Contractor - January 2025

www.contractormag.com

JANUARY 2025

SERVING PLUMBING, HYDRONIC & MECHANICAL SYSTEMS PROFESSIONALS PLUMBING | PIPING | HYDRONICS | RADIANT | BATH/KITCHEN | TECHNOLOGY | TOOLS | TRUCKS | GREEN | MANAGEMENT

AHR Expo 2025 Returns to Orlando SPECIAL TO CONTRACTOR

ORLANDO, FL — The 2025 Air Conditioning, Heating and Refrigeration Expo (AHR) will take place from February 10th to the 12th at the Orange County Convention

Center in Orlando, Florida. This year the Expo will welcome more than 1,800 exhibitors, 350 speakers, and 50,000 attendees. ➤ Turn to AHR, page 38

IWSH Joins NKBA Global Connect as Alliance Partner SPECIAL TO CONTRACTOR

BETHLEHEM, PA — The National Kitchen & Bath Association (NKBA), representing more than 55,000 North American kitchen and bath industry professionals and the owners of the Kitchen & Bath Industry Show (KBIS), welcomes the International Water, Sanitation and Hygiene Foundation (IWSH), as a Strategic Alliance Partner in its NKBA Global Connect business development initiative. IWSH is the first

North American organization to join this NKBA program, which aims to connect the global kitchen and bath community through information exchanges, including sharing of market insights, product development ideas and go-to-market strategies designed to assist international companies in exploring business opportunities in the North American market. ➤ Turn to IWISH, page 10

Attendees lining up for the 2024 AHR Expo.

LABEL --Helping HelpingContractors ContractorsRun RunAABetter BetterBusiness BusinessSince Since1954 1954-2501CO_C1, 6-7, 10-13, 38-41_Page 1.indd 1

Sep 24

350,198

305,758

Residential Electric Residential Gas

300,000 250,000 200,000 150,000 100,000 50,000 0

390.894

Sep 2022 - Sep 2024

348,773

WA S H I N G T O N , D C — Construction input prices were unchanged in November compared to the previous month, according to an Associated Builders and Contractors analysis of US Bureau of Labor Statistics’ Producer Price ➤ Turn to Monthly, page 12

354,937

SPECIAL TO CONTRACTOR

U.S. SHIPMENTS 550,000 OF RESIDENTIAL 500,000 450,000 STORAGE WATER 400,000 350,000 HEATERS 290,923

Monthly Construction Input Prices Unchanged in November

Sep 22

Sep 23

SOURCE: AHRI (ahricommunications@ahrinet.org)

IN THIS ISSUE

FEATURE

20

Contractor of the Year

16

24

Schwartz on Linhardt on MANAGEMENT HYDRONICS Industry Forecast 2025

30

Feldman on TECHNOLOGY

6 What’s the market outlook for mechanical contractors? with ASPE President Brian Hutton 18 Q&A New President on what he hopes to achieve in office.

PRODUCTS

42

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The Gen-Pack battery adapter allows up to 12 hours of remote operation with limited access to power. The Gen-Pack is also sold separately.

But wait, there’s more. You can now record onto a flash drive or send the recording to your customers with the built-in Wi-Fi transmitter. Also, you can track just how far the camera has traveled down the line with the on-screen distance counter.

For more information, visit www.drainbrain.com/XPodPlus, or call the Drain Brains® at 800-245-6200 Win big every day at WWETT! Stop by Booth #6561 for a chance to win a Flexi-Rooter!

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Industry News

Features & Departments

DOL Releases Case Data on Workplace Injuries, Illnesses

6 Industry Economic Forecast What does the mechanical contracting market look like for 2025?

18 Forum: Q&A with Brian Hutton

SPECIAL TO CONTRACTOR

The new ASPE President talks about what he hopes to achieve.

WASHINGTON, DC — The US Department of Labor has announced the release of comprehensive data collected by its Occupational Safety and Health Administration on more than 890,000 workplace injuries and illnesses at more than 91,000 workplaces in calendar year 2023, including incident level details on the conditions and circumstances of injury and illness events.

20 Feature: Contractor of the Year Terry Plumbing Co. talks family, service and success.

26 Service Mice and Landscapers Nelson Mechanical deals with a catastrophic series of events.

42 Green Products 46 Editorial Thinking Global — Talking Local

Shedeur Sanders Wins 2024 Johnny Unitas Golden Arm Award® SPECIAL TO CONTRACTOR

BALTIMORE, MD — Shedeur Sanders has won the 2024 Johnny Unitas Golden Arm Award, presented annually by the Johnny Unitas Golden Arm Educational Foundation, Inc. and A. O. Smith Corporation to the nation’s top quarterback who best exemplifies character, scholastic and athletic achievement. Sanders is the first University of Colorado Buffalo to win this celebrated award.

16 Management by Al Schwartz Business Consultants & Marketing Gurus – Yes or No?

24 Hydronics by Pat Linhardt The Art of Reading Older Boiler Tags

30 Technology by Patti Feldman Productivity and Support in the Office and the Field

32 Marketing by Crystal Williams Boosting Loyalty and Referrals Through Customer Appreciation

34 Best Practices by Rebecca Cink

Shedeur Sanders on the field.

3 Ways Contractors Can Future-Proof Their Business

Rinnai America Joins Forces with Homes For Our Troops to Aid Injured Veterans

Editorial Offices EDITORIAL STAFF

SPECIAL TO CONTRACTOR

PEACHTREE CITY, GA — Rinnai America Corporation has announced a landmark partnership with Homes For Our Troops (HFOT), a nonprofit organization dedicated to building and donating specially adapted custom homes nationwide for severely injured post-9/11 Veterans, to enable them to rebuild their lives. The

VP/Market Leader-Buildings & Construction Mike Hellmann, mhellmann@endeavorb2b.com

Army SGT Christopher Leverkuhn (pictured with his family) will receive the 5 millionth product, a SENSEI® RX Series, for his home.

CONTRACTOR INFOCUS

Total Nonresidential Construction Spending October 2020 - October 2024 $1,250

Value (SAAR, $billions)

Columnists

Group Editorial Director-Buildings & Construction Mike Eby, meby@endeavorb2b.com Editor-In-Chief Steve Spaulding, sspaulding@endeavorb2b.com Editor-At-Large John Mesenbrink, jmesenbrink@endeavorb2b.com Contributing Writer Kelly Faloon COLUMNISTS Al Schwartz, Management Pat Linhardt, Hydronics & Radiant Patti Feldman, Technology Matt Michel, Marketing Art Director, Susan Lakin Ad Services Manager, Deanna O’Byrne Production Manager, Sam Schulenberg Classified Production Designer, Terry Gann Audience Development Manager, James Marinaccio

$1, 150 $1, 050 Endeavor Business Media, LLC

$950 $850 $750 $650

2020

Source: U. S. Census Bureau

2021

2022

2023

2024

CEO, Chris Ferrell COO, Patrick Rains CRO, Paul Andrews Chief Digital Officer, Jacquie Niemiec Chief Administrative and Legal Officer, Tray Kane Chief Marketing Officer, Amanda Landsaw EVP Endeavor Business Intelligence, Paul Mattioli EVP Building, Energy and Water Group, Mike Christian

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VOLUME 70, NUMBER 1 CONTRACTOR (USPS Permit 131-320, ISSN 0897-7135 print, ISSN 2771-6465 online) is published monthly by Endeavor Business Media, LLC. 201 N Main St 5th Floor, Fort Atkinson, WI 53538.

Periodicals postage paid at Fort Atkinson, WI, and additional mailing offices.

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No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopies, recordings, or any information storage or retrieval system without permission from the publisher.

Endeavor Business Media, LLC does not assume and hereby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident, or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions by the authors of said articles.

JANUARY 2025 • 3

1/3/2025 9:24:36 AM

Industry News In Brief Interplay Learning, a leader in career development solutions for the skilled trades, has partnered with Graduation Alliance, a leader in workforce education, to bring virtual training to youth and adult learners. This collaboration provides students across the US with a pathway to careers in essential fields, enabling individuals to enhance their skills and increase their earning potential.

ServiceTrade, has announced the appointment of Brook Bock as Chief Product Officer (CPO). Brook brings over twenty years of experience building and leading product organizations and a wealth of expertise in scaling vertical B2B SaaS companies.

On November 7, Baltimore Aircoil Company (BAC) hosted Maryland government officials for a visit at its global headquarters in Jessup, MD to explore how cutting-edge cooling technologies are driving sustainable growth for the economy and society.

Attendees engaged in discussions about BAC’s impact on local communities, and the environment.

Sonnhalter, a communications firm marketing to the professional tradesman, received a silver award in the “Trade Media Relations” category at the 22nd Annual Public Relations Society of America’s (PRSA) Cleveland Rocks Awards competition. Sonnhalter received the silver award in “Trade Media Relations” for NIBCO’s proactive media program.

State Water Heaters has announced the launch of its newly updated website, www. statewaterheaters.com. The fully redesigned website offers an immersive and user-friendly experience focused on meeting the diverse needs of today’s trade professionals.

The Inspection Expo & Conference will be held in St. Louis, MO, from February 5–7, 2025, bringing together top experts from the American Welding Society, American Institute of Steel Construction, Association for Materials Protection and Performance, and Nondestructive Testing Management Association.

This event will showcase the latest advancements in welding inspection, nondestructive evaluation (NDE), and protective coatings.

4 • JANUARY 2025

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12/18/24 11:57 1/2/2025 5:38:08 PMAM

Industry News

Industry Econ Forecast 2025 Which way is the construction market heading in the coming year, and what are the chief economic factors that might affect mechanical contractors?

BY STEVE SPAULDING OF CONTRACTOR’S STAFF

A

Aggregate delinquency rates edged up from the previous quarter, with 3.5% of outstanding debt in some stage of delinquency.

Dwarfing consumer debt is the US national debt, which currently stands at $36.15 trillion. As of November 2024, it costs $169 billion to service the debt, which will amount to 13% of the total federal spending in fiscal year 2025.

s we head into 2025, it is with a greater sense of confidence than at the start of 2024.

Inflation seems under control, and interest rates are in decline. The economy appears to have enough momentum that most economists are not predicting a recession any time soon.

Elections are over, providing some clarity on what economic policy and the regulatory environment will look like (for the next two years, at least).

But it is not all smooth sailing for the mechanical contracting industry. Finding enough skilled workers remains the top concern of most contracting companies—a problem made worse by the retirement of the Baby Boom generation. Geopolitical tensions remain high, affecting energy prices and some parts of the supply chain. The incoming administration has all but promised a trade war with some of the US’s largest trading partners.

And, looming behind everything, is the problem of massive debt—both public and private—that makes much of the spending fueling our economy unsustainable.

Let’s look at the current state of the US economy, and what we can expect in the coming year.

Inflation and Interest Rates The current US inflation rate is 2.7% for the 12-month period ending in November 2024, up slightly from the 2.6% reported last month. The consumer price index (CPI), which measures changes in prices, increased 0.3%, a slight increase from the 0.2% recorded over the prior four months.

Although that 2.7% is above the Federal Reserve’s target 2% rate, the Fed has been cutting rates throughout 2024, reasoning (correctly) that an economy as large as the US’s doesn’t stop on a dime, but also (probably) remembering 2022, when they did not raise interest rates quickly enough in response the post-pandemic inflation spike.

