that those programs are continuing. For states that had not yet received DOE approval to launch their programs, the pause could extend beyond 90 days as well as result in potential changes to program requirements.
25C Tax Credit Remains Intact, With New Requirements
Unlike the rebate programs, the 25C tax credit remains available since it is part of the federal tax code rather than discretionary
DOE funding. However, contractors should be aware of two key changes taking effect this year.
1) Efficiency Standards for Qualifying Equipment
To be eligible for the 25C tax credit in 2025, equipment must meet new specifications set by the Consortium for Energy Efficiency (CEE). These are:
• Central Air Conditioners:
• Split systems: SEER2 ≥ 17.0, EER2 ≥ 12.0
• Packaged systems: SEER2 ≥ 16.0, EER2 ≥ 11.5
• Air Source Heat Pumps (must meet either Path A or Path B):
• Path A (Heating-Dominated Regions): SEER2 ≥ 16.0, EER2 ≥ 9.8, HSPF2 ≥ 8.5, COP at 5°F ≥ 1.75, Capacity Ratio ≥ 60% (5°F/47°F)
• Path B (Cooling-Dominated Regions): SEER2 ≥ 16.0, EER2 ≥ 11.0, HSPF2 ≥ 8.0, COP at 5°F ≥ 1.75, Capacity Ratio ≥ 45% (5°F/47°F)
2) New Product Identification Number (PIN) Requirement
Starting in 2025, homeowners will need to include a Product Identification Number (PIN) when claiming the 25C tax credit. The Air-Conditioning, Heating, and Refrigeration Institute (AHRI) has proposed using its product directory to generate these numbers, but final Treasury Department guidance is still pending.
For systems installed in 2025, the IRS has stated that taxpayers may use a Qualified Manufacturer (QM) Code instead of a full PIN. Contractors should guide homeowners to keep records of their installations, including model numbers and other details to ensure that they can claim the credit come tax season.
Expanding Savings with Local Incentives and Energy Savings
While the IRA rebates programs face uncertainty, state and utility-driven incentives remain active. These rebates can significantly lower the upfront cost of high-efficiency equipment and can be stacked with the 25C tax credit.
For contractors, clearly communicating these local programs is a great way to build trust with homeowners. Customers who see the financial benefits of efficiency upgrades, both for upfront savings as well as ongoing utility savings, are more likely to move forward with higher-end projects—regardless of federal policy. When contractors can break down the numbers, explain the options, and maximize available incentives and savings, it positions them to be not just service providers, but trusted advisors.
What Contractors Can Do Now
Even with federal rebates in limbo, contractors can take clear steps to keep business steady:
• Stay Informed: Monitor updates from the DOE, IRS, and state energy offices. Industry groups like HARDI and ACCA regularly provide analysis on policy changes.
• Clarify the 25C Tax Credit: Many homeowners don’t realize this credit remains available. Make sure they understand efficiency requirements, the necessity of a
federal tax liability, and the upcoming PIN requirement.
• Highlight Local Incentives: Utility, state, and local rebates can provide immediate cost savings to consumers. They also stack with the 25C tax credit. Help customers navigate these programs proactively, and establish yourself as a trusted advisor.
• Manage Expectations: If customers were counting on IRA rebates, explain the situation clearly. Focus on the long-term benefits of high-efficiency systems, including lower energy bills and better home comfort.
Federal policies will continue to evolve, but homeowners still want lower energy costs and reliable HVAC systems. The incentives landscape may be uncertain, but contractors who stay informed, educate customers and emphasize available savings will continue to succeed, even in unpredictable times.
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/.
Innovation Helps Women Break into the Skilled Trades
Technology is helping drive opportunities for women in the HVACR industry.
The skilled trades have historically been male industries, often perceived as inaccessible or unwelcoming to women.
However, the tides are shifting. The U.S. Department of Labor reported that the number of women working as tradespeople reached its highest level ever in 2021 with more than 314,000 female workers.
Innovation is creating new career pathways for women in these fields, particularly using online platforms that facilitate networking and mentorship. These tools break down traditional barriers, foster connections, and equip women with the necessary resources to thrive in skilled trades.
