Contractor - June 2026

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JUNE 2026

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

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JUNE 2026

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

Kimco Renovates Historic Eliason Building

BY STEVE SPAULDING OF CONTRACTOR’S STAFF

POULSBO, WA — Jorgen Eliason, a Norwegian immigrant and one of the original city founders of Poulsbo, built the Eliason Building back in 1908.

More than 110 years later, the once-elegant building had fallen on hard times. It had become a patchwork of three different buildings with different finishes, all in various states of disrepair.

Neglect was so bad there were ➤ Turn to Kimco, page 10

Chinook Contractors

SPECIAL TO CONTRACTOR ID 3355368 © Jolin | Dreamstime.com

LABEL --Helping HelpingContractors ContractorsRun RunAABetter BetterBusiness BusinessSince Since1954 1954-2606CO_1,9-11,40_Page_1.indd 1

BY STEVE SPAULDING OF CONTRACTOR’S STAFF

WASHINGTON, DC — This May 5th and 6th, the Plumbing-Heating-Cooling Contractors – National Association (PHCC) met in partnership with the American Supply Association (ASA) in the nation’s capital to advocate for their members.

In their joint welcome message to the conference, Jason Pritchard, President of the PHCC-NA and Kip Miller, President of the ASA, celebrated the impact industry members can make on legislative policy: ➤ Turn to PHCC, page 9

ID 34925010 © Multitel | Dreamstime.com

The historic Eliason Building in downtown Poulsbo, WA.

Labor Market Under Pressure Despite Employment Growth WASHINGTON, DC — Associated Builders and Contractors (ABC) released new state-bystate construction employment data showing the national non-seasonally adjusted construction unemployment rate reached 6.7% in March 2026, up 1.3 percentage points com➤ Turn to Construction, page 40

PHCC Holds 2026 Legislative Conference: Strength and Unity

Producer Price Index Percent Change Inputs to Construction Industries 30%

12-Month % Change

1-Month % Change

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

2017

Source: U.S. Bureau of Labor Statistics, Associated Builders and Contractors

2018

2019

2020

2021

2022

2023

IN THIS ISSUE

2024

2025

2026

FEATURE

20

Under 30 All-Stars

16

24

Schwartz on Brophy on MANAGEMENT HYDRONICS What Contractors Want

30

Feldman on TECHNOLOGY

PRODUCTS

48

6 Our Q&A with Rheem Product Mgr. Patrick McLaughlin. ProTerrra Heater Venting Questions 26 5WeWater talk with A. O. Smith’s Ryan Atkins.

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Industry News

Features & Departments

Explore The Trades Awards 2026 Skills Lab Grants to 18 Schools

6 What Contractors Want Rheem’s Patrick McLaughlin on the future of hydronics.

18 Forum: What Happens After the Sale?

SPECIAL TO CONTRACTOR

BLOOMINGTON, MN — Explore The Trades announced the recipients of its 2026 “Explore The Trades Skills Lab, Built by Ferguson” equipment grants on National Skilled Trades Day, continuing the program’s nationwide effort to strengthen skilled trades education and workforce development. ➤ Turn to Explore, page 12

We talk succession with Jason Richards, CEO of Foundral.

Ferguson

Meet some young people making careers in the trades.

28 Pitch Perfect We look at two soccer field installations featuring radiant heat.

48 Water Heaters 50 Editorial

Students at the Cape May County Technical School.

Having Good Choices to Make

PHCC’s ‘Creating Super Foremen’ Workshop Focuses on Leadership SPECIAL TO CONTRACTOR

FALLS CHURCH, VA — The most skilled installer on a jobsite is not always the most effective foreman—and that distinction was at the center of the Plumbing-Heating-Cooling Contractors—National Association (PHCC) Educational Foundation’s annual Creating ➤ Turn to PHCC, page 14

20 Feature: Under 30 All-Stars

Columnists 16 Management by Al Schwartz What it Takes to be a Tradesman

PHCC-EF

24 Hydronics by Brady Brophy Big Shoes Mean Big Socks

30 Technology by Patti Feldman Estimates, Deposits, Invoices, Financing and Sales

31 Marketing by Matt Michel 9 Simple Truck Tips A group presentation led by Kirk Alter at the May Foreman Workshop.

32 Best Practices by Tamara Ashworth How to Run a One-Week Call Audit

GF’s Inaugural Flow Symposium Draws 700 Industry Leaders

Editorial Offices EDITORIAL STAFF

SPECIAL TO CONTRACTOR

APPLE VALLEY, MN — GF Building Flow Solutions and GF Industry and Infrastructure Flow Solutions welcomed approximately 700 attendees to the inaugural GF Flow Symposium, held May 3–6, 2026, at the Gaylord Opryland Resort & ➤ Turn to GF’s, page 42

GF

Editor-In-Chief Steve Spaulding, sspaulding@endeavorb2b.com Editor-At-Large John Mesenbrink, jmesenbrink@endeavorb2b.com

Systems Homeowners Plan to Repair or Replace in 2026 Plumbing

28%

Appliances

25%

Exterior

23%

HVAC

20%

Electrical

18% 14% Source: Housecall Pro

Contributing Writer Kelly Faloon COLUMNISTS Al Schwartz, Management Brady Brophy, Hydronics & Radiant Patti Feldman, Technology Matt Michel, Marketing

Attendees at the opening of GF's inaugural Flow Symposium.

CONTRACTOR INFOCUS

Roofing

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

Art Director, David Eckhart Ad Services Manager, Deanna O’Byrne Production Manager, Sam Schulenberg Audience Development Manager, James Marinaccio

Endeavor Business Media, LLC CEO, Chris Ferrell COO, Patrick Rains CRO, Paul Andrews CDO, Jacquie Niemiec CALO, Tracy Kane CMO, Amanda Landsaw EVP Endeavor Business Intelligence, Paul Mattioli EVP Building & Construction Group, Chris Perrino VP of Content Strategy, Mike Eby

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VOLUME 71, NUMBER 6 CONTRACTOR (USPS Permit 131-320, ISSN 0897-7135 print, ISSN 2771-6465 online) is published monthly by Endeavor Business Media, LLC. 201 N Main St 5th Floor, Fort Atkinson, WI 53538.

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JUNE 2026 • 3

5/27/26 11:50 PM

Industry News In Brief The leadership and members of the Plumbing Contractors Association of Greater Chicago welcome the signatory plumbing contractors located in Kankakee and Iroquois Counties. The merger of the associations is now finalized, meaning that the PCA now serves contractor members in all 17 counties of the jurisdiction of Plumbers’ Local 130 UA. On June 4th, the ACE Mentor Program of Greater Boston hosted its annual Networking & Fundraising Event at Artists for Humanity, bringing together leaders across the architecture, engineering, and construction (A/E/C) industries. The event highlights how local industry leaders support and mentor the next generation of talent.

EVAPCO, Inc., is celebrating its 50th anniversary on June 14, marking five decades of innovation and global growth. Founded in 1976

by Wilson E. Bradley and William E. Kahlert, the company began as a small refrigeration‑focused business in Baltimore, Maryland, with a team of five employees.

The Plastics Pipe Institute has reaffirmed its strong support for maintaining the United States– Mexico–Canada Agreement (USMCA). Originally signed in July 2020 to replace NAFTA, the agreement serves as a foundation for balanced, predictable trade across North America. The agreement is set to expire on July 1, 2036, unless all three nations agree to extend it.

The Society of Fire Protection Engineers has appointed Jonathan L. Hodges, PhD, as Chair of the Research, Tools, & Methods (RTM) Committee. Dr. Hodges offers significant expertise in fire model development, fire risk assessment, artificial intelligence, and research on emerging hazards to the RTM Committee.

Oatey Co. announced that Michael McLeod, Principal at Harry Warren of Georgia Manufacturer Representative Agency, has been named the fifth annual recipient of the Bob Bender Legacy Award. The award recognizes an exceptional manufacturer representative who demonstrates the customer-first mindset, integrity, and commitment to excellence exemplified by the late Bob Bender, a respected Oatey sales leader.

4 • JUNE 2026

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Industry News

What Contractors Want: Rheem Shares Insights on Products and Hydronic Trends Patrick McLaughlin discusses common field issues, evolving efficiency requirements and the technologies changing hydronic systems.

BY STEVE SPAULDING OF CONTRACTOR’S STAFF

R

heem is one of the world’s bestknown and most-trusted manufacturers of air- and water-heating products. The parent company of more than 50 brands, Rheem has been at the leading edge of innovation since its founding in 1925, earning a reputation among contractors for performance, reliability and sustainability.

Patrick McLaughlin has been a Product Manager at Rheem since 2020, working out of the company’s Atlanta, GA headquarters. He spoke with CONTRACTOR about the challenge of complexity, the future of the hydronics market, and much more in this recent interview.

CONTRACTOR: How are you balancing product simplicity with the growing demand for connected, high-efficiency equipment?

Patrick McLaughlin: Our Rheem and IBC boiler product teams believe high-efficiency and connectivity should enhance simplicity, not work against it.

Products such as the Rheem FT Series and IBC boilers are designed to deliver advanced performance while remaining straightforward to install, commission and service.

Our approach is to handle complexity internally through intelligent controls and diagnostics, while presenting contractors with clear interfaces, logical menus and meaningful fault information. For larger applications, Rheem ThermaForce and FT™ Series boilers provide scalable, high-efficiency performance with controls that support cascading and system integration without adding installation burden.

Connectivity is applied with clear intent through the IBC V‑10 Portal, which provides secure remote access for monitoring and managing IBC boilers.

Through the V‑10 Portal, contractors can view real‑time system performance,

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receive error and alert notifications, make operational adjustments, and diagnose issues remotely, often eliminating the need for a site visit. Remote visibility into boiler behavior and historical data allows issues to be identified earlier, resolved faster and, in many cases, prevented altogether.

The V‑10 Portal also supports better service preparedness by allowing contractors to “check in” remotely before arriving on site, improving efficiency and minimizing service disruption. Additionally, the platform enables technical support teams to verify settings and assist contractors remotely during setup or troubleshooting, further simplifying complex situations.

CONTRACTOR: What installation mistakes are you seeing most often across your tank, tankless, hybrid and boiler product lines?

McLaughlin: Across brands and product types, most installation challenges stem from flawed system fundamentals rather than the equipment itself.

In boiler applications, we have seen is-

sues related to improper system piping, venting, inadequate system flushing or failure to maintain the recommended water quality standards.

Another common concern is incomplete commissioning. High-efficiency boilers require careful attention to gas pressure, combustion settings and control configuration. Skipping these steps can negatively impact customer comfort, system efficiency and long-term reliability. One of the ways we’re tackling this is continuing to invest in clearer documentation, digital tools, and extensive product specific training for both the Rheem and IBC boiler platforms.

CONTRACTOR: Which segments of the water heating and HVAC market do you see changing the fastest over the next five years?

McLaughlin: High-efficiency hydronic heating is undergoing rapid change, driven by tightening energy regulations and increased focus on lifecycle operating costs. Within the boiler market, we expect continued growth in condensing

and modulating boilers, particularly flexible platforms that serve residential and light-commercial applications.

Boilers such as Rheem ThermaForce are increasingly specified for projects requiring scalability, redundancy and integration into larger mechanical systems.

Across all segments, contractors are seeking equipment that can adapt to a wide variety of applications, including hybrid systems and multi-boiler cascades.

CONTRACTOR: What feedback from contractors has most influenced your recent product design decisions?

McLaughlin: Contractors consistently emphasize the importance of ease of installation, serviceability and long‑term reliability. That feedback directly influences design decisions across the Rheem and IBC boiler portfolios, including improved access to components, intuitive control interfaces and pre-built kits that improve service in the field.

We also hear clearly that familiarity and consistency matter. Contractor’s value working with products they’ve been trained on, trust for reliability and can service quickly. As a result, we focus on platform continuity, using shared components and common SKUs across product lines whenever possible. This way contractors can stock fewer parts, rely on a single brand for replacements and service multiple models with confidence.

Strong technical support, training and documentation are also critical drivers of brand loyalty. Contractors want products that are easy to service, backed by responsive support and consistent from one job to the next. We continue to invest in contractor education and application resources, helping contractors build confidence, reduce callbacks and stay loyal to brands they know and trust over the long term.

To learn more, visit www.rheem.com.

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Industry News

PHCC Holds 2026 Legislative Conference: Strength and Unity ➤ Continued from page 1 “Our government affairs program continues to thrive as legislators, regulators and industry stakeholders look more to the PHCC and ASA as critical resources for guidance in the policymaking process. For us, Legislative Day is Every Day!” This year, the conference was easily the largest since the pandemic, with 166 badges printed for the member-delegates.