At the December 2024 Federal Open Market Committee meeting (held December 19th), the Fed lowered interest rates by 25 basis points. This lowers the target interest rate range to 4.25% - 4.5%. It marks the third consecutive rate cut, following a 25-basis-point reduction in November and a more aggressive 50-basis-point reduction in September.

Despite the Fed’s efforts, however, inflation remains stubbornly high. Part of this is due to the very tight labor market (see “Workforce Concerns” below). Scarce labor puts pressure on wages, which in turn drives companies to increase prices. In October 2024 (when inflation was at 2.6%) wages grew by 4.6 percent. The inflation rate has not exceeded the rate of wage ➤ Turn to Forecast, page 39

Where Things Stand 2024 saw the US economy grow by 4.2%, which compares favorably to world growth, which topped out at 3.2%. Q3 US GDP was 2.8%, with the Federal Reserve Bank of Atlanta estimating a Q4 GDP of 3.3%.

Most of that growth is coming from consumer spending, which for the past year has been mainly on services and goods (both durable and non-durable).

However, fixed investment (which includes construction) has been down (see “Focus on Construction” below).

Much of that consumer spending is going on the credit card. In Q3 of 2024 total household debt increased by $147 billion to reach $17.94 trillion.

6 • JANUARY 2025

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Industry News

DOL Releases Case Data on Workplace Injuries, Illnesses ➤ Continued from page 3

Injury Tracking

Federal electronic recordkeeping and reporting requirements require certain employers to use OSHA’s Injury Tracking Application to submit injury and illnesses reports. The posted data supports OSHA’s continued efforts to carry out the agency’s statutory mission to assure safe and healthful working conditions for working people.

To promote understanding, OSHA has produced a video explaining the workplace injury and illness data collected by the Injury Tracking Application.

In this phase of data publication, the agency is making available workplace injury and illness incident details, including name of the employer, the location of incidents, injury or illness descriptions, workers’ activities before

incidents occurred, events that caused the harm, types of injuries or illnesses, and the objects or substances involved.

An Unprecedented Tool “Publication of this data is a milestone in our efforts to make data on workplace

the nature of workplace injuries and illnesses in this country, whether they are looking at national trends, or the factory where they work every day.”

To protect workers’ privacy, OSHA used artificial intelligence and human review to redact personally identifiable

Details available from 890,000 injuries and illnesses at more than 91,000 workplaces in calendar year 2023. injuries and illnesses more transparent,” said Assistant Secretary for Occupational Safety and Health Doug Parker. “This information is an unprecedented tool for researchers, public health officials, businesses and workers to understand

information, such as names, Social Security numbers, phone numbers, birthdates and addresses.

By making the data accessible, employers, workers, customers and the public are empowered to make informed

decisions about workplace safety and health at specific establishments. It also enables researchers to identify patterns and trends in injuries, illnesses and hazardous conditions more effectively.

Learn more about OSHA’s Injury Tracking Application and OSHA’s recordkeeping and reporting requirements by visiting www.osha.gov.

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Industry News

IWSH Joins NKBA Global Connect as Alliance Partner ➤ Continued from page 1

IWSH

IWSH is the social impact arm of IAPMO, which is best known for plumbing and mechanical certifications and services, including treatment and filtration of drinking water and other utility functions in the built environment. IAPMO is a global leader in protecting public health and safety through codes and standards development; product and systems testing, evaluation and certification; personnel training and certification, and industry research. As its philanthropic arm, IWSH leverages IAPMO’s industry-leading plumbing expertise to solve the most difficult water and sanitation challenges. According to Robyn Fischer, Senior Director of IWSH North America, “IWSH mobilizes the plumbing industry as a force for social good through global service

projects that provide clean drinking water, safe sanitation, and new career pathways to underserved low-income and indigenous communities.”

role in helping to achieve the United Nations Sustainable Development Goal #6: Ensuring the availability and sustainable management of water and

‘IWSH mobilizes the plumbing industry as a force for social good.’

Sustainable Development

To accomplish its mission, IWSH showcases practical plumbing solutions that can be replicated by other communities; builds sustainable impact via a combination of well-planned projects, skilled plumbers, quality products, and community training, and facilitates workforce development by providing entry-level plumbing experiences for students and local residents in areas where it does projects. What sets IWSH apart is its focus on plumbing’s specific

sanitation for all. Through NKBA’s platform, Global Connect members and other strategic alliance partners will have the chance to meet and partner with IWSH to learn and, in many cases, transfer insights and initiatives being developed in other parts of the world.

Proud to Partner “We are thrilled to have IWSH as an NKBA Global Connect Strategic Alliance Partner,” said Heather

Shannon, NKBA Senior Vice President. “Managing one of the planet’s most precious resources—water—is critical to the health and wellbeing of the global population. As the largest all-industry trade association for the kitchen and bath world, we take a serious approach to helping ensure safe and clean water for all.” NKBA aims to facilitate several formal partnerships with North American vertical trade organizations to help facilitate specific areas of understanding for NKBA Global Connect members and the North American kitchen and bath industry. “Being a part of NKBA Global Connect positions IWSH to connect with potential future partners worldwide who may want to partner with IWSH to support direct social impact projects and find opportunities to elevate their products and brand in the ESG space,” Fischer said.

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Industry News

Monthly Construction Input Prices Unchanged in November ➤ Continued from page 1 Index data. Nonresidential construction input prices increased 0.1% for the month.

Overall construction input prices are 0.5% higher than a year ago, while nonresidential construction input prices are 0.3% higher. Prices decreased in two of the three energy subcategories last month. Crude petroleum prices were down 3.3%, while unprocessed energy materials prices were down 2.0%. Natural gas prices were up 2.6% in November.

“Construction input prices are up just 0.2% through the first 11 months

Overall construction input prices are 0.5% higher than a year ago, while nonresidential construction input prices are 0.3% higher

Producer Price Index Percent Change Inputs to Construction Industries November 2017 through November 2024

Percent Change

30% 25% 20% 15% 10% 5% 0% -5% -10% 2017

12 month % Change 1 month % Change

2018

2019

2020

Source: U.S. Bureau of Labor Statistics

2021

2022

2023

2024

Peshkova / iStock / Getty Images Plus

of 2024,” said ABC Chief Economist Anirban Basu. “However, that encouraging year-to-date price growth

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primarily reflects declining energy prices and obscures price escalation that has occurred for specific materials. Prices for copper wire and cable and softwood lumber, for instance, are up nearly 12% year over year.

“While input prices have, in total, been well behaved, yesterday’s Consumer Price Index release indicated that economy-wide inflation reaccelerated in November,” said Basu. “The year-over-year rate of price increase, at 2.7%, remains close to the Federal Reserve’s 2.0% target, yet the recent uptick suggests that inflation may prove more stubborn than previously expected. This rebound in inflation aside, contractors remain optimistic about the coming year, with greater than 60% expecting their sales to increase over the next six months, according to ABC’s Construction Confidence Index.”

Vi s i t a b c . o r g / e c o n o m i c s f o r t h e Construction Backlog Indicator and Construction Confidence Index, plus analysis of spending, employment, job openings and the Producer Price Index.

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Industry News

Shedeur Sanders Wins Johnny Unitas Golden Arm Award® ➤ Continued from page 3

Shedeur Sanders Throughout his college career, the Texas native has completed 1,217-of1,744 passes (69.8%) for 13,707 yards with 127 touchdowns and 24 interceptions. At Colorado in 22 games, he has

completed 601-of-843 passes for 6,718 yards with 57 touchdowns and 10 interceptions. In two years at CU, he ranks fifth in Buffalo history for completions, seventh for attempts, sixth for passing yards, and fourth for passing touchdowns. He has thrown a touchdown

pass in 47 straight games, the longest streak in NCAA D1 (FBS and FCS) history, second longest streak in NCAA history and it would be tied for the fourth longest streak in NFL history with Johnny Unitas. In his 2024 season alone, through 11 games, he has

BREAKTHROUGH TECHNOLOGY

completed 303-of- 413 passes (73.4%) for 3,488 yards with 30 touchdowns and 7 interceptions. Sanders journey not only highlights his athletic talents, but also underscores his dedication to carrying forward his family’s football legacy.

Sander’s college career has 127 TDs and 24 INTs. Sanders’ achievements was honored on Friday, December 6, in Baltimore, MD. This year the Golden Arm Educational Foundation alongside presenting partner A. O. Smith were honored to welcome former Golden Arm Award winner, Gino Torretta, as their keynote speaker. Torretta also won the Heisman Award, the Maxwell Trophy and the Davey O’Brien national quarterback award.

The Golden Arm Award

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12/19/24 2:25 PM 12/20/2024 10:26:44 AM

Industry News

by Al Schwartz PLUMBING CONTRACTOR

Business Consultants & Marketing Gurus – Yes or No?

A

s a F.R.O.G. (a Frickin’ Really Old Guy) I must admit to a knowledge deficit in the area of modern marketing, some types of communications, and some newer trends in technology. In an effort to understand the why’s and wherefore’s of the trades today, and where they’re going (I already knew where they came from), I make it my business to read periodicals and other trade related publications regularly in an attempt to make my column informative and timely. Sometimes I succeed and sometimes not.

I’ve noted that most magazines and periodicals contain articles by contractors, lawyers, suppliers and other people who have an abiding interest in things trade related. There are also usually several articles by “business consultants.” These range from successful contractors who have decided to market their success stories to other like-minded contractors, to MBA’s that can help take your business to the next level but who have no trade knowledge or experience.

However, they do have a lot of business savvy and education in the area of business management.

Do You Have the Skills?

If there is one thing contractors need, it is business skills. Whether obtained by trial and error, education or pure dumb luck, the skills necessary to stay in business while navigating the often-treacherous waters of today’s contracting marketplace require a good grasp of not only trade and craft, but of business.

Have What it Takes?

Not everyone has what it takes to move, vertically, through the industry. There are some of us who will always eke out a living as a one-man shop. Others who don’t want to get bigger than a few guys for fear of the headaches getting larger engenders. Still others who have graduated from the aforementioned and

16 • JANUARY 2025

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Each contractor should know his (or her) business—but not every contractor knows the marketplace.

That’s where the consultant comes in. are ready to swim with the big guys.

Each individual contractor knows (or should know) his (or her) business inside and out. But not every contractor knows the marketplace. That’s where the consultant comes in. Some focus on improving your business and how to make it more efficient, some are experts in the marketplace and communications. Marketing has become such a large part of the trades with the advent of global media and the computer revolution that anyone with the right angle can put themselves in a position to capture a large market share, whether it be a local neighborhood shop or a national franchise.

What’s Right For You? In almost every size company there are blind spots. If you are an owner and are focused on your business, it is easy to get tunnel vision. When the time comes to

make a decision about generating new business or expanding the size of your shop, or just wanting to smooth out the bumps and improve your operation, you really need to consider a lot of things that you don’t normally deal with.

As a company grows and expands, the type, and frequency, of the challenges it faces in the marketplace changes dramatically and often. With ever greater pressure from competitors for available jobs to ever-increasing and onerous government regulations, a company on the path of growth has to be nimble and ready to change and adapt quickly. Hiring someone who can keep you on the growth path with good, solid advice and knowledge might just be the ticket. Depending upon the costs of such advice, of course.