Make a Connection Through Mentoring
Networking and mentorship have long been recognized as critical career development components, particularly in industries with limited representation and inclusion. For women in the skilled trades, these connections can provide access to industry knowledge.
Mentors share personal experiences and insights about navigating the challenges of the trades, sharing experiences, offering guidance on technical skills, certifications, and, more importantly,
career progression. Building confidence is one of the key components to success, therefore creating a support system for women to validate their capabilities and drive their potential.
Additionally, networking opens doors to job opportunities, apprenticeships, and collaborations that might otherwise be inaccessible. Connecting with successful women in the trades helps challenge stereotypes and paves the way for a more inclusive work environment.
Online Mentoring is Growing
While traditional mentorship often relied on in-person connections or workplace relationships, online platforms have provided access to these critical resources. Women in trades who may work in remote locations or environments with few female colleagues can connect with mentors and peers globally.
There has been such a high demand for a mentorship program that online programs needed to be implemented. Platforms like Women in HVACR’s Mentor City and its Navigator mentorship program exemplify this shift by using technology to automate and streamline mentorship programs.
These platforms have provided meaningful mentorship connections ensuring that mentees and mentors are matched
effectively based on their profiles, goals, and preferences.
Users create detailed profiles outlining their professional background, skills, and what they hope to achieve through mentorship while learning about leadership opportunities in the field. The platform is algorithm-based and analyzes the profiles of mentors and mentees to identify the best matches.
To ensure compatibility, the platform considers factors like industry, experience level and personal interests. Once matched, the platform provides tools for mentees and mentors to connect, such as messaging systems, video conferenc-
Technology and automation create significant opportunities for women in skilled trades, such as accessibility by eliminating geographical barriers.
ing capabilities, and discussion forums. Structured guidance offers goal-setting templates, progress-tracking tools, and conversation prompts to help mentors and mentees maximize their interactions. Additionally, users can provide feedback on their mentorship experience, allowing for adjustments to the program or the pairing if necessary. Since WHVACR has rebranded our program and implemented the technology, we have 60+ active WHVACR members benefiting from our mentoring program, 212+ mentorship meetings through the platform and countless in person/phone meetings, and 8% engagement in the platform discussion topics.
Technology and automation create significant opportunities for women in skilled trades, such as accessibility by eliminating geographical barriers. This gives women in underserved areas access to mentors who might otherwise be out of reach. Utilizing automated matching ensures that mentees are paired with mentors who align with their goals, creating a more effective and personalized experience. Building communities with an online platform fosters a sense of community among women in skilled trades, enabling them to share experiences, celebrate successes and support one another.
While Mentor City is a standout example, several other platforms and initiatives are leveraging innovation to support women in the skilled trades. Skilled Trades Training Platforms such as EGIA, NCI, Udemy, and Skillshare are a few that offer courses tailored to technical skills and soft skills development.
While online platforms are making strides in creating career pathways for women, challenges remain. Resistance to change within the industry, lack of awareness about available resources, and the digital divide can limit the reach of these innovations. We still need to focus on promoting awareness; companies and industry organizations must actively promote mentorship platforms and encourage participation. Fostering inclusivity, employers should create supportive environments where women feel empowered to seek mentorship and advance their careers. Providing tools and training to bridge the digital divide ensures that more women can benefit from online platforms.
As technology continues to evolve, the opportunities for women in skilled trades will only expand. Virtual reality (VR) training programs, AI-driven career coaching and blockchain credentials are just a few examples of how innovation can further dismantle barriers and enhance career pathways. The continued integration of online networking and mentorship platforms will be central to this progress.
Innovation is transforming the skilled trades industry, creating new career pathways for women through networking and mentorship facilitated by online platforms. By automating the mentorship process, platforms like Mentor City are bridging gaps, building communities, and empowering women to succeed in historically maledominated fields. As more organizations and individuals embrace these tools, the future looks brighter for women in skilled trades, paving the way for a more inclusive and equitable industry.
Kristin Gallup is the 2025 President of Women in HVACR and the director of parts and supplies for Carrier Enterprise. Gallup has been in HVAC distribution for the past 18 years and is responsible for growing the parts business Carrier Enterprise. She has been an active member of the Women in HVACR for the past six years and has volunteered for the mentorship committee since February 2020.