PHCC

Workforce Development

Aligned on the Issues The key messages of the conference to those legislators and staffers they would be meeting were as straightforward and as urgent as they have ever been: • The work of PHCC and ASA members protects the health and safety of millions of Americans every day.

• The success of this important work requires a clear, consistent, and fair regulatory environment.

• The country needs a new narrative about the value the skilled trades offer as good-paying, satisfying careers, and policies that will open opportunities for young people pursing those careers.

• The nation needs responsible energy policies that provide consumers with choices that will fit their energy needs.

“We are all aligned on our issues,” Mark Valentini, Vice President, Legislative Affairs for the PHCC-National Association—and one of the main coordinators for the Conference—said in his opening address to the members.

Valentini also thanked those members of the ASA at the Conference, adding that having people from diverse industries, organizations and backgrounds all speaking with the same voice to deliver the same message is the real way to make legislators pay attention. (The last time the ASA joined the PHCC for the Legislative Conference was back in 2007.)

Best Practices The first day of the Conference was spent getting member-delegates up to speed on the key legislation now being

8 • JUNE 2026

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dividual stories. Tell them why they should care.”

Stay on topic, they advised, stay on message, and follow up later with an email, or better still a handwritten note.

Group photo in the Russell Senate Office Building.

EndeavorB2B

Author selfie with members of the Indiana-Illinois delegation. decided in Congress, and on the right approach to take with legislators and their staff (with an emphasis on the staff, who, in many cases, are the real policy experts informing the decisions those Congresspeople will make).

At the Advocacy Best Practices meeting Valentini, Chuck White, PHCCNA’s Vice President of Regulatory Affairs, Christopher Lindsay, Vice President of Government Relations for IAPMO, Sean Preseton, Vice President of Membership, Advocacy and Events for the Air Conditioning Contractors of America (ACCA) and Palmer Schoening, Chairman of the Family Business Coalition,advised delegates to emphasize policy over politics.

Yes, they admitted, in today’s polarized political atmosphere there are some topics that will never gain any traction with Democrats, some that will never find support among Republicans. But be polite, make a meaningful impression, outline your policy “ask”, thank them for their time and move on to the next meeting.

That meaningful impression, the panelists stressed, was key. With people who take hundreds, if not thousands of meetings a year, do your best to make some kind of human connection. Talk about your business, your industry, and the challenges you face. “Bring your own voice,” Christopher Lindsay said, “your in-

Other first-day sessions included Workforce Policy Trends with Craig Brightup, CEO of the Brightup Group, LLC, and Brandon Houston, Director of Workforce Development for SkillsUSA, Jimmy Koch, Government Relations Manager for the Association for Career and Technical Education (ACTE) and James Young, Sr. Director of Congressional Relations for Labor, HR & Safety at Associated General Contactors (AGC).

Their discussion included not just the skilled labor shortfall—118,000 unfilled vacancies in 2024 for plumbing & heating contractors—but the critical lack of teachers to educate young people who do show an interest in the trades.

Two points stood out: first, that the conversation around the skilled trades is starting to change, with the image of the trades rising in the public opinion. Second, that employers need to be more closely involved in training, whether that be through their own training programs or participating with vocational schools or community colleges in their area.

The key ask: ensuring continued funding for the Department of Labor’s registered apprentice program, the Workforce Innovation and Opportunities Act, and the Perkins Career and Technical Education program (Perkins CTE).

Keynote After lunch, Bob Wolfer, Manager of Government Relations at Bradford White introduced keynote speaker Brent Buchanan, President and founder of Cygnal, an international polling firm.

In his presentation, The Map. The Path. The Mood., Buchanan broke down the coming mid-term election. He emphasized that, unlike elections in years

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5/27/26 12:08 PM

Industry News

Other sessions on the first day included The Chuck and Mark Show, where Chuck White and Mark Valentini partnered with the ASA’s Vice President of Advocacy Steve Rossi to look at policy agendas.

Closing out the day was the Washington Insider Panel, moderated by White and Rossi, with Alex Ayers, Vice President of Government Affairs for the Heating, Air-Conditioning, Refrigeration Distributors (HARDI), Jim Collura, Vice President and Director of Government Affairs for the National Energy and Fuels Institute (NEFI), Allison Ealey, Managing Director, Government Affairs & Public Policy for the American Gas Association (AGA), and Bradford White’s Bob Wolfer.

While White, Valentini and Rossi returned briefly to workforce development, most of the rest of the day’s sessions were spent discussing energy policy. Of key concern was the Energy Policy and Conservation Act (EPCA), first signed into law back in 1975 when the country was in the grip of an energy crisis. EPCA is in need of reform, specifically the “lookback” provision that requires the Department of Energy

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to review regulated products in pursuit of higher efficiencies.

Other legislation of note included the Energy Choice Act (H.R. 3699), that would include preemption provisions for natural gas—meaning no state could outright ban natural gas as an energy source.

(By the same token, it would also prevent deep-red states from banning wind, solar or biomass-generated energy.)

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The key ask: the growing patchwork of energy efficiency regulations among the several states makes it urgent to reform EPCA. This reform should also extend the lookback period to allow sufficient time to determine if new policies are truly effective.

The Long Walk Up Capitol Hill The next morning all the delegates

were provided with a hot breakfast, a pep talk from Mark Valentini, and the thanks of the event’s sponsors: Bradford White, Federated Insurance, and SCORPION. After that it was time for the long walk up Capitol Hill in a light drizzle, first for a group picture in Russell Senate Office Building, then to a long day of meetings.

®

past, the mood of the country and the popularity of the president are simply not very good predictors of how races across the country might go.

In his breakdown of Congressional races, in the Senate there are 35 seats up, with Republicans defending 22 and Democrats defending 13. In the House, there are only 19 seats that could be called a toss-up.

According to the best present polling, these races present an odd mirror image: for Democrats to win the Senate they would need to “run the table”—to win nearly all of those open seats. Likewise, for the Republicans to keep the house they would need to do the same.

The most likely outcome (at present) is the House flips to the Democrats, and the Senate stays Republican by a razor-thin majority.

Over and over, Buchanan returned to one central theme: anger. Anger, like it or not, seems to be the great motivator in modern politics; it is the angry people that get out and vote in the midterms. “And right now,” Buchanan said, “anger favors the Democrats.”

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Industry News

Kimco Plumbing Works to Renovate Poulsbo’s Historic Eliason Building ➤ Continued from page 1 calls to tear the entire building down.

Then, in 2020, local developer and owner of Chinook Contractors Kelly Clark purchased the Eliason Building and began renovation in August 2023. The revitalized building is now a mixed-use development that includes 14,000 square of feet of residential space, 10,000 square feet of retail space and a restaurant, all while maintaining the original Scandinavian-inspired appearance.

“We can’t wait to bring more life back to this section of the downtown area, which is a wonderful location and deserves a more modern hub of activity that will contribute to the beauty of Poulsbo,” Clark said.

Kimco Plumbing For the pluming work on the renovation, Chinook turned to Kimco Plumbing. In business since 1990, Kimco has made Poulsbo its company headquarters since 2000. The name “Kimco” comes from company founders, William and Patrcia Kimler who have since retired. The current owner/operators are husband-and-wife team Robb and Jessica Young. Robb joined the company in 1997, and Jessica (daughter of William and Patricia) joined in 2001.

Currently, Kimco has 12 plumbers and additional office staff on payroll— the company scales up or down depending on the workload. Their service area is mainly Kitsap and Clallam Counties, but the company is willing to work nearly anywhere on the Olympic Peninsula.

For the Eliason building, Kimco had to renovate all the piping and install new faucets, fixtures and water heaters.

“We went in before the tenants were known, so we installed basic wastewater and gas piping to all the commercial units, then did all the plumbing for the residential units,” Robb Young said. “As tenants were secured, we completed tenant improvements and customized each space depending on their needs.

For example, the hair salon needed water lines for chairs. One restaurant and

10 • JUNE 2026

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Kimco Plumbing

Kimco Plumbing

Kimco Plumbing has been in business since 1990, and called Poulsbo home since 2020.

Kimco Plumbing

Robb Young. bar space required rough-ins for a full bar kitchen, including three-compartment sinks, dishwashers, and everything else they needed.”

Complicating the renovation was dealing with an historic building, as well as a challenging downtown location that made moving workers, materials and equipment difficult.

“We couldn’t shut down Front Street, which would have made things much easier, so we had to work from Third Avenue,” Jessica Young said. “We also had to work around the existing structure, which was fragile, and make sure none of our work compromised it. For us, it was essentially new construction because no existing plumbing remained.

Everything was brand new on our end.”

“We had to make sure, especially with waste piping, that we could get proper grade and route everything where it needed to go without compromising beams or structural elements that had to remain,” Robb Young added. “We worked closely with Chinook to make adjustments as needed.”

Job Well Done The project took little more than a year. Kimco wrapped the majority

Some of the unfinished commercial spaces. of its work in late 2025. They will be finishing up the final touches on the last tenant space in June of 2026.

In the course of their work, they installed low flow fixtures (as per the Washington State building code) from Moen, and high-efficiency, 50-gallon electric water heaters from Bradford White.

The Youngs give a lot of credit to Chinook Contractors for how smoothly the job went. Through comprehensive planning, staging and execution, all the different trade teams were able to come together and deliver a more beautiful, welcoming and accessible space.

“One of the reasons we like working with Chinook is that everyone comes together and asks, ‘How can we solve this?’ Instead of one person or one

company carrying the burden, everyone pitches in,” Robb Young said.

Kimco now has another multifamily project with Chinook lined up for later in the year.

And hopefully the positive impact of the Eliason Building renovation will be felt in the company’s hometown for years to come.

“The comprehensive renovation of the historic Eliason Building exemplifies the elevated standard of thoughtful site and building design that Poulsbo’s downtown aspires to,” said Nikole Coleman, AICP, Planning Manager, City of Poulsbo. “By honoring its heritage while introducing inspiring architectural elements and vibrant mixed-use living, this project sets a new benchmark for livability and character in the heart of downtown Poulsbo.”

➤ www.contractormag.com

5/27/26 12:08 PM

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Industry News

Explore The Trades Awards 2026 Skills Lab Grants to 18 Schools Nationwide ➤ Continued from page 3 This year’s program received a record number of applications from schools across the country, reflecting growing interest in career and technical education (CTE) programs focused on plumbing, HVAC and other skilled trades careers. From that competitive applicant pool, 18 schools were selected to receive 2026 Skills Lab equipment grants.

Ferguson

Program Expansion Supports Hands-On Skilled Trades Training The newly awarded grants are expected to impact more than 2,100 students during the upcoming academic year by providing expanded access to hands-on technical training and career exploration opportunities.

Since launching in 2021, the “Explore The Trades Skills Lab, Built by Ferguson” initiative has grown significantly, providing equipment and support to 49 high schools and four middle schools across 21 states.

2025-2026 Recipients

Students at the Poplar Bluff Technical Center Skills Lab. Ferguson

Industry Partnerships Help Address Workforce Shortages The Skills Lab grant program was launched with Ferguson serving as the founding partner. Through the initiative, Ferguson funds equipment grants while helping schools access tools, instructional resources and long-term program support designed to strengthen skilled trades education.

The initiative is part of Ferguson’s broader workforce development efforts aimed at helping address ongoing labor shortages across the construction and mechanical trades industries.

“As interest in the skilled trades continues to rise, building a strong workforce starts with providing real access, support and clear entry points into the industry,” said Melissa Hazelwood, Director – Social Impact at Ferguson.

“Programs like this are designed to strengthen the talent pipeline and give students the tools and opportunities they need to pursue rewarding, lasting careers in the trades.”

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workforce partners continues to drive meaningful impact,” said Kate Cinnamo, Executive Director of Explore The Trades. “I’m grateful that, alongside Ferguson and SkillCat, this program showcases what successful partnerships can achieve. It’s a privilege to support schools and instructors who are preparing students for in-demand trades careers that strengthen communities and the economy.”

Getting hands-on at the Mayfair School Skills Lab.

Online Training and Certifications Expand Learning Opportunities

Program Continues Long-Term Workforce Development Mission

Since 2024, SkillCat has partnered with the Skills Lab program to provide grant recipients with free access to its accredited online training platform for both instructors and students throughout the school year.

The platform includes coursework and certifications such as EPA 608 and OSHA-10, helping students develop foundational technical knowledge while preparing for entry into the workforce.

Explore The Trades leaders say the program’s continued growth demonstrates the value of collaboration between education providers, manufacturers, distributors and workforce development organizations.

