Contracting Business - April 2025

Tariffs Impact HVACR Industry, Page 23

APRIL 2025 contractingbusiness.com

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26 Competing with Private Equity 30 Acing Commercial Sales & Service 34 EPA Reconsiders Refrigerant Rule ©2023 Planprophoto/Shutterstock

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APRIL 2025 | VOLUME 82, NUMBER 4

COVER STORY

COLUMNISTS

8 First Word | Nicole Krawcke 40 HVAC Service | Valerie Heck 42 Last Word | Alyssa Rogers

18

Stay informed on the latest split system, mini-split, and heat pump products.

16

HVACR NEWS

23 Trump Trade War — HVACR Associations React to IndustryWide Impact

Imposed tariffs will be felt throughout all segments of the HVACR industry.

Associations have been tracking the situation closely.

BUSINESS MANAGEMENT

26 Competing with Private Equity in HVAC: How Independent Contractors Can Continue to Thrive

Best practices for independent contractors to compete in a consolidated marketplace.

DEPARTMENTS

6 What’s New Online 10 From the Field 12 Manufacturer News 16 Products 41 Ad Index

IAQ & VENTILATION

28 When Did We Lose Focus of the ‘V’ in HVAC?

32

Today, new construction homes have more insulation and less air leakage than ever before. It’s vital to exhaust indoor pollutants at the point of use and bring in filtered, outside air. Using ASHRAE 62.2—as a minimum baseline for a ventilation strategy—is crucial.

COMMERCIAL SALES/SERVICE

30 Mastering Commercial Sales and Service for HVAC Mechanical Contractors

Customer Focused Solutions Owner Woody Woodall shares strategies for success.

REFRIGERATION SERVICE TODAY

32 Keeping the Promise of Perishable Freshness

Copeland Facility Health Score Insights transforms enterprise maintenance program.

34 EPA Reconsiders Refrigerant Transition

EPA Administrator Lee Zeldin unveils 31 historic deregulation actions, aiming to reduce trillions in regulatory costs. The Refrigerant Transition Rule’s impact on the HVACR industry is highlighted.

Connect with us: contractingbusiness.com @contractingbiz https://www.facebook.com/CBMag https://bit.ly/CBonLinkedin

4 | CONTRACTING BUSINESS | APRIL 2025

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Online@contractingbusiness.com TOP STORIES ▶

E 2025 Commercial HVAC Trends and the Future of HVAC Innovation

VP/Market Leader—Buildings & Construction, Mike Hellman Group Editorial Director Buildings & Construction, Mike Eby Editor-In-Chief, Nicole Krawcke, nkrawcke@endeavorb2b.com Art Director, Julie Whitty Production Manager, Sam Schulenberg Audience Development Manager, James Marinaccio, jmarinaccio@endeavorb2b.com Ad Services Manager, Deanna O’Byrne

A snapshot look into how the HVAC industry shifts are reshaping the future of commercial spaces in 2025. https://contractingbusiness. com/55276452 199844510 © Juan Pablo Muñoz León | Dreamstime.com

EGIA Launches HVAC Distributor University The training platform is designed to help distributors deliver greater value to their contractors. https://contractingbusiness.com/55275380

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Watch HVACR manufacturers discuss the biggest trends facing the HVACR industry in 2025. https://contractingbusiness.com/ 55272448

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HVAC Intelligence Newsletter: 3 Principles to Follow When Testing Another Company's Install Maintain professionalism when diagnosing HVAC system performance issues. https://contractingbusiness.com/55275634

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CEO, Chris Ferrell COO, Patrick Rains CRO, Paul Andrews CDO, Jacquie Niemiec CALO, Tracy Kane CMO, Amanda Landsaw EVP, Building, Energy and Water Group Mike Christian Contracting Business (USPS Permit 010-480, ISSN 0279-4071 print, ISSN 2771-652X online) is published monthly by Endeavor Business Media, LLC, 201 N. Main St., 5th Floor, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI, and additional mailing offices. POSTMASTER: Send address changes to Contracting Business, PO Box 3257, Northbrook, IL 60065-3257.

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FIRST WORD BY NICOLE KRAWCKE, EDITOR-IN-CHIEF

P o

Shifting the Focus Away from Price in HVAC Marketing

T Position your business as a trusted authority, not a discount provider.

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

he last thing HVAC contractors want to do is turn their services into a commodity, therefore value-driven marketing strategies are increasingly important in today’s competitive market. Instead of competing solely on price, HVAC contractors should focus on messaging that highlights quality workmanship, reliability, and long-term value through energy efficiency and cost savings. Educating homeowners and businesses on the importance of proper installation, maintenance plans, and system longevity helps shift the focus from price to performance.

Colleen Keyworth, vice president of sales and marketing at Online-Access, Inc., said this is important for contractors to remember, especially now during the shoulder season.

“March happens every year, but contractors act like it’s the biggest surprise,” she says. “It’s one of those things where they’ll start undercutting [prices]. I don’t feel like any contractor should have to do a $59 tune-up just to get a call. Yes, getting in the house is always good — but do you have underscore your prices just to make that call? It’s that old-school mentality, and one I think contractors should avoid.”

Sometimes when contractors are thinking of an incentive for a marketing campaign, they immediately gravitate toward a cheap service, Keyworth adds. And some contractors ignore the opportunities right in front of them with their existing customer database.

“There are other things we can promote, such as inspections, IAQ services, water heaters, and generators — what are we doing to promote these services in the shoulder season?” she explains.

“Because not everybody is going to have a heating or air conditioning need during that time.”

Instead of devaluing their services, the best marketing strategy HVAC contractors should focus on is their brand — all day long, Keyworth notes.

“You have to be able to translate the value — so much goes into a decision-making process that contractors don’t even think about,” she says. “Brand is a large part of it. I would rather choose the wellestablished company. I would rather choose the one that looks nice and is insured. And you know what, I don’t bat an eye too much when I have to pay maybe $2,000 more because I’m not paying the one truck Chuck handyman. There’s just an innate acceptance of you’re getting better value.

Unfortunately, we do a horrible job of educating

our customers on what the value of our services is and what the difference is. Homeowners are more likely to engage and feel better about making an investment if they actually know that they’re getting more out of it.”

Communicate your value by letting customers know what you do for training. Are your technicians NATE-certified? Are you licensed and ensured? Contractors can also set themselves up as the trusted expert by educating customers on the latest industry trends and regulations. For example, if a customer has an older system using R-410A, explain the current HFC refrigerant phasedown and what it means for them. Give them options.

You can touch on the latest deregulation activity by the U.S. Environmental Protection Agency (EPA), but make sure to explain that the actions promoted by the EPA have not yet changed any current regulations that affect the HVACR industry.

“At Vincent’s Heating & Plumbing (a family business run by Keyworth’s uncle), we have a 100% satisfaction guarantee,” Keyworth says. “We even say if the customer is not 100% satisfied with their install, we will literally come back, take it out, and give all the money back. A lot of people are afraid to do that, but honestly, nobody else is drawing that line in the sand. At the end of the day, if the customer is not satisfied and being a pain, it’s actually easier to do this. Very few of these actually get to this point, I think we’ve only done it one time, and we were happy to do it when we did.”

Financing options are also a key area to promote since financing has become a must-have for contracting businesses, Keyworth adds.

“These are not even purchases most of the American people want to make,” she says. “Nobody has a jar not on their windowsill that says, ‘just in case my AC breaks’ next to their trip to Paris fund. Having those options and presenting good, better and best allows them to understand what they can afford based on their budget.”

Long story short, by emphasizing expertise, quality service, and customer trust, you can attract the right clients without undercutting your worth.

Focus on professional branding, clear communication, and educating homeowners on the long-term benefits of choosing a reputable contractor. When you position your business as a trusted authority rather than a discount provider, you not only protect your margins but also build a loyal customer base that values quality over price.

G O w

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FROM THE FIELD COMPILED BY NICOLE KRAWCKE, EDITOR-IN-CHIEF

PHCC Announces Over $150,000 in Scholarship Opportunities in 2025 FALLS CHURCH, Virginia—Applications are available now for thePlumbing-Heating-Cooling Contractors—National Association (PHCC) Educational Foundation 2025 scholarship program. The organization plans to award 65 scholarships totaling $150,500 to plumbing and HVACR apprentices working for PHCC—National Association members, trade school or community college students taking plumbing or HVAC classes and college students pursuing majors directly related to the plumbing-heating-cooling industry.

In the application process, scholarship candidates answer questions about their involvement in the trades and future career goals. They are asked to supply a letter of recommendation, which apprentices can secure from their PHCC member contractor employer, while students enrolled in trade schools or colleges can obtain it from a teacher or academic advisor. Scholarship amounts vary between $1,500 and $10,000, with most scholarships valued at $3,000. The deadline for all required documents to be turned in is May 1, and the application form can be accessed at phccfoundation.org/scholarships.

The scholarships are funded by contractor donations to the PHCC Educational Foundation and by these corporate sponsors: A. O. Smith, Bradford White Corp., Delta Faucet Co., Ferguson Cares Foundation, Home Depot Pro, InSinkErator, RIDGID, Scorpion Home Services Marketing, State Water Heaters, and Sterling (a Kohler Brand).

Contractor business owners want to ensure that apprentices and technicians are invested in their training and commonly will require new hires to pay for their own classes. This can be difficult for employees who are also supporting a family or stretching their finances on entry-level earnings. The Foundation’s scholarships can provide a bridge to the point where their growing skills deliver the job earnings needed to self-fund the rest of their training.

“And for employers who pay for their employees’ training, our scholarships can free up training funds the company can reinvest in other areas,” added John Zink, the Foundation’s vice president of development and communications.

Busby’s Celebrates 80 Years in Business, Welcomes Third Generation President, Kristen Munn AUGUSTA, Georgia—Busby’s Heating & Air Conditioning marks its 80th anniversary in 2025, and with it, a momentous milestone in the company’s history. Kristen Munn, Rick Busby’s daughter, has been named the new president, representing the third generation

Kristen Munn was named the president of Busby’s Heating & Air Conditioning, representing the third generation of leadership at the company.

Busby’s Heating & Air Conditioning

of leadership at the company. JC Busby, Rick Busby’s father founded the company shortly after World War II in Millen, Georgia. The contracting business has since grown into a trusted name in the heating and air conditioning industry. Over the past eight decades, Busby’s has continually expanded its services, introduced new products, and built a reputation for exceptional customer service. The company has also become a pillar of the Augusta community, supporting various local charities.

“I’m so excited and privileged to be on the path to third-generation ownership of Busby’s,” Munn said. “It’s not just about keeping the business in the family, but also about building on what was started and making it my own for the future.”

“It is comforting to know that our company will remain a familyowned business for the third generation and for many years to come. I am so excited to have Kristen take over the realm as president,” Rick Busby, CEO, said.

While much has changed since 1945, the core values that Busby’s was built upon—quality, integrity, honesty, and customer satisfaction—remain unchanged. Rick Busby reflects, “These four pillars were the foundation of my father’s success, and they will continue to guide our company for many years to come. We remain dedicated to providing the same quality workmanship, reliable service, and customer care that have set us apart since day one.”

National Technical Institute Launches Centralized Career Services to Empower Student Success LAS VEGAS—National Technical Institute (NTI), a state-approved trade school with campuses in Las Vegas, Phoenix, and Houston offering fast-track training in HVAC, plumbing, and electrical, launched its first centralized Career Services Department. This initiative reflects NTI’s commitment to providing consistent, high-quality career support to ensure graduates are well-prepared for the workforce.

Nanci Munoz, an experienced career services professional with a background in career development, employer relations, and recruitment, has been appointed as the Career Services Advisor to lead this department across all campuses. She has been tasked with developing and implementing impactful career services programs, building strong industry Nanci Munoz partnerships, and creating workshops tailored to NTI

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technical career paths. Munoz plans to utilize data analytics to optimize student success and drive organizational improvements, drawing on her background in recruiting.

“This marks an exciting shift in how we support our students’ transition to rewarding careers,” said Munoz. “By strengthening our career services offerings, we can provide a more dedicated, structured and effective approach to job placement, helping graduates from all campuses achieve success in their chosen trades.”