Steps for Overcoming Climate Challenges
‘Weather’ the challenges by being proactive in system checks and maintenance.
Whether their business is facing extraordinarily hot summers in New England or dealing with ice and snow in the Southwest, HVACR contractors throughout the United States are feeling the impact of extreme weather related to climate change. For many regions, the “new normal” is unpredictable weather, which may or may not follow historical patterns. This potentially presents HVACR contractors with an expanded set of climate-related challenges that need to be addressed to keep customers’ systems running effectively, minimize repair costs, and ensure equipment operates through its expected lifecycle.
The key to successfully “weathering” these challenges—extreme heat, high or low humidity, and extreme weather events—is to be proactive in system checks and maintenance. This may include taking steps that aren’t normally necessary for a given region and preparing for frequent weather changes. The following offers insights on how these three main challenges
can impact HVACR systems, as well as tips for ensuring equipment operates at full capacity and efficiency.
Extreme Heat
High temperatures increase wear and tear on air conditioner components such as compressors and condensers. Systems need to run longer and work harder to reach desired cooling levels which may cause equipment to overheat or break down. In addition, higher temperatures, longer run times, and increased condensing pressure may lead to more leaks. All this can lead to customers potentially facing higher costs related to increased energy consumption, repairs, or replacement.
To help HVACR system owners “beat the heat:”
• Check air filters frequently and replace them as needed. Dust and debris can accumulate quickly in hot, dry weather;
• Perform comprehensive regular maintenance. This should include cleaning condenser coils and
maintaining proper refrigerant levels;
• Optimize settings. Raising the thermostat slightly when daily temperatures peak can help reduce energy consumption and wear and tear on components;
• Work with facility managers to ensure proper building insulation. This can reduce heat gain and lessen the burden on air conditioning systems; and
• Create shade for outdoor units and keep them clear of debris. Protection from direct sunlight can help maintain cooler operating temperatures.
Humidity
Indoor comfort and HVACR system performance depend on maintaining the right humidity balance. If humidity is too high, systems will have to work harder to remove moisture from the air while simultaneously providing the desired level of cooling. In these situations:
• Keep tabs on moisture buildup and perform regular cleaning of components such as ducts, filters, and evaporator coils. Identifying and removing moisture accumulation can prevent damage from mold or corrosion;
• Ensure proper insulation of ductwork to help mitigate moisture buildup;
• Enhance dehumidification systems and make sure they are properly sized to handle specific humidity levels; and
• Check air filters, blowers, condensate drains, and ductwork to ensure proper airflow.
When humidity is too low, air is dry and static, leading to discomfort for occupants and potential issues with HVACR systems. In these situations:
• Install humidifiers. Consider humidifiers that can be integrated with the heating/cooling system to achieve a consistent level of approximately 30% to 50% relative humidity.
• Perform regular humidifier maintenance, including cleaning and replacing filters, checking for mineral deposits, and ensuring all lines are clear.
• Ensure proper insulation of ductwork and seal any leaks.
• Perform regular maintenance checks of HVACR systems as noted above.
Extreme Weather Events
Extreme weather events are unusually severe—resulting in everything from power outages and surges to flooding and high winds. They can cause anywhere from moderate to extreme damage to property, including HVACR equipment. Taking care to prioritize safety, contractors should thoroughly assess system damage as soon as possible, then implement the necessary repairs or replacements. Best practices to proactively support system resilience during extreme weather events include:
• Conducting routine maintenance as noted in factors one and two above;
• Working with facility managers to ensure buildings have proper insulation and weather proofing; and
• Having emergency backup power
sources in place. Ensuring continual operation during power outages is especially important for missioncritical systems.
Regardless of where in the country you do business, or how typical or atypical the weather there may be, it is possible to get the upper hand when it comes to climate change. Ensuring HVACR system resiliency
comes down to being aware of potential weather impacts and taking proactive steps to protect equipment from the elements and maintain its optimal performance.
Charles “Dr. Chuck” Allgood holds a PhD in chemistry, has more than 30 years of experience in the HVACR industry, and is a respected speaker at many industry events. In addition to Chemours, he’s worked for the National Institute of Standards and Technology.