“For over 20 years, Explore The Trades has supported skilled trades education and it’s inspiring to see how collaboration across education, industry, and

• Barack Obama School of Career and Technical Education – HVAC (Milwaukee, WI) • Camden County Technical Schools – Plumbing (Sicklerville, NJ) • Delsea Regional High School – Plumbing (Franklinville, NJ) • East Orange Campus High School – Plumbing (East Orange, NJ) • Gloucester High School – HVAC (Gloucester, VA) • Hunterdon County Vocational School District – North Campus – Plumbing (Flemington, NJ) • La Center High School – Plumbing (La Center, WA) • La Follette High School – Plumbing (Madison, WI) • Millstream Career Center – Plumbing (Findlay, OH) • New Horizons Regional Education Center – Plumbing (Newport News, VA) • Northeast Metro 916 Career and Technical Center – HVAC (White Bear Lake, MN) • Northwestern Area School District – Plumbing/HVAC (Mellette, SD) • Patchogue-Medford High School – Plumbing (Medford, NY) • Pennsauken High School – HVAC (Pennsauken, NJ) • Pinelands Regional High School – Plumbing (Little Egg Harbor Township, NJ) • Stafford Intermediate School – Plumbing/HVAC (Manahawkin, NJ) • Thornapple Kellog High School – Plumbing (Middleville, MI) • Western Suffolk BOCES – Wilson Tech – HVAC (Dix Hills, NY) To learn more visit explorethetrades.org/ explore-the-trades-skills-lab.

➤ www.contractormag.com

5/27/26 11:50 PM

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Industry News

PHCC’s ‘Creating Super Foremen’ Workshop Focuses on Leadership PHCC-EF

Workshop attendees pose for a picture in front of the logo of host and sponsor Milwaukee Tool. ➤ Continued from page 3 Super Foremen workshop, held May 1–2 at Milwaukee Tool’s headquarters in Brookfield, Wisconsin.

The intensive two-day leadership program brought together 24 plumbing and HVAC field leaders from across the country to rethink what effective jobsite leadership really looks like. Rather than focusing strictly on technical ability, the workshop emphasized communication, planning, mentorship and servant leadership strategies designed to improve productivity and crew performance.

That “shepherd” mindset became a recurring theme throughout the workshop’s focus on servant leadership, which defines leadership as removing obstacles so crews can perform at a higher level.

Rather than acting as the jobsite “hero,” attendees explored how successful foremen ask better questions, prepare more thoroughly and focus on helping crews work more efficiently.

Effective Foremen Remove Obstacles Instead of Solving Every Problem Themselves

The workshop translated leadership concepts into practical field management skills contractors can apply immediately on jobsites.

Participants worked through productivity tracking methods designed to help foremen identify project issues through measurable data instead of relying solely on intuition. The class also explored communication challenges between office staff and field crews, encouraging attendees to see themselves as part of the management team rather than simply senior field labor.

Sessions also addressed mentorship, emotional intelligence and workforce development—reinforcing that strong foremen build teams capable of solving problems independently rather than constantly relying on direct intervention.

Purdue University Professor Emeritus Kirk Alter led the workshop and challenged attendees to rethink the instinct that often earns tradespeople a promotion in the first place—jumping in and solving problems personally.

“Most foremen want to solve problems by leading the way with their tools in their hand and end up doing the work themselves,” said Alter. “Your job as a foreman is actually to be like a shepherd and lead from the back of the pack, spending time teaching your field crews, and making sure that they have all the resources, materials, tools and information they need to work as efficiently as they possibly can.”

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Workshop Focuses on Productivity, Communication and Team Development

Attendees discussed how stronger communication and planning can reduce jobsite inefficiencies, improve morale and help crews stay productive under increasingly demanding schedules.

Milwaukee Tool Hosts Annual Leadership Development Program Milwaukee Tool sponsored and hosted the training at its Brookfield, Wisconsin headquarters as part of the company’s ongoing commitment to workforce development and trades education.

“We believe that investing in the people who work in the trades is just as important as investing in the tools they use,” said Ron Shanaver, Milwaukee Tool National Account Manager. “Hosting the PHCC Foremen Workshop is a natural extension of that commitment, and we are honored to be part of developing the next generation of field leaders.”

The PHCC Educational Foundation conducts the Creating Super Foremen workshop and its Essentials of Project Management program annually, while also partnering with PHCC state chapters to offer one-day versions of the training throughout the year.

To learn more, visit the PHCC Educational Foundation web site at phccfoundation.org.

➤ www.contractormag.com

5/27/26 11:50 PM

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Industry News

by Al Schwartz PLUMBING CONTRACTOR

What it Takes to be a Tradesman

S

tudent: Why do I need to learn algebra, geometry and trigonometry? I’ll never use them in real life.

Teacher: You won’t, but the smart kids will.

I recently had the opportunity to watch a couple of “REELS” on Facebook. That little joke was in one. The overall context of the reels was not important, but the subtext; what a trade career is really all about, was. For all of the negative stereotypes construction careers get from academia, trade people have a much greater need for and command of mathematics than just about any other career path, save engineers, architects, scientists and a few others.

Harking back to a sad incident that I personally witnessed some years ago.

Standing in line at a local McDonald’s I watched as young girl behind the counter tried to make change after a computer failure in the store. She was unable to make change for the order when the customer handed her a $20 bill. She grew so frustrated and embarrassed that she simply broke down in tears. So much for never using math in “real life.”

“What it takes to have a career in the trades” is an open-ended question with many multifaceted answers. I thought we could look at just one in this column, mathematics, and how we in the trades excel at something most people can barely grasp.

Math Takes Center Stage Speaking directly about the pipe trades, using mathematics is so much a part of what we do that we barely even notice that we are using it. Starting from the ground up, math is critical to every aspect of what we do. You can’t install sanitary sewer piping without knowing what percentage of slope (1/8” (1.04%), ¼”/Ft (2.08%), etc.) to dig the trench so the waste will flow downhill. As well, you can’t calculate slope without knowing your finished floor elevation and sewer connection depth.

Even before that, calculation is required to lay out where the plumbing

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Trade people have a much greater need for and command of mathematics than just about any other career path. or piping needs to go inside of a building of, maybe, two acres in size that is nothing but a couple of stringed “batter boards” for corners and the finished floor elevation (FF) noted on them. It requires geometry and trigonometry to locate where the bathrooms and future fixtures need to be installed. That’s just the start of a job! Heck, even calculating a 45° trench off the main trunk line (to save either depth or pipe) requires math.

Euclid: Volumes, Radii, Diameters, Circumferences A function of mathematics we in the trades use frequently is Euclidean Geometry. We have the need to know and understand volumes of containers, how to calculate the area of a circle, pipe diameters, fluid dynamics, temperature variations and so much more. Dealing with pressures of gases, fluids and sometimes solids is an everyday occurrence for the average tradesman.

Even in residential construction the requirement to know and understand math is extant. In areas of the country where hydronic heating is used, sizing boilers, circulating pumps, zone valving and the

footage of baseboard heating, calculating temperature and pressure gradients as well as cubic feet of space heated or cooled is a common mathematical skill used by just about every craftsman.

Easy Peasy The use of basic math and advanced mathematics is so ubiquitous to the trades in general that we hardly even think about how much we use it. All the while, the average young person today is stumped by having to make change for a $20 bill, or so it seems. Yet we in the construction industry are considered uneducated, or more accurately, under-educated because we didn’t go to college.

The funny thing about that is, the people with the useless four-year degrees in such important subjects as “Lesbian Dance Theory,” consider themselves superior in intellect to the lowly guys who build things with their hands. It would be laughable if it were not so misguided and sad.

At any rate, back to the “reels” I saw.

The subject matter was pipe-fitting and welding, and even though they were comically exaggerating what life in the

trades was like, I couldn’t help but admire the people who put in the time and effort to make the things we all require in this 21st century.

There were several “reels” where a foreman was asking young apprentices, that were ready to become journeymen, what they were going to do and how much their new jobs were paying. Without going into great detail, every one of those young men was looking at a great career.

There would be challenges, of course, but the rewards were there to see. Like the welder lying on the cold ground, in the mud, to weld a joint on an outside pipeline. He did it because it was his job, plain and simple. No cell phone distractions, no break room computer games, just getting down in the mud to weld that pipe joint and make a six-figure salary with no college loans to pay off.

The toll the trades take, physically (as it is shown in the reels) came across as comic relief, but it is as real as it gets.

We use ourselves up, physically, doing our jobs. I don’t think I know a single craftsman who has been at his trade for a considerable length of time who does not have some physical disability caused by working in the trades.

The gist of this column, more than anything else, is to let everyone know what it takes to be in the construction industry, and that we in the trades deserve the thanks of our fellow citizens and the acknowledgment that we, not the white collar guys, will be the ones standing long after AI has come for every information worker. So far, anyway, they don’t have robots that can do what we do. They’re probably too smart to get into the trades anyway.

The Brooklyn, N.Y.-born author is a retired third generation master plumber. He founded Sunflower Plumbing & Heating in Shirley, N.Y., in 1975 and A Professional Commercial Plumbing Inc. in Phoenix in 1980. He holds residential, commercial, industrial and solar plumbing licenses and is certified in welding, clean rooms, polypropylene gas fusion and medical gas piping. He can be reached at omeletman01@gmail.com.

➤ www.contractormag.com

5/22/26 2:44 PM

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Forum

What Happens After the Sale?

In this Q&A with Jason Richards, CEO of Foundral, we discuss what to expect in the post-sale transition.

BY STEVE SPAULDING OF CONTRACTOR’S STAFF

A

cross the plumbing and mechanical contracting industry, consolidation is becoming the norm. More owners are actively weighing the merits of being acquired by a capital partner while wondering what actually happens after the deal closes.

Few in the industry know as much about that transition as Jason Richards, the CEO of Foundral.

Foundral partners with commercial mechanical contracting businesses to help them grow while preserving the local leadership, culture and operational strengths that made them successful in the first place.

In this Q&A, Richards explains what contractors can realistically expect during the post-sale transition, from day-one communication and back-office integration to the role founders continue to play post-acquisition.

CONTRACTOR: What are the biggest misconceptions you hear about the post-sale transition?

Jason Richards: One of the most common misconceptions is that everything changes on day one. Another is the belief that the company will immediately be forced into a cookie-cutter model with no flexibility. Some owners also worry that employees will lose their jobs or that the company will lose its brand identity and reputation in the marketplace.

The goal is to preserve what already works while gradually introducing improvements and additional resources.

CONTRACTOR: When a transaction officially closes, what should—and should not—change for employees, customers and field leadership?

Richards: At closing, the legal and financial elements of ownership change.

That includes the capitalization table, stock ownership, banking relationships, insurance certificates, reporting structures and capital approval processes.

There may also be updates to safety standards, ERP systems and certain administrative policies.

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What should not change, particularly in the early stages, is the day-to-day work happening in the field. Job schedules, dispatching routes and the way foremen and superintendents manage projects should remain consistent. Pricing and bidding processes should also stay stable, as should vendor relationships.

For customers, the transition should feel seamless. In many cases, there is little or no immediate notification, and the approach is intentionally lighttouch to ensure continuity of service and relationships.

CONTRACTOR: How should a well-structured transition minimize operational friction in the early days?

Richards: A strong transition starts with a clear day-one plan for employees.

This often includes town hall meetings, FAQs and internal documents that address the most common questions and concerns. Vendors are also notified about the ownership change.

From there, leadership establishes clear decision rights and a decision tree, outlining who approves hiring, expenditures, equipment purchases and other operational decisions. Stabilizing payroll and payables early on is also critical to maintaining trust and continuity.

Most acquirers operate from an integration playbook that outlines how

the transition will unfold. Typically, integration streams are addressed over the first six to eight months following the acquisition. Many organizations also pair teams through a “buddy system,” matching leaders from the acquiring company with counterparts in the acquired business to guide the process collaboratively.

CONTRACTOR: What functions tend to transition first, and how can that be done without distracting from field performance?

Richards: Finance is usually the first area to transition. This includes banking and treasury functions, accounts payable and receivable, the general ledger, financial mapping and month-end closing processes. Because these functions are already handled in the back office, they typically have minimal impact on field operations.

Next comes human resources, including payroll and benefits migration into the new system. This phase may also include benefits enrollment updates, employee handbook alignment and safety policy reviews.

Insurance is another key area, covering workers’ compensation, auto policies, general liability and bonding programs. Fleet management often follows, including how vehicles are tracked and managed under a more centralized, enterprise-level system.

IT integration is also important, including email systems, data management, domains and security protocols.

One of the most significant components is ERP (Enterprise Resource Planning) integration, where the acquired company ultimately moves into a shared system used across the organization.

Even with these changes, field labor and service operations should remain largely untouched. These are existing back-office functions transitioning into the systems of the new parent company.