Previously, each NTI campus managed job placement and career support independently, with campus directors overseeing basic assistance such as resume preparation, job placement tracking, and potential employer outreach. The creation of this centralized department expands NTI’s career services to ensure all students receive consistent, high-quality career support, including mock interview sessions, targeted outreach to industry employers, graduate tracking and reporting, and enhanced student engagement through classroom presentations and career workshops.

Prior to this role, Munoz served as NTI’s Director of First Impressions, where she enhanced campus operations through student engagement and industry partnerships. She also has experience as an Associate Recruiter at Top Talent Inc., where she specialized in sourcing and screening candidates for Fortune 500 and 1000 companies.

“The trades need skilled workers now more than ever,” said Ryan Woodward, CEO of NTI. “With Nanci leading our new Career Services Department, our graduates will have the guidance and connections they need to secure high-demand roles and build successful careers from day one.”

High 5 Plumbing, Heating, Cooling & Electric Announces 71% Growth in 2024 DENVER—High 5 Plumbing, Heating, Cooling & Electric, a familyowned and operated home service company serving residents in the greater Denver metropolitan area, announced that it experienced significant commercial growth in 2024, earning 71% more in revenue over the previous year. The home service company expects to continue this growth rate throughout 2025.

“This milestone is as a result of our clear vision, strong growth strategy and the dedication of our passionate team of employees,” said Levi Torres, co-owner of High 5 Plumbing, Heating, Cooling & Electric.

“This growth is a direct result of our commitment to provide the types of home services that the people in the greater Denver area need. Our talented and experienced technicians and compassionate customer service staff have driven this tremendous growth.”

As a testament to its growth, High 5 launched its Heating, Ventilation and Air Conditioning (HVAC) division in April 2024, and introduced its electrical services in September 2024.

“We are always looking for more ways to provide value to our customers and will continue to look for ways to improve

the customer experience in 2025,” Torres said. “Adding these services has made High 5 the one-stop shop for home services, and it has allowed us to develop a long-term relationship with customers throughout our service area.”

The company was recognized for its service in 2024 when it received the Angi Super Service Award. Last year, the company also earned a spot on the Inc. 5000 Fastest-Growing Companies and The Denver Business Journal’s Fast 50 lists.

Universal Technical Institute-Orlando Launches HVACR Program

UTI

ORLANDO, Florida—Universal Technical Institute-Orlando announced the launch of its Heating, Ventilation, Air Conditioning and Refrigeration (HVACR) program in March, adding to the four programs the campus currently offers. UTI is the skilled trades, transportation, and energy education division of Universal Technical Institute, Inc. According to the U.S. Bureau of Labor Statistics, employment of heating, air conditioning, and refrigeration mechanics and installers is projected to grow 9% from 2023 to 2033, much faster than the average for all occupations. This underscores the need for technicians who support the systems that control air quality and temperature in residential, commercial, and industrial settings.

The nine-month HVACR program will cover air handling and hydronics, AC and DC circuits, and components, sheet metal ductwork, vent system selection and installation, and mechanical and electronic controls troubleshooting. The campus now offers automotive, diesel, marine, motorcycle, and HVACR programs.

UTI-Orlando Campus President Tim Dauber shared, “As enrollment opens for our new HVACR program, we’re addressing the growing demand for skilled technicians in Florida’s dynamic and expanding temperature control industry.”

Universal Technical Institute Division President Tracy Lorenz noted, “With the nationwide demand for skilled HVACR technicians on the rise, we are rapidly expanding our training programs to equip students with the expertise needed to thrive in this vital and evolving field.”

The addition of HVACR at the Orlando campus expansion is part of Universal Technical Institute Inc.’s corporate “North Star” strategy of growth, diversification and optimization. The strategy includes the launch of eight full-length programs at existing UTI campuses and a new UTI campus in Atlanta.

For more information, please visit www.uti.edu.

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MANUFACTURER NEWS COMPILED BY NICOLE KRAWCKE, EDITOR-IN-CHIEF

Fujitsu Opens New Training Center in New Jersey

From left to right: Tomokazu Hosoi, FGA President; Ruben Marcucci, FGA Senior Director of Aftermarket; Toshiyuki Kawanishi, FGL Corporate Senior Executive Vice President; Yasushi Asanuma, FGL Corporate Vice President, Head of International Business Unit; Hideomi Osada, FGA Chief Financial Officer.

Fujitsu General America, Inc.

PINE BROOK, New Jersey—On Feb. 12, Fujitsu General America, Inc. celebrated the opening of its new training center in Pine Brook, New Jersey. The AIRSTAGE Technical Solutions and Learning Center was developed to keep pace with Fujitsu’s growth and provide easy access to training and troubleshooting instruction, both in-person and online.

The training center includes a dedicated lab for hands-on experience. To increase Fujitsu’s online training resources, it also includes high-tech web cameras to zoom in on specific components while teaching and troubleshooting. Enhanced audio capability is provided by 30 microphones throughout the space.

The new facility is open to contractors, engineers, reps, and wholesale technical service advisors. Training includes instruction on all of Fujitsu’s products, including its AIRSTAGE H-, J- and V-Series equipment, as well as AIRSTAGE Cloud, the company’s cloud-based building management system.

Instruction is provided by Juan Perez, regional trainer, Artie DeMartinis, technical trainer, and John Davidson, regional trainer.

“This center represents our commitment to empowering professionals through cutting-edge solutions and comprehensive training,” said Ruben Marcucci, senior director of aftermarket.

“Together, we’re shaping the future of the industry and setting a new standard for excellence.”

AAON Appoints Matt Tobolski as New CEO TULSA, Oklahoma—AAON, Inc., a provider of high-performance, energy-efficient HVAC solutions, announced that its board of

directors appointed Matt J. Tobolski, PhD, as CEO, effective May 13. Tobolski will succeed Gary Fields, who will remain a member of the board of directors and serve as a special advisor to the board to help ensure a smooth transition.

Tobolski, currently serving as president and Tobolski COO of the company, will assume the CEO role as AAON AAON continues to strengthen its market position through significant investments in data center cooling production capacity, positioning the company for sustained growth. He brings extensive leadership experience and robust understanding of the engineering and manufacturing of HVAC systems, particularly in the data center thermal management market. Tobolski previously served as president of BASX Solutions, a company he co-founded in 2013 that AAON acquired in December 2021.

“The Board identified Matt as uniquely suited to lead AAON in its next chapter of growth,” said A.H. “Chip” McElroy II, independent chair of the board of directors. “We expect this will be a seamless process, especially in light of Matt’s leadership that we have witnessed over the past three years. As Gary was the right leader at the right time, so too is Matt. He has the vision, talent, drive, and skills to leverage the entire enterprise into a pattern of growth that will serve AAON and its customers for years to come.”

“It is an honor to be appointed CEO of AAON. I am excited to take on the challenge of leading the Company into its next phase of growth,” Tobolski said. “By leveraging the innovative spirit and highly talented engineering resources of both AAON and BASX, we are well-positioned to grow the Company’s prominence in the industry. As we enter this evolutionary phase, I look forward to strengthening relationships and continuing to deliver industryleading solutions.”

Fields and Tobolski will work in tandem over the next three months as Tobolski prepares to assume the CEO role and position AAON for long-term growth and success.

Daikin Applied Acquires New York-Based Modular Comfort Systems MINNEAPOLIS—Daikin Applied Americas announced a majority investment in Modular Comfort Systems, a provider of customized HVAC solutions that supports consulting engineers, contractors, and building owners and operators in upstate New York.

As New York enacts and implements new regulations focused on reducing energy use and carbon emissions, Modular Comfort Systems’ expertise in designing and delivering high-efficiency systems, and Daikin’s decarbonization technology and capabilities, will combine to deliver comprehensive HVAC solutions that help customers trim both their utility bills and carbon footprints.

“With changing regulations on the horizon, our customers need energy-efficient, low-carbon solutions for their buildings and facilities, and we can support this growing need by investing in Modular Comfort Systems,” said Yu Nishiwaki, COO of Daikin Applied Americas. “Modular Comfort Systems has been a leading sales engineering firm in upstate New York for over 50 years, and their expertise has resulted in top-tier performance and efficiency

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for their customers. Their continued success is a testament to their abilities and we’re pleased to welcome the team to the Daikin Group.” In 2023, New York State codified the Climate Act into law, detailing decarbonization requirements for new buildings and accelerating the need for more sustainable and efficient HVAC solutions. The integration of Daikin Applied and Modular Comfort Systems will provide customers with end-to-end solutions to address regulations and help mitigate environmental impact.

“We know the regulatory landscape in upstate New York better than anyone, and we’re thrilled that joining Daikin will allow us to build out our HVAC technology and solutions to further support our customers,” said Chris Miller, president of Modular Comfort Systems. “Customers can expect enhanced support and distribution capabilities, backed by Daikin’s global resources to

improve energy efficiency, reduce carbon emissions and optimize building systems.”

Modular Comfort Systems has almost 75 employees across offices in Buffalo, Rochester, and Syracuse, New York. The firm provides specialized solutions for heating, ventilation, and airconditioning systems for commercial, institutional, and industrial applications. As part of the acquisition, the Daikin Applied service technicians in the region will join the company.

As Modular Comfort Systems, a member of Daikin Group, the combined team will work together to deliver a full range of HVAC solutions, including engineering services, equipment selection, and startup, and systems maintenance and repair.

Bryant Celebrates 120th Anniversary with Year-Round Donations and Volunteer Support for Feeding America INDIANAPOLIS—Bryant, a provider of high-quality HVAC solutions, announced the successful conclusion of its 120th anniversary celebration, having raised $113,000 in support to food banks affiliated with Feeding America. Through a yearlong campaign of charitable donations and volunteer hours, Bryant has made a significant contribution to the fight against hunger, helping communities across the nation. Bryant is a part of Carrier Global Corp., global leader in intelligent climate and energy solutions.

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immediate assistance while also raising long-term awareness about the issue of food insecurity.

Bryant’s support of Feeding America is part of the company’s broader Corporate Social Responsibility (CSR) program, which focuses on making a positive difference in communities where Bryant operates. Through initiatives like these, Bryant strives to leave a lasting impact on both local and national levels, demonstrating its commitment to creating a better future for all.

By supporting Feeding America, Bryant has directly contributed to the organization’s mission of providing food to individuals and families in need.

Griplock Suspends The HVAC Industry

In 2024, Bryant raised $113,000 in support to food banks affiliated with Feeding America. Bryant

Over the course of 2024, Bryant employees, distributors, and dealers collectively raised money for Feeding America. Bryant kicked off efforts with a $50,000 donation; the rest was raised through individual contributors and 17 partners from seven states. These funds will be distributed to food banks across the country, providing critical resources to individuals and families in need. The company’s commitment to fighting food insecurity goes beyond financial support, with more than 600 volunteer hours dedicated to local food banks.

“We are incredibly proud of the impact we were able to make in our 120th year,” said Nick Arch, vice president and general manager, residential HVAC solutions, Bryant. “Exceeding our volunteering goal was a testament to the generosity and strength of the Bryant network. Our commitment to supporting Feeding America will continue to grow as we work together to ensure that no one goes hungry.”

Throughout the year, Bryant’s employees and affiliates packed food donations, supported mobile pantries, drive-thru pantries, and other food distribution efforts, and launched a social media campaign.

These efforts were aimed at providing

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EDITOR’S NOTEBOOK: PRODUCTS

Air Filtration and Disinfection

The Aerapy All-Spectrum UV Monitoring System delivers real-time UV output reporting for HVAC disinfection and coil-cleaning applications. This patent-pending system automatically monitors germicidal UV-C, LED-UV, and Far-UV levels, eliminating the need to manually check lamps and ballasts across multiple HVAC units. Building managers gain precise performance data and the web-based monitor and intuitive reporting dashboard seamlessly integrate with most building automation systems (BAS/BMS). www.aerapy.com APCO-X ULTRA is FreshAire UV’s most powerful air and coil disinfection system.