To be sure, business consultants don’t work for free, and that expense needs to

be considered when engaging one. Generally though, most consultants have a sliding scale of fees for services, and can usually tailor their services to fit your budget. You can also pre-qualify the type of consulting that you are looking for.

As above, if you are interested in streamlining your day-to-day operations, a consultant with a track record and trade experience might be your choice. On the other hand, if you are looking to improve your “market share” or become more media savvy, then engaging the services of a media consultant might be the avenue you choose.

If you’re a small operator, perhaps the idea of hiring an outside consultant might seem a bit extravagant—and maybe it is—but these folks are in business for a reason.

That reason is that not every good craftsman is a good businessman.

To use a sports analogy, in baseball if someone is a good base runner and fielder but has a less than stellar batting average, they can call in a pinch hitter.

That way the club can utilize its assets more efficiently and get a better result.

Having someone with the knowledge and a fresh perspective advising you can be very helpful. In a lot of cases, just one suggestion or insight from a consultant can recoup the fees.

The bottom line is whether you feel that hiring a consultant will be worth your while. Sometimes, you just need take that first step and find out.

The Brooklyn, NY-born author is a retired third-generation master plumber. He founded Sunflower Plumbing & Heating in Shirley, N.Y., in 1975 and A Professional Commercial Plumbing Inc. in Phoenix in 1980. He holds residential, commercial, industrial and solar plumbing licenses and is certified in welding, clean rooms, polypropylene gas fusion and medical gas piping. He can be reached at allen@proquilldriver.com.

➤ www.contractormag.com

1/2/2025 4:00:12 PM

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12/19/24 4:25 1/2/2025 4:01:56 PMPM

Forum

Q&A with ASPE President Brian Hutton The new ASPE president talks about his personal journey in the association, and what he hopes to achieve for the membership during his time in office.

BY ROB MCMANAMY, SPECIAL TO CONTRACTOR

[Editor’s Note: This article is an edited transcription of an installment of HPAC on the Air, the podcast of HPAC Engineering. You can listen to the full podcast at https://www.hpac.com/members/ podcasts/article/55239932/fitting-connections-with-new-aspe-presidentbryan-hutton.]

H

PAC Engineering: Our guest today is Brian Hutton, President of Composites USA, and the very new President of the American Society of Plumbing Engineers. Brian is a chemical engineer and a 1995 graduate of the University of Delaware. He is also the first African-American to become president of ASPE. Thanks for joining us. I wonder if you could tell our listeners a bit more about your background and how you came to join ASPE? Brian Hutton: I think my story kind of mimics that of many of our 7,600 plus members in ASPE. It’s just something I ended up getting into. I don’t know very many people that grow up and decide they want to be a plumbing engineer or do plumbing design, and wasn’t one either. Nor could I have ever dreamed that this would be where I’d be, working with an organization like this.

I was born and raised in Oklahoma. I grew up on a farm, and for me engineering was second nature. We were always engineering things on the farm. I always knew I wanted to be an engineer. I’m one of five children, and three of us are engineers. I got into ASPE and plumbing design back in 2002.

After graduating from the University of Delaware, I worked for a chemical company, BF Goodrich at the time—it’s known as Lubrizol today—and I had a great 27-year career there. Back in 2002 we had an incident where one of our folks was sick and they needed a replacement, and they called me. They asked me to help out one of our materials groups that did plumbing.

So I went to the [ASPE] convention in Dallas-Fort Worth. I had a great time, I met several people, and I just started to

18 • JANUARY 2025

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‘It’s not really about where you’re from so much as where we want to go.’ form some bonds with people such as Kelvin Kennedy who was one of the board members back then at the local chapter. I just kind of fell in love with it.

After that, my role at my old employer changed and I began to support a lot of plumbing in high rise commercial construction and things like that. That was my intro to ASPE—just one of those calls, “Hey, can you fill in there?” and it was something that I latched onto.

HPAC Engineering: So you come to this role not just as an engineer, but with a manufacturing perspective. So how do you foresee that driving your presidency?

Brian Hutton: I’m an engineer first when it comes to what I do for a profession. Working for a manufacturer like Lubrizol, I did a lot of the engineering support work that led me into some other things like fiberglass, which ended up leading to where I’m at today, at Composites USA, where we manufacture high purity water tanks and piping systems and that work with high purity and ultrapure systems.

I’m also one of those people that really loves to work on personal development, kind of that continuous improvement process. If you’ve been around manufacturing, you may have heard about lean manufacturing. It comes down to being efficient, but also not doing things that don’t create value; being able to seek opportunities that have value and eliminate those that don’t.

When I think about ASPE and what we do, there’s a couple of areas that we’re looking forward to advancing over the next couple of years. I’m just really excited about the opportunity. We’ve got a lot of great members in our organization, great people, good companies that support us—so it’s an exciting time.

HPAC Engineering: The association’s members are facing a lot of challenges—new technologies, new regulations, workforce shortages, the demands of climate change—how do you see the ASPE’s role in helping members navigate these challenges?

Brian Hutton: I see ASPE playing a big part. One of the number one things we hear from our members is that they seek education. When it comes to ASPE and what we do, education is at the core of that. It’s also about a mindset prioritizing mental health and a mindset of being receptive. What we hope to do here at ASPE—and what I strive to do with so many of the people that I interact with—is to try to help them be ready to receive.

There’s a lot of information, there’s also a lot of people out there that are experts in their field, and they can really shorten that retention time, help us when it comes to learning, understanding and being able to apply all this knowledge. And it’s important for many of our designers to understand the materials that they use to understand the techniques of design.

We’ve changed so much in the plumbing industry around the low flow.

There’s less and less water that flows down from the sinks and urinals into the drainage systems and the water. Water is

becoming more and more precious and there’s a lot of drive to just get smarter. Our plumbing systems have to get smarter. We have to be able to adapt. So that continuous improvement in learning is a must.

HPAC Engineering: Your personal journey is different than the many of the folks at ASPE, as the first African-American to lead this 64-year-old organization. Can you describe that journey a bit within the industry?

Brian Hutton: As a minority there’s a lot of places I’ve been where there’s not a lot of people that look just like me in the room. There’s a lot of these kind of places, and I’ve learned a long time ago, it’s really not about the color.

It’s not about that as much as it is just about people and understanding people and being a good person and doing the things that are right—there’s always a time to do what’s right.

For me, I don’t think much about it. I realized the impact of it, I’m excited to represent my heritage, but I think with ASPE, it’s just so much more than that.

It’s not really about where you’re from as much as where we want to go.

Getting together with people that have a common goal and a common sense of education that pulls us all together, that common sense of purpose. We’re an inclusive type of organization. We have people that have a lot of different journeys. There’s an endless amount of wonderful stories of how people became designers or got into the profession. And there are a lot of successes that have come out of it, with people that have attained great achievements and, ultimately, really being able to live these fruitful lives.

Everybody defines success differently.

Not everybody has the same goals or wants the same things out of life. But hopefully, with ASPE, we can help people get to where they want to go.

Much more of Rob McManamy’s interview with Brian Hutton is available at https:// www.hpac.com/members/podcasts.

➤ www.contractormag.com

12/19/2024 10:04:29 AM

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by John Mesenbrink

Purchasing the assets of the company in 2010, Kelly Castrogiovanni’s diverse professional background put her in a strong position to lead a successful full-service plumbing business in the Chicagoland area.

Kelly and Luke Castrogiovannis.

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12/30/2024 4:04:57 PM

C

OUNTRYSIDE, IL — Walking into the offices of Terry Plumbing Co. (TPC) on a Monday morning is similar to walking into most plumbing shops as one might imagine: a buzz fills the air with anticipation of weekly plumbing work scheduled, candidates interviewing for potential employment, and dispatching service calls throughout the Chicagoland area. What really stands out is the family-type atmosphere and culture that has been created, not only inside the company but with customers as well. “We treat our customers like they are family,” says Kelly Castrogiovanni, Owner.

A group shot of the Terry Plumbing Co. team.

PCA President Kelly Castrogiovanni (TPC) addresses the affiliated contractors and guests at an association membership meeting in 2024.

Moreover, Kelly’s human resources background means that she still bases her hiring decisions on who brings the most value to the company. Everyone plays a key role, from the plumber in the field to the office employee who is the first contact with a prospect on the phone. “I strive to maintain a team atmosphere, and you pick your team players based on how they interact with one another and how they contribute to the entire enterprise we call TPC. Our livelihood depends on how we work together. I may be the company president and owner, but the customer is why we’re here,” says Castrogiovanni.

In an age of faceless private equity firms gobbling up plumbing and HVAC companies, the Castrogiovannis, Kelly, along with her husband Luke, purchased Terry Plumbing Co. back in 2010. At the time, it was a business in peril. In addition to her human resources experience, Kelly’s career path included project management for investment properties, which has no doubt helped TPC grow from 10 employees to 55-85 at any given time depending on the work, as Terry Plumbing’s work ranges from service to large construction projects and everything in between.

Luke and Kelly’s husband-and-wife dynamic works well in this case. “Luke is my ‘sounding board’ and number one advocate. He can be frank when we’re talking business, but he’s also a cheerleader when it’s needed most. I appreciate and value that openness,” says Castrogiovanni.

All photo credits: Terry Plumbing Co.

2501CO_20-23_Feature.indd 21

That doesn’t mean they always agree, though they almost always do. “We’re definitely a team; he recognizes and respects my position as owner and President of TPC, and it’s reciprocated. Working together is absolutely beneficial for TPC. We each bring strengths and ideas, which we bounce off each other to reach a solution for every dilemma,” continues Castrogiovanni.

Terry McCarthy, for whom the original company is named, continues to work for TPC in a sales capacity, while sharing his many years of expertise as a licensed plumber. In addition, Terry functions as an ambassador to customers, and he remains involved in the Illinois Plumbing-Heating-Cooling-Contractors (PHCC) and is currently the state chapter President.

Women Strong Female-owned and operated (WBE Certified), TPC’s Kelly Castrogiovanni has, perhaps, a slightly different view of a strong woman running a plumbing business, as she considers herself a contractor first and foremost, with no special consideration, advantage or undue obstacles.

“Yes, this is a male-dominated trade, both in terms of technicians and owners, but it’s also been a welcoming field, and I’ve learned and exchanged information and best practices with my peers. Perhaps I feel the need at times to try harder, to compete more strategically, and be better prepared due to my gender. Yet it’s also given me more satisfaction in the success I’ve achieved. I don’t view myself as a ‘woman plumbing contractor.’ Rather, I’m a plumbing contractor who also is a woman,” says Castrogiovanni.

And while she doesn’t necessarily seek the role of mentor, Castrogiovanni says she does the best she can.

“While I’ve been careful in my business decisions, like everyone else, I’ve made my share of mistakes from which I’ve learned. I only hope that my presence and accomplishments in the field of plumbing can serve as proof to all women that it is possible to be successful in a male-dominated field.”

Working in the construction, development, and investment areas allowed Kelly to enter the TPC with a clearer understanding of monitoring costs, focusing on ROI, and a familiarity with the various

At the PCA Winter Social. From left: Bev Potts (Executive Director, IL PHCC); Kelly Castrogiovanni (PCA President & Owner/ President – TPC); James F. Coyne (Business Manager, Plumbers’ Local 130 UA); Tim Brink (CEO, MCAA); Brian Rich (GA Rich & Sons; and UA Intl. Training Fund; and S.J. Peters (Executive Director – PCA & Plumbing Council).