CONTRACTOR: What communication needs to happen early with technicians, project managers and office staff to maintain trust during that integration period?

Richards: The most important communication moment is the day-one town hall. Bringing employees together for a “what happened” meeting allows leadership to address the most important questions proactively. Topics often include benefits, vacation policies and who employees will report to moving forward.

Role clarity is another key issue. Employees want to know who approves their time, overtime and expenses, and how decisions will be made going forward.

Clear communication about how updates will be shared in the future is also critical. Establishing predictable communication channels helps prevent uncertainty and reinforces trust throughout the integration process.

CONTRACTOR: Once the back office is stabilized, how does access to capital and shared infrastructure change a contractor’s ability to bid, bond and take on larger projects?

Richards: One of the biggest advantages is scale. As part of a larger organization, the contractor typically gains access to a stronger bonding program and greater financial backing. Centralized treasury functions and increased working capital make it easier to support larger and more complex projects.

There can also be operational advantages. Estimating teams may gain access ➤ Turn to What Happens, page 41

➤ www.contractormag.com

5/22/26 10:31 AM

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Meet a collection of young people making careers in the plumbing trade— and building lives to match their dreams.

By Steve Spaulding

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➤ www.contractormag.com

5/29/26 1:24 PM

N

o one working in the skilled trades needs to be told about the skilled labor shortage; they live with it almost every working day.

According to a proprietary model developed by Associated Builders and Contractors, the construction industry needs to attract an estimated 349,000 net new workers in 2026 to meet the demand. In 2027 that number is set to rise to 456,000 as construction spending grows.

Plumbing is set to be hit harder than other trades. Along with the demand from new construction—did you know single data center can consume between 300,000 and 5,000,000 gallons of water a day?—the country faces an aging water infrastructure combined with the water needs of a growing population.

The Coming Tsunami On top of it all is the looming “silver

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tsunami” as the Baby Boomers (and front-end of the Gen Xers) retire, taking with them as they go decades of valuable expertise and institutional knowledge.

The current estimate is that for every five skilled trade workers who retire, only two younger workers enter to replace them.

But think what an opportunity that presents for those young people!

Good-paying, high-demand jobs that can’t be outsourced or replaced with AI. A set of skills that, once mastered, can let you travel anywhere in the country. Skills that can lead into careers in construction, remodeling, project management, facility management, system design, business ownership and so many more.

Let’s meet some young people building careers in plumbing and see where they hope those careers will take them.

JUNE 2026 • 21

5/29/26 1:24 PM

Under 30 All-Stars 2026

The Social Star — Clayton Deeds Oatey

Clayton Deeds

Clayton Deeds

Clayton Deeds on the job site.

Clayton Deeds.

Clayton Deeds presses a joint as part of an installation.

Clayton Deeds, 28, is a dedicated Journeyman plumber based in St. Louis, Missouri, with nearly 10 years of experience in the trade. When I called to speak with him, he was about to get on a job—a tankless water heater install that included a Watts carbon filter and water softener.

“We’re taking the two water heaters out, tying the first and second floor together, and making it one complete system,” Deeds explained. “That’s what I’m finishing up today.”

Deeds’ father was a mechanic who owned his own shop. Working with him summers was Deeds’ introduction to the trades. All his life, Deeds has enjoyed working with his hands. In fact, getting hands-on is his preferred way of learning.

“I’ve always told people this: I went to school for four years, but I didn’t learn nearly as much in the classroom as I did being hands-on in the field,” Deeds says.

After graduating high school Deeds found work doing small engine repair, but the money just wasn’t that good. A friend working plumbing suggested he give it a try.

“I went in for an interview knowing absolutely nothing about plumbing,” Deeds says, “and they were going

to start me at $6 more per hour than I was making working on motorcycles. It was a no-brainer. I made the jump.”

He admits that sometimes, after a hard day’s work, the last thing he wants to do is edit and post videos, but he finds the engagement worthwhile. “Social media has been really powerful,” Deeds says. “I still learn something every week—a new tip, trick, or tool.”

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Learn-or-Burn Almost immediately, Deeds was thrown into large commercial projects, helping build large retirement homes. After about a year the company gave him his

‘I didn’t learn nearly as much in the classroom as I did in the field.’ own truck and sent him out on service calls. “It became a learn-or-burn situation every day,” Deeds says.

But learn he did, sometimes through formal instruction, but often via social media and online videos.

That in turn sparked his own engagement with social media. Today, Deeds has 100,000 Instagram followers, 76,800 TikTok followers and 6,240 YouTube followers.

Looking to the Future Currently, Deeds works as a lead installer for his company, typically with an apprentice by his side. He likes being able to delegate, and he prefers installation work over service. “They pretty much leave me alone since I’m the lead. And if I get my work done, I get to go home.”

While in a good place, Deeds is already thinking about what his next step should be. One possibility is gaining his Master Plumber license and going to work for another company; another is starting his own shop.

“I don’t think I want to stay a Journeyman installer for the rest of my career,” Deeds says. “I’m already there at 28, and that’s a long time doing the same work every day. Some people enjoy that, but eventually I’d like to make a jump and try something different.” ➤ Turn to Under 30, page 44

➤ www.contractormag.com

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Hydronics & Radiant Presented in partnership with Radiant Professionals Alliance

by Brady Brophy

HYDRONICS MANAGER AT CORKEN STEEL PRODUCTS CO.

Big Shoes Mean Big Socks

I

f you’ve been following CONTRACTOR Magazine for the past six years, you may have heard of me before today.

Pat Linhardt has been writing a column monthly since 2020. In a few of those columns, Pat has referred to me as “The Kid”. I work for the same wholesaler as Mr. Linhardt in the Greater Cincinnati area (Corken Steel).

About three years into my time with this wholesaler, I was offered to take on a position in Hydronics. I was to be mentored and molded by Pat Linhardt himself. The heir to the Corken Steel Hydronics Throne—who could pass that up?

Scrap Dog Days When I first came on, I had been working for a local contractor retrofitting HVAC systems. Most systems I had been installing are what I now refer to as “scorched air” systems. During my time working for the contractor, the only boilers I ever dealt with were on the occasional “Scrap Dog Day”. Throughout the busy periods of the season, the warehouse would start to fill up with various old furnaces, condensing units and evap coils that had been replaced with new.

The shoulder seasons brought Scrap Dog Days. Someone had to rid the warehouse of the clutter that was used equipment. Being that I was one of the younger and “greener” employees, “Scrap Dogging” was my responsibility.

For a 20-something year old, the furnaces, air handlers, evap coils and even condensers were no sweat to push out of the back of my partner’s pickup. I enjoyed Scrap Dog Days, they made the slower days go by quickly and I got to be the hero walking in with a little extra cash to share with install team (the boss was nice enough to let us keep the earnings from scrapping).

All was well until I got my first taste of a cast iron boiler.

One of the other, more experienced, install teams had done a like-for-like swap at a residence close to the shop. Just on the good side of the river in Covington, KY. I had just made it back to the shop after a quick morning AC/ Coil swap (ad-

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New hydronics columnist Brady Brophy talks a bit about his time in the trades, and about his first introduction to a cast iron boiler. mittedly I was hoping to be sent home early—but this time I was not in luck).

My partner had beaten me back to the shop and there, waiting for me, was his truck stuffed with a few furnaces, a condensing coil or two and a few evaporator coils. Shoved into the nose of the bed of the truck was a piece of equipment I hadn’t seen before: a small residential cast iron boiler.

I didn’t think much of it. My partner threw me his keys, and I was off to the scrap yard. It was when I went to pull the boiler off the truck that I realized I had had my hands full.

The boiler was no bigger than a mini fridge, but what it lacked in size, it made up for in weight. The rest of that day’s scrap doggers got a show watching me wrestle that hunk of cast iron. After a grueling battle, the boiler eventually top-

pled off the tailgate, onto the scale and off for its next life. I had hoped that was last tussle with a cast iron boiler.

Fast Forward That day at the scrap yard doesn’t seem that long ago, but that’s been over 11 years now. Since 2018, when the mentoring process started, I have seen many more cast boilers. Only the scale has exponentially grown since the measly three-section boiler that whooped me at the scrap yard.

After only eight years I don’t consider myself a wily vet just yet, but I’ve become very comfortable in sizing, designing and servicing hot water systems. To me hydronic systems are fascinating, no two are alike and each system has its own hurdles that I am now equipped to help the contractors jump.

I’ve been extremely fortunate to have had these opportunities to work for a great company, be mentored by a great man and a great friend. I’m honored to take over in writing this column in place of Pat Linhardt. From the very first boiler room I visited with Pat, I’ve had many people tell me that I’ve got big shoes to fill.

So, each morning, I wake up and throw on the biggest wool socks I can find in the drawer to help fill out those shoes.

I’m excited to share my own stories, but Pat isn’t going anywhere anytime soon.

Maybe we’ll even have some collaborations featuring The Kid and The Old Man. Next time we’ll talk about a slab radiant heat job that we just completed, one with an interesting twist.

Brady Brophy is a Hydronics Department Manager for Corken Steel Products with experience in both the contracting and distribution sides of the HVAC industry. He began his career in 2015 and became a Hydronics Specialist in 2018. Brady supports contractors with the design of radiant floor and snow melt systems, and works across design-build, bid/spec, and retrofit hydronic applications, providing equipment sizing, training and hands-on technical guidance.

➤ www.contractormag.com

5/20/26 2:15 PM

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Hydronics & Radiant Presented in partnership with Radiant Professionals Alliance

5 Water Heater Venting Questions with A. O. Smith Our Q&A with Ryan Atkins, Product Manager – Commercial Gas for A. O. Smith, answers some of the key questions.

BY STEVE SPAULDING OF CONTRACTOR’S STAFF

A

.O. Smith is a familiar name to anyone in the plumbing and hydronic heating industry. Founded in 1874, it has grown to become the largest manufacturer of water heaters in North America. The company has made itself an industry leader through innovation, discipline and integrity.

Ryan Atkins is Product Manager – Commercial Gas for A. O. Smith. Atkins has been with the company for more than eight years, prior to which he worked as a full-time plumber performing service and installation for Little Piping and Mechanical, a construction company based out of Woodlawn, TN. Atkins spoke with CONTRACTOR about some common venting issues in gas-fired water heater installations.

CONTRACTOR: What venting options best help contractors reduce roof and wall penetrations without sacrificing performance?

Ryan Atkins: When trying to reduce wall penetrations, a concentric vent is a great option. Additionally, when installing multiple water heaters, it can be beneficial to utilize common venting.

A. O. Smith designs many of our products, like our Cyclone® commercial water heaters, so that customers can common vent multiple units together using our common vent kits.

While this does not reduce penetrations, customers can use low-profile termination kits for a more aesthetically pleasing option.

CONTRACTOR: Where do you see the most code conflicts or regional venting challenges across the US? Atkins: Right now, it is the growth of the UL 1738 venting standard, as adoption of this standard is increasing across jurisdictions. This standard requires much more stringent testing of plastic venting materials. While the northeast is where much of this initiated, it is no longer limited to specific regions of the country.

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A. O. Smith

The A.O. Smith BTH-400 Cyclone® FLEX™ (part of the 400100G/100381400 series) is a 119-gallon, high-efficiency condensing commercial gas water heater delivering up to 95% thermal efficiency and 399,900 BTU/h.

‘A. O. Smith continuously looks to add venting options to satisfy customer needs by improving ease of installation.’

CONTRACTOR: What are the biggest venting mistakes in retrofit jobs on older buildings?

Atkins: Failing to follow the manufacturer’s venting instructions and local code can cause issues in retrofitting. For example, mixing materials such as connecting PVC directly to an existing B-vent.

CONTRACTOR: How should contractors evaluate whether existing venting can be reused, relined or must be replaced?

Atkins: It is important that contractors examine the vent for any damage or deterioration. On PVC, they should look for yellowing, softness, and brittleness of the material. For B-Vent, they should

look for rust, collapse, and missing fasteners. If any of these problems are found, the venting should be replaced.

CONTRACTOR: What product or design changes are you making to simplify venting for tight mechanical rooms and older structures?

Atkins: A. O. Smith continuously looks to add venting options to satisfy customer needs by improving ease of installation.

Recently, we have focused on testing and approving flexible plastic venting for retrofit applications. With our newest Cyclone water heater, we can accommodate much longer vent runs. For example, a common 3” size is now capable of up to 150’ max vent length.

➤ www.contractormag.com

5/27/26 3:08 PM

Hydronics & Radiant Presented in partnership with Radiant Professionals Alliance

Rheem Supports Carter Work Project

A

TLANTA, GA — Rheem®, an Atlanta-based manufacturer of heating, cooling, water heating and refrigeration systems, partnered with Atlanta Habitat for Humanity as the host affiliate for the 2026 Jimmy & Rosalynn Carter Work Project, helping support the construction of 24 new affordable homes in southwest Atlanta.

