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12 Heat Up Your Bottom Line: Why Lease-to-Own
Financing is the Hot Ticket for HVAC Contractors
Lease-to-own financing is increasing in popularity as solution for homeowners dealing with sticker shock in the HVAC industry amidst rising costs and credit challenges.
2025 Commercial Cooling Guide
Dive into this year’s guide and see which products deserve a spot on your next project spec sheet.
22 Cooperative Contracts Can Deliver New PublicSector Business to HVAC Contractors
These programs open doors to a stable customer base, and boost market opportunities for contractors.
24 How HVAC Pros Can Make a Difference as Wildfire Smoke Creeps Indoors
Wildfire smoke is increasingly impacting IAQ and HVAC systems. Learn proactive strategies for HVAC pros to safeguard IAQ during wildfire events.
The Evolution of Supermarket Medium Temperature Refrigeration Design
From variable speed shifts to CO2 adoption, HVACR contractors need to understand the implications for efficiency and system control.
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Old-school, high pressure sales tactics are not only ineffective, they can actively damage your company’s trust and reputation.
How High-Pressure Sales Can Sink Home Service Success
Iwas scrolling LinkedIn a few weeks ago when I came across a post from Julian Scadden, president and CEO of Nexstar Network, about how manipulative, high-pressure sales tactics have no business in the home services industry.
I’m sure most of us have experienced a shady salesperson at some point in our lives. For me, it was a sleazy salesman with a home services company. It’s a running joke in my home that whenever we have service technicians or salespeople over, they gravitate toward my husband, who usually directs them to me because I have a better understanding of plumbing and HVAC systems after covering these two industries for the past 11 years. So, it was completely outside of his character to schedule a free quote with a roofing company when they were going door-to-door one day.
EDITORIAL
ADVISORY
BOARD
TOM CASEY
Climate Partners
Griffin Service
MIKE CONLEY
Pioneer Heating & AC
VINCE DIFILIPPO
DiFilippo’s Service Co.
DOMINICK GUARINO
National Comfort Institute
LOUIS HOBAICA
Hobaica Services
MATT MICHEL
Author
BRIAN STACK
Stack Heating & Cooling
Naturally, he forgot to tell me about the scheduled appointment, so I had no time to research the company prior to the salesman coming out to discuss the quote. For the purposes of this column, I’ll refer to him as “Tim.” Tim was on time, friendly, and approachable, at first—right up until I started to ask questions. That’s when things started to take a turn. When I questioned the exorbitant price, Tim started directing his pitch to my husband only, implying that I, “the little woman,” couldn’t possibly understand the nuances that go into replacing a roof. This was strike one.
Strike two was when Tim started bad-mouthing competitor roofing companies. Just don’t do that. It’s so unprofessional.
Strike three came quickly thereafter when Tim offered to knock the price down by $5,000, but only if we signed a contract before he left. He went outside to his truck so my husband and I could discuss. The answer was a hard “No.” To which, Tim kept asking, “What would it take for you to do it today?” Then, the estimate started to drop by more and more.
When I told him I was not prepared to sign anything without doing more research, Tim got nasty and accused me of “chasing the cheapest option” right to my face. Even if that were the case, that is my prerogative as a homeowner. I don’t have to do business with anyone I do not choose. And quite frankly, Tim was rubbing me the wrong way well before that outburst. After Tim drove away mad, I researched the company and found it had many bad reviews detailing the same hard sales presentation we just sat through, in addition to installation and warranty issues with the work performed.
I was never going to agree to anything blindly, but it still felt like I dodged a bullet.
In today’s world, consumers are more informed and cautious than ever before. For HVAC contractors—and other home services businesses—this means that old-school, high-pressure sales tactics are not only ineffective, they can actively damage your company’s trust and reputation. Homeowners want honest recommendations, transparent pricing, and the confidence that their contractor has their best interests in mind. Pushing for quick decisions or upselling unnecessary services often leads to lost leads, negative reviews, and fewer referrals.
As an HVAC contractor, your employees should encourage prospective customers to get more quotes to see their options. Then, you differentiate yourself by saying, “These are the advantages of choosing XYZ HVAC.”
In his LinkedIn post, Julian says, “You want your customers to trust you. They invite us into their homes. They’re often in vulnerable situations (no heat, busted plumbing, you name it). And some so-called ‘experts’ think that’s the perfect time to back them into a corner and squeeze them for every penny? Hell no. At Nexstar, we don’t teach our members to ‘close.’ We teach them to connect. To ask questions. To listen. To find out what’s really going on. And then we help them solve their problems. Yep, that’s our big secret. Treat people like human beings, not walking wallets.”
That’s some great advice.
Every few months, I still get random people from that roofing company knocking on my door. It’s never the same person. Each time, I tell them I had a horrific experience with one of their salesmen and will never do business with them. Each time, I ask them to remove our address from their lists. Now, I do it with a 90-pound German Shepherd at my side. They don’t argue with me much anymore. Loki’s a good boy.
Pressmaster | Dreamstime.com
Around the Clock Gives HVAC Unit to Colorado Springs Family in Need
COLORADO SPRINGS, Colorado—Around the Clocking Heating, Air Conditioning, Plumbing and Electric, a home services company that puts people first, surprised a Colorado Springs family facing serious health and financial issues by installing a complete air conditioning system at no charge. The Colorado Springs company gifted the family a new HVAC system with air conditioning and furnace, UV air purification, and electrostatic air filter.
The donation comes after Around the Clock technician Shane Noblit visited the home of Edward Williams, a 58-year-old heavy equipment operator who was diagnosed with congestive heart failure and other medical conditions that have left him unable to work. The family’s 23-year-old unit had stopped working, but the family could not afford repairs. That’s when Noblit went to his supervisors.
The family’s air conditioning unit had been broken for 10 days during a summer heat wave, and temperatures inside the home were over 90° F. To complicate matters, Williams has lung issues and is on oxygen, creating challenges for his wife and adult son who lives in the home.
“When Shane brought this situation to our attention, we immediately wanted to help,” said Jose Anon, owner of Around the Clock. “We’re sharing this story with the community because we hope it will remind people to look out for one another and maybe inspire someone to act with compassion when they see a neighbor in need.”
The Williams family was overjoyed at the generosity of the gift. The power of giving also moved the Colorado techs to mow the family’s lawn.
Around the Clock Heating, Air Conditioning, Plumbing and Electric recently opened its doors to service Colorado Springs and the surrounding communities. Its dedicated team of 30 has more than 100 years of combined of experience in home service repair and replacement, and are proud to serve the local community.
SupplyHouse
Launches
Second Annual Track to the Trades Scholarship
MELVILLE, New York—SupplyHouse, an ecommerce company for plumbing, HVAC, and electrical supplies, has launched its second annual Track to the Trades Scholarship program, awarding $25,000 in scholarships to students pursuing careers in the trades.
This year’s program will award 10 $2,500 scholarships to eligible trade school students across the U.S. who demonstrate generosity, respect, integrity, and teamwork— or G.R.I.T., the acronym for SupplyHouse’s core values—with a commitment to entering the skilled trades workforce.
The scholarship application can be accessed online at https://bold.org/scholarships/track-to-the-trades. The deadline to submit an application is Nov. 7. Recipients will be announced on Dec. 7. Applicants
must be at least 18 years old and currently enrolled in or accepted to a U.S. trade school.
Following a successful launch in 2024, past recipient Saul de la Cruz shared, “[Track to the Trades] inspires me to keep working hard and contribute positively to the industry.” With this continued investment, SupplyHouse reaffirms its commitment to the future of the trades.
HARDI Welcomes Don Gillis to
Lead Expansion of Technical Training Initiatives
COLUMBUS, Ohio— Heating, Airconditioning & Refrigeration Distributors International (HARDI) announced that Don Gillis, a respected HVACR trainer and longtime industry professional, has joined the organization as HVACR Technical Trainer. Gillis will play a key role in expanding HARDI’s technical training offerings and furthering its mission to strengthen the capabilities of HVACR wholesale distributors.
With more than 30 years of hands-on experience in HVAC—ranging from service technician and business owner to territory manager and national training leader—Gillis brings a rare combination of field expertise and training excellence. He has worked across nearly every facet of the trade and has spent the last several years applying that deep, practical knowledge to high-impact training roles at Emerson and, most recently, The Chemours Company, where he delivered technical education across North America.
Gillis’s technical credibility and experience working with contractors and distributors alike will also strengthen HARDI’s growing state affairs efforts, particularly in advocating for practical, industry-informed state and local code adoption.
In addition to leading training development and delivery, Gillis will work directly with HARDI members to identify emerging needs and ensure programs stay aligned with market and workforce demands.
For more information about HARDI’s technical training programs, visit www. hardinet.org.
Gillis
HARDI
Around the Clock
NIBCO Donates Training Boards to Support the Next Generation of Skilled Trades Professionals
ELKHART, Indiana—NIBCO INC. has donated two custom-built boiler and water heater system training boards to support hands-on education at two leading trade education institutions: Chicago Pipefitters Training Center, Local 597, in Mokena, Illinois, and ABC Construction Prep Academy in Fort Wayne, Indiana.
At Local 597, NIBCO Commercial Sales Manager Aaron Kilburg presented the training system to Erik Bergman, apprentice coordinator. In Fort Wayne, Aaron Edds, NIBCO’s director of product management, presented the training system to Jason Sartain, instructor, and Justin Fidler, area lead instructor, at ABC Construction Prep Academy.
“The donation of the boiler and water heater system training board is a gamechanger for our training academy,” said Fidler, area lead instructor, ABC Construction Prep Academy.
“Donations like this make a real impact in the classroom by giving our students valuable hands-on experience,” said Bergman, apprentice coordinator at Local 597. “We’re always looking for ways to provide more practical training opportunities, and with this build, we’ll be able to use it across multiple classes, including hydronics and boiler systems.”