Designed to help improve HVAC equipment performance and maximize efficiency by maintaining a clean coil free form

pressure robbing mold and biofilm. Advanced 3-year UVC lamp and lifetime, EverCarbon catalyst are designed to neutralize mold, bacteria, viruses, odors, and VOCs. The award-winning APCO-X ULTRA includes a translucent polycarbonate housing and real-time lamp life timer notifying the user when it’s time to replace the UVC lamp. APCO-X ULTRA is UL2998 for zero ozone emissions, includes duct board kit and 24V connection and transformer for simple easy installation. www.freshaireuv.com Kleenex announced its Elite Allergen Air Filters MERV 12 and 13 have earned the Asthma & Allergy Friendlycertification. The Asthma & Allergy Friendly Certification Program is a collaborative initiative between AAFA and ASL, dedicated to helping consumers identify products that contribute to a healthier indoor environment. Kleenex Elite Allergen Air Filters effectively reduce the total allergen burden by removing allergens from the air; maintain performance without significant airflow reduction, even as the filter accumulates particulate allergens, thereby also avoiding increased energy consumption; and feature strong edge seals that prevent air and particles from bypassing the filter. www.kleenex.com/en-us/products/ air-filters GPS Air introduces the smartIAQ, an intelligent clean air system that makes achieving ASHRAE’s Indoor Air Quality Procedure (IAQP) simple while delivering equipment and energy cost savings. The system actively monitors and verifies air quality using an integrated solid-state sensor array aligned to ASHRAE 62.1, cleaning air on demand.

Utilizing smartIAQ for IAQP reduces annual energy costs by up to $2 per square foot by lowering the air conditioning and heating loads. The filtration system, tested to ASHRAE Standards 52.2 and 145.2, lasts for over a year in typical applications. The system uses advanced solid-state sensors to monitor multiple air quality parameters, including TVOCs, CO2, formaldehyde, NOx, and particles (PM1.0, PM2.5, PM4.0, PM10).

Operating at whisper-quiet sound levels, smartIAQ integrates seamlessly into any indoor environment while providing comprehensive air cleaning through its integrated filtration and NPBI technology. www.gpsair.com Aireshield is a revolutionary air filtration method combining airborne pathogen disinfection, particulate agglomeration/ collection and cooling coil biofilm prevention inside residential and commercial HVAC system airstreams, the

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company says. The nonthermal plasma-based airborne contaminant filter resembles a 1-inch-thick traditional HVAC media filter frame.

Aireshield is available in all sizes. Aireshield’s plasmic field inactivates, neutralizes and prevents replication beyond 99% as proven by third party tests for SARS, influenza, and other biological contaminants in compliance with ASHRAE Standard 241. The ozone-free Aireshield also improves MERV 8 and MERV 13 media filters to MERV 13 and MERV 16 performances with maximum static pressure drops of 0.22w.g. at 500 FPM. www.reviveaire.com.

temperature demand. As a bonus, ColorTouch’s customizable wallpaper feature also acts as a digital picture frame. www. venstar.com

VRF

Residential Thermostats

The Honeywell Home FocusPRO smart, programmable and non-programable thermostats from Resideo address residential heating and cooling needs with broad system compatibility and a feature-rich portfolio. This series includes Honeywell Home’s first non-programmable thermostat that supports dual-fuel and 3H/2C heat pumps, as well as 2H/2C conventional and 1H/1C systems. Each model is outfitted

The Lennox Powered by Samsung Varix VRF combines advanced engineering with intelligent controls that learn from your building’s needs, continuously optimizing performance and efficiency. By regulating VRF rates between source and indoor units to match real-time demands, a unit provides independent temperature control across multiple zones. Varix outdoor units have a small footprint, easing installation where space is limited, and refrigerant lines distribute heating and cooling to zones, maximizing usable space versus traditional ductwork.

By combining VRF technology with the trusted capabilities of Lennox and Samsung, Varix systems offer high performance and efficiency. www.samsunghvac.com All product claims are made by the manufacturers.

with a universal wall-mounting plate (UWP) that ensures installation is easy and future upgrades to another Honeywell Home device are even easier. Furthermore, the smart thermostat is compatible with local energy programs and can help lower energy costs and balance the electric grid during periods of high demand. www.resideo.com Venstar’s ColorTouch Wi-Fi thermostat makes controlling indoor comfort easy with its colorful touchscreen and inuitive controls. Remotely controlled from virtually anywhere using Venstar’s free Skyport Mobile app, its 365-day programmability and setpoint limiting controls energy costs by adhering to pre-set temperature limits.

With built-in API, ColorTouch also integrates with most smart home systems as well as works with voice control applications.

Venstar’s optional ExtraZone accessory controls airflow to a sub-zone based on APRIL 2025 | CONTRACTING BUSINESS | 17

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2025

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RESIDENTIAL AIR CONDITIONING GUIDE Mini Splits, Heat Pumps & More!

As residential cooling technology continues to evolve, HVAC contractors need to stay informed about the latest split system, mini-split, and heat pump products to provide efficient, high-performance solutions for their customers.

This 2025 Residential Air Conditioning Guide explores the newest advancements in these product segments. With the growing demand for flexible, high-efficiency cooling options, understanding these cutting-edge systems ensures professionals can offer optimal comfort, lower operating costs, and sustainable solutions for modern homes.

The leading OEMs have shared some of their newest products in this year’s guide. Flip through these next few pages to take a peak.

AirCon International

The versatile Serene Plus Series is designed for residential HVAC markets. This new system incorporates inverter technology, ensuring consistent

temperature control and quieter operation, with noise levels as low as 29 dB(A) in mute mode. Environmental responsibility is integrated into the Serene Plus Series design, featuring R-32 refrigerant with a lower global warming potential. This choice underscores Air-Con International’s dedication to sustainable practices in the HVAC industry.

The system comes equipped with built-in Wi-Fi capabilities, allowing users to conveniently control and monitor their unit via smartphone. This feature enhances user experience and provides greater flexibility in managing home comfort.

Aavailable in 12,000, 18,000, and 24,000 Btu options, the 12,000 Btu model is offered in both 115V and 220V configurations, while the 18,000 and 24,000 Btu models are available exclusively in 220V. This range of options accommodates various room sizes and electrical systems, ensuring compatibility with different household setups. www.airconint.com

Allied Air Enterprises

Allied Air Enterprises has announced the re-design of the Pro Series for the Armstrong Air and AirEase brands to accommodate the Low-GWP refrigerant transition. This includes a newly designed cabinet and several added benefits.

The new Pro Series A7AC22V Air Conditioner and A7CP21V Heat Pump units deliver targeted comfort, especially when paired with the Comfort Sync A3 Thermostat for unprecedented control and energy savings. The heat pump’s state-of-the-art cold climate technology offers high performance heating down Some entries may have been edited for space considerations. Product performance claims are by each brand.

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2025 RESIDENTIAL AIR CONDITIONING GUIDE to 5º F before auxiliary heat turns on. And, the new 22 SEER2 air conditioner helps keep cooling costs low during hot weather.

Additional benefits include variable speeds and energy efficiency.

Longer, gentler run cycles offer enhanced air filtration, lower humidity, quieter noise levels, and more consistent comfort throughout the home. Pro Series Systems are ENERGY STAR Most Efficient-rated to help reduce energy bills. Additionally, proprietary Omniguard Total Corrosion Protection Technology offers a new, durable composite top and base to endure weather conditions while Precision Service Technology provides with faster, easy access to the components. www.alliedair.com

Bosch Home Comfort

Bosch Home Comfort’s Inverter Ducted Split (IDS) Family (R-454B Version) heat pump product line offers maximum comfort, minimal energy use, and a gentler environmental impact due to A2L refrigerant R-454B. Modulating inverter systems provide customers supremely efficient comfort by adjusting compressor capacity —smoothly ramping up production and using only the energy needed to achieve the desired temperature, resulting in reduced energy consumption and less stress on the system’s life cycle.

The IDS Family R-454B product line is comprised of the IDS Light, a15 SEER2 system for warmer climates; the IDS Plus, an 18-SEER2 system that balances efficiency, comfort, and affordability; the IDS Premium Connected (pictured above), a 20-SEER2 system that maximizes home comfort while minimizing energy usage; and the IDS Ultra, the first Bosch airto-air heat pump designed to provide reliable, energy efficient heating even in sub-zero temperatures.

Bosch’s IDS Family heat pumps featuring the low-GWP R-454B refrigerant are available for purchase now. www.boschhomecomfort.com

Friedrich Air Conditioning

The all-new Friedrich Floating Air ductless mini-split series features 40 SKUs across three distinct lines—Pro X, Pro, and Select—optimizing inventory management and installation

flexibility. FastPro technology in all (excluding Select 36K) wall-mounted units simplifies maintenance, reducing labor time significantly. Built-in Wi-Fi enhances control with the ComfortPro mobile app, available for wall-mounted and ceiling cassette models.

The Pro X Series offers the ultimate in flexibility and performance in extreme temperatures, available for both single and multi-zone configurations, with a wide range of indoor options—wall-mounted, ceiling cassettes, concealed ducted, and ducted air handlers—from 9,000 to 42,000 Btu. The Pro Series focuses on high efficiency, delivering a SEER2 of 25.0 and an HSPF2 of 11.0 in single-zone wall-mounted units ranging from 9,000 to 24,000 Btu. All Pro X and Pro models are ENERGY STAR- and ENERGY STAR-cold climate-certified. The Select Series provides reliable, cost-effective solutions in single-zone wall-mounted from 9,000 to 36,000 Btu with ENERGY STARcertified models available. www.friedrich.com

Fujitsu General America Inc.

Fujitsu General America introduces the singlezone, wall-mounted AIRSTAGE Orion XLTH+, the newest addition to its H-Series R-32 heat pump line.

The Orion XLTH+ (Extra Low Temperature Heating Plus) system is a cold-climate mini-split system designed to deliver exceptional heating performance in extremely low outdoor ambient conditions.

This premium system ensures indoor comfort even at outdoor temperatures as low as -22° F while maintaining high efficiency with a SEER2 rating of up to 33.5 SEER2. AIRSTAGE Orion XLTH+ offers superior heating performance, maintaining full rated (100%) capacity at -15° F and 90% rated capacity at -22° F. Its compact outdoor unit, slim wall-mounted indoor unit, and extended line set lengths (up to 66 feet) simplify installation in almost any space. Both the indoor and outdoor units are extremely quiet, with sound levels as low as 23 dB (A) indoors and 44dB (A) outdoors.

Available in three capacities: 9,000, 12,000 and 15,000 Btu/h, with maximum heating capacities of 24,000, 27,300, and 28,000 Btu/h, respectively, the indoor unit features ProCore (high corrosion resistant copper) coils for long lasting protection. In addition to an inverter-driven compressor, the compact outdoor unit includes a base pan heater for optimal winter performance. www.fujitsugeneral.com APRIL 2025 | CONTRACTING BUSINESS | 19

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2025 RESIDENTIAL AIR CONDITIONING GUIDE LENNOX

The Lennox EL18SLKV heat pump is a midefficiency, slimdesign, variablecapacity, cold climate heat pump. Featuring a slim-design cabinet, the EL18KSLV fits into tight places while operating at extremely low sound levels, making it ideal for homes with limited outdoor space or noise restrictions.

With its advanced cold climate technology and variable capacity operation, this ENERGY STAR-certified 2025 Compliant Refrigerant heat pump features efficiencies of up to 19 SEER2, delivering significant energy savings year-round. The EL18KSLV uses a sound-dampening system with a precision-balanced, direct-drive fan to ensure smooth, quiet operation at a volume as quiet as 54 dB, or the sound of an electric toothbrush.

This heat pump is compatible with the Lennox E30 Smart Thermostat, giving homeowners easier access, control, and comfort. www.lennox.com/residential

LG Air Conditioning Technologies

LG Air Conditioning Technologies’ Multi-Position Air Handler Unit (AHU) is a versatile, ENERGY STAR-certified solution for residential spaces that allows homeowners who desire a traditional, ducted heating and cooling solution to still benefit from inverter technology.

With wide capacity ranges, the unit offers increased design flexibility with configurable 4-way installation, enabling contractors to install the unit in a way that best suits the application. This includes horizontal left or right installation, vertical up flow, and with the conversion kit, even vertical down flow.

Featuring advanced LGRED technology, it provides optimal temperature control, cooling in the summer and heating in the winter. Paired with R1 compressor technology, it delivers yearround comfort while reducing costs and eliminating the need

for supplemental fossil fuel heat sources. The Multi-Position AHU is Wi-Fi capable, enabling effortless control using the LG ThinQ app. www.lghvac.com

Midea

The EVOX All Climate Heat Pump by Midea is an advanced, energy-efficient heating and cooling solution designed to deliver exceptional performance in extreme climates. Featuring Enhanced Vapor Injection (EVI) technology, the EVOX system provides up to 100% heating output at -15° F and continuous operation down to -40° F, ensuring reliable warmth even in harsh winter conditions. In hot climates, it delivers up to 100% cooling output at 117° F and continuous operation up to 149° F. With a SEER2 rating of up to 19, the EVOX system maximizes energy efficiency while reducing operational costs. Its innovative block-n-lock modular air handler unit (AHU) simplifies installation for contractors, making retrofits seamless.