The global Habitat for Humanity initiative brought together more than 1,000 volunteers, sponsors and community partners to support the multi-home build effort.

As part of the project, Rheem supplied high-efficiency Rheem Endeavor® Line heating and cooling systems and Rheem Gladiator™ electric water heaters for all 24 homes. Each HVAC system will also utilize the ecobee Smart Thermostat Lite to help homeowners better manage comfort and utility costs.

Rheem Employees Participate in Week-Long Volunteer Build Effort Rheem employees volunteered throughout the May 3–8 build week, assisting with construction, landscaping and painting activities in Atlanta’s historic Sylvan Hills neighborhood.

The project marked the launch of Langston Park, Atlanta Habitat for Humanity’s newest planned community and the affiliate’s first townhome-style development.

Rheem says its participation in the Carter Work Project aligns with the company’s broader Heart of Comfort™ philanthropic initiative, which focuses on community impact efforts in areas where employees live and work.

Partnership Supports Affordable Housing Expansion in Atlanta

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Jimmy and Rosalynn Carter at the Carter Center in 2008.

“Home ownership is powerful and Rheem is grateful to play a small role in supporting 24 new homeowners here in Atlanta,” said Alex Housten, Chief Operating Officer at Rheem. “Rheem colleagues, together with our plumber, contractor, distribution and retail partners, benefit from our work experience during build week. It’s exciting to see a new community built before our eyes so quickly, with the coordinated help of so many right here within Atlanta. We are proud that Rheem products will play a role serving this neighborhood for years to come. This project demonstrates the power of partnerships and is an import-

ant reminder that our impact is greater when we work together.”

High-Efficiency Systems Support Long-Term Comfort and Energy Savings The homes were equipped with energy-efficient HVAC and water heating equipment designed to support long-term reliability, comfort and lower operating costs for homeowners.

The addition of smart thermostat technology is intended to help residents better monitor and manage energy consumption while improving overall system performance.

Atlanta Habitat says partnerships with manufacturers and industry organizations play an important role in expanding access to affordable housing opportunities across the region.

“Partnerships with organizations like Rheem help us expand our impact so we can empower more families to achieve their dream of homeownership,” said Rosalyn Merrick, President and CEO of Atlanta Habitat. “Together, we’re helping families improve their homes, their communities and their lives.”

The 2026 Carter Work Project also coincides with Habitat for Humanity International’s 50th anniversary. As part of the milestone, the organization launched its “Let’s Open the Door” campaign focused on expanding housing access and supporting affordable homeownership initiatives globally.

To learn more about Rheem, visit www. rheem.com.

For additional information on the Carter Work Project, visit www.atlantahabitat. org/about/carter-work-project.

Rinnai Names Largent VP, People & Culture

P

EACHTREE CITY, GA — Rinnai America Corporation has appointed Tim Largent as Vice President, People & Culture, adding an experienced manufacturing HR leader to oversee talent strategy, employee engagement and workforce initiatives across North America. Largent will report to Senior Vice President, Legal, Government Affairs & People Perry McGuire and work with company leadership to strengthen employee development and organizational collaboration.

Addition Supports Workforce Strategy Rinnai said Largent brings more than 15 years of experience leading human resources initiatives across large, multi-site manufacturing organizations. His background includes aligning workforce development strategies with broader business objectives while help-

Rinnai ing organizations build high-performing teams.

The company said his appointment reflects a continued focus on investing in people and strengthening internal culture as the organization grows.

“Tim brings exactly the kind of people-centered leadership and manufacturing HR expertise that Tim Largent.

Rinnai needs as we continue to grow,” said Frank Windsor, President of Rinnai America Corporation.

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Before joining Rinnai, Largent served as HR Director for the Americas at Solmax, where he led human resources efforts across a large manufacturing workforce.

Development and Collaboration Largent said he plans to work with company leadership to continue building organizational strength and employee engagement.

“I’m energized by the opportunity to help build a high-performing culture at Rinnai,” said Largent. “This is a company with a clear sense of purpose, strong leadership, and a real commitment to its people. I look forward to working alongside Perry and the entire leadership team to strengthen our organization and deliver longterm business impact.”

To learn more visit www.rinnai.us.

JUNE 2026 • 27

5/27/26 3:08 PM

Hydronics & Radiant Presented in partnership with Radiant Professionals Alliance

Pitch Perfect Midwest Laser Leveling was critical in the success of two soccer field installs incorporating radiant heating systems.

BY JOHN MESENBRINK OF CONTRACTOR’S STAFF REHAU

Radiant tubing mid-installation, as seen from the stands of the new stadium.

KANSAS CITY, MO — Back in October 2021, Kansas City Current Owners Angie Long, Chris Long and Brittany Mahomes made one of the most historic announcements of investment in women’s professional soccer history. The owners shared their plans for a $140-million soccer-specific stadium at Berkley Riverfront Park. What is known as CPKC Stadium, it is the first soccer stadium purpose-built for a National Women’s Soccer League (NWSL) team.

Fast forward a few years and CPKC Stadium was named a “2025 Professional Sports Field of the Year” recipient by the Sports Field Managers Association (SFMA), one of the industry’s leading authorities on sports surface management. The award recognizes excellence in playing surface quality, maintenance practices, innovation and overall management.

Midwest Laser Leveling

Under the Surface Left to right: Midwest Laser Leveling's Mike Bartee, Brad Hayes, Frank Masterson, Martin Lane (owner).

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Sure, most of the accolades should be given to Jerad Minnick, Vice President

of Sports Turf and Grounds, and his staff at the stadium, but let’s throw proper flowers to Midwest Laser Leveling for what you don’t really see underneath the playing field.

Midwest Laser Leveling, Topeka, Kan., specializes in providing smooth, safe playing surfaces which can be achieved using precision laser grading equipment.

Back in 2023, Frank Masterson, Director of Operations, Midwest Laser Leveling, and his four-man crew worked for nearly two months installing the field, which also included an under-field heating system that took two weeks to install in and of itself.

In fact, evidently impressed so much from the first install, in 2025, Midwest Laser Leveling was tasked at installing the field at another soccer venue, Riverside Stadium, home to the KC Current II—a farm team for the KC Current team, so to speak—and located at the KC Current Sports Complex, which is a 2,000-seat outdoor

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stadium, featuring a FIFA-certified, heated grass pitch.

While installation layouts for both fields are nearly identical, CPKC stadium’s drainage system incorporates 4-inch lines across the field that are spaced 10 ft. on center because they are part of a SubAir system—which essentially acts as a massive underground vacuum to aggressively pull moisture through the soil— that can push air into the field root zone or pull moisture out of the root zone. The Riverside stadium has a traditional field drainage system.

REHAU

Roll Out the Radiant The heating systems were actually firsts for Midwest Laser Leveling. In terms of ease of installation, jobsite and time efficiency, and on-time scheduling, this was done in part using REHAU’s RAUMAT radiant mat system, which makes installation faster, simpler and more precise.

Preassembled from RAUPEX O2 barrier PEXa pipe and RAILFIX fixing rail, it rolls out ready to install for radiant heating, cooling, snow melting and turf conditioning applications.

A semi-truck delivered approximately 90,000 sq. ft.—70 rolls of 200-ft. sections—of RAUMAT coils per field. According to Masterson, the RAUMAT radiant mat coils were spaced evenly under the sand layer of each field and connected to the 4-inch heating supply and return headers. The headers were then connected to the boilers in the mechanical room. “The goal is be able to keep the field from freezing solid during the harsh Midwest winters, to extend growing seasons, and be able to wake the grass from dormancy before a typical grass field would be awakened,” says Masterson.

Not only that, the RAUMAT radiant mat system helped expedite job performance efficiency. “Both projects were on tight time frames in order to get grass established during the growing season. The mat system drastically sped up the process compared to rolling out each individual heating loop by hand. Being able to roll the already assembled mats out onto the field instead of the individual lines was a huge aspect of each job. It saved us days of labor and in both cases was a huge reason why the projects remained on schedule,” says Masterson.

Partnering for Performance Initially recommended from the architect, Masterson visited another install

Finished RAUMAT being covered with sand.

REHAU

REHAU

Pre-piped coils of RAUMAT delivered to the installation site. to see the system in the field and ultimately liked the RAUMAT system so he decided to give it a shot. “As these are the only two installations we have done to date; in the future, we would prefer to use REHAU because they were great to work with—the RAUMAT system was great to work with and the customer service from the whole REHAU team was amazing on both installs,” says Masterson.

And speaking of customer satisfaction, Masterson says that both stadium’s maintenance crews love the install, and the systems in place. “They are planning on retrofitting another field in the near future. The RAUMAT system especially gives them more options for training in the winter months, and gives the grass a head start on growing in late winter into spring,” says Masterson.

Hence the flowers.

Coils were spaced evenly under the sand layer of each field and connected to the 4-inch heating supply and return headers.

➤ www.contractormag.com

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JUNE 2026 • 29

5/27/26 3:47 PM

Technology

by Patti Feldman COMPUTER AUTHORITY

Solutions for Estimates, Deposits, Invoices, Financing, and Sales

S

ervice Invoice Pro (serviceinvoicepro.com) is a cloud-based solution suitable for tradespeople, including HVAC and plumbing contractors, that supports end-to-end workflows for mobile and desktop with a single interface. It facilitates creating estimates, presenting options, collecting deposits, sharing photos, and converting approved work into jobs or invoices sending.

The software accepts card and ACH payments (through Stripe Connect, a popular API-based payments solution designed for platforms and marketplaces to handle complex multiparty payments), updates invoice status automatically, and tracks unpaid jobs automatically.

Users can schedule jobs, assign teams, manage recurring tasks, and send dispatch-style updates from within billing workflows. The software also supports tracking job time, approving timesheets, monitoring overtime, and exporting payroll-ready reports with QuickBooks Online sync support. There’s also a customer portal service hub for invoices, estimates, balances, approvals, and online payments.

Pricing: the free version accepts offline payments in cash, check, and Zelle (free ability built into some banking apps facilitating payment direct from customer’s bank ID) with “Powered by Service Invoice Pro” staying on invoices.

The Pro plan carries a fee per month for each user on a team. In addition to accepting payments online, it also accepts automated review requests, supports recurring invoices, equipment tracking, checklists, and generating job profitability reports, along with QuickBooks sync. Optional add-ons for Pro subscribers include SMS notifications.

Users can see invoice status on a single-screen view that shows issue date, due date, total, status (sent, viewed, overdue, draft, ability to send automated payment reminders and late fees), and action. The customer portal self-service hub enables interactions regarding invoices, estimates, balances, approvals, and online payments.

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Product information can include your company logo, images, videos and brochures, along with recommended addons and upgrades that can be added with just a click. Financing opportunities include estimated monthly payments and a link directly to the application.

Pricing: subscription based, unlimited users, pricing based on usage/month.

Quotes under $1k don’t count toward monthly usage.

Update Service Invoice Pro

A plumbing project window in Service Invoice Pro

Reviews of Service Invoice Pro, the Simpro Fast Cash autonomous agent, the On Cal Air sales engine, and QuoteWerks event scripting.

Simpro Fast Cash Simpro Fast Cash (www.simprogroup. com) is an adaptive autonomous agent that personalizes outreach based on real-time invoice analysis. It is an Accounts Receivable automation and intelligent platform designed specifically for collections and finance teams.

Replacing rigid 15/30/60-day reminders with intelligent personalized outreach, it is designed to replace manual, spreadsheet driven workflows and intends to accelerate payments, reaching customers at times they are most likely to settle their accounts. It does not replace Simpro, which remains your system of record, but rather sits on top of it, pulling your real-time invoice and customer data to manage the collections process.

How it works: the solution leverages deep insights into customer history, helping ensure every communication is accurate, professional, and effectively unspam-like.

All your payments are housed in one platform, making it easy to see those that are outstanding or partial. You are able

to send invoices electronically, straight from Simpro, at the click of a button and can filter invoices by date, status, business, and other refinements and batch print or email in bulk to customers. (You can customize email subject line and message body for each template in Settings.)

OnCall Air OnCall Air (www.oncallair.com, 888/808-6231) is a proposal builder/ sales engine for HVAC contractors suitable for use on customer premises in the field. (The solution integrates with multiple distributors.) Designed to maximize potential sales, the software enables contractors to build digital multi-option customizable quotes that can maximize specificity of offered tiered “best options” in on-the-spot price proposals in the field. Potential customers can access the proposals on any computing device 24/7 and the contractor can track that activity, including which options a customer shows interest in.