➤ www.contractormag.com

JANUARY 2025 • 21

12/30/2024 4:05:29 PM

components that come together from concept to completion in construction.

Kelly’s human resources background has helped tremendously in evaluating performance, putting the right people in the right jobs, and adhering to the legal requirements that all employers face (with a unique extra layer due to the company’s union contracts). Her hotel management experience offered a chance to deal with a range of personality types and solve problems and complaints regularly. “I am very grateful for all the experience I have had, and, it shapes the way I run this business,” says Castrogiovanni.

Why plumbing? “A business is a business no matter what it is,” says Castrogiovanni. “My husband and I have had other businesses; we entered the plumbing industry by chance while ultimately helping to save this business,” says Castrogiovanni, who recognizes plumbing is a highly competitive field, which requires key facets Kelly Castrogiovanni outside the Terry Plumbing Co. HQ. of running a successful business—planning, organization, skilled employees, and disciplined Getting Involved efficiency to just survive, let alone thrive.

Purchasing TPC in 2010 meant that Castrogiovanni “The risks are enormous, yet if performed right, so entered into a highly competitive yet potentially recan be the payback. It was implied to me beforehand warding business arena as a union plumbing contracthat plumbing would prove to be exciting, inter- tor in the Chicagoland area. Getting involved in the esting and rewarding, and so far, it has been,” says Plumbing Contractors Association of Greater Chicago Castrogiovanni.

(PCA) early on quickly proved to be an unexpected And it is this hard work, dedication to the company but welcome resource as the new owner of an estaband the plumbing industry is what sets Kelly and TPC lished plumbing company. “The educational semiapart. For instance, each plumbing contracting com- nars I attended alongside fellow contractors—many pany operating in Illinois requires that a plumbing with track records in this skilled and complicated license holder be an officer of the company. In previous trade going back decades—came at the ideal time,” years, the superintendent held the license for TPC, “but Castrogiovanni recalls.

“As I learned, I was reassured as to what we at Terry I wanted to hold the license for my own company to stand out and be independent in this business that Plumbing did right, and where we needed to improve or we have built. I also wanted to understand what my change. It’s been quite telling that scores of contractors plumbers go through and to improve my own plumb- with far more experience than me still find it prudent ing knowledge to serve as a better leader. This has to seek the information and advice that the PCA makes helped me see the industry in a new light and hold available,” Castrogiovanni emphasizes.“Add to that, PCA an even higher respect for all licensed plumbers and membership meetings feature pertinent program topics, contractors,” says Castrogiovanni. which include an array of interesting piping-related

PCA at UA Training in Ann Arbor 2024. From left: Tom Jennrich (Lead Instructor, Plumbers’ Local 130 Volo Campus); Tony Rottman (Local 130 JAC Training Director); Kelly Castrogiovanni (PCA President & Owner/President – TPC); and John Baethke (PCA 2nd VP; IL PHCC Treasurer; Owner/President – Baethke Plumbing).

22 • JANUARY 2025

2501CO_20-23_Feature.indd 22

onsite annual tours, local conferences and trade shows, exposure to allied organizations we interact with, the association’s representation in union matters, the ability to contact the PCA office with virtually any question or a request; the weekly e-news bulletins and periodic print newsletter, and social functions offering unique chances for networking,” Castrogiovanni points out.

The PCA’s membership, in terms of the work performed, is remarkably diverse—from service only, to high rise construction and renovation, to site work, etc. “It soon became clear that being an active PCA contractor is a ‘plus’ for my business,” says Castrogiovanni.

It’s why she has stepped up and agreed to take leadership roles on the Board, as a UA Local Plumbers’ 130 fund trustee (Health & Welfare), and an association-side Bargaining Committee member. She began as a PCA Board Director, and eventually moved “up the chairs” from Treasurer; to Second VP; then First VP; and now as President for a two-year term. “I strive to make sure no one is left out, and that all have a voice and a way for the PCA to offer resources and help when needed. We’re an organization of cooperative competitors, and together we’re working on behalf of the whole industry.”

In addition to her involvement with PCA, Castrogiovanni and TPC contribute to many non-for-profit hospitals and organizations: the Ascension Illinois Foundation; St. Anthony’s Foundation; Saints JFX School; Helping Hands, an organization dedicated to transforming the lives of children and adults with intellectual and developmental disabilities; and The Chicago Lighthouse. TPC also sponsors youth baseball teams and supports its local Junior Women’s League.

The Future The company’s future is in good hands as the next generation of Castrogiovannis are set up for success as Kelly and Luke’s three kids are an important part in the TPC wheel. A licensed plumber who simultaneously holds an IUOE Local 150 operators’ license, their son, Mario, is an integral part the company’s site and pipelining divisions. Moreover, their daughter, Brianna, joined full time in the office this year and is helping automate many processes to ensure that TPC grows even more efficient and proactive for its customers. In addition, Brianna’s fiancé, Jeremy, is also on staff and serves as a member of TPC’s estimating department. Lastly, their oldest daughter, Marisa, is an adult surgical heart ICU nurse full time; however, she works for the company in various capacities as needed.

“I am extremely fortunate that we not only work together but value spending our free time together as well. We enjoy boating, visiting wineries, snowmobiling, family dinners and playing fantasy football together. On most nights, I like to unwind by watching a good show with my husband and our dog, Tucker,” says Castrogiovanni.

➤ www.contractormag.com

12/30/2024 4:06:06 PM

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by Patrick Linhardt

HYDRONICS MANAGER AT CORKEN STEEL PRODUCTS CO.

What Does That Mean? – The Art of Reading Older Boiler Tags

W

e see them all the time in the field, sometimes on the outside jacket or sometimes inside a front panel. Other times, not at all. I’ve seen contractors purposely remove the tag from the boiler to take to the supply house to get parts or a replacement.

Sometimes, that tag didn’t make it back to its original location.

Boiler tags have changed over the years like everything else. The original tags were finely crafted to reflect the quality of the manufacturer. This is in the golden years of the machine age, when a hot water or steam boiler was an engineering marvel. Manufacturers would beautifully cast their names into the draft doors, to show off their foundry skills.

Through the years, boiler tags went from hand engraved metal plates to computer generated vinyl stickers. What also changed was what it told us. Besides the model and serial numbers, this tag only gives us three bits of information. The tag is for a gas-fired hot water boiler with an input of 200,000 btus/hr, which we can all understand.

SQ. FT. H.W. RAD. The gas input is the estimated amount of btus/hr that is passing through the gas valve to be combusted. The heat of the flame and the flue gases is transferred to the water circulating through the boiler.

How well those btus/hr are transferred gives us the output rating. On this tag, the output rating is hard to understand because the value changed from btus/ hr to “SQ. FT. H.W. RAD.”. What does that mean?

Does it mean the square footage of a house with hot water radiators? If it did, what would be the factor? I often rough estimate a boiler size from the square footage of the heated space and the condition of the insulation. Most contractors will know if the building is loose, tight or somewhere in between.

I typically use 50 btus per square foot of heated space for a very loose building. So a worst case scenario would be

24 • JANUARY 2025

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On this tag, the output rating is hard to understand because the value changed from btus/hr to “SQ. FT. H.W. RAD.”. What does that mean?

other interpretation. Cast iron radiator sections have always been rated by their manufacturer. The rating commonly used is what we now call EDR, or Equivalent Direct Radiation. Since most cast iron radiators can be used for a steam system or a hot water system, the EDR rating could then be used easily to calculate the output of a radiator based on the steam pressure in the radiator or the water temperature in the radiator.

What is inside the radiator determines how much heat it can produce. The same size radiator produces much less heat with 180°F water circulating through it than if the radiator was filled with low pressure steam. For example, a 60 sq. ft. EDR radiator heated with steam produces 240

The author provides some lessons in math and history that could come in handy when reading older boiler tags. the 1066 output times 50, which gives us only 53,300 btus/hr output from the 200,000 btus/hr input. Something isn’t right there. That rating doesn’t seem to relate to the square footage of the heated space.

The 20% Rule Gas-fired cast iron sectional boilers with atmospheric draft used what seems like the exact same factor to calculate their output until government regulations got in the way. Almost every one I’ve seen from the ‘50s and ‘60s took 20% off the input to calculate output. On this tag, since it is from that era, the output in btus/hr should be 160,000 btus/hr, or 20% less than 200,000 btus/hr.

But it doesn’t say that, so let’s try an-

btus/hr per sq. ft. EDR, or 60 times 240 equals 14,400 btus/hr. The same radiator heated with hot water at 180°F produces 150 btus/hr per sq. ft. EDR, or 60 times 150 equals 9,000 htus/hr. That is quite a difference.

If we now try multiplying the 1066 shown on the tag times the factor for hot water at 180°F, which is 150, the product is 159,900 btus/hr. That is very close to the 160,000 btus/hr I would have expected if the tag gave us the output in btus/hr. Once again, output is 20% less than input, or in combustion efficiency terms, right at 80%.

Recommended Capacity The last bit of information also relates to the boiler output and is labeled “Manu-

facturers Recommended Capacity.” The value is 800, which is 25% less than the output at 1066. It is also based on the amount of hot water radiation that it can heat up, but for some reason is now labeled “SQ. FT. 150 B.T.U. HOT WATER RAD.” So they are now being specific about what factor was used to calculate EDR to btus/hr.

Why would they reduce the gross output by 25% to get the recommended capacity? I have a couple of explanations.

The first is understood by the way systems used to operate, which was manually on/off without thermostats. If the building got cold before the next coal fire was started, the extra capacity got the building warmed up quicker. Sometimes it is referred to as the piping and pickup factor, or the cover the backside factor.

Another is understood by the weather.

If the temperature outside would drop suddenly, the extra capacity would be better able to maintain inside temperature. The cynical explanation is the manufacturers made more money by selling bigger than necessary boilers to increase profits. The psychological explanation is “bigger is better.” They can all lead to oversizing, which in today’s world means less efficient. Use an accurate heat loss to size the next boiler for best efficiency on hot water systems.

Medical Update My surgery was a week ago and I feel better than anticipated. The pathology report showed 5 out of 56 lymph nodes with cancer. The oncologist wants to do a dozen rounds of chemo, two days on a pump, 12 off, repeat 11 more times. Ugh! Trying to stay positive knowing others have been through much worse.

Patrick Linhardt is a forty-year veteran of the wholesale side of the hydronic industry who has been designing and troubleshooting steam and hot water heating systems, pumps and controls on an almost daily basis. An educator and author, he is currently Hydronic Manager at the Corken Steel Products Co.

➤ www.contractormag.com

12/19/2024 2:46:19 PM

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Service Mice and Landscapers Cripple Aging Chiller Plant A catastrophic series of events led to the complete failure of this chilled water plant in the middle of the cooling season.

By BRIAN NELSON, SPECIAL TO CONTRACTOR

T

his chilled water rescue involved a remote chilled water plant with two 5-ton condensing units connected to a shell and tube heat exchanger that provided chilled water to air handlers inside the home 100 feet away.

Some of our rescues take place over the course of a year and we have ample time to investigate, research, and then propose a solution. We then have time to carefully resolve the various issues and test operation of the mechanical systems to make sure our rescue is successful. In this case, we had a week!