Designed with dual-voltage compatibility (115V/208230V), the EVOX heat pump easily integrates into existing HVAC systems without costly electrical upgrades.

Midea’s commitment to electrification and energy-efficiency is reflected in the EVOX system’s low-GWP R-454B refrigerant and rebate eligibility under Federal, state and municipal incentive programs. The EVOX All Climate Heat Pump sets a new standard in home comfort, efficiency, and durability. www.midea.com/us

Mitsubishi

Mitsubishi Electric’s FX Deluxe Wall-mounted Indoor Unit provides precise comfort and exceptional energy efficiency. With expanded 24,000 Btu/h capacity, it suits both large and small spaces.

The indoor unit pairs with compatible, spacesaving outdoor units for single or multi-zone applications. Paired with H2i sumo outdoor units, the FX can provide reliable heating even in outdoor temperatures as low as -22°F. Each Wi-Fi-enabled unit comes equipped with premium features like the 3D i-see Sensor (Built-in). The advanced sensor scans each room to produce a complete thermal profile that

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2025 RESIDENTIAL AIR CONDITIONING GUIDE includes heat signatures based upon size, temperature, and movement, then adjusts temperature and airflow based on user preference, and saves energy according to room occupancy.

The FX also combines patented Dual Barrier Coating and Dual Barrier Fusion technologies to maintain the efficiency and longevity of the components, making maintenance easier than ever. The unit’s unique sleek matte finish resists scratches and fingerprints, complementing any home’s aesthetic.

The new FX is ENERGY STAR Cold Climate certified, SEER2 certified up to 35, and HSPF2 certified up to 13.3. www.mitsubishicomfort.com

Navien

The NAZ Air-to-Air Heat Pump is a high-efficiency solution coming soon from Navien for both heating and cooling needs.

Designed to perform in a range of outdoor temperatures from -4° F to 124° F, this heat pump utilizes environmentally friendly R-454B refrigerant, offering low GWP and reducing the system’s carbon footprint. The NAZ series is available in two models: the NAZ1736, covering 1.5-3.0 tons, and the NAZ1760, which covers 3.5-5.0 tons, simplifying system design by combining what would traditionally require seven different units into two.

With its advanced inverter-driven compressor, the NAZ automatically adjusts output based on refrigerant pressures and temperatures, ensuring optimal comfort and energy

efficiency. This system also offers a SEER2 rating of up to 19.0, making it highly energy-efficient and cost-effective.

The heat pump is compatible with conventional single- or twostage thermostats and comes with a Bluetooth module, allowing contractors easy setup and diagnostics.

Ideal for various climates and applications, the NAZ Heat Pump can be paired with Navien’s NAM Cased Coils, NAS Air Handlers, and NPF furnace to create a dual fuel system.

The unit’s easy maintenance, flexible installation options, and efficient performance make it a reliable choice for modern heating and cooling needs. www.navieninc.com

Rheem

The Rheem Endeavor line of heat pumps offers a versatile, highefficiency solution for any home, delivering reliable comfort season after season. The RD18AY side-discharge universal heat

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Condensate Neutralizers

Keep septic and plumbing systems protected from acidic condensate with Little Giant’s line of condensate neutralizer products. All models include an integrated condensate neutralizer media, helping to treat acidic condensate before it enters a residential or commercial plumbing system. The neutralizers all include easy-to-replace or recharge neutralizer media.

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2025 RESIDENTIAL AIR CONDITIONING GUIDE pump, launched in March, and ranging in size from two to 5 tons, is the latest unit in the lineup of Endeavor heat pumps designed with advanced technology and built for durability.

With higher SEER2, EER2, and HSPF2 ratings, contractors can offer customers energy-efficient systems that provide consistent savings month after month. With cooling efficiencies up to 19 SEER2 and 13 EER2, and heating efficiencies up to 10 HSPF2, the RD18AY side-discharge universal heat pump units are built to perform in a range of conditions, giving contractors the flexibility to meet homeowners’ needs while maintaining high standards of energy efficiency and comfort. Rheem’s heat pumps also help homeowners save on energy bills while ensuring long-term performance. www.rheem.com

RunTru

The RunTru by Trane 15 SEER2 A5HP5 Heat Pump is a compact and durable unit designed for energy-efficient heating and cooling all year long. This single-stage heat pump offers great value for budget-minded single-family or multi-family applications. With a full line of 1.5 through 5-ton models, it is versatile and adaptable to various indoor system matchups.

Quiet fans and compressors keep sound levels below 76 dBA, ensuring a peaceful home environment.

The wire grill top minimizes noise and maximizes efficiency. The A5HP5 Heat Pump features All-Aluminum coils for excellent corrosion resistance and is protected by durable painted steel cabinets.

With energy efficiency ratings of 15.2 SEER2 and 8.1 HSPF2, homeowners can enjoy significant savings on their energy bills while maintaining comfort. The 15 SEER2 Heat Pumps meet CEE Tier 1, Path B, making them eligible for tax credits and rebates. This makes the RunTru 15 SEER2 A5HP5 Heat Pump an excellent choice for those looking to maximize their investment through energy savings and financial incentives. runtruhvac.com

Samsung HVAC

Samsung’s WindFree Premium mini split is the latest advancement in high-efficiency comfort, designed for

sustainability and smart energy management. Featuring R-32 refrigerant, this system reduces carbon emissions while delivering superior performance. Like its predecessor, it utilizes Samsung’s exclusive WindFree Cooling technology to eliminate cold drafts and is equipped with a motion sensor to analyze usage patterns and adjusts operation to minimize energy waste.

The WindFree Premium’s Comfort Humidity Control feature efficiently removes excess moisture while using up to 19% less energy. The system also boasts advanced heating settings that allow auxiliary heat sources—such as baseboard radiators, hot water coils, and duct heaters—to automatically activate in emergency situations, ensuring reliable warmth if the

primary system encounters an issue. In addition, users can also prioritize a secondary heat source as the primary heating method under specific circumstances. When conditions improve, the original system can return to the primary heat source.

Combining advanced comfort, energy savings, and cuttingedge technology, the WindFree Premium mini split delivers the perfect balance of efficiency and performance—empowering homeowners with smarter, more sustainable climate control. www.samsunghvac.com.

Trane

The 17 Multi-Speed Air Conditioner with WeatherGuard ducted split system uses a newer, lower GWP refrigerant and bridges the gap between a traditional two-stage air conditioner and a premium variablespeed AC unit.

Inverter-driven, multispeed technology delivers higher efficiency and more cooling capacity at extreme temperatures when compared with a two-stage unit. This unit also offers enhanced humidity control. With a SEER2 of up to 18 and EER2 of up to 13, combined with an inverter compressor, this energy-efficient air conditioner maximizes efficiency and comfort without a premium price tag. The WeatherGuard Top keeps leaves and debris out and helps channel rain and snow away from your air conditioner. www.trane.com/residential

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HVACR NEWS | BY NICOLE KRAWCKE

Trump Trade War —

HVACR Associations React to Industry-Wide Impact Imposed tariffs will be felt throughout all segments of the HVACR industry. Associations have been tracking the situation closely.

L

ast month, President Donald Trump’s 25% tariffs on goods from Canada and Mexico went into effect for a day before he announced Mexico would not have to pay tariffs on anything falling under the previous United States-MexicoCanada Agreement (USMCA). The tariffs on imports covered in the USMCA are on hold until April 2. However, Canadian imports—including various HVACR parts—remain subject to the full 25% tariffs.

The 10% tariff that Trump had placed on imports from China in February was doubled to 20%, and also remained in effect.

Additionally, on March 12, Trump officially increased tariffs on all steel and aluminum imports to 25%. The European Union (EU) responded immediately, signaling increases on approximately $28 billion worth of U.S. goods.

The HVACR industry relies on a global supply chain, sourcing components and materials from Canada, Mexico, and other various countries. Tariffs could have several implications for the industry, including increased costs for HVACR equipment and components. Manufacturers may pass these additional expenses down the supply chain, affecting contractors and consumers alike.

The industry can also expect to see more supply chain disruptions in the form of supply shortages, project delays, and increased operational costs.

The resulting higher prices for HVACR services and products may lead consumers to delay upgrades, opting instead for repairs over replacement, or even selecting lower-tier options to help manage costs.

Impacts to HVAC These latest actions by the Trump administration will be felt throughout all segments of the HVACR industry. Heating, Airconditioning, & Refrigeration Distributors International (HARDI) has been tracking the tariff’s closely, according to Alex Ayers, vice president of government affairs for HARDI. “More than two-thirds of HVACR products are made or use components imported from Canada, China, or Mexico, which means there will be an impact across the industry on the products coming in soon,” Ayers notes. “Additionally, the 25% tariffs on steel and aluminum imports will impact several categories of products used in building HVACR equipment. As price increases are passed down the supply chain, it is essential that businesses review their contracts and terms and conditions to see where the financial risk of price increases could hit.”

Plumbing-Heating-Cooling Contractors—National Association President Dan Callies says PHCC is also carefully watching the situation.

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“The industry is highly dependent on products such as metals, lumber, automotive, and manufacturing components that are expected to be targeted by the proposed tariffs,” Callies says.

“The stock market is bracing for economic impacts as reflected in recent declines, but those declines have yet to reverberate to contractors. If there is a prompt resolution to the underlying causes of the tariffs, the market impact would be short lived. On the other hand, should there be protracted negotiations with tariffs in place for a significant time, there could be a deeper impact on contractors and consumers in the form of higher prices for products and services.”

Barton James, ACCA president and CEO, also notes that ACCA is monitoring Trump’s tariff announcements and thier impact on the HVACR industry. “Increased costs on materials, including HVACR equipment and components, could worsen existing shortages and exacerbate ongoing logistical challenges, especially for newer systems. Many contractors are already facing delays in securing replacement parts due to supply chain disruptions, and additional pressures could make it even more difficult to diagnose and service consumers’ needs without driving up prices. When equipment costs rise, homeowners and businesses are more likely to turn to unqualified individuals for service or delay necessary replacements—leading to higher long-term costs, reduced efficiency, and increased strain on systems. As these policies develop, ACCA will continue advocating

The last word in humidity control

Humidifiers Dehumidifiers Water Treatment

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for solutions that support affordability, supply chain stability, and contractor access to the equipment and parts they need to serve their customers.”

Stan Kolbe, SMACNA’s executive director of government and political affairs, shared how the current tariff situation connects to broader economic uncertainty and procurement challenges facing the industry.

“The timing of the tariff led trade war is particularly problematic, with tariffs hitting long before any planned tax relief can pass Congress and take effect for consumers, building developers, and contractors,” Kolbe explains. “This means contractors will feel the significant price increases immediately, and struggle with additional unknown tariffs expected to impact trade and trading relationships across the globe. Simply put, tariff spikes will arrive now while any potential tax benefits to smooth cost spikes on balance sheets will remain months or years away.

Congress made it clear last year that they did not want to be in a situation where the U.S. and other nations are raising tariffs and fees on consumers with tax cuts still in to be decided.”

Kolbe emphasized that the international trade fallout is particularly concerning and threatens positive trading relationships as well as the positive trends in construction markets.

Canada and Mexico, who are part of a unified trading block under the Trump-negotiated 2018 US-Mexico-Canada Free Trade Agreement (USMCA), are now facing unexpected record level tariffs—nominally in the name of border security, but Kolbe said the ultimate goal of tariffs are to raise tax revenue to offset some of the cost of the $5 trillion in tax cut portion of the reconciliation package on the president’s wish list as well as the leadership in Congress.

“While the tariffs on a long list of construction and equipment components as well as related products will be disruptive, tariffs on countless items made with aluminum and steel will be highly complex and challenging to calculate project bids for businesses on current and future contracts,” Kolbe says. “Once the massively complex tariff list is out for the EU countries and others across the globe, contractors will see an impact on raw materials, equipment components, and new price lists from vendors worldwide.”

Kolbe adds that the tariff war across the globe was unfortunately timed and adds to uncertainty in multiple policy areas.