New features for web users of QuoteWerks (May 2023 column) include: event scripting with AI Assistant allows writing custom Java Scripts that respond to specific events in your quoting workflow, giving you enhanced control over how your quotes are processed, validated, or managed.

With Event Scripting, you can create automated workflows at key moments in the quoting process, providing flexibility to customize QuoteWerks Web to match your exact business requirements and enabling such capabilities as preventing incompatible products to be sold together or making certain fields are completed before sending out a quote. With little or no JavaScript experiences, you can create sophisticated automation scripts just by describing what you want to accomplish in plain English via the AI prompt.

QuoteWerks includes sample prompts to help spark creativity. For such actions as generating a scope of work, standardizing markup, or totaling and summarizing by item type. Scripts can respond to a wide range of events throughout the document lifecycle including documenting events before and after service, or previewing events before generating PDFs or printing.

According to the developer, because the AI assistant makes automation accessible to all—including sales teams, account managers, and business users—it can be seamlessly integrated into your existing business systems.

Patti Feldman writes articles and web content for trade magazines and manufacturers of building products.

➤ www.contractormag.com

5/22/26 2:44 PM

Marketing Marketing

by Matt Michel MARKETING AUTHORITY

9 Simple Truck Tips

T

he first asset every service plumber needs is a truck. The truck is more than a way to get from job to job.

It is more than a repository for tools and inventory. It is a way to communicate to the world that the plumber is in business. It is a mobile billboard. The way the billboard appears affects memorability and expectations of quality. Here are nine simple tips to ensure you are getting a return on your truck as an asset.

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A lot of contractors use their vehicles to promote a charity. For example, a plumber might have a pink truck where a percentage of the net profit generated by the truck is donated to a breast cancer charity. The charity needs to agree and give you rights to their logo, which merits space of the vehicle along with a note that a percentage of the profits from this vehicle benefit the charity. When you do this, you’re piggybacking on the loyalty of the charity’s patrons. Ideally the charity will promote you in return. Also, nothing limits you to one charity. Each vehicle in your fleet can be assigned to a different charity.

1. Simple Beats Complex Wraps give people unlimited options for your truck. As a result, there’s a temptation to go overboard and clutter the billboard with lots of graphics and information about your company that will never get read because it’s too much. Simplify your design. Get rid of the clutter.

The exception is the back. You have an opportunity to get creative with the back, hoping to appeal to consumers who are stopped behind you at a traffic light.

Since you don’t know what might work, test concepts by using large magnets that fill the doors below the windows. The base color of the magnet should match the wrap. Run sales promotions on the magnets. Test special offers. Tell a brand story for a bored commuter.

2. Big Beats Small The most important part of a truck wrap is your logo. Make it big. Fill the truck so you can see it from a distance. You can even run part of the logo off the truck.

People’s brains will fill in the missing elements as long as you can make out part of the letters.

3. Cantilevered Beats Level Cantilever the logo 15 or 20 degrees to make it more noticeable. We expect to see horizontal logos. When it’s tilted, we are more likely to notice it. It’s in our DNA to notice the unusual or unexpected to ascertain the threat level.

4. Any Color Beats White Women often refer to white vans as “abduction vans.” You don’t want a fleet of abduction vans and you don’t want

9. Care For Trucks Means Care for Homes

Here are nine simple tips to ensure you are getting the full marketing value of your truck. to blend in with all of the other white vans. Pick a bold, bright color that’s not associated with another plumbing company (or really, any company) and your vehicles will stand out. Make that your color. Use it in all of your marketing.

5. Websites Beat Phone Numbers You might need to include your license number and phone number on your vehicles. If so, don’t waste much of your valuable truck real estate with a phone number. Make them two inches high and put them on the door under the window. Emphasize the website instead. It’s easier to remember. Since most people will see your vehicles in motion, there’s little chance your phone number will be remembered. By gaining website exposures, you make it more familiar, which increases the likelihood of click.

The exception is alpha numbers. If you have a phone number like 758-6237,

you can display it as PLUMBER. People don’t like to dial alpha numbers, but they will remember them.

6. Your Brand Beats All Others Your vehicle real estate is valuable.

Don’t give it away to a manufacturer and promote a brand your competitors can sell. Promote the only brand you own exclusively, which is yours. Do not include manufacturer brands on your vehicles.

7. Don’t Forget the Fifth Side Did you know there’s a fifth billboard on a vehicle? It’s the roof. When the roof is logoed it stands out and gets noticed by anyone looking out of a second story window or from a higher elevation. You might have ladders and PVC on your roof, but not always. When you’re using the ladder, the roof is visible. Put your brand and website on it, big and bold.

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8. Trucks for Charities

Since plumbing service is intangible, there’s no way for a consumer to evaluate it beforehand. Thus, people take clues from tangible visible evidence to determine what kind of service you provide. This makes clean trucks extremely important. It means fender benders and scrapes need to be repaired ASAP. A good looking, professional vehicle implies professional service. A spotless vehicle implies spotless service.

Contractors use a variety of approaches to keep their trucks clean.

Some have a mobile car washing service clean the trucks during a service meeting. Others provide car washing stations at their shop. Still others have volume discounts with drive through car washes. Ultimately, the individual plumbers are responsible for keeping their vehicles clean.

To offer encouragement, some contractors have random truck inspections after a service meeting where they hand a plumber a stack of dollar bills. For every item missed on the checklist, the plumber has to hand the service manager a dollar. At the end of the inspection he keeps whatever is left.

Buy Matt Michel’s books, Contractor Stories and The Business Exit Rollercoaster on Amazon.

JUNE 2026 • 31

5/22/26 2:44 PM

Best Practices

by Tamara Ashworth FOUNDER OF FLOWSYSTEM AI

How to Run a One-Week Call Audit at Your Plumbing Shop

M

ost plumbing and mechanical owners feel they’re losing calls.

Very few can answer three basic questions with real numbers: 1) How often does a live person answer within three rings? 2) Of the calls you do answer, how many turn into booked jobs? 3) How many calls show up outside your office hours (when you’re most likely to miss revenue)?

A one-week call audit gives you those answers without buying new software or changing your whole operation. It’s a simple exercise that often reveals six figures of “already-paid-for” revenue hiding inside the phone.

This article lays out a tactical, repeatable process you can run in one week, then repeat monthly as a 30-minute check-in with your CSR team.

Step 1: Pull a Clean 7-Day Call Log (and Don’t Forget the “Leaky” Lines) Pick a normal week (not a holiday week).

Pull seven consecutive days of inbound call activity from every number that can ring your business: Main office line(s) Call tracking numbers (website, Google Business Profile, ads) Any forwards to owner/tech cell phones After-hours answering service logs Voicemails (including after-hours voicemail box) Web form “call me” requests (treat them like calls because they require the same response behavior) Export what you can. If your phone system doesn’t export, take screenshots and copy into a spreadsheet. The goal is one row per inbound attempt, including missed calls and voicemails.

Minimum fields to capture: Date/time Caller phone number (or last 4 digits) Whether it was answered live Call duration (if available) Who answered (CSR, service, owner, answering service) Outcome (booked / qualified-not-booked / unqualified / unknown) Notes (what they wanted, what happened next)

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Metric #3: After-hours call percentage. Plumbing demand doesn’t respect office hours. “No hot water,” “leak under the sink,” and “toilet overflowing” spike in evenings and weekends.

Compute: After-hours % = (inbound calls outside office hours) ÷ (total inbound call attempts). If after-hours volume is meaningful and you have no reliable coverage, you are intentionally turning away revenue—often the highest-margin emergency work.

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This simple exercise can often reveal six figures of ‘already-paid-for’ revenue hiding inside the phone.

Step 2: Score Every Call into One of Four Buckets The audit is only useful if you score calls the same way every time. Use these four buckets: 1) Booked: A job was scheduled (even if it later cancels).

2) Qualified-but-lost: They needed a service you provide, but you didn’t book it.

3) Unqualified: Wrong number, vendor solicitation, out-of-area, price shoppers you intentionally decline, etc.

4) Never answered: No live pickup and no meaningful follow-up (no call back, no text back, no voicemail response).

Plumbing examples: “My water heater is leaking” and you schedule next-day: Booked.

“We have a sewer backup” and you miss the call at 6:10 p.m. and never call back: Never answered.

“I need a quote to replace my water heater” and you answer, but the CSR says, “We’ll have someone call you,” and nobody does: Qualified-but-lost.

“Do you repair pool pumps?”: Unqualified (if you truly don’t).

The “Qualified-but-lost” bucket is where most shops learn the most—be-

cause it’s rarely one big problem. It’s usually 20 small frictions that compound.

Step 3: Calculate the Three Numbers That Matter (in Order) You can track dozens of metrics. Don’t.

Start with these three, in this order Metric #1: Three-ring answer rate (live answer within ~3 rings). In home services, speed equals trust. If a homeowner has water on the floor, they’re calling the next company fast.

Compute: Three-ring answer rate = (calls answered live within ~3 rings) ÷ (total inbound call attempts). If you can’t see “ring time,” approximate with “answered live” versus “missed.” Then add a qualitative note: does your team consistently pick up quickly, or do calls sit?

Metric #2: Answered-to-booked ratio. This is the conversion bottleneck.

A shop can “answer calls” and still leak revenue if calls don’t become appointments.

Compute: Answered-to-booked ratio = (booked calls) ÷ (answered live calls). If this ratio is low, you don’t have a lead volume problem—you have a call handling and booking process problem.

Step 4: Look for the Four Gaps the Audit Almost Always Exposes Once you have the numbers, read your call list like an operations detective. Most shops see a version of these four gaps: 1) Daytime peak capacity: Calls cluster at 7–9 a.m., lunch, and 4–6 p.m.

If your CSR is also doing dispatch, AR calls, and warranty scheduling, the phone will lose.

2) After-hours breakdown: Missed calls on nights/weekends plus no consistent call-back procedure equals silent revenue loss.

3) Intent mismatch (menu, script, and triage): If your phone tree or first 30 seconds of your script doesn’t match why people call (drain emergency, water heater failure, no hot water), callers bounce.

4) Workflow friction between phone and dispatch/FSM: The CSR may “take the info,” but nothing happens—no slot offered, no confirmation, no follow-up, or no technician availability alignment.

Remember, the audit is less about blame and more about designing a smoother path from panic (homeowner) to appointment (booked job).

Step 5: Fix the Highest-ROI Issues First (a Simple Ranking) Owners often try to fix everything at once. Don’t. Fix what produces measurable results inside one quarter. Start here: 1) After-hours coverage + response protocol.

If you can’t staff, implement a reliable ➤ Turn to How, page 46

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5/28/26 12:08 PM

2606CO

CONTRACTOR’S online library of learning resources offers eBooks designed to help busy people take their plumbing & hydronic business to the next level.

Nelson Mechanical Stories - Volume 1

Hydronic Applications Selected case studies from the pages of CONTRACTOR Magazine

A collection of articles from CONTRACTOR

Best of Matt Michel A collection of articles from CONTRACTOR

Copyright 2023 by Endeavor Business Media All rights reserved.

Copyright 2024 by Endeavor Business Media.

All rights reserved.

Copyright 2022 by Endeavor Business Media.

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Brian Nelson and David Sprague started Nelson Mechanical Design in 2004 in Martha’s Vineyard, MA. This collection of case studies showcases some of the company’s best plumbing & hydronic work.

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5/29/26 5/12/26 11:27 9:27 AM AM

Best Practices

by Kevin Saboori

BUSINESS COACH, OPTIMA WORKFLOW

Building Practical SOPs

S

tandard Operating Procedures are a great tool for documenting the different processes within your company. They can capture the nuance and detail behind how your crews do their work. Think of them as the script for how to complete a particular job. But they’re more than a simple checklist, they’re a practical tool people use in their day-today work. An SOP should be a reference that clearly explains how a task should be performed and what “good” looks like.

SOPs are different from guidelines or policies. Guidelines and policies communicate what’s needed at a higher level.

They tend to be broader, apply across more of the organization, and typically come from leadership. SOPs are narrower and more specific, focused on how someone completes their work step-by-step.

They’re also less about the technical how-to of the trade itself, which is often covered in technical manuals.

Consistency and Onboarding There are big benefits to having SOPs. For one, they keep everyone on the same sheet of music. They’re also great for onboarding new employees. Even when someone has experience, there will always be company-specific nuances to learn. SOPs help you capture those details and make them easy to share.

They also help managers, leads, and trainers pass along consistent information that doesn’t get missed because someone is talking off the cuff or trying to remember everything in the moment.