→ R-427A is The Easy Retrofit for R-22
→ R-427A still available for service according to CA law SB1206
→ Air conditioning, heat pump, and refrigeration applications
Valves/Fittings
The new Webstone Compact Press Manifold for near-boiler piping or secondary loops is a redesign of the HydroCore Double Ball Drain. It now features fully integrated press end connections for fewer potential leak paths and less brass. It retains the original manifold’s core functionality in a compact new body that saves even more time, money, and space than its predecessor. Designed for use with water, oil, or glycol mix in residential or light commercial heating systems, the Compact Press manifold is available in sizes 1” and 1¼”, including reducing branch options. www.nibco.com/brands/webstone
Rapid Locking System (RLS),
a provider of press-to-connect fittings for HVACR announced that its couplings, elbows, reducers, tees, caps, bushings and SAE flares are officially certified A2L-compliant. Attaining A2L compliance required RLS to participate in a thorough testing and screening process, across multiple third party testing labs, ensuring that the RLS fittings adhere to updated industry code and standard requirements. rapidlockingsystem.com
GF Building Flow Solutions
Americas announced the launch of Uponor ChlorFIT Schedule 80 Corzan CPVC, engineered for commercial domestic water and low temperature hydronics.
ChlorFIT delivers exceptional durability and reliability, providing cost and labor efficiencies while enhancing sustainability in all commercial projects. Available in sizes from ½” to 8” and custom orders up to 24”, ChlorFIT offers a comprehensive range of products, including pipe, fittings, valves, and ProPEX transitions for seamless integration with Uponor PEX-a. www.uponor.com
Instruments/Test Equipment
The HydroData Multimeter is accurate across an extremely broad range of fluid gage pressures and differential pressures. The high pressures existing at pumps, chillers, cooling towers, and high rise building conditions can be measured up to 250psi. The multimeter is designed with convenience in mind, featuring three readings in one. The HydroData Multimeter comes complete with a shutoff, bypass, and blow down valve network
mounted on a portable meter panel. The valve network panel facilitates meter zero procedure, bleed-off of air, venting of pressures, or draining of water. www.shortridge.com
Commercial Unitary Equipment
The Rebel Applied Air Source Heat Pump (ASHP) features low-GWP R-32 refrigerant, and 30-68 tons of heating and cooling capacity. And it provides up to 75% more heating capacity at 0°F than comparable products. With configurable circuitry, and by isolating new loads to smaller and separate circuits, Rebel Applied ASHP also eliminates or minimizes electrical infrastructure modifications, trimming installation time and costs. These units also feature an adaptable base channel designed to ease the replacement of various rooftop products by fitting existing curbs and ductwork connections. This eliminates the need for a costly and timeconsuming transition curb. www.daikinapplied.com
Motors, Drives & Compressors
The Danfoss BOCK HGX56 CO2 compressor was named the winner in the Refrigeration category of the 2025AHR Expo Innovation Awards. The BOCK HGX56 CO2 T is a transcritical semi-hermetic CO2 (R744) compressor, ideal for industrial refrigeration, cold storage, ice sports facilities and heat pumps. The expansion to 6-cylinder capacity allows for a wider spread and faster uptake of large CO2 heat pumps and industrial refrigeration systems, along with lower system complexity and investment costs. Additional benefits of the increased capacity—up to 135 kW for cooling and 360 kW for heating—include greater efficiency and reliability, along with low noise and vibration, a compact and lightweight design, and a minimal oil carry-over rate. The new 6-cylinder design ensures greater capacities while reducing the number of compressors. www.danfoss.com/en-us
The new PrecisionFlow electronically commutated motor (ECM) offers up to 85%efficiency, an improvement of up to 30% over common PSC motors, the company says. These energy savings apply to both residential and commercial HVAC applications. PrecisionFlow delivers constant torque and precise speed control, offering dual voltage options and multiple configurations. It effectively meets the need for ECMs in anticipation of upcoming efficiency regulations from the U.S. DOE. It is suitable for a wide range of pump applications. https://acim.nidec. com/motors/usmotors
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HVAC Contractors Adapt to A2L Refrigerant Changes
Industry shift to low-GWP refrigerants comes with challenges and opportunities.