“These donations are part of NIBCO’s ongoing commitment to investing in the future of the plumbing and HVAC trades through enhanced training opportunities,” said Joe Choflet, vice president, sales and marketing, NIBCO. “By supporting
programs like these, we’re helping ensure the next generation of professionals enters the workforce with the knowledge, confidence and hands-on experience they need to succeed.”
This effort reinforces NIBCO’s missionto strengthen the skilled trades through meaningful investments in education and hands-on learning.
Worthington Ramps Up Class A2L Cylinder Production
COLUMBUS, Ohio—In addressing the ongoing A2L refrigerant shortage impacting the HVACR industry, Worthington Enterprises has increased refrigerant cylinder production.
“As the cooling season progresses into July, our hardworking and committed U.S. employees are producing cylinders at record levels so that our customers can fill them with A2L refrigerant gases for A/C units,” said Joe Giannetti, general manager, Cooling, Construction and Fire Suppression, Building Products, Worthington Enterprises. “Lead times for new orders are shrinking each month, and we continue to meet promised delivery dates. Increased and enhanced collaboration is taking place throughout the supply chain, which reinforces our optimism that contractors will continue to have reliable access to needed supplies throughout the summer months and beyond.”
For more information, visit www. worthingtonenterprises.com.
Production in Mexico
Danfoss Begins Shutoff Ball Valve
BALTIMORE—In a move to strengthen its supply chain in the North American market, Danfoss Climate Solutions is now manufacturing a significant number of its GBC 45 and 49 bar shutoff ball valves in its state-of-the-art factory in Monterrey, Mexico.
Previously, all GBC valves were produced in Danfoss’ factory in China, but in an effort to reduce delivery times to customers in the Americas, the company made the decision to expand production to North America. The shift is part of a larger regionalization strategy to bring production of HVAC components closer to customers in the Americas by investing in local manufacturing, reducing lead times and increasing Danfoss’ resilience and flexibility.
The GBC 45 and 49 valves, designed for A1, A2L and A3 refrigerants, are manually controlled, bi-directional shut-off valves designed for liquid, suction, and hot gas lines in refrigeration systems. Their broad temperature range allows them to be used to control the flow of refrigerant and guard against leaks in air conditioning, refrigeration and freezing applications. The valves’ rupture-proof, custom-made brass construction requires advanced manufacturing techniques.
To prepare the Monterrey factory to produce the valves, Danfoss teams from around the globe worked together to replicate the manufacturing processes from China, incorporating auto-brazing, laser welding, and helium leak testing. to ensure that every GBC valve produced in Monterrey meets high standards of quality and reliability.
For more information on the GBC valves: www.danfoss.com.
NIBCO donates custom-built boiler and water heater system training boards to promote hands-on education in plumbing and HVAC. NIBCO Inc.
Danfoss
Heat Up Your Bottom Line: Why Lease-to-Own Financing is the Hot Ticket for HVAC Contractors
Lease-to-own financing is increasing in popularity as solution for homeowners dealing with sticker shock in the HVAC industry amidst rising costs and credit challenges.
Post-pandemic inflation has driven up prices on everything from groceries and gas to rent and utilities. Though consumers have become accustomed to higher costs, for many homeowners, the upfront cost of a new HVAC system can cause serious sticker shock.
To cope with rising costs, many consumers have turned to credit cards or flexible financing plans, increasing personal debt levels—that is, if they are approved. A Bankrate survey found that nearly half (48%) of Americans who’ve applied for a loan or financial product in the past year have been rejected.
There’s nothing worse for an HVAC contractor to do the proper load calculations, identify the correct size system, and present the good, better, best sales pitch to the homeowner, only for them to be denied financing. What then? Some contractors will have second-chance financing options, but what happens if the homeowner is denied there, too?
That’s where lease-to-own financing comes in. A concept once known mostly in furniture and vehicle markets has been steadily gaining a foothold in the HVAC industry.
In the last 10 months, On Time Experts in Garland, Texas, has secured over $200,000 in sales that would have otherwise been lost thanks to partnering with Breeze Lease.
“If you go back just three and a half years ago, HVAC was probably doing $50 million in lease-to-own purchases across the country,” notes Hamilton Arevalo, vice president of sales and business development, Breeze Lease. “Fast forward to this year, it will probably be around $250 million. That’s a decent amount for all the companies who are doing it. I would easily guess that within the next three years, it will be half a billion, if not more. It’s gaining traction in the industry because of the necessity.”
Arevalo says that lease-to-own is obviously not for every customer. “The guy with the 800 credit score is probably not going to go with the lease-to-own option because he has other alternatives. But, if a person doesn’t have the cash or credit score, then it may be a different story.
“We like to say lease-to-own helps bridge the gap in the HVAC world,” he adds. “We get a lot of feedback from our contractors telling us, ‘I’ve spent two to three hours at the customer’s home, and when it comes down to it, we try two to three different finance options, and they still get denied.’ You’ve invested all this time with the customer and you still don’t have a solution. That’s where we try to bridge the gap—we want to push it to the finish line.”
There’s a bit of stigma around lease-to-own that it’s just for consumers with bad credit and low-income. However, that’s not the case, Arevalo points out. “A lot of times when emergencies happen, you don’t always have a plan. Sometimes a plan is going to develop in a couple of weeks or months, but we provide a solution for the customer in real-time and help them get their plans in order to be able to replace their furnace, AC unit or water heater—whatever it is they need—in an appropriate time.”
Reaping the Rewards
Garland, Texas-based On Time Experts has been offering leaseto-own financing through Breeze Lease since April 2024. Since then, the company has noticed an increase in sales and ticket sizes, according to Matthew Isbell, production manager for On Time Experts.
“Often, our clients are not in a position to pay upfront to replace a system and need the option of monthly payments,” Isbell says. “Being able to offer a monthly payment option to a client who doesn’t have the credit profile, or to a client who doesn’t want to run their credit, is invaluable.”
Isbell notes there have been many instances where a client was facing major repair and decided to replace as a result of Breeze Lease offerings. “Most of our transactions have been over $8,000. In the last 10 months, we have done over $200,000 in sales that we would’ve otherwise walked away from thanks to Breeze.”
Isbell says that having Breeze as an option has made a big impact to the company’s technicians and its customers.
“HVAC systems are getting very expensive these days, and 70% of our clients need monthly payment options,” he says. “Being able to provide these options to more and more people is critical moving forward. The future is bright with lease-to-own options. We have been able to restore comfort to people’s lives by partnering with Breeze and are able to serve many more clients in need as a result.”
Dayco Systems Heating & Cooling, located in Acworth, Georgia, is another contracting business benefiting from offering leaseto-own financing options. According to Sammy Williams, sales
Sammy Williams of Acworth, Georgia-based Dayco Systems Heating & Cooling, appreciates the quick approvals in partnering with Breeze Lease because it keeps the sales momentum going.
Dayco Systems Heating & Cooling
manager, Dayco Systems has been offering these options to customers since April, and has seen a 5% to 10% increase in sales as a result.
“We’ve found that lease-to-own works best when positioned as a fallback solution—it’s leveraged for clients who can’t get approved through our primary financing option,” Williams says. “Presenting it as a way to still move forward despite credit challenges helps ease hesitation.”
“HVAC Systems are getting very expensive these days, and 70% of our clients need monthly payment options. Being able to provide these options to more and more people is critical moving forward.”
— Matthew Isbel, On Time Experts
While the company doesn’t yet market this type of financing, Williams notes it is coming soon. “As we prepare to highlight lease-to-own specifically in our marketing, we’re excited about the potential to reach an even wider audience—especially homeowners who may not qualify through traditional lenders. We believe it’ll be a strong addition to our lead generation strategy and a great way to show customers that flexible, affordable comfort is within reach.”
Williams points to the approval speed and customer satisfaction as benefits of working with Breeze.
“It’s near instant approvals, often within minutes,” he notes. “This is a huge advantage over traditional financing partners that may take hours—or even days—for a decision. The quick turnaround helps us keep momentum during sales calls and prevents
customer drop-off. And our customers appreciate how simple and transparent the process is. There’s no hard credit pull, minimal paperwork, and clear terms, which builds trust. Plus, the leaseto-own structure helps more customers qualify, especially those with less-than-perfect credit. Overall, Breeze has contributed to smoother transactions and more happy homeowners.”
In the two months since Edinburg, Texas-based JC Air Conditioning & Heating has partnered with Breeze Lease, lost sales have decreased by 15%.
Sylvia Chasco of JC Air Conditioning & Heating also notes the company is in the process of changing its marketing strategy to include lease-to-own financing. Chasco sees the growth potential in offering this type of financing so much so that she would like to gatekeep it from the rest of the industry.
“Breeze is such a game changer for customers who, in the past, have little to no option for financing,” she says. “We want to be the only ones out there to have this option!”
How it Works
Essentially, the customer would fill out the online application. Within a matter of 30 seconds, they have a decision, Arevalo says.
“It’s a very tech-driven, fast process,” he says. “There’s no credit check involved whatsoever. We’re very transparent with our payment terms—if they go the full term, obviously, they will pay more, but there are early payoff options. Then, once the unit is installed, the contractor receives payment, and their responsibility is done, aside from holding up any warranties. You move onto the next customer.”
Similarly to other types of financing partners, Isbell, Williams, and Chasco all report receiving payment from Breeze within 48 to 72 hours of system installation.
Edinburg, Texas-based JC Air Conditioning & Heating has seen lost sales decrease by 15% in just two months of partnering with Breeze Lease to offer lease-to-own financing to its customers.
JC Air Conditioning
“Lease-to-own in the HVAC world is still very new, and customers, a lot of times, don’t like being told they’ve been denied,” Arevalo explains. “So when you start advertising, you say you have a ‘no credit needed’ payment option. What it does is start attracting that customer base that maybe thought twice about applying for credit because they were worried. Once you run the
“By not offering lease-to-own, sometimes we’re doing the customer a disservice because that may be their only option. As salespeople, we shouldn’t be making the decisions for the customer.”