Another major benefit is safety. SOPs can help keep your crews safe, especially for higher-risk work like trenching, confined spaces, or contaminated areas. A clear SOP helps ensure people know where and how they’re supposed to work, what equipment they need, and how to use it correctly. It also drives accountability and gives everyone a reliable place to go to confirm the right way to do things.

Clarity Improves Safety Consider a plumbing crew working on repairing a sewer line. What gear should you make sure everyone has? A well-detailed SOP would perhaps spell out the PPE required, such as the right gloves, masks, coveralls, boots, trash bags, and

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It also helps to review SOPs regularly with your crews to make updates as needed and reinforce training, so people don’t forget over time.

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What to Include in an SOP

Well-crafted SOPs can improve safety, streamline operations, and enhance the customer experience. any job-specific tools. It can also help to include clear pictures showing how each item should be worn and what “proper” looks like.

That may sound like overkill, but put yourself in the shoes of someone new who came from a crew that didn’t follow consistent standards. They may assume it’s business as usual and head in without the right protection.

Now imagine an electrical crew on a commercial site that needs to perform a lockout/tagout procedure. Not having that procedure documented can lead to serious consequences when a crew member is trying to remember how they were taught, or worse, they fall back on “how it’s always been done” instead of the right way.

SOPs Can Improve Customer Experience SOPs can also help you manage the business by preventing rework and delays, or help improve the customer experience.

If your HVAC tech is following an SOP, they’re less likely to skip steps that might not be top of mind on a busy day.

For example, you may want every tech wearing boot covers to keep dirt out of a customer’s home. An SOP helps a new tech understand the standard, and it helps the whole team deliver a consistent experience that leaves customers feeling good about the service.

That said, there are downsides to SOPs if they’re not handled well. They can go too far and become so detailed that most people gloss over them or miss key points. This is where format matters. Pictures, short callouts, and clean structure can make SOPs far more usable, especially for visual learners and field teams that don’t have time to wade through long paragraphs.

The goal is to provide the right balance of detail for the right audience and for the right reason.

SOPs Must Reflect Real-World Field Conditions You also need to consider whether the standards you put in place match what’s actually happening in the field. Imagine a surprise OSHA visit where you’re asked to produce SOPs. You have them, but your crews aren’t really following them.

That’s a problem.

Make sure your SOPs reflect the work being done, and make sure your team is trained on them and equipped to follow them.

Adoption can also be a challenge at first. A good way to improve buy-in is to involve your crews in developing the SOPs. They’ll help you dial in what level of detail is actually useful, and you’ll build ownership, which makes it more likely that the procedures are followed.

When it comes to SOP structure, always consider your audience and the level of detail you need to provide. It also helps to prioritize procedures based on what you do most often or what carries the highest risk.

SOPs can take different forms, but most should include: • Title • Short description • Who wrote it • Who approved it • Date implemented or last revised • Step number • Step description • Expected outcome • Pictures (if applicable) • Who completes the step • Safety considerations

Start Small and Build Over Time To get started, pick just one procedure.

Start with something relatively simple and less technical. Work with your crew to write out the steps and include the elements above.

Keep it basic. It doesn’t have to be perfect or cover every possible variation. Focus on the most common way the work is done. Then build a couple more over the next month or two.

Start small, stay consistent, and before you know it, you’ll have a solid set of SOPs that support training, quality, and safety. It’s also helpful to involve someone who is organized and detail-oriented to help with the documentation. That might not be realistic for every small contractor, but if you keep the format simple and practical, it’s absolutely doable.

Kevin Saboori has over 10 years experience helping businesses improve their operations.

He brings his knowledge from the military, construction, manufacturing, logistics, project management, business advising, and consulting to help clients solve their greatest operational challenges. He can be reached at ksaboori@optimaworkflow.com.

➤ www.contractormag.com

5/20/26 2:14 PM

Best Practices

by Jane Blanchard

HEAD OF BRAND AND MARKETING AT SERVICEFORGE

Plumber Near Me: How Contractors Lose Jobs Before the Technician Arrives

A

lot of people are searching for a plumber right now.

The search term “plumber near me” gets around 1,000,000 searches a month in the US. You owe it to your business to pick up quickly, put a real person on the line, and get them booked.

Because one in three will hang up if AI answers instead of a human.

That’s one in three jobs walking out the door before you’ve even had a chance. It’s all about speed, empathy and resolution—and those first few seconds can make or break a relationship.

Emergency or not, someone has picked up the phone and made the decision to call you. They want a fast response and the reassurance that they’ll be taken care of. What they don’t want is voicemail, a phone tree, an AI, or no response at all. Hit any of those and they’ll move on to the next business on the list.

Build a Personal Relationship That million-searches-a-month number says everything about the market.

A lot of people are looking for help and they’re not particularly loyal to any single business. If you don’t pick up, they keep going down the list until someone does. That someone gets the booking, the review, and the longterm relationship.

Delayed responses signal unreliability and that’s not a seed you want to plant. If a homeowner can’t trust you to respond in a timely manner, why would they trust you on the job? It sends their mind straight to the uncomfortable questions: will they show up on time? Will they show up at all? Are they professional?

Those are not thoughts you want going through a homeowner’s head before you’ve even met them. A fast, human response tells them the answer before they have to ask.

That first job can set you up with a loyal customer. Many homeowners would love to have a trusted partner they can depend on. A onetime plumbing job is a great chance to speak to the homeowner, understand their challenges and suggest

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Voicemail, AI answering systems and delayed responses can drive homeowners to competitors within seconds, especially during peak plumbing season. what might need attention next.

Leave your card. Follow up. Ask for a review. Check back in. A one-time job becomes a long-term relationship when the homeowner feels like you actually paid attention.

Reviews Matter, but Response is Key Online reviews are the norm, and people feel just as comfortable leaving 1 star as they do 5. A frustrated homeowner won’t hesitate. And poor reviews during peak season carry extra weight. Bad reviews happen. We’re all human. What matters is that you respond quickly

and handle it well. But remember that even when the reviews are great: when customers are choosing between two businesses with similar ratings, 78% will pick the one where a real person picks up the phone over AI. Keep it simple and make sure your systems improve your day to day, not add more stress to it. Make sure you have live answering coverage so customers always get a real person to answer and book the job. Scheduling software and a booking page that helps customers self-schedule is another great tool that can keep you open and win more business 24/7.

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Stay consistent so when spikes hit, it’s smooth sailing.

Empathy Wins Be human, be embedded in your community and always show up for your customers. Bigger doesn’t mean better, and many homeowners would opt for a locally owned business instead of a national chain.

Why? Because of service. Smaller businesses have a chance to differentiate themselves and win in customer experience. Speed does matter, but so does trust and empathy. The great thing about a human answering service is that you can have speed, service and the warmth of a real person.

Jane Blanchard leads brand and marketing at ServiceForge, shaping a brand built on quality, reliability, and great service.

She helps trade businesses get found, get booked, and get paid with 24/7 live answering, scheduling, and payment tools designed to keep service human.

JUNE 2026 • 35

5/28/26 10:35 AM

Best Practices

by Tom Mascari

PRESIDENT OF MENDEL PLUMBING AND HEATING

Training the Next Generation of Plumbing and HVAC Technicians

T

he world needs plumbing and HVAC technicians to keep water systems and climate control running. Unfortunately, the next generation of these professionals isn’t coming at the rate necessary to replace those leaving the fields.

NPR reports that applications for technical roles in plumbing, HVAC and electrical have declined significantly in recent years.

To solve this problem, upcoming professionals in these fields need to have the right education and training. That way, they are set up for a career where they can do all the work from the first day. In a comprehensive training program, these elements make the difference.

Adaptive Curriculum Technology and best practices in the industry change frequently, and an adaptive curriculum must keep up with it.

Too many training programs rely on information that was outdated a few years ago. When apprentices get to the end of their programs, they should be able to understand the latest techniques and apply current technology to get the job done. Although every professional will refine their skills over the course of their career, the time for on-the-job learning is during the program.

Comprehensive Coursework Before trainees can start to work on real equipment, they need a comprehensive education that embraces modern teaching techniques. Students should receive detailed lessons on a wide range of subjects related to their fields, not just the basics or limited to one aspect of the job.

Although in-person coursework can be important for developing rapport between teacher and student, it’s helpful to include online and mobile learning options. Apps can help students to practice their knowledge and get immediate feedback, much in the way they learned in school. Varied learning approaches can also improve outcomes for students who don’t perform best in a lecture environment.

Data-Driven Training One of the key benefits of modern educational approaches is the ability to

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be rewarded for asking questions and refining their knowledge, even if it means that lessons take longer.

Real-World Problem-Solving

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Before trainees can start to work on real equipment, they need a comprehensive education that embraces modern teaching techniques. integrate data-driven insights into the training process. People who want to become plumbers or electricians come to the decision with different knowledge and life experiences. The training should be as customizable as possible, using the student’s prior interaction with training modules to guide future lessons. That way, each student gets education tailored to the skills they need to develop most. Even better, they spend less of their limited time covering topics they have already mastered.

Hands-On Learning As soon as possible, students should be given the opportunity to develop hands-on skills. Books and educational apps have an important role in the early process, but they should not comprise most of the training program.

Setting inexperienced trainees loose on equipment in homes and businesses can be somewhat risky at first, so many programs use interactive simulations and virtual reality to help bridge the gap. Students get the opportunity to explore a system like they would as a professional, in a low-risk environment.

Clear Expectations and Feedback The best programs outline clear expectations and provide regular feedback. Training programs that utilize data collection and other modern methods can integrate these insights into effective hands-on learning. In each module, students find a list of expectations and anticipated outcomes. They are not expected to guess what they should be doing, and they do not wait days or weeks to get graded results on their performance. This approach helps students to connect expectations to outcomes, and use feedback to help guide future study and practice.

Growth Mindset Everyone who joins a training program is there to learn, but the program must actually acknowledge the value of that mindset. Some programs expect students to come to the field with a specific knowledge and penalize those who do not have it.

Instead, the entire program should foster a growth mindset as a way of cultivating interest, curiosity and pursuit of greater understanding. Students should

Once apprentices have finished their programs, they should be able to perform much of the work independently. To achieve that, the training program should emphasize real-world problem-solving.

Students should receive as many opportunities as possible to test out their skills in different environments, with the chance to learn and improve as they go. Instead of just following what an experienced professional tells them to do, they should be encouraged to think through the problem and present their own solutions.

Mentorship Given the intensive nature of some professional trade programs, students need access to mentorship opportunities. Mentors can do more than simply provide guidance on best practices for a particular task. They can be an invaluable source of information and support about the career.

Mentoring helps students discover what it means to work in the field for years, as well as finding the benefit of continuing to learn over time. As the apprentices leave the program, they can continue to build working relationships with their mentors throughout their careers.

Finding a qualified plumber or HVAC technician should not have to be an increasingly difficult task. There are many benefits to working in these fields to entice the next generation of professionals, but the training programs have to keep up with the times. By utilizing modern technology, teaching tools, hands-ontraining and mentorship, new students to these fields can get what they need to succeed.

Tom Mascari is President of Mendel Plumbing and Heating. Providing Geneva, Illinois plumbing and HVAC services since 1985, Mendel Plumbing and Heating has a reputation for expert customer service and technical performance. The company also specializes in residential air duct sealing, remodeling and maintenance services to the Fox Valley area.

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5/20/26 2:14 PM

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2/24/26 2:14 4:16 PM PM 5/20/26

Best Practices

by Dr. Rose Van Alstine

CAMPUS PRESIDENT FOR THE TULSA WELDING SCHOOL

From Service to Skilled Trades: The Most Overlooked Workforce Pipeline

F

or many US military veterans finding stable, well-paying civilian employment is a challenge after their military contract ends. In a study produced by the Wounded Warrior Project, about a third of veterans have difficulty finding full-time employment after their contract ends and if they do gain employment, its jobs below their skill level.

The skilled trades are a viable, but often overlooked, option for veterans looking to transition out of their enlistment. Especially with national labor shortages, skilled trades offer military members plentiful opportunities and secure employment that build upon skills many already have.

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Labor Shortages and High Demand for Skilled Tradespeople Welding, construction, manufacturing, plumbing, HVAC and electrical industries are facing an aging workforce and a shrinking pipeline of talent, leaving thousands of essential roles unfilled.

According to the US Department of Education, an estimated 2.1 million trade positions could go unfilled by 2030. This poses a huge threat to communities around the nation and due to the gap in these critical roles, infrastructure and local businesses are struggling to stay afloat.

However, the skills gap is not just an economic challenge, but an opportunity for military members looking for employment. With their technical training, discipline and hands-on experience, veterans are uniquely positioned to meet the demand while finding a meaningful career.