By Nicole Krawcke
The transition to A2L refrigerants is reshaping the HVAC industry, requiring contractors to adapt to new technologies, safety protocols, and regulatory standards. The industry is moving to A2L refrigerants like R-454B and R-32 to comply with the EPA’s transition rule. As of Jan. 1, OEMs can no longer manufacture packaged rooftop units utilizing refrigerants with a GWP exceeding 700 in the U.S. Variable Refrigerant Flow (VRF) systems will undergo the mandated transition to Low GWP refrigerant on Jan. 1, 2026.
As low-GWP (Global Warming Potential) refrigerants become more prevalent due to environmental regulations, HVAC professionals must stay ahead by investing in updated training, tools, and installation techniques. While A2Ls offer benefits such as improved efficiency and reduced environmental impact, their mildly flammable nature demands a heightened focus on proper handling, leak detection, and ventilation strategies. Navigating these changes successfully will be critical for contractors looking to remain competitive and compliant in an evolving marketplace.
Hopefully, most HVAC contractors have been preparing for this industry change well in advance. However, even with careful preparation, the switch to A2Ls comes with its own set of challenges for contractors.
“Transitioning to A2L refrigerants presents several challenges, including the need for specialized training for our field staff, upgrading tools and equipment,” notes Dayna Hottle, general manager of Roseville, Michigan-based C & C Heating & Air Conditioning. “Customer education is also crucial, as many homeowners have concerns about safety and costs. Additionally, potential supply chain delays, increased cost for the equipment, new tools and materials.”
Patrick Garner, service manager of Cardinal Plumbing, Heating & Air, located in Sterling, Virginia, agrees, noting the biggest challenge was ensuring the Cardinal team is fully trained and confident handling the new A2L refrigerant.
“They are classified as mildly flammable—it’s honestly not a major hazard, but they do require more of a careful approach,” Garner says. “Outside of processes, the main challenge is just focusing on educating our guys to make sure that they’re explaining it in a way customers can understand.”
Andrea Skradski, COO and general business manager at Skradski Heating & Cooling in Omaha, Nebraska, explains the primary challenge is the availability of A2L equipment from vendors. “This is essential for initiating the transition when installing for new customers,” she explains.
Training and Preparation
According to Garner, Cardinal took an early approach to preparing for the transition to A2L refrigerants.
“We live right outside of Washington, D.C., so we always have our pulse on what’s happening in regard to new rules and regulations,” he says. “We did learn about this early, and we’ve been preparing for this for a while. All of our technicians have gone through and completed extensive hands-on courses. We’ve upgraded all of their tools. We’ve really been fine-tuning the installation and service procedures for the new requirements. We have a great relationship
C&C Heating & Air Conditioning is based in Roseville, Michigan.
with our manufacturers and vendors, so we’ve had them in here nonstop over the past six months, a couple times a month, every month, just to teach people about what’s coming and making sure they can explain it properly because there are some misconceptions out there.”
C & C Heating & Air Conditioning has also taken advantage of manufacturer training for both service and installation technicians.
“Our field supervisors are also staying up to date on changes and requirements set forth by the U.S. Environmental Protection Agency (EPA) to make sure we were compliant and prepared for these changes,” Hottle notes.
Skradski Heating & Cooling has purchased all the necessary tools for the new refrigerants and has started training its employees on A2L refrigerants to ensure a smooth transition moving forward, Skradski explains. “Our technicians have completed online courses and attended in-person training sessions conducted by our vendors and suppliers.”
Simple Education is Key
According to Hottle, C & C uses a variety of sources to educate customers, including its website, blog posts, emails, social media, and videos.
“Additionally, we train our staff to effectively communicate these changes, ensuring they can provide clear and accurate information to our customers,” she says.
“Our service technicians and comfort advisors are proactively discussing the upcoming changes with customers during their home visits, we are also trying to share information with our Customers via Social Media and Weekly Newsletters,” Skradski adds.
The key is not to get too technical with the customer, Garner explains.