— Hamilton Arevalo, Breeze Lease
application, they will get a dollar figure that they’re approved for, and then you have that to work with. The customer still has a choice. If they get approved for $10,000, they don’t have to spend the full $10,000. But the contractor will be able to build the sale off the customers’ needs.”
If a customer decides to stop paying on a system, it has no impact on the contractor, Arevalo adds. Breeze has its own collections team and process to handle any issues that may arise after the fact.
“All lease-to-own companies will try to do everything possible to work with he customer and offer them payment options to get
the account resolved,” Arevalo says. “As you can imagine, there’s no resale value with the units. We’re not going to out there and suddenly rip out the unit.”
Breeze also doesn’t charge a dealer fee to contractors, Arevalo points out. “It’s completely free to partner with us. There’s no monthly membership or yearly membership. If your invoice price is $10,000, we’re going to fund you $10,000, not taking anything away from you. We make that initial investment, and just for us to break even, it takes about two years.”
One of the biggest myths about lease-to-own is that it rips customers off. Arevalo notes this is something he even thought himself when he first started in the industry. “It’s a bit more expensive than traditional financing. It took me two months to really understand that we’re giving an opportunity to customers that may not have another option. So, by not offering lease-toown, sometimes we’re doing the customer a disservice because that may be their only option. As salespeople, we shouldn’t be making the decisions for the customer. The reality is that leaseto-own is becoming a lot more common. If you don’t offer it to your customer, somebody else in your city will come in right behind you and offer it.”
By giving customers a flexible, budget-friendly way to access comfort without a large down payment, HVAC contractors can close more sales, build long-term loyalty, and stand out in a competitive market.
2025 COMMERCIAL COOLING GUIDE
In the fast-paced world of commercial HVACR, staying ahead of the curve means more than just mastering your craft—it’s about equipping your team with the latest tools and technologies that maximize efficiency, reliability, and overall system performance. From intelligent chillers that self-diagnose potential faults to modular rooftop units designed for swift on-site installation, the newest lineup of commercial air-conditioning products is transforming how contractors approach everything from initial design to long-term maintenance.
Dive into this year’s guide and see which products deserve a spot on your next project spec sheet—so you can keep your clients cool, your crews productive, and your business growing.
ClimateCraft
When legacy air handlers need replacement under tight spatial or scheduling constraints, the ClimateCraft ACCESS air handler delivers a smart, flexible retrofit solution. ACCESS units are precision-engineered for site assembly and ship palletized—ready for efficient staging and installation with minimal disruption to building operations. ACCESS provides highly configurable solutions for airflow demands from 2,000 to 250,000+ cfm. The system supports high static pressure, low leakage, and includes thermal break construction. Available in marine-grade aluminum or stainless steel with integrated FanMatrix fan arrays and BalanceStream airflow stabilization, these units are designed to perform in challenging, high-spec environments.
Labeled, palletized components simplify handling, eliminate crane limitations, and streamline installation—especially in spaces with restricted access. ClimateCraft supports installers with step-by-step instructions, 3D panel maps, and optional factory training or on-site supervision for mission-critical retrofits. Each ACCESS air handler is built in the U.S.A. and factory-tested to verify performance prior to shipment. Backed by ISO-certified manufacturing and years of successful deployments in hospitals, universities, and historic buildings, ACCESS is the proven retrofit solution where precision and performance matter. www.climatecraft.com
ClimateMaster
The ClimateMaster Tranquility 18 (SR) Series with Hot Gas Reheat (HGRH) sets a new benchmark for comfort, control, and retrofit flexibility, the company says. Ideal for moisture-sensitive commercial environments, the SR Series
delivers consistent IAQ and precise humidity management without overcooling—thanks to its integrated HGRH system that reheats air to a neutral 70° F using recovered waste heat.
Available from 1/2 to 5 tons, it exceeds ASHRAE 90.1 standards and supports geothermal, water-loop, and boilertower applications. The series includes Constant Volume (CV) and Constant Torque (CT) EC motors, advanced CXM2 and DXM2.5 communicating controls, and Building Management System (BMS) compatibility through BACnet, Modbus, and Johnson Controls N2 protocols. Using low-GWP R-454B refrigerant, it qualifies for LEED credits and helps future-proof buildings against environmental regulations. Sound-absorbing insulation and ClimateMaster’s double-isolation compressor mounting ensure quiet operation in occupied spaces.
Intuitive field-configurable airflow options, iGate 2 remote diagnostics, and modular cabinet sizes simplify installation and commissioning. An external service tool port accelerates setup, while the optional Refrigerant Detection System (RDS) supports compliance and safety for larger capacities. www.climatemaster.com
Daikin
Split-system Daikin FIT inverter systems are designed to solve project obstacles—delivering contractors solutions when traditional cube systems cannot. Requiring just 4” of clearance, Daikin FIT’s compact, lightweight, and quiet outdoor units provide exceptional flexibility for challenging projects. With ducted gas furnace, heat pump, or dual fuel capabilities, Daikin FIT delivers an energy-efficient, cost-competitive solution, providing excellent efficiencies up 8.8 HSPF2, 11 EER2, and 19 SEER2.
A small footprint makes handling these lightweight units easier and allows more units to be carried on service trucks. They can utilize existing line sets, connecting up to 100’ of pipe (for typical installations). Future-forward and sustainably designed, Daikin FIT uses low-GWP R-32 refrigerant. Pure, single-component R-32 is easy to top off, clean, and reuse on-site, or reclaim and recycle. Progressive features include Blue Fin coating to protect the outdoor coil (1000+ hour salt-spray rated); advanced watershedding drain pan; hot start technology to prevent cold drafts; Intelligent Defrost Mode; and Daikin Inside Intelligence for diagnostics.
Available in 2–4 tons and up to 57,000 Btu/h. Backed by Daikin’s 12-year parts limited warranty and 12-year unit replacement limited warranty. www.daikincomfort.com
Daikin Applied
The Trailblazer AGZ-F is a 30– to 225-ton air-cooled scroll chiller designed with low-global warming potential (GWP) R-32 refrigerant. Compared to previous models, this next-generation chiller reduces spatial footprint and unit weight by an average of 10%, decreases refrigerant charge by 25%, and improves integrated part load value (IPLV) by up to 15%. In addition, as a single composite refrigerant, R-32 can be serviced in either liquid or gas phase, significantly reducing maintenance time and cost. These advancements not only reduce installation and operational costs but also support decarbonization goals by enhancing energy efficiency and lowering carbon emissions.
The AGZ-F is engineered for reliability and efficiency, featuring composite condenser fan blades that simplify the mechanical design and help reduce maintenance costs and risk of component failure. Optional features include a pump package for faster installation and lower operating costs.
With its quiet operation and
Daikin’s RapidRestore technology, the AGZ-F is well-suited for applications where uptime and noise control are essential, like mission-critical environments such as data centers, hospitals, and manufacturing facilities.
The Trailblazer AGZ-F an ideal choice for facilities focused on performance, cost savings, and carbon reduction, the company says. www.daikinapplied.com
EVAPCO
The EVAPCO eco-Air Double Stack Dry Cooler is engineered for high-capacity cooling applications where water conservation and space efficiency are paramount. Featuring a large V-shape coil arrangement, this system maximizes heat rejection within a compact footprint, making it ideal for industries such as data centers, industrial processing, and power generation.
Constructed with Type 304L stainless steel tubing and heavy-gauge aluminum fins, the eco-Air Double Stack ensures durability and superior corrosion resistance. Its robust design delivers exceptional performance and scalability, making it ideal for a wide range of cooling demands. Actual performance varies based on fluid and ambient conditions, allowing flexibility across diverse applications.
The system operates entirely dry, eliminating the need for water and associated treatment systems. This design not only conserves water but also reduces maintenance by minimizing issues related to scaling and biological growth. Equipped with either NEMA premium efficiency motors or Electronically Commutated (EC) motors, the eco-Air Double Stack offers energy-efficient operation with options for integrated speed control and compatibility with building automation systems. Maintenance is streamlined through features like large, hinged access doors and optional external service platforms, facilitating easy inspection and servicing. The unit’s design allows for efficient two-piece shipping—upper and lower sections—and streamlined installation, helping to reduce onsite assembly time and associated costs. www.evapco.com
Fujitsu
Fujitsu General America introduces the AIRSTAGE J-7s line of VRF heat pumps. Utilizing the low-GWP R-32 refrigerant, the new models offer greater installation flexibility, improved efficiency, and more compact cabinets than Fujitsu’s previous singlephase offerings. The J-7S line includes 2-, 3- and 4-ton models designed for commercial and light commercial applications. Certified energy efficiency ratings reach up to 15.7 for EER2, 22.2 for SEER2, 11.3 for HSPF2, and 4.64 for COP2.
Optimized for a wide range of climates, AIRSTAGE J-7s systems operate reliably in outdoor temperatures from -15° F to 70° F in heating mode, and 23° F to 122° F in cooling mode. A built-in base pan heater ensures reliable winter performance. Most models are ENERGY STAR and ENERGY STAR Cold Climate certified. Installation flexibility was a central design goal. The new heat pumps feature a 16% smaller footprint than earlier models, reducing mechanical space constraints. A single outdoor unit supports up to 12 indoor units for versatile zoning.