PARTS & EQUIPMENT • Heat exchangers by Alfa Laval • TXVs by Sporlan • Braze Rod and Flux by Harris • Strut by Superstrut • Air separator by Spirovent • Press fittings by NIBCO • Condensing units by York

units, and firing up the condensers to make some chilled water. Unfortunately, things weren’t that simple.

While we were proceeding with our repair work, we determined that the outside units were low on R22. Because it was the middle of summer, the homeowner had no appetite for any project that might delay getting the cooling working. So we proceeded with a leak test on the outside units, piping, and the shell and tube heat exchanger. Surprisingly, the outside units and the vapor and liquid lines held pressure. But several braze joints were leaking on the ancient shell and tube heat exchanger.

Catastrophic Series of Events

The restored system, Note the strut framework to keep the exchangers off the pad.

“Service mice” at work.

A catastrophic series of events led to the complete failure of this chilled water plant in the middle of the cooling season and we had to hustle to develop a plan and then do the work to restore cooling. Our first impression when we arrived for our initial assessment was that this chiller plant had seen better days— the condensing units were 20 years old, all of the pipe insulation was brittle and cracked, the refrigerant piping was resting on the concrete pad, and both units were filled with mice! It was clear that these units had not been maintained in

26 • JANUARY 2025

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a while and the mice had moved in and decided to stay!

Behind closed doors, we jokingly refer to our rodent friends as “service mice” as they are so profoundly destructive to control wiring and control boards on outside equipment. If there is a good acorn season, then the rodents are busy in their forest homes during the winter as there is lots to eat. If there is a bad acorn season, then the rodents invade outside condensers and heat pumps looking for food and protection from the elements.

Invariably, they chew up control wires and insulation and destroy control boards—they certainly create a lot of service work for our service department in the spring when cooling systems are turned on. And many thanks to the genius that decided to develop corn-based insulation for wires! Our service mice are overjoyed to spend the winter in a warm heat pump surrounded by yummy wires!

If they are lucky, only a few of them will get electrocuted and whatever damage they do won’t be noticed until the spring.

We use a lot of moth balls to deter the mice but we do have some customers that are horrified that we would put “cancer causing chemicals” in their equipment!

They don’t believe us when we say the moth balls are the “free range organic kind” (ha!)—but they often come to their senses when we inform them that all of their neighbors have moth balls in their outside units so, most assuredly, all of the neighborhood mice will be spending the winter in any outside unit with no moth balls.

4 Kicking Out the Service Mice and Repairing The Damage At this point, this project would seem to be a simple service project of kicking out the service mice, repairing or replacing the damaged wires, cleaning the outside

The right flux makes brazing stainless steel easy.

We tried mightily to clean up the old braze joints and patch the leaks but were not successful at completely stopping the leaks. The homeowner decided to have us recharge the units with R22 and repair the leaks after the cooling season. We got the two condensers running, water ➤ Turn to Service, page 28

➤ www.contractormag.com

12/20/2024 11:53:48 AM

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We were aware of our very tight time budget at every step of this rescue. We elected to braze all of the refrigerant lines (our new construction department was happily and successfully zoom locking all of their refrigerant lines but my old school ways said different) and press all of the water lines. To balance the water flow through both heat exchangers we set up a reverse return arrangement so that both heat exchangers would see run and branch flow.

➤ Continued from page 26 flow restored through the shell and tube heat exchanger, and chilled water was once again flowing to all of the inside air handlers. Another successful service call? Not so fast!

4 Landscapers Help Us Modernize the Chiller Plant The moment after the homeowner started to relax in his nicely cooled home, the mowing crew came out to mow the grounds. We got the anguished phone call from the homeowner—the mow crew had put the new guy on the mower and he had sailed right into the refrigerant pipes and shell and tube heat exchanger!

He leapt off the mower as he was enveloped in twenty pounds of R22 violently escaping into the air!

Luckily he was OK, but the chilled water plant was destroyed! Both aging compressors immediately seized up and all cooling stopped inside the home.

This simple service call had turned into a chilled water rescue.

The landscapers help us modernize the chiller plant. and everything has to come by either mail order or ferry from our off-island supply houses.

We finally had all of the parts we needed and we started our assembly process. We did get stalled on the brazing of the heat exchangers—we are usually really good at having extra of everything but we actually ran out of flux and brazing rod for stainless steel.

No one had any on the island so we had to wait for our next delivery truck to come over on the ferry. Once we got the right flux and rod, the brazing between copper and stainless steel was easy and we assembled the two heat exchangers and their TXVs. Our goal was to prefab as much as possible to expedite the work in the field.

The reverse return on the water lines for self-balancing.

Twin brazed plat heat exchangers ready for installation.

4 The Scramble To Source Parts Now we had to hustle—it was still the middle of summer and we had to figure out how to assemble a new chilled water plant.

Sourcing two vanilla 5-ton condensing units was simple. The more involved part was sizing and sourcing the correct brazed plate heat exchangers and the appropriate TXVs. Living on the island of Martha’s Vineyard means that everything takes longer to get (Next Day Air is actually the Day After Next Day Air)

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4 System Completion and Start Up We finished the water piping, filled the system with water, and started up the inside circulator. We would return later to add pipe insulation and glycol for freeze protection. We finished up the brazing and started our pressure test—of course one of my easy braze joints leaked! (All of my rescue guys made sure to tell that to our new construction guys.) I repaired

Press for water lines and brazing for refrigerant lines.

4 Strut Frame to Prevent More Mow Crew Mischief Our advance team had already cleared away the two dead condensers and the shell and tube heat exchanger so we arrived to a clean slate. We erected a strut framework to get the heat exchangers off the pad and give them some protection from the mow crew. We slid the two new 5-ton condensers in place and mocked up the refrigerant lines. It made sense to angle both outside units to simplify the refrigerant piping to the heat exchangers.

the leak, the pressure test held, and we charged the systems. System charge was pretty critical as we had such a small refrigerant system; we did end up pulling 8 ounces from one condenser to slightly improve performance.

We got both outside units running and started making chilled water again and restored cooling inside the house.

Another successful rescue!

(And we put moth balls in the outside units to discourage any “service mice” that might be contemplating moving in for the winter.)

➤ www.contractormag.com

1/3/2025 10:09:36 AM

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Technology

by Patti Feldman COMPUTER AUTHORITY

Productivity and Support in the Office and the Field

Z

uper Projects (www.zuper.co, 888/718-7858), a flexible, scalable solution project management solution for businesses with field service teams involved in complex or long-term projects with multiple jobs, phases, and team members that may require planning, coordination, resource allocation, and tracking over days, weeks, or months.

Designed as a simple way to track jobs through an entire life cycle, Zuper Projects offers numerous potentially productivity enhancing features such as Gantt View and List view to easily visualize tasks and monitor a project’s progress.

Zuper’s mobile app enables project managers and field techs to access project details and updates and manage tasks by logging in from anywhere.

Users can track project costs by adding required inventory while monitoring budgets through estimates and invoices.

According to the company, progressive invoicing to bill customers incrementally in phases is in the works.

Jotform Jotform (www.jotform.com) is an online app, available in free and paid plans, that enables users to create custom online forms for use in running a business, including field service companies.

Featuring a drag-and-drop interface, it facilitates creating and publishing forms, integrating them into your website, and allowing you to receive responses by email.

The solution offers 10,000 ready-made templates, including contact, estimating, appointment scheduling and cancellation, inspection, client tracking, payment, and customer satisfaction survey forms, as well as integration with 150+ business apps.

Pricing: free plan with 5 form limit, 100 monthly submissions, one user per team, and 1,000 limit monthly form views and tiered paid plans that progressively increase limits.

GorillaDesk Pro GorillaDesk Pro (www.gorilladesk. com) field service management software,

30 • JANUARY 2025

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The Zuper Projects dashboard.

Reviews of Zuper Projects project management solution, the Jotform app, GorillaDesk Pro field service software and Teletrac TN360 field management software. which includes an integrated mobile app and a customer portal, features the ability for users to generate and send out quotes and estimates and track status of acceptance, schedule from office and field on a color-coded drag-anddrop calendar, optimize dispatching (including “route from here”); push notifications; and generate invoicing, and accept e-signatures and payments.

It can also handle subscription billing and commission tracking.

The solution includes ready-to-use transactional downloadable email templates for estimates, appointment confirmation, appointment reminders, invoices, payment reminders, service feedback, and customer reactivation. The Dynamic Estimates feature allows you to present customers with optional and recommended options enabling them to select what they need.

A time clocking feature provides the ability, on any device, to track labor precisely and review and update timesheets.

You can also calculate payroll with pre-set rates and generate reports.

The customer portal enables customers to view quotes, book jobs, check

appointment details, input an e-signature, pay invoices with a credit card or through ACH payments via Stripe, and, upon completion of the latest job, rate your service and choose how likely they are to recommend your business.

In addition to requesting Service Ratings which help differentiate among promoters, passives, and detractors, you can ask for a “Likely Rating” through a survey designed to be sent quarterly (or other interval) to help calculate your Net Promoter Score (NPS), a metric determined via a single-question survey sent to customers, reported with a number between -100 and +100.

You can also request reviews after a completed job and send satisfied customers to top review sites to share their feedback.

The software includes templates for 20+ built-in reports.

Other capabilities: Gorilla Desk can automatically suggest the best booking time slots for technicians based on proximity and date range when scheduling a new or current job; Job Magnet can help administrators optimize the scheduling and reduce drive time by notifying them

of upcoming jobs within the same area, noting specified mile radius and date range; and Dynamic Estimate can present all your service options and allow the client to choose services needed.

You can set up “Estimate Packages”, bundling items into comprehensive groupings such as Gold, Silver, and Bronze for customer choosing. You can also use SMS AI Agent, which can work 24/7 to deliver custom responses to your specific needs and preferences.

Gorilla Desk syncs with QuickBooks Online to push customer invoice and payment data directly and syncs with Stripe and Square payment platforms for credit card processing. Integrating with Zapier, Gorilla Desk also can integrate with thousands of other apps.

Pricing: monthly or yearly, free 14-day trial. A Basic plan with limited features is also available.

Teletrac TN360 Teletrac TN360 by navman (www.teletracnavman.com) field management software is designed for companies needing to manage ten or more vehicles or assets, and provides an array of capabilities to help achieve optimal operation by generating and tracking accurate information about how each member of your service team moves from job to job and what assets they utilize.

The solution, which features two-way messaging to enable adjusting of routes in real time for maximum efficiency, allows the prospective company to put together its own solution by selecting up to three options from the interactive product builder to achieve main goals.

Possible selections include control maintenance cost, reduce fuel cost, reduce insurance premiums, reduce vehicle down time; win more business, optimize EV transition, and cut overtime costs.

Pricing: customized plans based on number and type of vehicles/asses/ equipment, billed monthly.

Patti Feldman writes articles and web content for trade magazines and manufacturers of building products. She can be reached at productpad@yahoo.com.

➤ www.contractormag.com

12/17/2024 10:58:08 PM

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12/16/24 4:25 12/18/2024 2:07:14 PMPM

Marketing

by Crystal Williams

FOUNDER AND CREATIVE DIRECTOR OF LEMON SEED MARKETING

Boosting Loyalty and Referrals Through Customer Appreciation

I

n today’s highly competitive market, home service contractors, whether in HVAC, plumbing, electrical work, landscaping, or roofing, constantly search for ways to stand out. While top-notch service remains essential, building a solid brand that fosters customer trust and loyalty can make all the difference.