“As if Congress and the economy needed additional and unpredictable economic complications to unnerve the investment and construction markets,” he says. “It also adds new uncertainty to predicting the tax revenues, estimated budget deficits and general economic growth. Many economists feel tariffs add pricing uncertainty for consumers, construction developers, and building owners that could slow a market showing signs of cooling in recent months.”

Tariffs Threaten Construction Spending Construction spending decreased 0.2% from December to January with mixed results across residential, nonresidential, and public segments, according to an analysis of a new government report that the Associated General Contractors of America (AGC) released this week.

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Association officials cautioned that spending on new construction projects could be negatively impacted by proposed new tariffs on a range of goods from Canada, Mexico and China that are likely to make projects more costly.

AGC reported that spending totaled $2.19 trillion at a seasonally adjusted annual rate in January. The total was 0.2% below from the December rate and 3.3% above the January 2024 level. Simonson noted that construction spending increased at a 6.6% rate in 2024 as a whole—twice as fast as the latest year-over-year increase.

AGC officials noted that the new tariffs will make the cost of a broad range of construction materials more expensive, whether they are from Canada, Mexico and China or from domestic producers who are likely to raise prices as well. They urged the Trump administration to work quickly to resolve the underlying disputes that are prompting the new tariffs in order to mitigate the negative impacts of the tariffs.

“Higher interest rates are making it harder to get private sector projects approved, and these new tariffs are likely to prompt many developers to hit pause on new projects,” said Jeffrey H. Shoaf, CEO of AGC. “We all want to see more domestic suppliers of construction materials, but undermining demand for construction isn’t the right way to stimulate new domestic capacity.”

Contractor Precautions to Survive the Tariff and Trade Battles

• Revise and update construction contracts and subcontracts: For new contracts and subcontracts, SMACNA contractors should review the cost structure and update pricing based on the latest tariffs and potential tariffs.

Contractors should also consider adding provisions allowing for increased material costs to be passed through to the owner or general contractor. For example, consider adding provisions relating to tariffs or revising preexisting language about changes in laws and force majeure to expressly outline how price increases will be handled or how to provide additional time for completion if additional time is needed to source local material.

• Analyze existing contracts and subcontracts: For existing contracts and subcontracts, contractors should review any contractual provisions relating to tariffs, changes in laws, and force majeure to determine if they can pass along higher costs upstream should tariffs mean the cost of their materials go up. (Consider including price escalation clauses in private and public contracts to seek reimbursement for unpredicted cost spikes).

With the White House and Commerce Department producing even greater tariff uncertainty due to their ever-changing landscape of U.S. tariffs, contractors should continue to monitor this issue closely. HVACR industry associations can help provide additional updates and guidance for their members.

The future remains uncertain, and more tariffs on raw materials, products, and components from additional countires could be on the horizon. Kolbe notes that even countries with existing trade agreements and treaties are high on the list for significant and possibly escalating tariffs of varying amounts.

“Most surprising is our top trading allies across the borders where we had a trade agreement to remain tariff free until 2027,” he says. “The USMCA gave businesses certainty and confidence to invest and develop supply chain relationships to expand operations and bid work using steel and aluminum and much more with confidence on long-term projects. Firms with existing contracts and mega projects are now struggling to make sense of their bidding status for projects and in markets for materials now, and in the months and years ahead.”

As a result, SMACNA is advising contractor members to take steps to mitigate the impacts of tariffs on construction-related imports. For example, contractors should consider any and all of the following actions. Companies must quickly adapt to these changes to mitigate risks and seize potential opportunities by doing the following: • Buy in bulk: Buying materials in advance avoids any uncertainty regarding price where feasible, and plan to store the additional material need to be addressed as well.

• Locate U.S. suppliers: Now is the time to explore whether domestic suppliers of specific products or manufactured items exist. This, too, is not often feasible, and contractors may need to explore other options. Also, while domestic suppliers may be available at a lower cost, timing may be a concern because if goods cannot be supplied on time, a contractor may be liable for liquidated damages if the project is delayed.

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BUSINESS MANAGEMENT | BY LARRY BERNSTEIN

Competing with Private Equity in HVAC:

How Independent Contractors Can Continue to Thrive Best practices for independent contractors to compete in a consolidated marketplace.

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rivate Equity (PE) is entrenched in the HVAC industry. Their involvement in the sector is impactful, with many contractors selling their businesses to PE firms over the past few years. Yet, plenty of individual/small HVAC contractors continue to operate and thrive. What’s the secret?

Entry of the Private Equity Firms What led to PE firms’ most recent entry into the market? Most point to the pandemic and the shutdowns that followed.

With people spending more time at home, the need for home services soared.

PE firms, who are always looking for investments, noted that HVAC was considered an essential service and profitable.

“PE firms figured out that HVAC is a cash cow and it’s steady and predictable,” says

Ken Smith, managing partner and senior vice president of United Comfort Group, and vice president of Plumbing-HeatingCooling Contractors—National Association (PHCC).

Some may recall that this is not PE’s first foray into the HVAC industry. They entered the industry in the 1990s as well. At that time, firms quickly cashed out. In contrast, this involvement has staying power.

“This time, our industry has enough sophistication including better operating platforms and more tech available,” says Brandon Jacob, owner of Brandon Jacob, CPA. “Buyers are also more sophisticated and are able to quickly get up to speed about what is and what isn’t relevant.”

He adds, they quickly find real efficiencies.

Capstone Partners’ sector update from Fall 2024 noted that M&A of HVAC rose nearly 7% in 2024, and they projected a

continuation. Cindy Sheridan, CEO of PHCC, concurs, “PHCC anticipates there will likely be continued growth in private equity partnerships, as well as increased business consolidations and further diversification of plumbing, HVAC, and electrical companies.”

While we may be experiencing a new phase of PE in HVAC—consolidation of firms—their involvement in the industry is the reality today and moving forward.

Competing with PE Firms The entry of a PE-backed firm into your market can be intimidating. After all, they have a plethora of advantages, including deep pockets, the ability to pay to obtain top talent, more buying power, and greater access to capital. Yet, the individual/small business can thrive in today’s marketplace.

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Let’s consider some steps independent HVAC contractors can take to compete with larger firms.

1. Establish(ed) Relationships with Customers/Community Warm and fuzzy—two words that are not associated with PE. Large PE-backed HVAC firms are laser-focused on productivity and following systems.

“PE firms can offer many positives; however, they can be transactional and less concerned about the customer experience,” says Angie Snow, a principal industry advisor for ServiceTitan and former co-owner of Western Heating, Air & Plumbing, with her husband, Ryan Snow. “Still, people buy from who they know and trust.”

Sheridan adds that the trust between customers and owners is valuable. “A small business owner can develop personal relationships and trust with their customers, leading to faster financial decisions on the customer’s part.”

Another way to establish relationships is through community involvement.

“It’s not just about writing a check for a local fund drive,” says Jim Hinshaw, vice president of sales at Service Nation. He advises, “Be involved in the community.”

Hinshaw relates the story of one of his customers, an independent HVAC contractor who is having phenomenal success. “They call their service people ‘Super Techs,’ and instruct them to help customers beyond their HVAC need. If a customer needs help moving a box in their garage, the tech will help them.”

Of course, this adds time to the service call. However, word has gotten around about the company’s level of service and helpfulness, leading to great appreciation for them. It’s also made the company a top choice for HVAC service in that area.

2. We’re a Team We’re all aware that the industry is facing a talent shortage. PE firms can pay techs higher salaries and give them a career path.

That’s appealing to many techs. So, what can independent HVAC contractors do to attract and retain employees?

First, recognize that not everyone wants to work with a more formal company that focuses on systems and rules. Lots of people are drawn to a more relaxed and

informal work atmosphere that an independent HVAC contractor can offer.

Once again, relationships are important in gaining/retaining employees. In a PEbacked company, an employee may walk past the boss at corporate headquarters and not even recognize them.

There’s an opening for the independent.

“Get to know your people,” Hinshaw says.

“Say ‘how you doing,’ ask about their lives, and establish a relationship.”

Establishing the relationship has multiple positive impacts. “The employee relationship can and normally is much more personal, and the teams are usually much more close-knit, which fosters loyalty among the troops,” Sheridan says.

Employees can feel they are part of something they can impact rather than a cog in a machine. Part of establishing this is developing and sharing a mission statement, vision, and objective with employees. If employees are part of creating these elements, they feel more bonded to the company.

3. Two Can Play at That Game Although an independent HVAC company can’t compete financially with a PE-backed company, there are ways to make the playing field more even.

One of the significant advantages that PE brings is buying power. The independents don’t get the best price on everything from equipment to HVAC parts. So, they either accept a lower margin or price their services above the PE-backed firm.

“The independent contractor would benefit from joining a community,” Snow says. “This will help them get better buying power and the knowledge they need to scale and grow.”

Another way to compete is to utilize technology. There are technologies in the marketplace geared toward the small business owner that increase efficiency in the back office. By investing in technology, independent contractors can use their time more strategically.

There’s a lane for independent HVAC contractors in the post-private equity world. Independents can thrive by using their advantages in today’s marketplace.

Larry Bernstein is a freelance writer based in northern New Jersey. He specializes in construction technology; education technology; and transportation, logistics, and supply chain.

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IAQ & VENTILATION | BY ADAM MUFICH

When Did We Lose Focus of the ‘V’ in HVAC?

Today, new construction homes have more insulation and less air leakage than ever before. It’s vital to exhaust indoor pollutants at the point of use and bring in filtered, outside air. Using ASHRAE 62.2—as a minimum baseline for a ventilation strategy—is crucial.

I

An oversized cast iron radiator in Oak Park, Illinois.

National Comfort Institute

started my HVAC career in the late 1990s, working in the western suburbs of Chicago. At that time, ventilation was mostly found in the commercial world. Residential homeowners who wanted outside air, opened their windows.

Some homes had whole-house fans that sucked in large amounts of air through first-floor windows and exhausted stale air into attics. Nearly half the bath fans I encountered vented into the attic and not outdoors. Kitchen exhaust systems were also hit or miss. Older homes might have a kitchen hood ducted to the outdoors, while recirculating microwave fans were becoming the craze in newer homes.

I recently came across an article in the ASHRAE Journal by Fred Turner titled, “In the Beginning.”

Turner quoted a speech from the first meeting of the American Society of Heating and Ventilating Engineers (ASHVE), given by their president, E.P. Bates, in January 1895. Bates proclaimed, “Every family has the right to an abundance of good, fresh air. Ventilation comes next to Godliness.”

If this was an important topic in 1895, why has it taken us over 100 years to make a measurable change?

In 1973, the American Society of Heating, Refrigerating, and Air Conditioning Engineers (ASHRAE) created Standard 62, “Ventilation for Acceptable Indoor Air Quality.” While the standard covered residential and commercial buildings, the residential guidance was vague compared to the 2022 version of ASHRAE 62.2.

Ventilation Remnants from The Past If you work in older homes with boiler heating systems, you probably notice they used massively oversized cast iron radiators. In “The Lost Art of Steam Heating,” Dan Holohan describes how it was common practice to size radiation 30% to 50% above “other losses” to provide heat with open windows.

Dan found this reference in a 1911 publication written by Edward Richmond Pierce. At the turn of the 20th Century, it was common practice to sleep with windows open because of the fear of sickness and disease. Their fear became a stark reality in 1918 during the influenza pandemic, when 16 million people lost their lives, including 675,000 Americans.

I can’t imagine designing a heating system that would perform with the windows open. Think about the amount of resources that went into heating a home in this manner. Those costs included not only the cost of natural gas or fuel oil but also the additional labor and materials required to install more radiation, larger piping, and boilers.

This alone should prove how important outside air was to people in the early 1900s.

Houses Need to Breathe The “houses need to breathe” concept first came about in the mid-20th century, shortly after World War II, and gained traction during the 1970s energy crisis. During this time, builders attempted to construct tighter homes to reduce energy consumption. As the buildings became tighter, people began experiencing respiratory issues, fatigue, and headaches.

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The Environmental Protection Agency (EPA) named the symptoms, “Sick Building Syndrome.” People became worried about indoor air quality (IAQ). This concern was only valid because most homes and office buildings did not have adequate ventilation.