To support an extensive variety of system designs, the 4-ton unit allows a maximum total equivalent pipe length of 393 feet. A 50% to 130% system connection ratio on 3- and 4-ton models enhances load matching for varying project needs. Factory refrigerant charge is limited to 5.95 pounds across all models, simplifying regulatory compliance. Despite an impressive outdoor fan static pressure capability of 0.12” W.C., sound levels remain as low as 52 dB(A). www.fujitsugeneral.com
Hitachi
The air365 Mini, Hitachi’s first R-32 mini VRF heat pump, is the perfect solution to meet evolving regulations and support sustainability initiatives. Designed for tight spaces and diverse applications, the air365 Mini delivers efficiency, flexibility, and reliable comfort, empowering projects to thrive under new environmental standards. It is ENERGY STAR, AHRI, and ETL certified, with a heating operating range down to -13° F.
The air365 Mini includes several features that simplify installation, operation, and serviceability, such as embedded R-32 refrigerant detection sensors in all indoor and air handling units, reducing both installation time and cost. It also features a built-in visual and audible leakage alarm-equipped zone controller for enhanced safety and efficiency, as well as an R-32 safety manager, which enables monitoring without the need for a central controller or BMS. The air365 Mini also features shut-off valves for the applications where a shut-off valve device is required in order to minimize the releasable charge level, as a part of A2L mitigation system.
With sound levels as low as 48 dBA, the air365 Mini offers very quiet operation, and night-mode operation is available. It also comes with a standard 10-year warranty for the compressor and parts. www.jci-hitachi.com
IEC
IEC’s Modular Hi-Rise (MPY) fan coil series offers a modern, efficient, and retrofit-friendly solution for hospitality, multifamily, and office applications. Designed for versatility, the MPY system supports concealed installations along perimeter walls or partitions, delivering quiet, reliable comfort with minimal visual impact in occupied spaces.
The MPY series provides broad configuration flexibility—from 2-pipe, 4-pipe, electric heat, and outside air damper options to multiple riser placements and cabinet formats (concealed or exposed). Units operate at 300–1,200 cfm and meet application needs with factory-installed control valves, EC motors for energy savings, and swaged riser connections to reduce brazing in the field. Optional bipolar ionization and high-MERV filters support advanced indoor air quality goals.
The MPY series supports LEED-aligned goals and features anti-microbial drain pan coatings, powder-coated finishes, and lowmaintenance cabinet access. Every unit is ETL-listed and AHRIcertified, factory-tested for quality assurance, and engineered for seamless integration into renovation or new construction projects.
Units ship as jobsite-ready assemblies—delivered to match construction timelines. Factory-cut and insulated risers, easy filter access, quick-connect motor and control wiring, and eye-level service points ensure rapid installation and ease of maintenance. www.iec.ch
Lennox
Xion Rooftop Units offer a hassle-free installation process with features that simplify setup and adaptability to various applications, Lennox says. Equipped with the Lennox CORE Lite Unit Controller, these units optimize maintenance and service operations, helping to reduce operational costs and minimize downtime.
Designed for seamless rooftop integration, Xion units come with a self-sealing insulated base and minimized plumbing through a convertible drain pan, helping make installation quick and easy.
Xion rooftop units featuring the Lennox CORE Lite Unit Controller maximize efficiency of maintenance and service operations, reducing operational costs and minimizing downtime. The Lennox CORE Lite Unit Controller and Service App provide guided setup menus for install, test, and balance, network integration, detail runtimes, and service history, allowing technicians to quickly perform service and maintenance on every Xion rooftop unit.
Engineered to deliver reliable performance and year-round comfort, Xion rooftop units with Humiditrol (hot-gas reheat) dehumidification technology offer a humidity control system that efficiently removes moisture from the air to create a healthier, more comfortable indoor environment.
Mitsubishi Electric Trane US
Hybrid VRF from Mitsubishi Electric is a cutting-edge twopipe variable refrigerant flow zoned heating and cooling system designed to use water instead of refrigerant in indoor spaces. Hybrid VRF uses a Hybrid Branch Circuit (HBC) Controller to use heat recovery for simultaneous heating and cooling. The use of water-based indoor coils in lieu of refrigerant-based coils reduces defrost time (up to 50% compared to conventional VRF) and noise during transition, while keeping indoor piping refrigerant-free.
Hybrid VRF allows for traditional copper water piping or multi-layer composite piping to be used between the HBC Controller and Hybrid VRF indoor units. Additionally, Hybrid VRF helps reduce a building’s carbon footprint while providing tenants with superior comfort. The ability to automatically reset chilled and hot water temperatures at the indoor unit offers milder off-coil temperatures in shoulder seasons, which helps prevent a “cold blow” experience.
Hybrid VRF can be tailored to fit many application requirements and is used in a wide variety of applications that require individual settings, like hotels, offices, hospitals, multifamily buildings, schools, and senior living facilities. Indoor units can be controlled by individual remotes through zoned heating and air conditioning, as well as through a centralized controller or Building Management System. www.hybridvrf.com
Rheem
Rheem Commercial Split Air Conditioners, available in capacities ranging from 6.5 to 20 tons, are an excellent option for commercial applications with tight spaces that seek to maximize value and independent zones throughout the building.
Rheem Commercial Split Air Conditioners are designed with ECM motors, offering variable speed capabilities that bring enhanced performance options to the field.
The Rheem Commercial Split A/C system prioritizes easy maintenance, serviceability, and reliable performance. Allaccess panels can be opened or removed without affecting the structural integrity of the unit. This thoughtful design facilitates routine maintenance tasks such as coil cleaning and component inspection. The RHCYA air handler, which matches seamlessly with the RACY air conditioner, features a standard separable design. This modular construction allows easier installation in tight spaces, often a common challenge in retrofit and new construction projects.
In the condensing unit, stamped louvered panels provide 100% protection for the condenser coil for durability and system longevity, contributing to overall performance and reliability. Remote mounting of the already quiet condensing unit keeps compressor and condenser fan noise outside the building. Vertical discharge fans enhance comfort by directing sound up and away from occupied spaces, making the system ideal for sound-sensitive environments.
The Rheem Commercial Split A/C lineup includes the smallest and lightest 10-ton unit available, and every air handler in the lineup comes standard with the patent-pending separable design for exceptional value and easy installability. These innovations are a direct response to input from field HVAC professionals. Also enhancing installability, all air handlers ship with a factory-installed A2L refrigerant sensor, facilitating compliance with local codes and making install and startup quick and easy. www.rheem.com
TempMaster
Available in 12.5–23 tons, TempMaster Omni Choice Ultra-HighEfficiency Rooftop Units leverage a combination of Copeland high-efficiency ZPKZ fixed speed, ZPS two-stage, and ZPV variable-speed compressor technology to deliver part-load efficiencies up to 20.3 IEER. These units exceed DOE 2023 efficiency standards by up to 45% and meet CEE Advanced Tier for rebates.
To support LEED certification and indoor air quality goals, units feature a convertible filter rack with factory-available pleated filters rated up to MERV 13. Multiple airflow strategies— including variable air volume (VAV), exclusive IntelliSpeed discrete fan control (DFC), and Continuous Reset Single Zone (CRSZ) control—help to improve ventilation based on building requirements. To enhance reliability and ensure peace of mind, each unit is equipped with dual independent refrigerant circuits, allowing the system to continue operating seamlessly even if one circuit encounters an issue.
In addition to operational savings, Choice RTUs are designed to reduce upfront project costs. The lightweight design streamlines specification by reducing building design requirements and eliminating the need for additional structural engineering analysis when used in replacement applications. The direct-replacement footprint is compatible with approximately 70% of the competitive installed base, minimizing the need for costly transition curbs.
Smart Equipment-enabled, Choice rooftop units integrate easily with building management systems such as Verasys to further enhance efficiency, reduce operational costs and extend equipment life. www.tempmaster-hvac.com
Trane
The Trane Ascend Model ACR Air-Cooled Chiller is designed for contractors who demand exceptional performance in highenergy consumption environments. With a nominal capacity range of 150-550 tons and the ability to operate efficiently at ambient temperatures up to 145° F, this chiller is engineered to meet demanding conditions.
The Ascend Model ACR is equipped with a helical rotary screw compressor and offers the choice of environmentally friendly R-513A or R-1234ze refrigerants, for reliable and efficient operation. The Symbio 800 controller enhances operational efficiency and provides smooth performance. Integrated solutions such as factory-installed free cooling and a pump package reduce the chiller’s footprint, first cost, installation costs, and ongoing operating expenses. Optional
InvisiSound acoustic reduction treatments are available for quieter operation.
This Trane chiller excels in extreme high ambient conditions, maintaining efficient performance at temperatures up to 145° F. Its Rapid Restart capability provides quick recovery after power interruptions, helping to minimizing downtime. Advanced technologies optimize both full-load and part-load efficiency, helping to lower utility bills and save money. The available Environmental Product Declaration (EPD) helps qualify for sustainability certifications like LEED and meet environmental regulations.
The Ascend Model ACR also offers an optional harmonic filter that meets IEEE 519 requirements, reducing harmonic distortion to 5% or less total demand distortion (TDD). Maintenance is easier and less frequent because of variable speed, permanent magnet motors that require no periodic maintenance and are designed for long life. The transverse “open V” design condenser coils allow for easier cleaning from the inside out, helping ensure proper function. The Trane adaptive frequency drive is air-cooled and engineered for longevity.
For continuous system enhancements, the optional Trane connected service provides 24/7 remote monitoring. Postinstallation, the Symbio 800 controller connects with Trane energy analysis and monitoring services, optimizing chillers for efficiency and uptime. www.trane.com
York
YORK Sun Premier 90–150 ton rooftop units are engineered to drive energy efficiency and reduce operational and maintenance costs. Available in standard efficiency (up to 11.6 EER/16.8 IEER) and high efficiency (up to 11.8 EER/17.9 IEER) models, these units meet both stringent Department of Energy (DOE) 2023 energy efficiency standards and the Consortium for Energy Efficiency (CEE) highest tier ratings.
Designed with flexibility in mind, Sun Premier RTUs offer a broad range of airflow features, multiple duct configurations and airflow path options to accommodate diverse applications and installation constraints, making it ideal for office buildings, data centers and manufacturing facilities.