A customer appreciation program is one of the most effective yet often underutilized tools for strengthening branding and customer loyalty. When strategically aligned with branding efforts, appreciation programs and referrals, incentives can turn satisfied customers into enthusiastic brand advocates, leading to organic growth through word-of-mouth referrals.

Why a Customer Appreciation Program Matters Customer appreciation programs provide a structured approach to enhance customer relationships in ways that go beyond a simple “thank you.” You can easily see an increase in customer retention and see it turn great customer experiences into loyal, dedicated customers that return to you year after year.

When clients feel appreciated and seen as individuals and not just as customers, they will remain steadfast in their relationship with your company.

Showing appreciation for your customers also boosts your brand’s reputation, and that road goes both ways: you know you are doing good, and the customer feels they are supporting you.

People also want to be known as the person everyone goes to for a “solution,” so when you have a homeowner with a great experience, they want to share that with their friends and family. It’s a great time to blow their socks off. In the home services industry, where trust and reliability are crucial, these benefits contribute significantly to long-term brand growth.

Here’s how to build an appreciation program that aligns with and reinforces your brand’s identity, helping to establish a lasting impression on customers.

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testimonials and social media posts will also diversify the use of this content so that you continue to define your brand in the market.

Make it easy for customers to refer others. Use digital referral links or codes, and ensure the process is user-friendly.

Public recognition, whether through a “Customer of the Month” shout-out on social media or a feature in a newsletter, shows that you value their efforts. This recognition may inspire others to do the same. Customers love to see themselves featured, and they tend to share these features with their friends and family organically.

Use Appreciation Programs to Gather Customer Feedback

Appreciation programs can turn satisfied customers into enthusiastic brand advocates.

Building a Customer Appreciation Program as Part of Your Branding Strategy Developing a customer appreciation program is more than offering discounts or promotions. For it to serve as a meaningful part of your branding strategy, it should reflect your business’s core values and unique aspects.

Before launching an appreciation program, ensure it aligns with your brand identity. If you prioritize timeliness and affordability, that should reflect in the customer’s journey toward working with your company. It’s important to remember that you’re being allowed into customers’ most sacred places: their homes. It’s your job to ensure the experience is top-notch and memorable. Practice what you preach as well. If you say you care about timeliness and loyalty, show those characteristics from the beginning.

Another way to build a connection is to really personalize the messages you are sending to past clients. Use names, slogans, and rewards that are themed

around your brand story and logo to really drive home the brand.

Look at creating service-specific discounts and reward points toward services that consumers might need help to complete. Do interactive promotions that celebrate personal events like oneyear anniversaries of installations and significant repairs. Customers will be impressed at the attention to detail.

Loyalty incentives are another unique way to reward customers for continuing services with your company. For example, consider a coupon for a dollar amount based on how long they have been using your company.

Referral incentives are a powerful way to grow your clientele while rewarding your existing clients. When customers refer others, they become advocates for your brand. You show that you value their business by offering service discounts, gift cards, or charitable donations made in the referrer’s name. These extra personal touches elevate the brand and the experience.

Celebrating these referrals with video

Customer appreciation programs can also provide your customers with a venue to provide valuable feedback, improving both your services and branding efforts.

After providing a service, send a quick survey with a small reward for completion, like a discount on the next service.

This not only collects customer data but also reinforces your commitment to customer satisfaction.

Your requests for reviews will encourage customers to share their thoughts on social media or review platforms. This brings a humanizing style for the market to see and hear from people like them.

You can also make it clear that you value and appreciate their input. When sharing feedback, make sure you toss in photos of the technician or office personnel featured or mentioned in the review, along with a picture of the homeowner if possible. People love seeing and hearing from other “real” people. It’s a great organic lift for your brand.

A solid online presence can amplify the impact of your appreciation program. Use digital tools and platforms to ensure your efforts are visible, accessible, and engaging. Many contractors should leverage social media to grow their business.

You can also share customer stories on social media platforms. By highlighting customer testimonials, celebrating ➤ Turn to Boosting, page 36

➤ www.contractormag.com

12/17/2024 10:56:36 PM

2501CO

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12/17/24 10:47 12/18/2024 2:06:33 PMAM

Best Practices

by Rebecca Cink

DIRECTOR OF CONSTRUCTION STRATEGY AT GORDIAN

3 Ways Contractors Can Future-Proof Their Business with Job Order Contracting

I

n recent years, the construction industry has enjoyed a period of robust growth. However, industry professionals are now facing a series of challenges that impact their businesses, including slowdowns in capital spending, disruptions in the supply chain and constraints on labor resources. According to Associated Builders and Contractors (ABC), contractor confidence regarding future profitability hit a two-year low this past summer.

Given these challenges, contractors are adapting their business development strategies to be able to bid, win and complete more projects. Rather than bidding on projects individually, which is time and labor intensive, contractors can bid on a multi-year contract to deliver an indefinite number of projects through a procurement method called Job Order Contracting (JOC). JOC is a proven method to deliver construction, with billions of dollars in volume completed annually in North America.

This article will explore three core benefits of JOC for contractors and subcontractors, illustrating how this approach can help firms secure more work and grow their businesses.

1. Bid Once and Complete Multiple Projects

One significant advantage of JOC is the ability to bid once and complete multiple projects under a single contract.

Traditional procurement methods require contractors to submit separate bids for each project, a process that can be time-consuming and costly. With JOC, contractors competitively bid on a catalog of pre-priced tasks and once awarded, can perform a series of projects under one contract.

This approach offers several benefits: • Streamlined Bidding Process: Contractors can save time and resources by bidding once for a future-stream of projects instead of one at a time.

• Higher Capacity Utilization: Contractors have control over building their project pipeline, reducing downtime between

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projects and unused capacity.

• Better Predictability: With a clear understanding of task prices and contract terms, contractors can better manage their budgets and schedules.

By reducing the administrative burden associated with bidding, JOC allows contractors to focus on project execution and quality.

2. Win More Work and Grow Revenue

JOC provides a way for contractors to grow their revenue. JOC contracts are often used by public agencies who can have a backlog of work they need completed, which is a lucrative pipeline. Additionally, JOC is well-suited for lifecycle renewal and upgrade projects, so specialty subcontractors, such as plumbers and HVAC technicians, can earn steady work.

There are multiple ways to become a JOC contractor. Some owners prefer to have their own JOC program, and others access Job Order Contracts through cooperative purchasing networks. Both are great opportunities to form collaborative, long-lasting partnerships with owners.

Key benefits include: • Access to Public Sector Projects: Many government agencies and educational institutions prefer JOC for its efficiency and costeffectiveness. After being awarded a cooperative contract, contractors can market their JOC contract to relevant agencies and deliver more projects.

• Increased Marketability: Cooperative JOC contracts are a marketing tool for contractors and subcontractors to promote

their businesses. Contractors can differentiate themselves from the competition by offering owners a simplified way to procure construction.

• Revenue, Reputation and Network Growth: Successful completion of multiple projects under JOC can build a contractor’s reputation within the industry.

Because JOC contracts are performance-based, contractors that consistently deliver high quality work will continue to receive jobs from owners.

Becoming a JOC contractor or subcontractor can open doors to new opportunities and owners, providing a pathway to sustained growth.

3. Enhance Project

Collaboration Leading to Stronger Client Relationships

Effective collaboration is essential for the successful completion of any construction project. JOC fosters a collaborative environment by promoting open communication and partnership between contractors and clients.

With JOC, not only can the contractor have invaluable input in the conceptual or planning phase, they can also frequently use a pragmatic approach when collaborating with facility managers and end users to maximize the scope for practical use.

Here’s how JOC enhances collaboration: • Early Involvement: Contractors are often involved in the planning and scoping phases of projects, allowing them to provide valuable input and align expectations from the outset.

• Continuous Feedback: The ongoing nature of JOC contracts encourages regular communication and feedback, helping to address issues promptly and maintain project momentum • Strong Relationships: By working on multiple projects under a single contract, contractors, subcontractors and clients can build strong, trusting relationships. This rapport can lead to repeat business and long-term partnerships. Satisfied owners are likely to provide positive references and referrals, helping contractors expand their network and secure additional contracts.

For contractors and subcontractors, JOC’s collaborative approach can lead to more efficient project delivery, higher client satisfaction and a stronger reputation in the industry.

Conclusion As the construction industry navigates a period of uncertainty, it is essential for contractors to explore strategies that can enhance their future revenue streams. Job Order Contracting offers a proven solution that can help contractors streamline bidding on projects, grow revenue and build long-term partnerships with owners. By embracing JOC, construction professionals can position themselves for success in 2025 and beyond.

This approach not only streamlines the procurement process, but also fosters a collaborative environment that can lead to long-term business growth.

Contractors who leverage the benefits of JOC will be well-equipped to navigate the challenges ahead and capitalize on new opportunities in the evolving construction landscape.

Rebecca Cink is the Director of Construction Strategy at Gordian, a provider of data-driven solutions for all phases of the building lifecycle. With extensive experience in construction procurement and project management, Rebecca is dedicated to helping contractors achieve their business goals through innovative strategies and solutions.

➤ www.contractormag.com

12/17/2024 2:15:31 PM

Industry News

Rinnai America Joins Forces with Homes For Our Troops

This exclusive collaboration strengthens both organizations’ shared commitment to providing Veterans and their families with the resources they need to rebuild their lives after service. Also celebrating 50 years in North America, Rinnai marked the occasion by donating the 5 millionth tankless water heater manufactured at its state-of-the-art facility in Griffin, Georgia for a new home under construction in Texas.

Giving Back “Knowing that our donation is helping a Veteran and their family start a new chapter in life is incredibly meaningful,” said Frank Windsor, President, Rinnai America Corporation. “We are honored to help restore some of the freedom and independence to the brave men and women who have sacrificed so much defending our country. Our continued partnership with Homes For Our Troops is a powerful way for us to give back and deliver our brand promise of ‘Creating a healthier way of living’.”

Since its inception in 2004, HFOT has built over 400 homes. Each specially adapted energy efficient home is designed to comfortably raise a family while limiting future expenses. Equipped with Rinnai’s durable and highly energy efficient products, the homes constructed as part of this partnership will help reduce the families’ long-term utility costs and serve as a safe and welcoming place to call home for years to come.

Healing and Independence “We are incredibly proud to extend our partnership with Rinnai. The company’s passion for assisting Veterans and their families significantly helps us advance our mission of Building Homes and Rebuilding Lives for severely injured

WATCO UNIVERSAL NUFIT

Since its inception in 2004, HFOT has built over 400 homes.

post-9/11 Veterans,” said HFOT President/CEO, Brig. Gen., USA (Ret) Tom Landwermeyer. “These Veterans face enormous challenges, and through this partnership, we are also providing the comfort and convenience of a high-quality water heater to help create a home that

®

➤ Continued from page 3 new agreement makes Rinnai the Official Supplier of water heaters for new homes across the country through 2027.

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promotes healing and independence.”

Army SGT Christopher Leverkuhn will receive the 5 millionth product, a SENSEI® RX Series, for his home currently under construction in Kerrville, Texas.

The most advanced condensing tankless water heater on the market, it sets the

Grid strainer keeps hair and other items out of bathtub drain

standard for efficiency at 0.98 UEF. HFOT builds these homes where the veteran chooses to live and continues its relationship with the Veterans after home delivery to assist them with rebuilding their lives. To learn more, visit www.hfotusa.org.