Allison Bailes III, PhD, wrote the book “A House Needs to Breathe… Or Does It?” In his book, Bailes dispels common myths about building construction. He also explains how houses perform. In Chapter 2, he says, “The

CERV2 installed in a basement.

Bill Spohn, TruTech Tools

A CERV2 control, displaying indoor and outdoor relative humidity, CO 2 , and VOCs.

National Comfort Institute

Ventilation can drastically affect the relative humidity (RH) of a home.

when choosing the best strategy for a specific application. You may need to design the system with a humidifier and/or a dehumidifier to maintain safe humidity levels within a home.

Something else to consider is that today, residential on-demand ventilation is gaining popularity.

Last year, I installed my first CERV2 (conditioning energy recovery ventilator – second generation).

CERV2 is a flexible ERV that allows you to customize how you want to control the ventilation.

CERV2 monitors carbon dioxide (CO2) and volatile organic compounds (VOCs) and will trigger a call for outside air.

HAVEN is another product that monitors IAQ in the return duct system. You can use HAVEN to trigger an outside air damper or an ERV when a negative air quality event occurs.

Another consideration: people commonly forget to turn on the bathroom exhaust fan when taking a shower. Lack of exhaust causes condensation to form on the bathroom walls or can create even more serious moisture issues. A humidity sensor can trigger bathroom exhaust when the RH level spikes.

The fan continues to run until the humidity in the room is back to a safe level. You need to take care when using this type of control in an extremely humid climate zone.

Having a Plan Is Not Enough first step in achieving a healthy indoor environment is airtightness.”

Bailes discusses how we must address other details to maintain a healthy indoor environment. Some of these include source control and a ventilation strategy. After reading Allison’s book, the houses-need-to-breathe theory doesn’t have much merit.

Dustin Cole, a friend and HVAC industry professional, made a comment during a conversation about houses being too tight that stuck with me. He said, “If houses need to breathe to maintain good indoor air quality, someone should tell the astronauts on the space station to open the windows.”

While Dustin made his comment in jest, his example makes you think about 100% airtight living quarters.

Tight Construction Is Only the First Step Today, new construction homes have more insulation and less air leakage than ever before. It’s vital to exhaust indoor pollutants at the point of use and bring in filtered, outside air. Using ASHRAE 62.2—as a minimum baseline for a ventilation strategy—is crucial.

Ventilation can drastically affect the relative humidity (RH) of a home. Consider this interaction

When designing an HVAC solution, you should always follow best-practices and design protocols instead of rules of thumb. The most well-thoughtout ventilation system could be worthless if not properly installed and commissioned.

Here are two tips that will help: • Installers must balance ERVs to either the ventilation design or manufacturer recommendations. Keep the building and room pressures in mind and use a micro-manometer to confirm safe operation.

• Monitor relative humidity, particulate matter (PM) 2.5, VOCs, CO2, and radon to ensure good indoor air quality. Measure outside air and exhaust airflows and then adjust them to meet proper ventilation requirements.

Become a lifelong learner and always continue to grow. Mistakes made in the past are the best lessons for doing better in the future. Remember, “Every family has the right to an abundance of good, fresh air.” It’s your job to deliver it.

Adam Mufich serves the HVAC industry as content developer and instructor for National Comfort Institute, Inc. (NCI). NCI specializes in training that focuses on improving, measuring, and verifying HVAC and Building Performance. Find them at www.nationalcomfortinstitute.com.

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COMMERCIAL SALES/SERVICE | BY NICOLE KRAWCKE

Mastering Commercial Sales and Service for HVAC Mechanical Contractors Customer Focused Solutions Owner Woody Woodall shares strategies for success.

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ommercial sales and service are crucial for HVAC mechanical contractors as they provide a steady revenue stream and long-term business growth. Unlike residential work, commercial projects involve largerscale systems, ongoing maintenance contracts, and higher-value installations, offering greater profitability and repeat business.

But how can mechanical contracting firms excel in commercial sales and service?

Contracting Business sat down with Woody Woodall, principal owner of Customer Focused Solutions, Inc. (CFS), a training and consulting firm dedicated on assisting service contractors on service best practices. Woodall is a retired pipefitter and 50-year industry veteran. After retirement, he Woody founded CFS six years ago and works with MCAA Woodall and MSCA to help mechanical service contractors learn and grow their businesses.

CB: What are the most effective sales strategies for securing commercial contracts?

WW: There are several steps — a lot of people think that salespeople are just born. They’re natural to it, and all of that. That’s just not the case. It’s like anything else — you have to hone your craft. You have to work at it.

The two biggest things, in my opinion, are the ability to reach out and develop relationships with people and be willing to do the hard work. Our biggest job as salespeople is helping people. Find out what their challenges are, find out what their needs are. And find a solution that will help them take something off their plate so they don’t have to worry about mechanical systems breaking down, having issues or downtime, and their people not being able to work because of a heating and air conditioning problem, or whatever it might be.

CB: How do you differentiate your company from competitors when bidding on projects?

WW: One of the things we emphasize in our training through MSCA is we have to develop a value proposition — something that’s unique, something that your company does better than anyone else, and make sure that the customers are aware of that.

A value proposition is a tremendous tool to have.

If you take that and add to the fact that you’re looking to build value at every turn and looking to help them overcome their challenges instead of trying to sell them something, then you’re going to be ahead of the game as a mechanical contractor. But it’s not an easy thing to do.

It’s funny when you’re working with people who are new to the industry, they don’t always understand the fact that we need to build and share that value our company brings. It needs to be unique, and you need to look for ways to develop that value proposition into something spectacular.

CB: What common mistakes do contractors make when pitching commercial clients?

WW: There are a couple of things contractors need to shy away from. No 1, you never, ever downplay or talk bad about your competition. Ever. No. 2, many contractors don’t spend enough time focusing on their unique value proposition. Once it’s developed, they need a plan to get that message out there. This is what we’re offering, this is what we guarantee, this is what you can expect every single time when you’re dealing with XYZ company. Focus on what you can offer and stay away from the negative part of selling.

CB: What are the key factors in maintaining high-quality service for commercial clients?

WW: I’m a big proponent of developing a plan, and there’s a lot of different words for it, but I call it a ‘touch point analysis.’

It’s important to look throughout all industries, the companies that develop that touch point analysis, they’ve seen every touch point they have with a customer from the time they call in for service to the time they collect their money after successfully taking care of them.

If we can identify all those touch points, identify exactly how we want our people to respond to those different touch points, how we want them to represent the company, then we can lay out processes and procedures. But we have to include the entire company — dispatch, back office, salespeople, management, and certainly all of the technicians. Once everybody knows what the game plan is, understands what their responsibilities are, and what happens if they don’t follow through, then we can have, not necessarily guarantee, but a quality experience for customers every single time.

I don’t know how you do that without having some sort of plan and without having your entire team on board with that plan.

CB: What proactive measures can contractors take to prevent service disruptions for commercial clients?

WW: If we’re working with a client that has a maintenance contract, No. 1, when we’re working on-site, I like to emphasize for our service techs is to make sure you bring every little problem to the customer’s attention. You need to let them make the decision whether they want to repair or not, but you need to have

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an honest, frank conversation to let them know that this might not be a huge problem right now, but four months from now, it could be a worse problem. We need to make sure the customer understands the risk they take sometimes in not making repairs and mitigate as much as we can to make sure those possible disruptions to service won’t hurt the customer too much.

We also have to be ready to respond quickly. In today’s world, everybody wants it yesterday.

Because of that, when customers call, your entire operation should have alarms going off and people running to respond. If a customer needs help, you need to respond quickly, efficiently, and succinctly.

CB: What emerging trends are shaping the future of commercial sales and service?

WW: We just had our MSCA Educational Conference last year, and a big part of it was better understanding AI, how important it is and how we can utilize it. AI is going to be a game changer for a lot of us. It’s going to make us different than our competition. We have programs, and a lot of our vendors have built programs into their systems that automatically help our service technicians. For example, they can put down three to four words like “Replace belts on AC unit.” AI could then embellish that a little bit so our techs can spend more time diagnosing and troubleshooting issues and communicating with the clients. AI helps our techs by creating a succinct, clear message of the work performed and how they did it. It’s also helping our dispatchers as we move forward. AI can help dispatchers coordinate and identify who the neediest customer is and respond to them first.

AI is a huge piece of it, but a big part of what’s happening in our industry right now is the phaseout of some of these refrigerants.

We’ve gone through this before as an industry. Because of that, we need to make sure our clients are educated about why we’re doing this and what impact it could have on them down the road.

R-410 is going to be very expensive here shortly — it already is.

R-22 is extremely expensive right now. So, if you’re a mechanical contractor and you haven’t reached out to your clients to share this information, they can’t make an educated decision. Down the road, when a piece of equipment dies or has a huge refrigerant leak, it’s going to cost them a tremendous amount of money. Our job is to educate them and let them know what’s happening in the industry.

CB: How do sustainability and energy efficiency factor into commercial sales and service strategies?

WW: Energy efficiency and saving money is a huge part of what we should be focusing on.

One of our biggest jobs is to save energy. If we are a savvy mechanical service provider and focused on the client, we’re looking for ways to save them energy at every turn. We want to sort of flip that paradigm — instead of us costing the client money every year for our services, we’re actually saving the client every year because we’ve implemented energy saving processes and replaced old and outdated equipment.

CB: What advice would you give to contractors looking to break into or expand in the commercial market?

WW: First, focus on what your company does? Who are your company personnel? What do your service techs do? What do your salespeople do? Know what you do. Try and expand on that as much as possible.

At the same time, mechanical contractors have to pay attention to trends in the industry. Data centers are very on trend right now. In the Washington, D.C. area, most, if not all, mechanical contractors have at least one data center they’re building somewhere. And the companies who were pretty forward-thinking have focused probably 90% of their work on data centers — and not just building them, but servicing and maintaining them.

Next, never, ever, do a construction job without following up with some sort of maintenance contract for your service side. It’s got to be a partnership. You have to introduce the service side of your business to your construction customers early in the process.

And last, but certainly not least, make sure that your people are cutting edge, and their education is top notch. Provide them with all of the classes that they need. Do in-house training, build your team morale through that. I know when I was a service technician, nothing made us more excited than the opportunity to get some factory training or additional training in some way.

By doing that, you make your people in the field happy. They’re responsive, they’re focused, and they’re able to service the clients much better.

CB: What are the biggest lessons you’ve learned from your experience in commercial sales and service?

WW: The sales divisions are the lifeblood of your company. That’s what helps you grow. If you go into it with a positive attitude, looking to develop relationships, and really focus on helping people, not selling anything, you’re going to go a long way. I’m a big Zig Ziglar fan, and I know he’s an old-fashioned fellow, but I’m kind of old myself so I resemble that remark! One of the things he used to say is, “If you help other people get what they want, you’ll get everything you ever wanted.”

If we go in with the attitude, “I’m here to help people resolve their problems and be a resource moving forward,” you’re going to continue to build your business. No matter how many customers you have, you should always be looking for potential new clients. It’s a tremendous industry to be in, and a lot of fun to meet new people and help them out. When you do that, you make friends that last a lifetime. I’ve got customers I developed early in my career that are still great friends. I just got an invitation to a friend’s first grandbaby’s christening. If you are just the guy trying to sell something, you’re not going to get that.

CB: Anything else you would like to add?

WW: I can’t praise MSCA and MCAA enough. As far as I’m concerned, they have helped me grow as a professional. You’re going to need some help somewhere down the line, and by developing relationships during these training sessions and interactions within these associations, you’re going to be a luckier person, that’s for sure.

For more information on MCAA and MSCA, visit www.mcaa.org and www.mcaa.org/msca.

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PRODUCTS, TRENDS, AND SERVICE AND BUSINESS MANAGEMENT INFORMATION

Maintaining reliable refrigeration is essential for any retailer whose business model is based on selling fresh perishable foods.

297566922 © Pix569 | Dreamstime.com

Keeping the Promise of Perishable Freshness

Copeland Facility Health Score Insights transforms enterprise maintenance program.

By Stephanie Olson equipment and asset portfolios—across each store of their enterprise.

As a Copeland customer and user of its Connect+ enterprise management software since 2020, the retailer requested a solution for tracking the health and performance of refrigeration assets in every store. The resultant program exceeded expectations, yielding a 33% reduction in monthly service expenses.