These RTUs combine variable-speed compressor and fan options, low-GWP R-454B refrigerant and advanced heat transfer and airflow technologies to deliver up to 35% greater part-load efficiency than required, helping to lower energy costs and support sustainability goals. Built-in refrigeration
circuit redundancy, variable frequency drives and twinning algorithms enhance reliability and uptime.
Contractor-friendly features simplify commissioning and service. A standard start-up wizard and user-adjustable parameters help expedite system commissioning. Maintenance is simplified with features like airflow measurement stations, dirty filter gauges, adjustable height single-point latching doors and suction, liquid and discharge shutoff valves reduce time on the roof. Additionally, smart-enabled functionality with remote monitoring capabilities helps reduce trips to the jobsite by supporting proactive diagnostics. www.york.com
4:1 turndown ratio—it adjusts to match demand, reducing energy use and maximizing LEED point potential. Designed for year-round performance, the Versatec 700 utilizes balanced port bidirectional electronic expansion valves for exceptional temperature control and active dehumidification. By varying output automatically, it maintains comfort, humidity, and energy efficiency across all operating conditions.
For added flexibility and ease of installation, the Versatec 700 offers several factory-installed options. These include a water
Cooperative Contracts Can Deliver New Public-Sector Business to HVAC Contractors
No question, HVAC contractors participate in, win business through, and benefit from their cooperative contracts, says Andrew Jung, a cofounder of Pavilion. His firm has a search engine for state, local, and educational institutions to find existing cooperative contracts they can purchase from—without going through a new competitive process. You can search for HVAC services to get a list of existing HVAC cooperative contracts at https://bit. ly/3TGqQ1t.
Jung offers the following examples of HVAC contractors who benefit from their cooperative contracts:
• Hunton Trane has a cooperative contract for HVAC equipment, supplies, and installation of HVAC equipment;
• Carrier has a cooperative contract for HVAC systems; and
• Gordian has a cooperative contract for Job Order Contracting (JOC) services.
Jung outlines some of the basics of public sector purchasing for Contracting Business: “When a public agency needs to purchase a good or service, the use of taxpayer money above a certain threshold requires a formal bidding (competitive) process for awarding the business to a particular firm. This is the well-known RFP process—which, while
being a critically important process, is extremely time-intensive and expensive!”
The Pavilion executive notes that the outcome of the RFP process is a competitively bid contract that outlines the scope of services, pricing, and term of the engagement. He explains that some of these contracts contain language within them (cooperative language) that legally allows for other public agencies (beyond the original agency that awarded the contract) to reference that same contract in their purchasing process. This language enables other public entities to use the contract without having to redo the formal RFP process. The Pavilion platform has information on over 90,000 discoverable active cooperative contracts that cover a variety of goods and services.
Jung concludes, “Cooperative purchasing is a best practice (not a loophole) that enables public agencies to use contracts that have already been awarded to other agencies to get their procurement done compliantly, fairly, and quickly.”
He says that using a cooperative contract is a win for the public agency because they can access the goods/services they need at a fair price, without undergoing an expensive and long RFP process. He adds: “It’s a win for the business (such as an HVAC contractor) that’s been awarded that contract because they are able to extend the value of the contract they worked hard to get awarded by selling to tons of other public agency customers.”
Jung explains that the term “cooperative contract” can mean either (a) any contract that contains cooperative/piggybackable language or (b) a specific type of contract that has been awarded by one of the large purchasing cooperatives (such as OMNIA Partners, Sourcewell, etc.). Another term used in the cooperative contracting sphere is “shareable contract.” This is a phrase invented by Pavilion to avoid confusion as an umbrella term that covers all types of contracts that can be used cooperatively
by other entities (cooperative contract, piggybackable contract, etc.).
Jung offers the following advice to HVAC and related contractors: “If your business offers general contracting, Job Order Contracting (JOC), HVAC-related services, or construction engineering services to public entities, and you have at least one active, publicly awarded contract, Pavilion can be a good source of new-found business for you. Every day, public entities are looking for options on Pavilion to get HVAC or general contracting projects done with six- or seven-figure budgets in mind.”
Manufacturers Tout Benefits
“Introducing Trane’s cooperative contracts to clients can be a strategic way for contractors to offer value and streamline the agency’s procurement processes,” says Chris Teller, cooperative purchasing program leader, Commercial HVAC at Trane. The company’s cooperative purchasing contracts, which are available via OMNIA Partners, were competitively solicited and publicly awarded by a lead public agency using public procurement practices, processes, and procedures.
Teller outlines the benefits for contractors: “Working with Trane on cooperative agreements helps support higher win and retention rates. A team approach also helps agencies by removing duplication of efforts, helping save valuable time and resources.” He explains that the entire portfolio of Trane equipment and services is available through the OMNIA Partners contract, which can help agencies save time and money.
Teller urges contractors to let Trane representatives participate in the discussions with prospective clients. “We can provide additional insights, support, and resources to help convince your client of the value of cooperative contracts.”
He adds: “We encourage contractors to introduce Trane’s cooperative contracts to clients because they provide
pre-negotiated equipment discounts, labor rates and material markups and support higher win rates and retention rates.”
Cooperative contracts and purchasing programs deliver real value for HVAC contractors, says Rachel Waliczek, Greenheck project management specialist. She manages Greenheck’s cooperative initiative. “These programs open doors to a stable customer base, streamline the bidding process, and enhance market visibility. This structured, pre-qualified or preapproved approach—with contracted ceiling pricing—allows our HVAC partners to spend less time on administrative tasks and more time to solve customer problems, deliver exceptional service, and build meaningful relationships.”
Greenheck was recently awarded a national cooperative purchasing contract with Sourcewell, a cooperative procurement organization.
Waliczek is sold on cooperative procurement offerings, with one caveat: “Whether you’re a product supplier or service contractor, these programs can be a powerful way to establish trust and credibility with public agencies—including cities, counties, school districts, and other government entities. However, it’s important for each organization to evaluate whether the approach of the specific cooperative agreement aligns with the firm’s overall business model.”
She spotlights some of their advantages of participating in cooperative programs: “The benefits include access to pre-vetted buyers and reduced burden of providing individual bid responses. The programs provide a platform to showcase your capabilities without competing from a priceonly standpoint. For service-oriented firms, they also offer a path to secure long-term maintenance contracts with public institutions.”
Waliczek urges contractors to research the local or national cooperative organizations in their coverage area to identify the best fit for their business.
“If awarded a contract, it is best to assign a dedicated resource who thoroughly understands your program’s details and Master Purchasing Agreement (MPA). That person can serve as your main point of contact, managing the overall program, to include the relationship with the sourcing Co-op, educating the sales team
regarding program requirements, tracking and reporting of sales, and working with Finance to ensure that any administrative fees or rebates are paid in accordance with your MPA.”
Waliczek offers this conclusion: “In summary, responding to and leveraging awarded agreements is an excellent way to expand your presence in the public sector market. Cooperative purchasing agreements are a valuable strategic tool and make a good addition to the broader business development strategy.”
Save Time and Resources
HVAC and construction industry contractors should absolutely participate in cooperative procurement agreements with the public sector, says Jessica Goforth, vice president, Public Sector Contracting-Design, Construction, & Facilities Management at OMNIA Partners. Her firm develops cooperative group purchasing contracts with leading national suppliers that deliver volume discounts and streamline the procurement process for thousands of products and services. The firm partners with organizations to optimize procurement.
“Contractors should definitely take part in them. Cooperative contracts, also referred to as Master Agreements, are available for small, medium, and large contractors and can be utilized by public agencies across the country, including cities, counties, states, special districts, K-12 schools, universities, and non-profits.”
No question, there are benefits to HVAC and construction industry contractors who participate in cooperative agreements, Goforth explains: “Holding a cooperative contract saves considerable time and resources for contractors. Instead of spending hours researching, identifying, and responding to individual solicitations across multiple governmental entities, contractors can better utilize their resources to focus their efforts on building their reputation and fostering strong relationships within their community and beyond.”
She adds that cooperative contracts accelerate the speed to market and revenue generation process for contractors by streamlining the sales process. “When contractors are not bogged down by a one-toone ratio of contract to client with ongoing
expiration and re-solicitation dates, they’re able to home in on a small number of contracts with a much wider and diverse client base and fewer re-solicitations, making it quicker and easier to get projects started.”
OMNIA Partners, says Goforth, would like to hear from interested contractors and is always looking at state, regional, and national solutions. “We encourage contractors to first take a look to understand the cooperative contracting process.”
Now is a good time for contractors to take part in cooperative contracts, says Tammy Rimes, executive director of National Cooperative Procurement Partners (NCPP). The NCPP is the professional association of cooperative procurement.
“HVAC contractors who hold cooperative contracts have experienced great success over the past few years. With the equipment, installations, services, and consultations rolled into a contract, it’s a lot easier to ‘sell’ these bundled services. In addition, those facility teams who want to choose a certain company can now standardize as they purchase from a cooperative contract,” Rimes tells Contracting Business.
And, according to Rimes, a cooperative contract can be a lifesaver for governments in a crisis situation: “Many times, HVAC purchases are made on an emergency basis, when existing equipment fails. For government entities that require a competitive process be conducted, the cooperative route ensures the solicitation process has already been completed and a ready-to-use contract makes those repairs and replacements more efficient and timely.”
Here’s how contractors can start the process, says Rimes: “For any contractor who is interested in pursuing a contract opportunity, the first step would be to reach out to cooperative organizations to ensure a better understanding of their process and any upcoming opportunities. They should register with their procurement departments or lead agency to ensure notification when an opportunity becomes available.”
Jung at Pavilion offers this conclusion: “Cooperative contracts can be a significant competitive advantage for businesses hoping to win more business with the public sector. The advantages are clear.”
Michael Keating is a freelance writer specializing in industrial and technology-related topics and trends.