“We just try to keep it straightforward—homeowners don’t need a chemistry lesson,” he says. “They just need to know what it means for them. We’re breaking it down in terms of efficiency, long-term costs, and system availability. Those are the key things. If the unit’s older, we’re making sure that they understand what’s coming so they can make an informed decision. We’ve also updated our website—we have tons of literature from our vendors. Honestly, the goal is really to empower the homeowners with that knowledge.”
Rising Costs and Delays
Anytime there is a technology or industry shift, there are going to be upgraded costs for both customers and contractors, Garner explains.
“We’re not immune to it,” Garner says. “We’ve been seeing training, tools, and equipment upgrades all have that additional cost. One of the main things we try to stress to our customers is that these new A2L systems, some of them might have higher investment, but because of their efficiency, they actually translate into longer-term savings for homeowners. Honestly, we’re more concerned about the tariffs because we haven’t seen the full impact of them yet. We’ve had vendors reaching out and letting us know there may be some increased costs associated, and to pay attention. We’ve known about the actual transition to refrigerant for years, so we prepared early. The tariffs kind of caught us by surprise.”
On top of increased costs, Skradski is experiencing delays with equipment availability.
“Planning for this change and what it can entail is part of growth,” Skradski says. “By identifying which processes and timelines may be impacted, we can make necessary adjustments. Setting clear expectations and working together as team helps mitigate concerns regarding processes, timelines, and efficiency.”
C & C’s workflow and technician flow have remained unaffected, Hottle notes.
Left: Cardinal Plumbing, Heating & Air is located in Sterling, Virginia.
Right: Skradski Heating & Cooling is located in Omaha, Nebraska.
Cardinal Plumbing, Heating & Air
Skradski Heating & Cooling
“We consistently communicate with our staff about equipment availability to ensure everyone is well-informed and prepared to serve our customers at the highest level,” she says. “The changeover hasn’t fully impacted us yet. While some individual pieces of equipment haven’t become available, overall stock has remained stable. To stay prepared, we’ve made a conscious effort to keep our sales team informed about equipment availability and have maintained additional stock on hand as a precaution.”
Cardinal has encouraged its employees to take their time when handling A2L systems.
“I want the guys to go nice and slow—slow is smooth and smooth is fast,” Garner says. “Our team has been working on it nonstop, and honestly, I really think we’ve refined the process to make them as seamless as possible. One of the things we’ve been doing is the pre-job site evaluation for A2Ls. Typically, we’ll have a project manager out there to do all the measurements. Now, we have our team review the Rilla calls to make sure that they understand fully what the project manager was discussing, and then the project manager meets the technician or the installers onsite with that homeowner just to make sure that everybody’s on the same page.”
And while Garner notes there have been some supply chain delays, Cardinal has been preparing and planning for this with its vendors for quite some time. The company is well-positioned. “I do see it becoming a problem for some companies,” he adds.
New Opportunity
The transition to A2L refrigerants presents HVAC contractors with new opportunities for business growth. As these lower-GWP
Patrick Garner notes the biggest challenge was ensuring the team was fully training, and confident, handling the new A2L refrigerants.
refrigerants become the industry standard, contractors who invest in updated training and certifications will position themselves as leaders in the market. This shift opens doors for new installations, retrofits, and service contracts, as customers seek compliant, energy-efficient solutions.
“We take pride in staying ahead of industry trends and government regulations long before they take effect,” Hottle says. “This proactive approach sets us apart from competitors who may be reactive and unprepared, ensuring we provide our customers with the best solutions and seamless transitions.”
Embracing change is crucial for HVAC contractors, Skradski adds. “While everyone is aware of the impending transition, how we utilize this information sets us apart. If you do not plan for the change, you will always be trying to catch up. We are being proactive and will aid in the success as we navigate this transition.”
Garner is excited about the possible opportunities this change represents.
“We’re in a smaller market in Northern Virginia, and HVAC was a secondary trade for us,” he says. “Within the last two years, it’s become the leading department for our company. With this transition, it’s really going to give us a chance to lead. We are passionate about communicating and educating customers. We’re kind of geeks about it. We’ve positioned ourselves to be the company you can call if you have any type of question, silly or scary. This is going to be an opportunity for us to step out from everybody else in our market and differentiate ourselves.”