Daily Maintenance Costs Add Up Keeping perishables within designated temperature ranges is the key to preserving food freshness and maximizing shelf life. Challenges arose for our enterprise customer when some refrigerated display cases simply could not hold the required temperatures. Not only was this contributing to product shrink and lost sales, but more importantly, it was also negatively impacting customer experiences.

Every day, contractor teams responded to alarms popping up across the store network, rolling trucks to address the most urgent refrigeration repairs. But this purely reactive maintenance strategy was not

Copeland

M

aintaining reliable refrigeration is essential for any retailer whose business model is based on selling fresh perishable foods. Reputations are built on offering an ever-changing variety of fresh items, and fulfilling this promise is what keeps loyal customers coming back.

But running all refrigeration assets at optimum performance is a demanding proposition, especially across a large enterprise of stores. Maintaining proper temperature ranges helps to minimize food loss (i.e., shrink), maximize food quality, and protect food safety. When you factor in maintenance costs and high shrink rates, it’s easy to see how refrigeration issues could chip away at razor-thin profit margins.

This scenario was all too familiar for one leading international food retailer and its dedicated contractor network. Faced with rising maintenance costs and increasing demands to manage all aspects of preserving product quality, they needed tools to address refrigeration performance outliers and gain control of their extensive

For the retailer, the tool gives them immediate visibility to their enterprise-, store- and assetlevel health scores.

sustainable in the long term for a variety of reasons: • Service calls are often unnecessary and drive increased maintenance expenses; • Individual alarm resolutions aren’t considered for their implications of larger or related issues; • Not all alarms require on-site servicing; data is lacking to make accurate assessments; • Service effectiveness is difficult to

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measure from performance and cost perspectives; and • A one-size-fits-all approach to preventative maintenance is inherently inefficient.

The retailer needed a smarter approach that could help them be more proactive, data-driven, and prescriptive in their maintenance efforts. Doing so would require having visibility to the individual performance of every case and refrigeration rack within every store of their retail network.

Stores and assets are assigned health scores with Copeland Facility Health Score Insights to track their relative uptime metrics and health ratings. Upper and lower temperature boundaries are assigned to each refrigerated case using industry best practices, which represent standard temperature ranges for its respective perishable and frozen offerings.

Copeland

Copeland

Implementing a Solution Copeland’s Connect+ data science and software teams began developing a solution designed to provide customers with much-needed prescriptive and predictive insights into refrigeration performance at the enterprise level. Enter the Copeland Facility Health Score Insights tool, a new value-added service module that can be offered to existing Connect+ customers.

Copeland Facility Health Score Insights is an emerging solution that features a designated user interface (UI) which elevates critical equipment performance observations into an accessible dashboard and enables users to easily investigate issues in individual stores and assets. Stores and assets are assigned health scores to track their relative uptime metrics and health ratings.

Upper and lower temperature boundaries are assigned to each refrigerated case using industry best practices, which represent standard temperature ranges for its respective perishable and frozen offerings.

Leveraging machine-learning algorithms to monitor equipment health data, the tool presents end users with intuitive, actionable information, including: store- and assetlevel performance trends, reports, and operational insights. Customer goals were to integrate the tool into its standard operating procedures (SOPs)—to triage alarms, troubleshoot and prioritize service calls— and leverage performance trends and data insights to prevent future issues.

Facility health score metrics include: • Overall enterprise health; • Individual store health; • Case health and uptime; • Percentage of rack capacity leveraged; • Alarms summarized by enterprise, site, device and most common types; and

• Hours of food exposure to temperature excursions.

In the summer of 2023, the Copeland solutions team began a proof of concept of the Copeland Facility Health Score Insights solution. Selected pilot stores already used Copeland Connect+ and thus had the infrastructure required for enterprise data collection. The Copeland team conducted discovery and training sessions for the retailer and their contractor network, tailoring the solution to meet their specific needs, workflows, and maintenance SOPs.

Delivering Operational Savings and Data-Driven Business Intel At the conclusion of the two-month trial, the implementation of the Copeland Facility Health Score Insights solution had significantly transformed the retailer’s operations and improved refrigeration performance. The contractor network had fully adopted the alarm management dashboard as part of its daily SOPs, helping them to triage issues, drill down for diagnoses, and respond much more effectively—all of which drove rapidly declining refrigeration alarm counts and maintenance expenses.

According to a contractor team lead, the tool enabled them to narrow their focus to the most critical issues. “Our whole process has changed. Now we can log in and focus on what’s causing the most issues,” the contractor said.

The Copeland Facility Health Score Insights trial revealed that as scores improved, service costs were reduced. Prior to the trial period, the retailer had established a monthly baseline for service-related expenses across the enterprise. After

two months, the solution helped them to reduce monthly service costs by 33% while delivering a variety of associated program benefits, including minimizing nuisance alarms and lowering overall alarm volume; reducing unnecessary service calls, work orders and costs; increasing operational performance in stores and assets; and eliminating at least one truck roll per store per month.

For the retailer, the tool gives them immediate visibility to their enterprise-, store- and asset-level health scores. To provide deeper insights, the Copeland data science team worked with the retailer and contractor to summarize the data they needed to generate monthly business reports—helping them to track key performance metrics and identify areas needing improvements. The reports are now part of their standard monthly and quarterly business metrics.

As a result of the successful trial, the retailer and contractor adopted the Copeland Facility Health Score Insights tool into their business and maintenance SOPs. Moving forward, the retailer noted that their near-term focus was to achieve stability in their alarm counts, with the long-term target to become even more proactive—and less reactive—in their maintenance programs.

“After we establish a new alarm baseline, we want to be much more proactive and leverage the case, rack, and uptime scores to inform our decision-making and drive efficiencies,” they said.

Stephanie Olson is director of solutions architecture at Copeland. Olson is a customerfocused solutions and strategy leader with a unique blend of technical expertise.

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EPA Reconsiders Refrigerant Transition

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EPA Administrator Lee Zeldin unveils 31 historic deregulation actions, aiming to reduce trillions in regulatory costs.

EPA headquarters building at the Federal Triangle in Washington, D.C.

WASHINGTON—U.S. Environmental Protection Agency (EPA) Administrator Lee Zeldin announced the agency will undertake 31 historic actions in what he called, “the greatest and most consequential day of deregulation in U.S. history.”

According to the EPA, these historic actions will roll back trillions in regulatory costs and hidden “taxes” on U.S. families.

One of these actions of particular note for the HVACR industry was the Refrigerant Transition Rule, which forces companies to use particular technologies for refrigerant systems that raise the cost of food at the grocery store.

“In reconsidering technology rules related to refrigeration systems, we can prioritize protecting the environment with a commonsense approach,” Zeldin said in a press release.

In addition to grocery stores, this rule has also harmed semiconductor manufacturing, the release noted.

Both the Food Industry Association (FMI) and the National Grocers Association separately praised the EPA’s deregulation announcement.

“Reducing unnecessary regulations, particularly those that impose significant financial and administrative burdens, is a crucial step toward leveling the playing field for independent grocers who are less equipped to deal with costly new compliance requirements,” said NGA Chief Government Relations Officer Chris Jones in a news release. “The EPA’s actions can now free up resources for independent grocers to focus on improving store operations, expanding local job opportunities, and keeping grocery prices affordable for American families.”

FMI President and CEO Leslie Sarasin issued the following statement: “FMI is pleased the EPA has agreed to reconsider the Technology Transitions Rule to allow EPA time to review the incredible burdens placed on the food industry and its unrealistically tight implementation timelines. We thank EPA Administrator Lee Zeldin and President Trump for recognizing the need to reduce the regulatory burden on businesses and the cost of living for consumers.”

The biggest thing to note is these deregulatory actions promoted by the EPA

have not yet changed any regulations that affect the HVACR industry.

According to Alex Ayers, vice president of government affairs for HARDI, this “reconsideration” of the Refrigerant Transition Rule is really just the next step in the regulatory process after HARDI joined AHRI and the Alliance for Responsible Atmospheric Policy in submitting a Petition for Reconsideration—a formal request to change a specific part of a previous regulatory action. The industry petition asked the EPA to limit future manufacturing of outdoor condensing units to prevent future market manipulation through imports of R-410A outdoor units.

“We wanted to close what we perceive as a loophole around endless outdoor condensing unit replacements,” Ayers said. “We see EPA’s announcement of reconsidering portions of the Technology Transition Rule as a good sign the agency is moving forward with our reconsideration request.”

HARDI has closely tracked the announcement and its unfortunate misinterpretation within the industry, Ayers noted.

“We’ve seen too many headlines that read the announcement as drastic changes to the Technology Transition Rule,” he says. “We are already in the A2L transition; multiple sectors have stopped producing equipment using old refrigerants, and the regulatory process takes time. Between the many months it takes to write regulations, gather public feedback, and the one-year delay built into the AIM Act to prevent fast changes that can negatively impact the industry, the vast majority of the A2L transition will be complete before major changes could take place.”

EPA is taking feedback from industry stakeholders while still protecting the parts of the rule needed to achieve the requirements of the AIM Act, Ayers explained.

34 | CONTRACTING BUSINESS | APRIL 2025

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ADVERTORIAL

Daikin Comfort Technologies North America, Inc. 19001 Kermier Road Waller, TX 77484 Phone: 800.432.1342

Daikin ATMOSPHERA Features Remarkable Efficiencies and Low-GWP Refrigerant Daikin ATMOSPHERA, the next generation of single-zone ductless products with low-GWP R-32 refrigerant, delivers up to 27.4 SEER2 / 11.2 HSPF2 performance for ultra-efficient cooling and heating.

www.daikincomfort.com

COMPANY PROFILE Daikin Comfort Technologies North America, Inc. (DNA) is a subsidiary of DIL, providing Daikin, Goodman, Amana®, and Quietflex brand products. DNA and its affiliates manufacture heating and cooling systems for residential, commercial, and industrial use and are sold via independent HVAC contractors.

condensing units, requiring just 4” of clearance.

Available in 1.5 to 5-ton capacities, Daikin FIT provides excellent efficiencies, up to 21.0 SEER/10.0 HSPF2. Air handlers, furnaces and evaporator coils are offered in upflow, downflow and horizontal left/right configurations, with furnace efficiencies ranging from 80% to 97% AFUE.

Daikin 115V DFVE Air Handler: Inverter-Tuned Excellence

R-32 reduces GWP by up to 80% compared to similar R-410A systems.

And R-32 has been shown to increase efficiency by up to 12% over R-410A with comparable products, lowering electricity consumption and indirect emissions.

Available in four sizes from 9,00024,000 Btu/h, Daikin ATMOSPHERA features built-in Wi-Fi for connectivity to the Daikin Comfort Control App, includes a wireless I/R controller, and is compatible with other Daikin controllers, including Daikin ONE smart thermostats.

Innovative Daikin FIT Split System Solves Project Challenges Merging ductless technology and performance with traditional ductwork, Daikin FIT is a smart split system with gas heating, heat pump or dual fuel application capability.

Daikin FIT systems are engineered with high-performing inverter compressors and side-discharge cabinet designs that are quieter, lighter and smaller than traditional residential unitary outdoor

The new Daikin 115V DFVE Air Handler is an inverter-tuned, variable-speed, communicating air handler engineered for compatibility with Daikin FIT split systems.

The 115V DFVE features multi-position installation, with a narrow 21-inch depth for easy attic access.

It delivers constant CFM over wideranging static pressure conditions independent of the duct system, engineered for humidity and comfort control. An all-aluminum evaporator coil provides superb heat transfer properties using 7mm coil tubing.

Other features include a DecaBDE-free thermoplastic drain pan with secondary drain connections, tool-less filter access and an internal EEV for cooling and heat pump applications. Compatible with Daikin ONE smart thermostats and other Daikin communicating equipment.

36 | CONTRACTING BUSINESS | APRIL 2025

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ADVERTORIAL

Samsung HVAC North America 776 Henrietta Creek Rd., STE 100, Roanoke, TX 76262 samsunghvac.com

COMPANY PROFILE Samsung HVAC North America provides industryleading inverter heat pumps for residential and commercial applications across the U.S. and Canada.

From ductless mini-splits to VRF systems, our all-electric solutions deliver superior efficiency, comfort, and sustainability—helping to reduce fossil fuel reliance while shaping the future of HVAC innovation.

Learn more about Samsung HVAC North America at samsunghvac.com.

A

t Samsung, we offer advanced HVAC solutions for both residential and commercial applications, delivering the perfect balance of comfort, efficiency, and sustainability.