How HVAC Pros Can Make a Difference as Wildfire Smoke Creeps Indoors
Wildfire smoke is increasingly impacting indoor air quality and HVAC systems. Learn proactive strategies for HVAC professionals to safeguard indoor air quality during wildfire smoke events.
Wildfire smoke has become an unwelcome annual guest across much of North America. It’s become so prevalent that one analysis of 2023 wildfires found that the average American resident experienced nearly 150 days of complete wildfire smoke coverage in their county—a seven-fold increase over the average from 2006 to 2020. Already this year, smoke from Canadian wildfires has blanketed cities thousands of miles away, causing hazy skies and triggering air quality alerts.
While public attention often focuses on the outdoor impacts, the risk wildfires pose to indoor air is just as concerning. In fact, if HVAC systems aren’t optimized during these events, they can unintentionally make indoor air quality (IAQ) worse.
While reactive measures play an important role in protecting building occupant
health, shifting climate patterns are leading to more frequent and prolonged wildfire events, making a proactive approach essential. HVAC professionals play a critical role in leading the shift to smarter, preemptive strategies that help safeguard both health and comfort indoors.
The Unique Risks of Wildfire Smoke
Most people have grown accustomed to receiving air quality alerts that notify them of elevated pollution levels and associated health risks. But wildfire smoke presents an especially harmful threat. It contains high levels of particulate matter smaller than 2.5 microns (PM2.5), which can be inhaled deep into the lungs and enter the bloodstream. While it’s commonly believed that wildfire smoke is made up almost entirely of ash from trees and natural debris, the reality is far more concerning. As fires
tear through populated areas, they ignite plastics, paint, solvents, rubber, metals, and more, making PM2.5 from wildfires up to 10 times more toxic than that from other sources.
While public health agencies advise staying indoors during wildfire smoke events, being inside doesn’t guarantee protection. One study found that indoor PM2.5 more than doubled on days with wildfire smoke pollution compared to smoke-free days. More surprisingly, HVAC systems can add to the severity of indoor air pollution during a wildfire smoke event. For example, systems using air-side economizers were shown to have significantly higher PM2.5 infiltration factors than other systems—four to five times higher during wildfire events compared to other pollution scenarios, such as dust storms or inversion events.
A clear example of HVAC system impact during a wildfire smoke event was seen at
the Itasca, Illinois headquarters of Fellowes Brands during the June 2023 smoke drift caused by Canadian wildfires. Real-time air quality data from the company’s installed IAQ sensors showed a sharp spike in indoor PM2.5 levels when the HVAC system increased outdoor air intake as part of regularly scheduled operation. Once the intake was reduced in response to those readings, PM2.5 levels dropped rapidly—demonstrating the critical impact of timely system adjustments.
The unique characteristics of wildfire smoke particles allow it to infiltrate buildings, even when systems aren’t actively bringing in outdoor air. That’s why HVAC professionals must play offense, not just defense.
What HVAC Pros Can Do Today
When wildfire smoke events are imminent or underway, HVAC professionals must
take immediate, reactive action to minimize indoor pollution and protect building occupants. These include:
• Monitor alerts: Sign up for air quality notifications from state and local agencies related to wildfire and other air pollution events, like those from Airnow.gov. Ideally, buildings should be equipped with IAQ sensors that provide real-time monitoring of air quality and immediately alert to the presence of PM2.5.
• Adjust ventilation systems: Temporarily reduce or eliminate outdoor air intake when wildfire smoke is predicted or present. Disabling air-side economizers can help minimize the presence of wildfire smoke PM2.5.
• Upgrade filtration: Install the highest-rated MERV filters the system can accommodate—ideally MERV 13 or above, as these filters are better equipped to capture PM2.5. During wildfire smoke events, filters should be replaced more frequently.
• Inspect building sealing: Seal gaps around ductwork, windows, and doors to reduce infiltration. Even small gaps allow smoke to enter buildings.
• Utilize air purifiers: Utilize commercial-grade air purifiers in hightraffic locations and those used by health-compromised individuals, such as conference rooms, break rooms, classrooms and clinic areas. Select purifiers that offer real-time PM2.5 monitoring and use H13 True HEPA filters, which remove 99.95% of particles as small as 0.1 microns.
Long-term Building Resilience
With more than half the country already experiencing a wildfire smoke event in 2025, building resilience to smoke intrusion has become essential. HVAC professionals must now factor wildfire smoke protection into system design, as well as day-to-day operation and maintenance protocols.
The most resilient buildings today are equipped to manage both IAQ and thermal comfort without sacrificing energy
• Itasca Air Quality Index (AQI): 201–300 (very unhealthy), Warmer morning. HVAC brought less outdoor air into facility.
June 28, 2023
• Itasca AQI: 151–200 (unhealthy),
• Despite slightly lower /better AQI. Cooler morning. HVAC brought in more outdoor air resulting in spike in PM2.5.
efficiency. Advanced air quality management (AQM) systems can now integrate directly with HVAC and building controls to deliver smarter, more responsive protection. Key strategies include:
June 29, 2023
• Itasca AQI: 151–200 (unhealthy). Same outdoor AQI, but facilities adjusted HVAC’s outdoor intake reducing PM2.5 levels.
• Install real-time IAQ sensors: Equip buildings with sensors that continuously measure particulate matter (including PM2.5), VOCs, and CO2. These sensors provide real-time visibility into IAQ conditions and serve as the foundation for automated system adjustments.
• Pair ventilation with intelligent air purification: Add high-efficiency air purifiers to key building areas and ensure they have the ability to adjust automatically to maintain optimal IAQ levels while optimizing energy usage.
• Integrate all systems through the BMS: Connect IAQ monitoring, HVAC operation, and air purification systems to the centralized building management system (BMS). This integration enables real-time visibility across all IAQ-related functions, ensures a coordinated system response, and allows facilities teams to act quickly and confidently when conditions change due to smoke events or any other situation that deteriorates IAQ.
As the realities of our environment change, so too must the systems we rely on to regulate and protect the air we breathe. For HVAC professionals, this presents a clear opportunity to design systems that go beyond temperature control and comfort to those that work holistically to ensure occupant wellbeing. By anticipating challenges, like those presented by wildfire smoke, and implementing smarter, more responsive technologies, we can ensure that indoor environments remain places of safety and health, regardless of what’s happening outside.
Jason Jones is director of air quality management at Fellowes Brands, where he leads the company’s sales and marketing efforts. He has conducted hundreds of hours of training for Fellowes’ distributors, sales representatives, and end users, helping them better understand the role of smart, responsive air quality management in today’s commercial and institutional spaces.
A timeline tracking Indoor Air Quality in the Fellowes office during the 2023 Canadian wildfires.
Fellowes
Looking to Retain Top Talent? Avoid Gimmicks in Favor of Meaningful Incentives
The skilled trade industry faces a shortage of qualified laborers, with many HVAC contractors finding it challenging to fill key positions on their teams. What’s bad news for business owners is good news for talented employees, for whom the current labor market is ripe with opportunity.
Such conditions make it more important than ever for HVAC companies to retain their top talents—and more difficult. To help keep their all-stars from jumping ship, many home service leaders are turning to short-term incentive options, whether that’s cash bonuses or flashy commission structures. While such incentives are typically well-intentioned, they can be muted in their effectiveness. To employees, they may even feel like gimmicks.
When it comes to employee retention, HVAC contractors are better served by long-term incentive options, which help to demonstrate a much greater investment in the employee—and in the long-tail performance of the team itself.
Avoid Losing Top Talents to Strong Competitors
In many ways, demonstrating long-term commitment is the best thing an HVAC contractor can do to show their top talents how valuable they are—and to avoid losing those talents to competitors who may go all-in on short-term incentives.
Consider it this way: A short-term or one-time incentive reveals an employer’s commitment to recruiting an employee, but a longer-term incentive option reveals an employer’s commitment to developing that employee, providing them with a career path that can be personally and professionally rewarding for years to come.
This distinction is important for home service leaders who are focused on retaining their employees, even as competitors try to tempt them away with flashin-the-pan performance incentives. An employee who does not feel like their employer is investing in them may well be enticed by a one-time bonus or a temporary show of appreciation, but employers who play the long game may give their employees a better reason to remain where they are.
How to Make a Long-Term Investment in Star Employees
When it comes to showing a long-term investment in top talent, HVAC leaders have a number of tools at their disposal.
One of the most effective is phantom stock. Phantom stock doesn’t require contractors to part with actual ownership stakes in the company, but it does allow
them to incentivize employees in a way that’s directly connected to the company’s profitability.
Phantom stock works like this: Employees can earn phantom stock on the basis of their performance or longevity with the company, then choose to redeem their stock at any point. The value of the phantom stock mirrors the actual stock market value of the company at any given moment.
When they accrue phantom stock, employees experience many of the advantages of ownership, without any requirement for the contractor to actually issue real stocks or dilute their owning interest in the company. Additionally, phantom stocks provide a sense of “skin in the game” for employees, giving them a real bottom-line reason to care about the greater good of the business itself.
Issuing phantom stock is just one of the options available to contractors who wish to show a meaningful investment in employee retention. Consider also retention bonuses, which are usually paid in installments as employees reach different milestones of longevity. Performance shares can be issued and vested when the business meets a specific performance goal—for example, a certain level of revenue— making them similar in nature to phantom stock. Still another option to consider is profit sharing, which lets employees get a direct cut of company profits, either in cash or as deferred contributions to a retirement plan.
Valuing Employees Long-Term
Each of these incentive options has its own advantages, and what works well for one HVAC contractor may not work as well for others. The important thing is finding a good way to show employees that they matter—not just in the moment, but over the long arc of their career.