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Industry News

Bradford White Helps Fund Expansion of ECA Internship Program AMBLER, PA — Bradford White Corporation, an industry-leading manufacturer of water heaters, boilers and storage tanks, is partnering with Pennsylvania’s Energy Coordinating Agency (ECA) for the third consecutive year to expand training on heat pump technology to meet future marketplace demands.

Already a supporter of ECA’s heat pump water heater installation and maintenance training program, the $50,000 grant from Bradford White’s Industry Forward® charitable giving program will allow ECA to further scale its high-impact Internship Program for HVACR heat pump trainees. The program, which launched in 2024, has 15 interns going through the program this year, installing nine AeroTherm® Energy

Star® certified heat pump water heaters to date, with ten more installations planned by year’s end.

ECA hopes to accommodate 45 students in its internship program in 2025.

The Next Generation “We are thrilled to continue our partnership with ECA because our goals are so closely aligned, and each student that goes through the program is helping to build the next generation of plumbing and HVACR technicians,” said Rebecca Owens, Senior Communications Manager for Bradford White. “We created Industry Forward® to build awareness for the skilled trades and support workforce development and training programs that are educating younger generations about

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the career opportunities that lie within the skilled trades, manufacturing and distribution. Organizations like ECA are the perfect vessel to help us further that goal.”

Bradford White Corporation began its partnership with ECA in 2022 when it provided a $30,000 grant and a donation of ten 65-gallon AeroTherm® heat pump water heaters to the organization. Two units were installed in ECA’s heat pump training lab while the remaining eight went to qualifying families through the Philadelphia Water Heater Emergency Fund.

Setting Students Up for Success “ECA is proud to continue our partnership with Bradford White Corpo-

ration,” said Steve Luxton, CEO and Executive Director for ECA. “Training programs like the one offered at ECA are so important when it comes to developing future tradespeople and creating better, energy-efficient solutions for our communities. Our students are learning a valuable skill for meaningful employment, but they’re also gaining confidence and learning the importance of giving back. We’re setting them up for success, and I am excited to see the program evolve and grow because of corporate partners like Bradford White.”For more information about Bradford White Corporation, visit https://www. bradfordwhitecorporation.com. For more information about ECA, visit https:// ecasavesenergy.org/.

Boosting Loyalty and Referrals Through Customer Appreciation ➤ Continued from page 32 their milestones, and sharing a behindthe-scenes look at your team, you build a sense of community. This makes your customers feel like a valued part of your brand.

Go the extra mile and create an appreciation program page on your website. This page can detail the rewards customers can expect, how they can earn points or perks, and any other information about your appreciation program. A clear, user-friendly explanation encourages more participation and can increase referral rates. Your technicians can use this to direct and validate the options presented to customers.

Measuring the Success of Your Appreciation Program To ensure your appreciation program is having the desired impact, regularly assess its effectiveness through metrics such as customer retention rates, the volume of referrals, and overall customer satisfaction scores.

This data can highlight what’s working and where you might need to adjust your approach. By tracking these metrics, you can refine your program and better align

it with your branding goals over time.

In the home services industry, trust is the cornerstone of success. A well-crafted customer appreciation program can be invaluable in building brand loyalty and generating referrals. When executed thoughtfully, these programs strengthen relationships and create enthusiastic advocates for your brand.

As more customers become engaged with and invested in your business, you can achieve steady, organic growth fueled by genuine customer connections. A customer appreciation program, therefore, is not just a nice gesture—it’s a strategic investment in your brand’s future.

As the founder and creative director of Lemon Seed Marketing, Crystal Williams has an out-of-the-box way of thinking that draws attention to her strategies. Her demonstrated history of working in the marketing and advertising industry and her enthusiasm is reflected in the rejuvenation her clients feel towards growing their business.

When she’s not designing creative strategies, she’s the mother of two sons and a member of the local Rotary Club. To learn more about Lemon Seed Marketing, visit www. lemonseedmarketing.com.

➤ www.contractormag.com 12/4/24 1:14 PM

12/17/2024 10:55:22 PM

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Industry News

AHR Expo 2025 Returns to Orlando ➤ Continued from page 1 Professionals from every sector of the industry will be in attendance including contractors, manufacturers, engineers, system design professionals, facility managers, architects, wholesalers, distributors and more. While the focus of the show is HVAC/R, almost all aspects of the built environment are represented at the expo, including plumbing, piping, hydronics, heating, cooling, controls, tools and software.

What follows is a brief overview of what’s on offer at the show specifically for plumbing, hydronic and mechanical systems professionals. To learn more and customize your show experience visit the Expo website at www. ahrexpo.com, or download the show app at the Google Play Store.

Expo Schedule The Expo floor opens at 10:00 AM on Monday, Tuesday and Wednesday, closing at 6:00 PM on Monday and Tuesday, and 4:00 PM on Wednesday.

The Expo co-locates with the ASHRAE Winter Conference. Important events for the conference include: Monday, February 10 President’s Luncheon 12:15 PM – 2:00 PM Honors & Awards Ceremony 2:30 PM – 4:00 PM Tuesday, February 11 Members Council Meeting 8:15 AM – 12:00 PM Life Members Club Luncheon 12:00 PM – 1:30 PM Members Night Out Cocktail Hour

Innovation Awards Every year, AHR Expo chooses products in 10 categories as its Innovation Award Winners. Categories are Building Automation, Cooling, Heating, IAQ, Plumbing, Refrigeration, Software, Sustainable Solutions, Tools & Instruments and Ventilation. This year the winner in the Plumbing category is the Grundfos HWR, a high-efficiency, digitally connected circulator for domestic hot water recirculation systems.

A full list of the Award Winners can be found at contractormag.com. One overall Product of the Year 2025 winner will be announced in Orlando.

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and mechanical industry.

Wednesday, February, 12, 9:00 AM to 10:00 AM, W331G

Beware of Scammers!

A lively panel discussion at the 2024 AHR Expo.

6:15 PM – 7:15 PM Wednesday, February 12 Board of Directors Meeting 2:00 PM – 6:00 PM

Education Sessions This year’s education program will feature more than 250 sessions, including free industry seminars, a robust panel series lineup, new product presentations and more.

“Educating our current and future workforce is an area of dedicated attention and effort across most industry conversations,” said Show Manager, Mark Stevens. “Over the years, the AHR education program has grown into an important complementary asset to the show floor experience, lending an opportunity for deeper understanding of what’s happening within the industry, how to apply skill and knowledge, and how to prepare for shifts.”

Education opportunities include panel sessions, free industry seminars and for-credit sessions (which offer Continuing Education Units (CEUs), Professional Development Hours (PDHs) and American Institute of Architecture Learning Units (LUs), but which typically charge a fee).

Other educational opportunities can be found at the New Product Theaters, four of which (A, B, C and D) will host more than 150 rapid-fire 20-minute presentations from manufacturers on their latest offerings. No fee or individual session registration is required.

For plumbing professionals, some can’t-miss sessions include: AI and Plumbing: How Smart Applications Can Lead to Smooth Waters Ahead Presented by John Mullen, RPA Technical Liaison at IAPMO and Susan Frew, PHCC. Learn how AI and other applied smart technologies can transform the way we think about plumbing. We’ll discuss trends in AI and how they can be applied to the plumbing and mechanical field.

Monday, February 10, 11:00 AM to 12:00 PM, W314 Appetite For Construction Presented by John Mesenbrink, Editor-at-Large for CONTRACTOR, and Tim Ward PHCC Pros.

The chat digs deep into the building trades industry, and features interviews with industry professionals and a variety of irrelevant, fun stuff.

Monday, February 10, 4:00 PM to 4:50 PM, Podcast Pavilion 1 The Connected Contractor: Strategies for Building a Digital Footprint Featuring Becca Stamey, Social Media Strategy Expert, Carson Brown, Chief Marketing Officer at Surge, Danny Braught, LMH Agency, Hanna Egg, Media Marketing at Egg Geo LLC, and John Mullen, RPA Technical Liaison at IAPMO. This panel session offers a deep dive into the transformative power of digital strategies for the plumbing

Unfortunately, all trade shows face the threat of unauthorized companies targeting exhibitors with fraudulent offers and the AHR Expo is no exception. If you encounter any offer that seems too good to be true or is off in any way, the first line of defense is to verify the company is on the approved vendor list.

AHR Expo’s registration company is the only authorized source for attendee lists. If anyone else reaches out with list offers, be aware that these are not legitimate offers and do not participate. onPeak is the only hotel provider endorsed by the AHR Expo.

If you have received fraudulent emails or phone calls soliciting you to purchase attendee lists, book hotel rooms, or other products/services, file a report. Go to Federal Trade Commission at ReportFraud.ftc.gov.

Tips to Remember Make a plan and stick to it: use the show app or your own calendar to set up a schedule. Be selective about the booths you want to visit, the sessions you want to attend, and the time you want to commit to events. If you want to spend time wandering the expo floor, budget that time and stick to your budget—with so much going on, it’s easy to wander aimlessly and not get the most out of the show.

Hydration and nutrition: if you don’t bring a water bottle, make time to visit the drinking fountains. Concessions at the convention center can be expensive and lines can be long—pack some trail mix or a few power bars in case of emergency.

Wear comfortable shoes: you don’t need to wear sneakers with your suit, but make sure whatever footwear you’re bringing to the show is broken in and comfortable.

Visit us!: CONTRACTOR Magazine will be attending the show. Drop by our booth in the West Building, #2261.

Safe travels, and we’ll see you in Orlando!

➤ www.contractormag.com

12/30/2024 1:51:04 PM

Industry News

Industry Econ Forecast 2025 ➤ Continued from page 6 growth since January 2023. Building an economy with both high employment and stable prices is, necessarily, a difficult balancing act.

Focus on Construction

option to the next generation,” said Daniel Quinonez, Executive Director for the PHCC Educational Foundation.

“According to current market trends, many are choosing to forgo the traditional four-year degrees only to pursue

vocational training programs instead.

We’re seeing this shift through our PHCC Academy ® pre-apprentice and apprentice programs, which has seen a significant increase in enrollment over the last few years.”

Among the factors that Quinonez attributes the rise in enrollment for the Academy’s plumbing and HVAC trade courses to are job security, demand and financial incentives. ➤ Turn to Forecast, page 40

The construction market has seen a lot of disparity (thanks, in part, to infrastructure investment) with large contractors taking advantage of large projects, while smaller contractors in certain markets are seeing work dry up.

Associated Builders and Contractors reported December 10th that its Construction Backlog Indicator remained unchanged at 8.4 months in November of 2024, according to an ABC member survey conducted Nov. 20 to Dec. 3. The reading is down 0.1 months from November 2023.

ABC’s Construction Confidence Index readings for sales, profit margins and staffing levels improved in November. The readings for all three components remain above the threshold of 50, indicating expectations for growth over the next six months.

Workforce Concerns The last time the US lost jobs was back in December of 2020—the economy has added jobs every month since and is still moving forward. As of November 2024, the unemployment rate stood at 4.2%.

Construction has added almost 700,000 jobs in the last five years.

However, the post pandemic labor market appears to be softening (that is, job openings declining) even as wages continue to rise.