Cardinal Plumbing, Heating & Air
Joshua Crouch
Joshua Crouch is Master of Digital Marketing at Relentless Digital, based on a decade of diverse experiences in the home services industry, particularly in HVAC. Relentless Digital provides marketing solutions for HVAC, plumbing, and electrical contractors. Find him at www.relentlessdigital.com.
Tapping Into Hidden Revenue: Marketing Strategies to Reactivate Old Customers
Imagine this: You’ve already spent $350 to $500 acquiring a customer—time, money, and effort well invested. You delivered excellent service, left them satisfied, and maybe even earned a glowing review.
Then… nothing. Months pass, and that customer fades away, choosing someone else for their next job or, worse, forgetting you altogether. Frustrating, right?
Here’s the good news: that customer isn’t gone forever. In fact, they’re part of a hidden goldmine. With the potential to generate over $10,000 in lifetime value, reactivating old customers is one of the smartest, most cost-effective strategies for growing your HVAC business in 2025.
In this article, we’ll explore how to rekindle those relationships and turn past clients into repeat business powerhouses.
Step 1: Clean Up Your Customer List
Before reaching out to dormant customers, it’s crucial to ensure your customer list is clean. Here’s why: With spam filters and phone carriers getting stricter, using inaccurate or outdated contact information can hurt your ability to connect with customers. A clean list also ensures you’re reaching out to the right people.
How
to Clean Your List:
• Remove “do not service” customers: Filter out customers who were unsatisfied or had unresolved issues;
• Update contact information: Remove customers who’ve moved out of your service area; and
• Focus on active potential: Target customers who are still likely to need your services.
Step 2: Map Out Your Customer Journey
Understanding where your customers are in their journey with your business is key to creating targeted campaigns. Ask yourself:
• Did a customer pay for an expensive repair in the last year on an old system?
• Has it been over 12 months since their last maintenance or inspection?
• Are they part of your membership or maintenance plan?
• Did they receive an estimate but never reply?
• Did a customer schedule an appointment and then cancel?
Segment Your Customers:
Organizing customers into groups based on their interactions will help you craft resonating messages.
Step 3: Leverage AI and Data to Identify Your Ideal Customer
You may think you know your typical customer, but data can reveal surprising insights. Using tools like Melissa Data, you can get a detailed report on your customer base’s demographics, spending habits, and preferences.
Simplify Data with AI:
• Upload the report to tools like ChatGPT or Claude and ask for a breakdown of your ideal customer profile; and
• Use these insights to tailor your reactivation campaigns.
Step 4: Craft Winning Campaigns with AI
Once you know who your customers are and what they need, it’s time to create email and SMS campaigns. AI tools like ChatGPT can help you write messages that speak directly to your audience.
Quick Campaign Ideas:
• For overdue maintenance customers: “Hi [Name], it’s been over a year since we serviced your HVAC system. Schedule a tune-up today and receive a $25 discount;”
• For repair customers: “Remember that repair last summer? It may be time to start thinking about a replacement. Let us help with a free estimate;” and
• For membership plan customers: “Your maintenance plan renewal is coming up! Stay protected and save on energy costs—renew today for 10% off.”
Step 5: Automate and Optimize
Automation tools are the secret to turning reactivation efforts into a well-oiled machine. Platforms like Bullseye Pro, Chiirp, or Hatch can manage SMS and email campaigns, while Zapier can help bridge your CRM with these tools.
Set Up Campaign Triggers:
• Identify events in your CRM that should trigger campaigns (e.g., open estimates or canceled appointments); and
• Automate follow-ups for each trigger to ensure no opportunity slips through the cracks.
Step 6: Measure Success and Improve
Track your campaign performance to ensure you’re getting results. Key metrics to monitor include:
• Response rate: How many customers are engaging with your messages?
• Reactivation rate: How many dormant customers are converting into paying clients?
• Revenue growth: What’s the total ROI from your campaigns?
Conclusion: Turn Dormant Customers into Revenue Gold
Reactivating old customers isn’t just about sending a message—it’s about creating a seamless, personalized experience that brings them back to your business. By combining clean data, AI-driven insights, targeted campaigns, and automation, you can unlock the hidden potential in your customer base.