Why? For one thing, these incentive ideas can all be tied to employee performance, allowing employers to demonstrate a commitment to seeing their personnel grow, develop, and enhance their skillsets. Additionally, long-term incentives are invariably tied to tenure—meaning they underscore how fidelity is seen and rewarded. And, long-term incentives can align with broader business performance, too, which gives employees a greater sense of buy-in.
Simply put, employees want to feel like their work matters to the organization, and that their skills are seen and appreciated—and short-term incentives don’t convey that nearly as well as these long-term alternatives. When it comes to keeping top talents in place, reducing employee churn and turnover, taking the longer view is crucial.
When it comes to employee retention, HVAC contractors are better served by long-term incentive options.
Chris Buttenham is co-founder of Reins, a pioneering technology firm founded in 2023 dedicated to empowering small businesses through modern equity solutions. Reins’ proprietary solution, the Modern Agreement for Rewards and Equity (MARE) program, was built by attorneys and is customizable to meet each business owner’s needs.
Reins
Mine Your Business
Most residential contractors are terrible at maintaining customer relationships. You know it’s true. Even though it’s fundamental to business success, too many of us fall into the trap of transactional relationships: Get the job. Do the work. Get paid. Move on.
That’s not a path to profits—it’s a formula for being overworked, underpaid, and always stressed. You’re forced to work twice as hard to attract new customers while overlooking your existing loyal clients.
A better solution is to market your HVAC business to the kind of profitable people you can have lasting relationships with: existing customers who have already seen value in the services you provide.
Why So Many HVAC Contractors Struggle With Marketing
The fact that even the best home service contractors have a tough time marketing their businesses isn’t a surprise. Many contractors are more concerned with their technical skills and equipment expertise than their ability to sell air conditioners or furnaces.
And for a lot of established companies, word-of-mouth—inexpensive and trusted—was all the marketing they needed. Plus, creating and executing a marketing plan takes time, energy, and knowledge that many contractors just don’t have.
The Untapped Potential of Marketing to Existing Customers
With so many contractors struggling to market to new customers, it shouldn’t surprise you that outreach to prior customers is an afterthought, if it happens at all. By some estimates, 80% of service contractors never contact customers again after a service or sale. And I understand why. Everyone is (hopefully) busy. But people with whom you have an existing relationship are far easier—and cheaper—to turn into new business. They already like you and have trusted you to service their equipment.
That’s a message Kirk King, the CEO of ContractorHalo, a customer relationship management service aimed at HVAC businesses, stresses to his clients. King says it costs about $15 a year to keep an existing customer. Compare that with the $300 to $600 it takes to secure a new customer. And only around 23% of those new customers will come back to your company when they need service in the future. qa
It pays to focus on existing customers. King says just a 5% increase in your company’s customer retention rates could boost profits 25% to 95%.
“It’s a no-brainer,” he told me.
Common Mistakes in HVAC Marketing (How Many Do You Make?)
From sticking with an advertising platform long after most of your customers have moved on (printed yellow pages, anyone?) to forgetting to follow up, it’s easy to make the wrong decisions around promoting your business. And every one can cost you money.
Here are some marketing mistakes I often see.
1. Positioning your business as only fixing problems. It’s great to be the go-to contractor when a furnace breaks, but successful contractors want customers to know they also offer services that prevent breakdowns and enhance comfort. Maintenance work and services like whole-house filtration not only boost profits; they mark your business as one that can make customers’ lives better in many ways.
2. Relying too much on one marketing tactic. Maybe you’ve had success with Facebook ads, or postcards have worked well for you. And for the last few years, that’s all you’ve used. I’m not saying you should drop them, but try testing them against other targeted tactics such as neighborhood flyers or Google search ads.
3. Using coupons to bring in business. Coupons work. They can get your phone ringing and boost website traffic, especially in slow times. But in most cases, they only attract price-conscious shoppers—the customers you don’t want. They’re the least loyal and hardest to please. Coupons are not a long-term marketing strategy.
4. Not tracking your marketing efforts. Is your advertising working, or do you just think it is? The era of operating off hunches is over (and it was never a good idea). With the right software, tracking advertising performance has never been easier. You can find out how and where people are clicking on your ads, visiting your website and converting into sales.
According to Lori Smith, director of Online Access’ “More” marketing program, the typical contractor makes 80% of their revenue from just 20% of their service area. So, focus your efforts on the neighborhoods where your sales are strongest.
And you know which ZIP codes bring in the majority of your revenue, right?
How HVAC Contractors Can Improve Their Marketing to Existing Customers
When it comes to boosting your marketing efforts for existing customers, it’s easier than you think. Here are a few suggestions.
1. Diversify your products and services. Just because you’ve always been a residential HVAC company doesn’t mean you can’t offer related (and profitable) services. What about adding plumbing or electrical work (both are natural fits for HVAC contractors)? Or duct cleaning? Frame it as one of several IAQ services you offer, such as installing air purifiers, germ-killing ultraviolet lights, or high-end filtration systems.
Other add-ons include energy audits and home weatherization, generator, or water heater installation, drain cleaning, radiant floor heating, and zoning. Offering complementary products and services helps ensure that customers see you as more than just someone to call when equipment breaks down.
2. Use email and text marketing (the right way). Emails and texts are a great way to remind customers it’s time to change a filter, schedule a tuneup, or gently inquire if they have any issues that need addressing.
But don’t hammer your customers with sales pitches and content. Sending too many emails and text messages is a sure way to end up blocked and reported as a spam sender. And if that happens too many times, you could find your messages
5 CRM Software Programs for Your Business to Consider
Here are a few of the customer relationship management programs that can help you track and analyze customer data to make your marketing more effective. Many of them easily integrate with existing contractor service software and can automatically send out service reminders and other communications.
Chiirp
Chiirp is a communication and marketing automation platform tailored for home service businesses. It offers tools for automated texting, email, and ringless voicemail to enhance customer followup. The platform integrates with various job management systems, facilitating seamless communication and marketing efforts. Chiirp.com
ContractorHalo
ContractorHalo is a CRM and marketing automation solution designed specifically for residential HVAC companies. It automates daily marketing tasks, including sending emails, postcards, and satisfaction surveys to both current and potential customers. The platform aims to improve customer retention, equipment sales, and maintenance agreements. HaloPrograms.com
routed to junk folders without your customers even knowing you sent them. There’s a balance between sending messages so infrequently that customers forget who you are and so often that they wish they could. Fortunately, there are customer relationship management software programs that can help you strike the right balance.
Remember to ensure you have recent opt-in permission—generally within the last two years—for email and text marketing. And make it easy for customers to remove themselves from your email and text lists if they’re no longer interested.
3. Create a loyalty program for your best customers. If customers see value in what you offer, they’re more likely to use your company in the future. And this is where carefully distributed coupons can demonstrate that value. Right after completing an HVAC system installation, send homeowners a “Welcome to the Service Club” packet thanking them for their business. Include discounts on future maintenance visits and optional services. Remind them that you offer packages to ensure their HVAC system offers years of trouble-free operation.
4. Use social media and encourage online reviews. Many homeowners use platforms such as Facebook to find dependable service contractors. They’re constantly asking their friends and neighbors for referrals. Encourage satisfied customers to recommend your company on social media by offering a gift card, extra discounts, or a small referral fee. You’ll quickly recoup the cost in new business. And encourage your customers to post positive reviews on sites such as Yelp, Trustpilot, Google, and Facebook
5. Get personal. For longtime or high-value customers, consider sending out a personal note—handwritten even—or phone call from the owner to thank them for their loyalty. It’s also an ideal time to ask them if there’s anything (products or services) they need.
Hatch
Hatch is a customer communication platform that utilizes AI to automate messaging across SMS, email and voice channels. It integrates with CRM systems to streamline workflows, such as appointment scheduling, follow-ups, and review requests. The platform is designed to enhance lead conversion and customer engagement. UseHatchApp.com
ServiceTitan Marketing Pro
ServiceTitan Marketing Pro is a marketing automation solution built for trades businesses. It leverages customer data to execute marketing campaigns across various channels, including email, direct mail, online ads, and social media. The platform aims to increase customer engagement and drive revenue growth. www. servicetitan.com/features/pro/marketing
Podium
Podium is a CRM platform that combines messaging, reviews, and payments into a single interface. It utilizes AI to respond to leads promptly, manage customer interactions and collect reviews. The platform is designed to help businesses improve lead conversion and customer satisfaction. www.Podium.com
Why You Should Use CRM Software for Better Marketing
Earlier, I mentioned that CRM software could help you strike the right balance in customer outreach. A CRM program helps you manage, organize, and analyze your customer data so you can grow your business. It can track interactions, manage leads, and even run a marketing campaign.
Using a CRM program, you won’t have to worry about forgetting to keep in touch with prospects who are ready to buy. The CRM program can automatically send out targeted customer reminders. It can help you make more accurate revenue forecasts and improve customer service. By inputting stats on your customers, it can reveal insights that Smith says all contractors must have if they want to succeed. These include:
• How many active customers you have;
• How long your average client has been a customer;
• What your longest customer relationship is. And with whom;
• How many customers have only used your services once;
• What the size of your average ticket is; and
• How many of your jobs are only repairs or tune-ups.
I hope this article helps you understand the importance of marketing to existing customers. They’re an underused resource that can be a steady source of work and profits for years to come. And it only takes a little effort to get started. A CRM can make it even easier. Look at your database and see if there are any customers from the last year or two whom you can contact. Then get to work on a seasonal service reminder, follow-up email, or setting up a referral program.
You never know how much money you’re missing.
Colleen Keyworth is vice president of sales and marketing for OnlineAccess, providers of online marketing solutions for HVAC, plumbing and electrical contractors. https://www.hvacwebsites.com.
The Evolution of Supermarket Medium Temperature Refrigeration Design
There have been many technological advancements in medium-temperature supermarket refrigeration. From variable-speed shifts to CO2 adoption, contractors need to understand the implications for efficiency and system control. By Chris Brown
Supermarket refrigeration systems have experienced large technology changes over the last decade, all linked to more efficient technologies being introduced to the industry. Arguably, the medium-temperature portion of the system has seen the largest changes.