The Plumbing-Heating Cooling Contractors—National Association (PHCC) is cautiously optimistic about 2025.

However, the skilled labor shortage continues to be a big challenge for the industry. In fact, it is projected that the plumbing-heating-cooling industry will need approximately 114,500 new trades people to meet the demand by 2028.

“As more young people today are looking at jobs that offer them greater flexibility, good wages, financial relief and quicker entry into the workforce, choosing an alternative career path like the skilled trades has become a viable

R

R

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➤ www.contractormag.com

12/17/24 9:16 AM JANUARY 2025 • 39

1/1/2025 10:57:50 PM

Industry News

Industry Econ Forecast 2025 ➤ Continued from page 39

Where Things are Going

Based on current trend lines—including inflation, interest rates, confidence levels, etc.—most economists are predicting continued economic growth in

2025, although at a slightly lower rate than in 2024. In a recent webinar conducted for Construction Executive Magazine, Anirban Basu, Chief Economist for Associated Builders and Contractors said, “If I were an economic advisor

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looks like the incoming administration’s least likely course of action.

Many businesses are eagerly anticipating lower taxes, and a more industry-friendly regulatory environment, and these may indeed find their way through Congress and ultimately work to boost economic growth.

However, the Trump team has promised two distinct sets of policies that have economists concerned.

The first is sweeping tariffs aimed at some of the US’s largest trading partners, including China, Canada and Mexico. While tariffs may give an advantage to some domestic businesses, in the short term they will almost certainly drive up costs for a range of imported goods, which would certainly spur inflation.

That said, it remains to be seen just how much of these proposed tariffs are genuine, and how much is posturing to secure an advantage in future economic and political negotiations.

Time will tell.

The second is mass deportations of undocumented immigrants. Given the already tight labor market this would drive up the cost of labor, particularly in sectors such as agriculture and hospitality, which would also increase inflation. While the incoming administration seems in earnest about fulfilling on this promise, actually making it happen involves huge logistical challenges. Again, time will tell.

Importantly, it does not appear the new administration is serious about addressing the national debt. During the first Trump administration, laws and executive orders signed by him added roughly $8.4 trillion to the national debt over a 10-year period.

Other ongoing economic concerns include the war in Gaza, the war in Ukraine, economic instability in China, and the possibility of another pandemic.

While all of these many factors are worth keeping an eye on, the main focus for any contractor in the coming year should be their individual business and the markets that they serve.

Well-managed companies can always find a way to thrive, even in the face of adverse economic conditions.

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Editorial

by Steve Spaulding EDITOR-IN-CHIEF

Thinking Global – Talking Local

T

raditionally CONTRACTOR kicks off the new year by naming our Contractor of the Year, and this year it is Chicagoland’s own Terry Plumbing Co. You can read about how the TPC management team took a company of ten employees that was on its back foot and grew it into a thriving company of between 55 and 85 (depending on the season) starting on pg. 20.

I first met that team, the Castrogiovannis (President Kelly and Vice President Luke), this October at the annual PHCC Connect conference in Birmingham, Alabama. We shared a table at the Awards Breakfast and Officers Installation ceremony.

In between presentations they brought me up to speed on the state of business in the city (which had been down) and some of their chief concerns (finding enough skilled workers, and a recent rash of robberies that cost them and other contracting companies valuable tools and materials).

The Castrogiovannis impressed me, not just because they were friendly and out-

going, but because they were so active in the industry through their involvement in the Plumbing Contractors Association. For all the demands running a plumbing business involves, they made the time to serve; to help run the association, to share best practices, and to build community connections. To do the tough work that ultimately

You can find a prime example of that kind of reporting starting on pg. 6 of this issue, our Industry Economic Forecast. In it I look at different economic indicators, speculate on possible regulation and policy changes, and ponder what it all might mean for contractors in the coming year.

But not all contractors are the same.

In 2025, CONTRACTOR will be trying to publish more stories with a regional and local perspective. leads to greater success for everyone in the business. We’re proud to name them our Contractor of the Year, and hope more companies follow their example.

But meeting them reminded me that the big picture isn’t everyone’s picture.

CONTRACTOR is a national publication with more than 48,000 print subscribers across the US. I tend to report on the national news and follow national organization such as the PHCC, the MCAA, ASPE and the like.

Larger companies have benefited from three important trends: infrastructure investment, the boom in data center construction, and the re-shoring of American manufacturing. Meanwhile, some smaller companies have fallen on hard times.

Combine tough times for smaller operations, a generation of plumbers looking to retire, and a new breed of private equity companies looking to invest in home services, and we might be looking at an unprecedented wave of consolidation.

What might that mean for the profession?

How might that change what it means to be a plumber?

Last month I hinted that 2025 would see some changes for CONTRACTOR. Well, one of them will be trying to publish more stories with a regional and local perspective. We can and will still deliver that big-picture, national perspective, but getting in the trenches with individual contractors can only help us to deliver a more accurate view of what is an extremely complex industry.

Lastly, while we’re talking about changes, I want to offer my sincere thanks and appreciation to our long-time Art Director Susan Lakin, who will be leaving the magazine with this issue. She has produced some of the most visually stunning pages in the 70-year history of the publication, often under very tight deadlines. I wish her success and happiness in whatever the next chapter holds.

Happy New Year to all our readers! If you’re heading to Orlando for the AHR Expo, be sure visit our booth in the West Building, #2261.

ADVERTISER INDEX Advertiser

Website

Page

Advertiser

Website

Page

AquaGuard LLC . . . . . . . . . . . . . . . . wagsvalve.com. . . . . . . . . . . . . . . . . . . . . . . . 12

Neoperl Inc. . . . . . . . . . . . . . . . . . . . www.neoperl.com . . . . . . . . . . . . . . . . . . . . . 36

Ariston Group. . . . . . . . . . . . . . . . . . www.ntiboilers.com. . . . . . . . . . . . . . . . . 31, 45

Omega Flex Inc . . . . . . . . . . . . . . . . https://omegaflex.com/ . . . . . . . . . . . . . . . . . 29

Bradford White. . . . . . . . . . . . . . . . . www.bradfordwhite.com/. . . . . . . . . . . . . . . . . 5

PHCC-GLAA . . . . . . . . . . . . . . . . . . . flowexpousa.com. . . . . . . . . . . . . . . . . . . . . . 39

BrassCraft Manufacturing Co. . . . . . www.brasscraft.com/supplyboxes. . . . . . . . . 41

Progressive Insurance. . . . . . . . . . . progressivecommercial.com . . . . . . . . . . . . . 17

Cintas Corporation. . . . . . . . . . . . . . cintas.com/contractormag. . . . . . . . . . . . . . . . 7

supplyhouse.com. . . . . . . . . . . . . . . supplyhouse.com. . . . . . . . . . . . . . . . . . . . . . 40

CleaverBrooks Inc . . . . . . . . . . . . . . cleaverbrooks.com/CFCE. . . . . . . . . . . . . . . . . 8

Triangle Tube/Ideal. . . . . . . . . . . . . . triangletube.com . . . . . . . . . . . . . . . . . . . . . . 10

Daikin Comfort Technologies. . . . . . www.daikincomfort.com . . . . . . . . . . . . . . . . . 9

Tyler Pipe, McWane Plumbing . . . . . tylertough.com. . . . . . . . . . . . . . . . . . . . . . . . 33

ECR International. . . . . . . . . . . . . . . www.dunkirk.com . . . . . . . . . . . . . . . . . . . . . BC

U.S. Boiler Company. . . . . . . . . . . . . www.usboiler.net. . . . . . . . . . . . . . . . . . . . . . 23

General Pipe Cleaners . . . . . . . . . . . www.drainbrain.com/XPodPlus . . . . . . . IFC, 14

United Rentals Inc . . . . . . . . . . . . . . unitedrentals.com . . . . . . . . . . . . . . . . . . . . IBC

Grundfos Americas Corporation. . . . grundfos.com/CBS. . . . . . . . . . . . . . . . . . 27, 43

Watco Mfg. Co.. . . . . . . . . . . . . . . . . watcomfg.com. . . . . . . . . . . . . . . . . . . . . . . . 35

LAARS . . . . . . . . . . . . . . . . . . . . . . . laars.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Watts Water Technologies, Inc.. . . . . www.watts.com. . . . . . . . . . . . . . . . . . . . . . . 19

Liberty Pumps . . . . . . . . . . . . . . . . . libertypumps.com . . . . . . . . . . . . . . . . . . 13, 37

Woodford Mfg. Co.. . . . . . . . . . . . . . www.woodfordmfg.com. . . . . . . . . . . . . . . . . 25

Navien, Inc. . . . . . . . . . . . . . . . . . . . navieninc.com . . . . . . . . . . . . . . . . . . . . . . . . 15

46 • JANUARY 2025

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SALES CONTACTS Associate Publisher & Midwest, Bill Boyadjis 973-829-0648 bboyadjis@endeavorb2b.com South: Senior Manager, Business Development, Randy Jeter 512-263-7280 rjeter@endeavorb2b.com East Coast: Senior Manager, Business Development, Brian Sack 732-629-1949 bsack@endeavorb2b.com West Coast: Key Account Manager, Ellyn Fishman 949-239-6030 efishman@endeavorb2b.com Classifieds/inside sales: Media Account Executive, Steve Suarez 816-588-7372 ssuarez@endeavorb2b.com Director of Sales, Buildings & Construction Group, Joe Agron 941-200-4778 jagron@endeavorb2b.com

➤ www.contractormag.com

1/2/2025 4:26:07 PM

ONE STOP FOR RENTAL & EQUIPMENT SOLUTIONS Whatever your project demands, whenever the demand arises, we’re here to help. United Rentals is the world’s largest and most versatile equipment rental company, offering rentals, expertise and digital solutions to be your one-stop partner. United Rentals can help you meet the demands of any and every job—24/7.

Call 800.UR.RENTS or visit UnitedRentals.com

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Dunkirk - Keeping Families Comfortable

Electric Boilers

Gas & Oil Boilers

Accessories

100% Efficient, Zero Emissions!

High Efficiency Gas Boilers

H2O Tanks We offer a full line of

No wasted energy and no fossil fuel.

Less CO2 emissions and ENERGY STAR® certified with up to 95% AFUE - qualifying for utility rebates!

stainless steel single/dual coil indirect hot water heaters, storage tanks, buffer tanks and solar tanks.

Wall hung compact models fit any location. Combi models offer domestic hot water and home heating in one appliance. Venting flexibility with approved PVC, CPVC and polypropylene.

Hot Water Radiators Radiators are

Available in 2 or 4 element models: 2 Element (from 6 kW to 12 kW) 4 Element (from 12 kW to 24 kW) Ideal for radiant systems, applications requiring special temperature settings and for use as a back-up heat source for solar applications.

Advanced control safely and efficiently controls the elements by monitoring the relay contacts that power the elements.

Start-up element is rotated to ensure their longevity.

Oil Boilers We offer a full line of oil boilers including or efficient 3 pass boiler and steam boiler with optional DHW coil.

a perfect match for Dunkirk hydronic heating applications and operate effectively and efficiently with both low and high temperature systems. Panel, Flat Tube, Baseboard, Hot Water Radiators.

Multiple Boiler Control Operates up to four boilers to provide outdoor reset operation, domestic hot water and setpoint operation with priority.

www.dunkirk.com Innovative. Efficient. Dependable. Dunkirk

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