With these strategies, you’ll not only grow your revenue but also build stronger relationships with your customers—ensuring they keep coming back for years to come.
Comfort Zone
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
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
They will be forces because they don’t have a learning curve.
Here Comes the Rebound
Do you wonder what happens to the contractors who sell to private equity? A lot of them are too young to retire. Their non-competes will soon expire. When they do, get ready for the rebound.
Contractors who sell to private equity usually, though not always, stay on with the new entity. Few make it past two years. If they’re in their mid-60s, this might have been their last rodeo. If so, they’ll probably play with real estate, buy some land, do a little consulting or volunteer work, and look for a hobby.
A lot of the contractors who sold are in their 40s and 50s. That’s young enough to build another company. We’ve seen it before. Ken Goodrich, for example, has built and sold three companies. Ben Stark did the same. One could make the case that Ken and Ben are atypical contractors. After all, both are in the Contracting Business Hall of Fame. Still the precedent is there.
Constrained by non-compete agreements, the young to middle age contractors are biding their time. Some are opening non-competitive businesses like garage doors or general contracting. When the time is right and the non-competes have expired, many will rebound, doing what they know best. They will start new HVAC companies and they will be forces in their markets.
They will be forces because they don’t have a learning curve. What Ken and Ben both demonstrated is each rebound is faster and bigger. It’s just easier the second time around.
Not only will the rebound contractors know what to do, they will have the money to execute. They are experienced and well-financed. And this time, they will start with the end in mind. Having been through one exit, they know what is required and what is attractive to private equity. They will build their 2.0 businesses accordingly.
Rebound contractors have another very powerful motive force in their favor. This is connections. For example, they already have banking relationships where the bankers know and respect them. The bankers watched them build and sell their businesses before. They will be confident they can do it again.
Vendor relations are another factor. The rebound contractor doesn’t need to prove himself to a distributor/manufacturer. More than likely, he’ll get very favorable pricing and terms on his preferred lines of equipment from the get go.
The rebound contractors will likely be restricted by non-solicitation agreements. They won’t matter. By the time the rebound contractors start their 2.0 companies, private equity will have ruined their old companies’ cultures and the techs will jump. The rebound contractor won’t have to say a word. The grapevine will do it for them.
The most powerful connections will be the community. They have a personal brand that’s every bit a strong as their company brand. It’s unlikely that any general manager hired to replace them will have the same relationships or desire to build them. They have a decade or more in a leads group, a church, a Rotary or Kiwanis Club. They have dozens of chamber of commerce mixers under their built. They have a network.
Then, there is the entrepreneurial factor. No one who signs the back of a paycheck will work as hard as the guy who signs the front of the paycheck. No hired manager will put in the hours, will have the drive and the fire in the belly that the entrepreneur brings.
This is also an exciting time to make a clean start in HVAC. There are huge expectations about the impact of artificial intelligence. Even if AI falls well short of the hype, it will still change the way contracting businesses operate. By incorporating AI out of the gate, the rebound contractor will have more success and fewer struggles in the implementation. For him, AI will help him be disruptive to his competitors without AI being disruptive to his business.
Industry structure also favors the rebound contractors. It seems like we have exited the shipment cliff and are starting a 10year run where every year will be better than the one before it.
A final factor favoring the rebound is their time working for the private equity group. It’s given them new insights into business. It’s helped them see and imagine ways to scale.
Will the rebound happen? A lot of contractors who sold to private equity are not hiding the fact that they want to start again. They’ve got too much energy, too much drive, too much knowledge, and are too young not to. It’s going to be fun to watch.
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.
Additional Information
Before purchasing this appliance, read important information about its estimated annual energy consumption, yearly operating cost, or energy efficiency rating that is available from your retailer.
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» High energy efficiency with IEERs up to 30.0 delivers up to 30% efficiency increase*
» Year-round comfort and energy savings with Daikin’s Variable Refrigerant Temperature Technology (VRT)
» Heating down to -13°F as standard and high heating capacities at 17°F make it an ideal choice for allelectric heat pump solutions
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» 208 / 230 or 460V
* Model specific: Check product specifications for details.
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