The Shift to Variable-Speed
In one such example, it was not uncommon in older system designs for all compressors on the medium temperature suction group to be fixed-speed with simple on/off control. However, system design has evolved where almost all medium-temperature systems use either a variable frequency drive (VFD) or digital unloader modulation technology on the lead compressor of the suction group. This allows for more precise control of the suction pressure around the target setpoint by filling capacity gaps between each stage of the fixed-speed compressor. This maximizes efficiency by limiting energy consumption as it prevents
undesired large compression ratios on low-pressure swings and also assists in maximizing the life span of the compressors by helping to ensure they do not operate outside of their designed compressor envelope.
Increased Adoption of CO2
Another example is linked to the industry shift to natural refrigerants. With natural refrigerants, specifically transcritical CO2 booster systems, becoming more common in the industry, the sizing, selection, and control of medium-temperature compressors has become increasingly important. Due to the design of booster systems, incorrect compressor selections or control can lead to problems not just with medium-temperature evaporators, but also with the low-temperature suction group and receiver pressure. If medium-temperature compressors are unable to maintain their design suction pressure due to poor staging, mechanical faults, or short-cycle timers, then the following scenarios will occur in a booster system:
• Low-temperature suction group discharge pressure will increase (since load goes to the medium-temperature suction line), which, in turn, will disable low-temperature compressors on high discharge pressure.
• Receiver pressure will increase, as this load is typically managed via a bypass valve shifting load to mediumtemperature suction as receiver pressure increases above target. If receiver pressure continues to climb, it will eventually reach a threshold where CO2 is released to the atmosphere via a safety relief valve. Further evolution of transcritical CO2 booster systems has made the accuracy of the medium-temperature compressor design even more important. Ejectors and parallel compression are two newer options to increase overall efficiency for a booster system by allowing load to be shifted away from medium-temperature compressors (via the ejector) and moved over to the receiver, where the refrigerant is then compressed
Danfoss
using dedicated compressors (parallel compressors) operating at a smaller compression ratio. This is relevant to the sizing and selection of the medium-temperature compressors because a larger range of possibilities now must be considered.
On one hand, the medium-temperature compressors must be prepared for a full load where the ejector and parallel compressors are not operating. At the same time, they must be able to operate at part-load when the ejector and parallel compressors are operational. For example, system designers could accomplish this by going from a three-compressor suction group design to a four-compressor design, splitting the capacity of one compressor (i.e. 1x 20HP) into two separate compressors (i.e. 2x10HP) to better support the part-load scenario.
Figure 1 is an example from a common software design tool that offers data to compare this particular design. In the Figure 1, a standard CO2 transcritical booster system (without parallel compression or ejector) is used. The medium-temperature compressor mass flow is calculated at 107.9 lb/min taking on all load from medium-temperature evaporators, the receiver, and the low-temperature suction group. In Figure 2, data is shown for a system with parallel compression and ejector with the same conditions. In this design, the expected medium-temperature compressor mass flow is only 37.38 lb/min, a reduction of 65%. Applying the same medium-temperature compressor selections for both designs would likely lead to poor performance in the second design, as relatively lower loads would not require the same amount of total capacity.
In closing, the medium-temperature suction group in a refrigeration system has become increasingly important to the overall system in the designs seen today. No longer is this set of compressors responsible only for the medium-temperature evaporators that they were historically dedicated to support.
Fortunately, existing technologies offer the ability for precise capacity modulation, which aids in the operation of the compressors under such dynamic conditions. Pairing these technologies
with intelligent system design will result in optimal system performance.
Brown is an application engineering manager for Danfoss Climate Solutions.
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Figure 2
Danfoss
Figure 1
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HVAC valves
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Danfoss’ Universal TR6 Thermostatic Expansion Valve is engineered for legacy R-410A systems, as well as low-GWP refrigerants like R-454B and R-32, offering HVAC wholesalers and contractors a versatile, future-proof solution that ensures efficiency, reliability, and ease of installation.
The Universal TR6 valve is perfect for a variety of applications, from residential retrofits to new light commercial installations. Its advanced design allows for seamless compatibility with multiple refrigerants, enabling contractors and service technicians to streamline inventory and simplify installations without compromising on performance. Its universal refrigerant compatibility, working with R-410A, R-454B, and R-32, make it the ideal choice for both existing systems and future-proof installations. With one
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Joe Agron 941-200-4778
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valve for multiple refrigerants, HVAC professionals can reduce complexity and improve inventory management, helping to save time and costs on job sites. www.danfoss.com/en-us
GF Building Flow Solutions Americas’ new Uponor ProPEX Lead-Free (LF) Brass Transition Ball Valves for threaded, press, and flange connections range in sizes from 1/2” to 3”. These valves allow contractors to speed installations in tight spaces for greater jobsite productivity and provides engineers with optimal hybrid design opportunities to meet pressure, temperature, and space requirements in domestic water and mechanical HVAC applications. The new offering provides several advantages, including 66% faster installs; installation ease with 50% less space required to accommodate tight installs; a full-port design that provides 20% pressure drop improvement; and design flexibility for optimal opportunities in hybrid piping systems. www.uponor.com
NIBCO Inc.’s Webstone G-Series products with interchangeable end connections and accessories to customize installation. Products include two new end connections and a new air separator body. The PP-RCT G-Union fittings are available in sizes 1/2” through 2” and are compatible with
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The Series 250 Butterfly Valve by Victualic is purpose-built for use in commercial applications, including potable water, technical cooling, and HVAC systems. Its multiple configurations allow contractors to match the valve to the pipe system material for higher corrosion resistance, including stainless steel, copper, or CPVC pipe systems. Engineered for exceptional performance, its innovative design features precise spherical profiling that ensures bubble-tight, bi-directional sealing, enhancing overall product quality and reliability. The Series 250’s versatile actuation options—including ISO 5211 square drive stem and mounting pattern, 10-position lever-lock handle, gear operator, and chain wheel gear operator—provide flexibility for use in a vast array of applications. www.victaulic.com
The off-season isn’t a break; it’s your training camp.
Stop Letting Summer Break Your Business
Every contractor knows the chaos of summer— ringing phones, booked-out schedules, long days in sweltering heat, and the scramble to keep up. Even though we plan for it all year, it somehow always hits like a freight train.
This is my eighth summer in the trades, and every one before this felt like it nearly broke us. No matter how much we prepped, it always seemed like the busiest month of the year brought more than just heat—it brought stress, burnout, and surprise resignations at the worst possible time.
But this summer? It’s different. I’m calmer. I’ve enjoyed a weekend in the sun without the weight of the business pressing on my shoulders. I’m not just surviving summer—I’m leading through it. And it’s not because the chaos has disappeared. It’s because I finally learned how to prepare for it.
It took seven hard summers to figure it out, but we’ve found a rhythm that works. If you’re still in the thick of it, overwhelmed and exhausted, I want to share the five things we started doing that changed everything for us. It’s not a magic fix, but it is a formula—and it works.
Prep in the Off-Season Like It’s Go-Time
The off-season isn’t a break; it’s your training camp. What you do between September and April determines whether you collapse or thrive in May, June, July, and August.
Ask yourself:
• Have you built the structure to support an influx of installs and service calls?
• Do your people know what’s expected of them when things get busy?
• Are you implementing new tools—CRMs, processes, SOPs, training programs—when you actually have time to roll them out right? Fail to prepare, and you’ve already prepared to fail. The businesses that win in summer are the ones that did the hard work months ago.
Set Clear Goals—and Share Them Relentlessly
If your summer goal is simply “do better than last year” or “survive,” that’s exactly the vague outcome you’ll get. Get specific.
• What are your targets?
• How many installs do you need?
• How many service calls?
• How many CSRs and techs do you need to support that?
Once you know those numbers, share them. Post them. Talk about them daily. Your team should know the goals—and their role in reaching them. Break
it down to individual daily metrics so every person knows what success looks like for them. Clarity fuels performance.
Support Your Team When It’s Hardest
This one sounds obvious, but it’s easy to miss when you’re in the trenches. Summer doubles the pressure on everyone. CSRs handle twice the calls. Techs run nonstop from job to job. Installers crawl into attics that feel like ovens.
They might know the process, but they still need you. They need your encouragement, your appreciation, and your presence.
Bring lunch. Write thank-you notes. Celebrate wins. Small gestures go a long way. Don’t let a single team member feel unseen during your busiest time of year.
Trust the Team You Built
This one’s tough, especially for owners who’ve built their business from the ground up. But if you want to win the summer, you have to trust your people. Trust that they’ll take care of the customer and follow the process you established and trained them on. Trust that if a mistake happens, it’s an honest one—and they’ll fix it.
Without trust, you’ll micromanage your way into burnout. You’ll question decisions, create bottlenecks, and suffocate growth. Trust isn’t just a feelgood concept. It’s a leadership discipline.
Don’t Get Comfortable Just Because the Phone’s Ringing
It’s easy to feel like you’re winning in Q3 when the phones won’t stop ringing. But here’s the danger: If you let your foot off the gas now, Q4 will catch you slipping.
Keep selling. Keep marketing. Keep recruiting. Think beyond today. End the year strong. The companies that win are the ones that treat summer not as a finish line, but as a launchpad.
The Shift
The biggest shift in our business didn’t come from a new software or a better sales script. It came from how we prepared, how we communicated, and how we showed up for our people.
We finally stopped treating summer like a surprise and started treating it like a test we could pass—with the right prep, the right leadership, and the right mindset.
You don’t have to break every summer to figure this out. Learn from the ones who have—and build your business to withstand the heat.
Alyssa Rogers is vice president of Rogers Heating, Cooling, Electrical, with offices in Lynchburg and South Boston, Virginia.
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