For residential solutions, we provide cutting-edge products tailored to singleroom and whole-home needs. Our R-32 mini split systems feature WindFree™ Cooling technology, eliminating cold drafts and improving energy efficiency.

The latest generation introduces Comfort Humidity Control to reduce excess moisture while using up to 19% less energy.

We’ve also enhanced heating capabilities with two advanced settings: one that automatically activates auxiliary heat sources—such as baseboard radiators, hot water coils, and duct heaters—in emergency situations, ensuring reliable warmth if the primary system encounters an issue, and another that allows users to prioritize a secondary heat source as the primary method when needed.

When conditions improve, the original system seamlessly takes over.

For whole-home solutions, our Hylex™ heat pump offers a flexible, highperformance upgrade that integrates with almost any TXVequipped coil, allowing homeowners to transition to a more sustainable system without requiring a complete

system overhaul. The Hylex™ also features a compact, inverter-driven design, making it ideal for spaceconscious layouts, including zero-lot-line properties, townhomes, and smaller urban lots. Its ability to be wall-mounted offers even more flexibility in installation.

By reusing existing components, Hylex™ reduces installation costs and material waste while providing optimal energy savings and performance.

For commercial applications, our DVM S2 VRF systems and DVM Chiller deliver advanced, energyefficient solutions.

DVM S2 uses AI technology to optimize operations, reducing energy consumption and enhancing system performance.

It continuously monitors refrigerant levels and provides real-time maintenance alerts.

The DVM Chiller features an inverterdriven scroll compressor that adjusts capacity based on real-time demand, ensuring superior efficiency. Its modular design saves space, reduces material waste, and is ideal for both new and retrofit applications.

Together, these residential and commercial systems showcase Samsung’s commitment to delivering innovative, sustainable HVAC solutions that lower operational costs, reduce energy consumption, and minimize environmental impact.

APRIL 2025 | CONTRACTING BUSINESS | 37

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ADVERTORIAL

AirData Multimeter for Every Application 7855 E. Redfield Rd. Scottsdale, AZ 85260 Phone: 480/991-6744 Fax: 480/443-1267 www.shortridge.com

COMPANY PROFILE Shortridge Instruments, Inc. developed the analog FlowHood in 1974 and invented the line of unique electronic digital readout AirData Multimeters in 1984, providing direct readout of air flow, velocity, pressure and temperature.

The rugged, reliable field instrument automatically zeros and automatically corrects for the density effects of barometric pressure and temperature.

Readings in English or metric units. All calibrations certified NIST traceable.

Calibration program maintained in compliance with ANSI/NCSL Z540-1, ISO 17025, MIL-STD 45662A.

Shortridge Instruments, Inc. offers five different levels of AirData Multimeters.

The entrylevel model CFM-88L reads air flow, temperature and absolute pressure, and it comes complete with an 8400 FlowHood kit.

The more advanced meters may be used with a FlowHood, but also read velocity and differential pressures, including static and velocity pressures.

The powerful model ADM-880C provides true data-logging functionality with a 2000 reading memory, recall of each time- and date-stamped reading, and the associated temperatures and pressures recorded for each reading. The average, sum, minimum, maximum and standard deviation may be viewed for each of the 25 user-selectable memory groups.

Readings may be downloaded directly to a computer or printer.

ADM Kits—Complete Solutions AirData Multimeter kits include industrystandard pitot tubes, static pressure, probes, and tubing. The ADM-880C, 870C, and 860C AirData Multimeters also include two proprietary probes, which make airbalancing faster and easier.

The AirFoil probe is a single-point velocity probe with a straight shaft design for easy duct

insertion. The VelGrid is a 16-point, velocity-averaging grid, which is useful for exhaust hoods, clean-room filter outlets, laminar flow workstations, and large filters and coils.

HDM Kits Provide Complete Solutions The HDM-250 HydroData Multimeter is designed for efficient, accurate pressure and temperature measurements of nonpotable water. This meter functions as a compound pressure gage, simultaneously measuring the high-side and lowside pressures along with the differential pressure, and displaying each of the readings in sequence.

Any mix of readings may be stored for later recall. The HDM-250 kit supplies key accessories for water-pressure measurement, including a Valve Network Panel, hoses, and a variety of brass fittings.

+

FlowHood Tops for Every Application Standard FlowHood top sizes supplied with FlowHood kits are 2x2 ft, 2x4 ft, 1x4 ft, 3x3 ft, and 1x5 ft. Two standard sizes may also be ordered for use with slotted diffusers, 5.25x47 in. and 5.25x60 in., and two standard sizes are offered for Direct Inflow Measurement (DIM) on cleanroom cabinets: 8x24 in. and 10x24 in. Custom top sizes available on request.

OP

38 | CONTRACTING BUSINESS | APRIL 2025

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HVAC SERVICE BY VALERIE HECK

Maximizing Dispatch Efficiency to Boost Profits

I

n the HVAC industry, dispatching is often seen as a routine function, but it is actually one of the most powerful tools for increasing efficiency, customer satisfaction, and ultimately, profitability.

A well-optimized dispatching process ensures that the right technician is sent to the right job at the right time, reducing wasted travel, increasing job completion rates, and improving overall service quality.

The Role of Dispatch in Profitability Dispatching impacts nearly every aspect of an HVAC business. Inefficient scheduling can lead to lost revenue opportunities, increased fuel costs, and frustrated customers. On the other hand, a strategic dispatching system helps businesses: • Reduce technician downtime and maximize billable hours; • Improve first-time fix rates by sending the most qualified technician to the job; • Enhance customer satisfaction with reliable service windows; and • Increase revenue by properly prioritizing high-value jobs.

Key Strategies for Dispatch Optimization

1. Implement Smart Scheduling with CRM & AI Tools Modern CRM systems like ServiceTitan provide dispatchers with real-time job tracking, AI-powered scheduling, and automated route optimization. Leveraging

these tools allows businesses to assign jobs more efficiently and adapt to last-minute changes without major disruptions.

2. Prioritize Jobs Based on Profitability and Urgency Not all service calls are created equal.

High-margin jobs, membership customers, and emergency repairs should take precedence. Categorizing and prioritizing calls ensures that resources are allocated where they will have the greatest impact on revenue and customer retention.

3. Train Dispatchers to Think Like Revenue Managers Dispatchers are often viewed as administrative staff, but their decisions directly impact revenue. Training dispatchers to understand job profitability, technician strengths, and real-time scheduling adjustments empowers them to make strategic decisions rather than simply filling gaps on a board.

4. Utilize Call-by-Call Coaching for Technicians Call-by-call coaching ensures that technicians are prepared before they arrive at a job. Dispatchers should provide critical details about the call, customer history, and potential upsell opportunities. This proactive approach increases conversion rates and customer satisfaction.

5. Optimize Technician Routing and Reduce Downtime GPS tracking and AI-based routing systems can reduce unnecessary drive time and ensure technicians are completing the maximum number of jobs per day.

Eliminating inefficiencies in travel time translates directly into additional revenuegenerating opportunities.

6. Align Dispatching with Sales and Marketing

One of Colair Inc.’s remote dispatchers hard at work on the phone.

Colair Inc.

A seamless connection between the dispatch team and the sales/marketing department ensures that promotions, memberships, and service agreements are properly executed in the field. Dispatchers should be aware of ongoing campaigns and

A member of Colair Inc.’s dispatch team at work in the office.

Colair Inc.

prioritize calls that align with business objectives.

Measuring Success: Key Performance Indicators (KPIs) Tracking the right metrics allows businesses to fine-tune their dispatching strategies.

Some critical KPIs include: • Billable hours per technician— are techs maximizing their time in the field?

• First-time fix rate—are techs being dispatched with the right information and tools?

• Response time—how quickly are urgent calls being addressed? and • Average revenue per call— is dispatch optimizing job assignments for profitability?

The Bottom Line: Dispatching as a Profit Center Rather than viewing dispatching as a backoffice function, HVAC businesses should treat it as a core driver of profitability. With smart scheduling, proactive communication, and data-driven decision-making, dispatching can enhance efficiency, increase revenue, and elevate the customer experience.

Valerie Heck is the implementation process specialist at Colair Inc. She specializes in dispatch management, call center operations, and field technician optimization, ensuring efficiency, customer satisfaction, and profitability.

40 | CONTRACTING BUSINESS | APRIL 2025

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Daikin Comfort Technologies North America Inc.

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driSteem

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Rheem Heating & Cooling

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Samsung HVAC

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Shortridge Instruments, Inc

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supplyhouse.com

IBC

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Venstar Inc.

IFC

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THE LAST WORD BY ALYSSA ROGERS

Building a Growth-Minded Business: The Power of Duplication

T True leadership isn’t about hoarding knowledge or power—it’s about passing it on.

he other day, I was in a meeting with a CSR and their manager, discussing career growth within our company. When the CSR expressed interest in moving into a leadership role one day, her manager jokingly responded, “So, you’re coming for my job?” While it was said in good fun, it got me thinking about how that type of comment can make team members feel.

I quickly jumped in and said, “I think it’s an honor when someone aspires to take your seat.” They both looked at me, puzzled. So, I explained: I want everyone in our company to know their path.

If someone is eager to grow, space needs to be made for that to happen. Otherwise, growth stalls, and people feel stuck. If she wants your seat, take her under your wing. Teach her everything you know. Help her grow into your position, because that not only opens a door for her but creates an opportunity for you to step into something bigger as well. It’s a win-win—and it reassures her that her potential is recognized.

For me, it’s exciting when a team member has a clear vision of where they want to go. It makes it easier to support their growth and outline a roadmap for them. Plus, when challenges arise, having that bigger picture in mind keeps everyone motivated.

Yet, I’ve seen a different reaction play out too often.

People get nervous when they feel like someone is gunning for their job. Sometimes, fear leads to sabotage—intentionally or unintentionally—as people try to block someone else’s growth to protect their own position. That mindset has to change.

The Power in Duplication

Alyssa Rogers is vice president of Rogers Heating, Cooling, Electrical, with offices in Lynchburg and South Boston, Virginia.

By definition, duplication is the action or process of multiplying something. The key words here: action and process. Without both, duplication doesn’t happen.

Action: Have you ever been buried in tasks, knowing that getting everything done will be overwhelming? Yeah, me too.

Process: Do you have tasks that exist solely in your head, with no written process for others to follow?

Same here.

Here’s what I’ve learned: If I don’t create action and process to duplicate myself, I will never grow.

And neither will my company.

When I first started in this industry, I wore every hat in the office. I figured things out as I went, but I didn’t write anything down. When we finally grew enough to hire more people, I sat them at a desk, taught them everything I knew in real time, and hoped

for the best. That worked for a while, but as the company kept growing, I couldn’t personally train every new team member. I started holding onto tasks simply because I didn’t have the time to teach someone else or the documented processes to pass them off. That led to feeling overwhelmed and stuck.

Lessons Learned Through this journey, I’ve discovered a few key lessons about the power of duplication: • Take action. It’s not easy to break out of your normal routine and invest the time to train someone properly. But a few months of dedicated teaching can eliminate years of being buried under tasks that could have been delegated; • Document everything. While you’re training, write things down. Create a clear, repeatable process so that when questions arise, your team isn’t left guessing; • Don’t wait too long to duplicate yourself. I made this mistake. I held onto responsibilities for too long, thinking I could manage everything. I should have hired the right people sooner and empowered them earlier; • People are your greatest asset. The more capable hands you have supporting you, the more freedom you gain; and • Your duplicate might be better than you. When you train someone and give them ownership of a role, they often elevate it beyond what you imagined. They take it seriously, refine it, and make it more efficient. And that’s when you’ll ask yourself, Why didn’t I do this sooner?

A Culture of Growth I’ve learned never to fear someone wanting my job.

True leadership isn’t about hoarding knowledge or power—it’s about passing it on.

But talk is cheap. If you say you’re building a growth-minded organization, you have to live it.

That means having real conversations with your team about where they see themselves going and how they can get there.

So here’s my challenge for you: Talk to your team today. Ask them: What role do you want in the future?

What steps will it take to get there? How can I help you grow into that position?

Then, take action. Create a process. Watch your company grow faster than ever before. Because when you duplicate yourself and empower others, that’s when real success happens.

42 | CONTRACTING BUSINESS | APRIL 2025

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