The skilled trades are a viable, but often overlooked, option for veterans looking to transition out of their enlistment. leadership, ability to work in a team, adaptability and strong work ethic.

These qualities not only help veterans find employment in the skilled trades but advance quickly into supervisory or specialized roles within the industry.

Military Experience Translates Naturally to Trade Careers How Veterans Can Get There is strong overlap between military Started in the Trades training, service jobs and trade work.

For many veterans, they already have experience working with their hands, following safety protocols, operating specialty equipment and performing in a technical job.

Beyond practical skills, veterans also bring in much needed “soft skills” like

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Many skilled trade schools recognize that service members are well-suited for careers in the trades and actively work to support their transition by offering enrollment assistance and educational funding.

Most programs range from six months to a year so service members

can quickly gain the skills they need and enter the workforce. To pay for these programs, many schools offer military scholarships, reduced tuition and accept the GI bill.

By utilizing scholarships and the GI Bill to cover tuition, fees, and even supplies, veterans can gain valuable hands-on experience and certifications with little to no out-of-pocket cost.

Why Choose a Career in the Trades Post-Service With shorter program times, flexible schedules, well-paying jobs, aligned disciplines, and an industry-wide demand, the trades are a great option for service members beginning their next chapter.

This is not just a beneficial career path for veterans; it’s a practical solution to one of the country’s most pressing workforce challenges as well. At a time when the nation is facing a growing shortage of skilled tradespeople, veterans represent a uniquely qualified workforce ready to step in and make an impact. For service members searching for their next mission, the trades may provide not only a career, but a sense of purpose and longterm stability.

For veterans interested in pursuing a career in the skilled trades, the first step is setting a strong foundation with education. StrataTech Education Group has six locations nationwide with Tulsa Welding School campuses in Dallas, Houston, Jacksonville, Tulsa and Atlanta Metro and the Refrigeration School in Phoenix.

For more information visit stratatech. com.

Dr. Rose Van Alstine is Campus President for the Tulsa Welding School, Dallas, TX.

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5/29/26 4/7/26 2:22 4:50 PM PM

Industry News

Call for UPC, UMC Task Group Experts ONTARIO, CA — International Association of Plumbing and Mechanical Officials (IAPMO) is seeking technical experts to participate in new task groups supporting future updates to the Uniform Plumbing Code (UPC) and Uniform Mechanical Code (UMC).

Areas of focus include enclosed parking garage ventilation systems and building construction considerations related to concealed spaces, ducts and plenums.

IAPMO

Task Group Members Help Shape Future Code Recommendations

UPC Task Groups The UPC Technical Committee is seeking subject matter experts to participate in four task groups focused on specific areas of code development.

Topics include grease interceptor requirements, installation guidance for air-source heat pump water heaters, construction practices and risk management for potable and non-potable water systems, and ecological sanitation systems such as composting toilets and urine-diverting systems.

UMC Task Groups The UMC Technical Committee is also seeking technical experts for two mechanical code-focused groups.

Task group members will participate through conference calls and web meetings, providing technical perspectives and helping develop recommendations for consideration by the UPC and UMC Technical Committees.

Applicants do not need to currently serve on either committee to participate.

Applications can be submitted through IAPMO Task Group Application Page. The application deadline is June 22.

Construction Labor Market Under Pressure ➤ Continued from page 1 pared to March 2025. The analysis, based on data from the US Bureau of Labor Statistics, found that only two states posted lower construction unemployment rates year over year, while 44 states recorded increases.

monthly improvement, with its rate falling 3.4 percentage points from February, while Connecticut posted the third-largest decline at 2.7 percentage points.

Lowest Unemployment Rates The lowest estimated March construction unemployment rates were reported in: • Oklahoma: 2.8% • South Dakota: 2.9% • Tennessee: 3.4% • New Hampshire: 3.5% • Colorado, Hawaii and North Carolina: 4.1% South Dakota posted its second-lowest March construction unemployment rate on record.

Growth Is Slowing National payroll construction employment remained higher than a year ago, adding 58,000 jobs compared to March 2025. However, the latest increase marked the 12th consecutive month of year-over-year gains below 100,000 jobs, suggesting hiring momentum may be moderating.

Seasonally adjusted payroll construction employment reached 8.3 million workers, remaining significantly above pre-pandemic levels and approximately 9.3% higher than the February 2020 peak of 7.6 million workers.

While employment remains elevated overall, state-level data points to a mixed labor environment. Estimated construction unemployment rates were below pre-pandemic levels in 20 states, while 31 states reported higher rates than March 2019.

Multiple Cost Pressures “The Iran war and resulting hike in energy prices are negatively affecting the construction industry, which was already struggling with insurance pre-

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mium increases, escalating labor costs, shortages of skilled labor and elevated interest rates,” said Bernard Markstein, President and Chief Economist of Markstein Advisors, who conducted the analysis for ABC. “Consequently, some projects have been scaled back, put on hold or abandoned altogether.

With slower construction activity, demand for construction workers is growing more slowly.”

Contractors continue navigating multiple challenges simultaneously, including labor availability, financing costs and project affordability concerns. Slower project pipelines can affect hiring decisions and reduce

labor demand even when broader employment levels remain historically strong.

Mixed Results Across States On a month-to-month basis, the national non-seasonally adjusted construction unemployment rate improved slightly, declining 0.2 percentage points from February.

State trends varied: • 28 states posted lower unemployment rates • 20 states recorded increases • Kansas and Maine remained unchanged Rhode Island recorded the largest

Highest Unemployment Rates The highest estimated March construction unemployment rates were reported in: • New Mexico: 11.7% • New Jersey: 12.9% • Minnesota: 13.2% • Connecticut: 14.8% • Rhode Island: 16.2% The latest data illustrates how labor conditions continue to vary significantly across regional construction markets, with some states maintaining tight labor conditions while others are experiencing slower activity and softer workforce demand.

To learn more visit abc.org/economics.

➤ www.contractormag.com

5/29/26 3:11 PM

Industry News

What Happens After the Sale? ➤ Continued from page 18 to shared tools, templates and historical data that improve accuracy and efficiency.

CONTRACTOR: Many owners assume selling means stepping away immediately. In reality, what role do founders and local leaders typically play in the first year and beyond?

Richards: During the first year, the founder typically remains deeply involved in the business. In many cases, they continue serving as president or general manager. At Foundral, we casually refer to this role as a Chief Relationship Officer.

Their primary responsibility is to anchor the culture and maintain continuity. That includes preserving key customer relationships, supporting major accounts and helping guide the transition while mentoring the next generation of leaders.

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CONTRACTOR: What are the most common integration mistakes that create unnecessary disruption after a sale?

Richards: One of the most common mistakes is making changes too quickly before fully understanding whether the company is ready. ERP transitions are a good example. These systems can be among the most disruptive elements of integration, so it’s critical to run test environments and ensure that financial and operational data are properly mapped before going live.

Timing is another major factor.

Changes should never be introduced during peak seasons or in the middle of major projects. In industries like heating and cooling, where seasonal demand spikes are predictable, planning around those cycles is essential.

Under-communicating is also a significant risk. Silence can lead to

rumors, uncertainty and negativity within the organization.

Finally, it’s important to recognize that one size does not fit all. Every company has its own processes, culture and operating style, and integration plans should respect those differences.

CONTRACTOR: If you could give one piece of advice to a contractor quietly exploring succession options, what should they be evaluating most carefully before choosing a partner?

Richards: Start with reference calls.

Speak with owners who have already sold their businesses to the potential partner and ask about their integration experience.

It’s also important to review the buyer’s integration playbook in advance. Understanding how the transition will unfold can provide clarity and prevent surprises.

Contractors should also understand the decision rights they will retain after

➤ www.contractormag.com

the sale—such as spending authority and operational autonomy. Clarifying what the founder’s role and the team’s roles will look like post-acquisition is equally important.

Finally, examine the financial metrics and performance expectations associated with the deal. Contractors should also ask about planned investments in tools, technology and infrastructure, and ensure they understand how the first six months of the transition are expected to unfold in detail.

Jason Richards serves as Chief Executive Officer and Chairman of the Board for Foundral, bringing more than 33 years of experience in the infrastructure services sector. A mechanical and licensed professional engineer, Richards has driven strategic growth and operational excellence across multiple service-focused businesses. For more information, visit www.foundral.com.

JUNE5/7/26 2026 2:40• PM41

5/22/26 10:31 AM

Industry News

GF’s Inaugural Flow Symposium Explores the Future of Construction ➤ Continued from page 3 in Nashville, Tennessee.

The event brought together builders, developers, contractors, engineers, and executive leaders from across North America to explore evolving flow solutions for residential, commercial, infrastructure, and industrial applications.

Designed as the first flagship event jointly hosted

by GF Building Flow Solutions and GF Industry and Infrastructure Flow Solutions, the symposium focused on addressing real-world construction and infrastructure challenges through collaboration, innovation, and technical education.

GF

Symposium Featured Technical Education and Product Demonstrations Over the course of more than two full days of programming, attendees participated in keynote presentations and nearly 40 breakout sessions covering building systems, construction trends, government regulations, economics, sustainability, and project performance.

The event also included a large-scale Product Showcase featuring hands-on demonstrations and interactive learning opportunities designed to give attendees direct exposure to the tools, systems, and technologies shaping the future of construction and infrastructure projects.

“One company isn’t going to single handedly solve the challenges we are facing in the built environment,” said John Reutter, President, GF Building Flow Solutions Americas. “This event was about building relationships, celebrating innovation, and coming together as one to move the industry forward.”

“It was our goal to bring together some of the best minds in the North America construction industry to collaborate on how the future of North America will be built,” said James Jackson, Head of Americas, GF Industry & Infrastructure Flow Solutions. “I would say it exceeded our expectations and we’re so proud to have hosted this fantastic event.”

Featured Speakers and Topics Included: • Elliott Eisenberg, Ph.D., of Graphs and Laughs, LLC: 2026 Economic Forecast Fun: An Entertaining Look at the Current Economy and the Impact on Future Business • Hosted Panel with Fred Mills of B1M: Megaproject Construction Trends: Harnessing Opportunities, Anticipating Challenges, and Maximizing Results • Dustin Demetriou, Ph.D.: The Twin Engines Driving the AI Era: Innovation and Impacts of Semi-

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At the entrance to GF's Flow Symposium. conductors and Data Centers • Panel Discussion with Senator Joe Manchin: Working Together to Build the Future of America: How Government, Manufacturing, and Construction Partnerships are Propelling Purposeful Growth • Catherine Hunt Ryan of Bechtel: Enabling AI Infrastructure • Adam Tarr of Hoffman Construction: The New Productivity Paradigm: Offsite Prefabrication with Onsite Construction Coordination • Michael Beatty of Nalco Water: Maintaining AI Amid Major Challenges: Water Treatment for Data Centers and Chip Fabrication

Other Session Topics Included: • Contamination of Our Potable Water Supplies: What Does Our Future Hold?

• Building the Workforce of Tomorrow: Tackling Labor Shortages and Retaining Skilled Tradespeople • Water-Energy Nexus 101: The Push, Pull, and Interconnectedness of Water and Energy • From South Texas to North Dakota: What a Data Center Boom Reveals About Our Readiness • Offsite Trends: Integrating Kitting and Prefabrication with PEX to Accelerate Productivity and Gain a Competitive Advantage • Meeting Modern Building Systems Demands: Emerging Applications for High-Performing

Piping Solutions • Protecting Cycle Times While Reducing Risk: Creating Intelligent Single-Family Plumbing Designs

Collaboration and Industry Partnerships Took Center Stage Relationship-building remained a central theme throughout the symposium, reflecting the increasing importance of collaboration across complex construction and infrastructure projects.

Networking opportunities included a welcome reception, a social event tied to the Product Showcase, and the event’s closing “Hoedown Flow Down” celebration featuring live music and entertainment inspired by Nashville’s culture.

Attendees also discussed ways to improve project efficiency, long-term value, and sustainability through stronger coordination between stakeholders and the use of advanced building and flow management technologies.

“Events like this are crucial, as construction leaders are managing complex projects with fewer resources,” said Chris Hartwick, General Manager of Canada, GF Building Flow Solutions Americas.

“The GF Flow Symposium reinforced the power of connection and offered proven real-world examples of how success can be driven with the right products and solutions.”

To learn more visit www.gfps.com.

➤ www.contractormag.com

5/28/26 10:38 AM

Industry News

Phillies, NEST Launch Skilled Trades All-Star Program Ahead of All-Star Week Hands-on program at Citizens Bank Park introduces Philadelphia students to careers in facilities management and the skilled trades.

SPECIAL TO CONTRACTOR ID 10811147 © Ffooter | Dreamstime.com

A night game at Citizens Bank Park, home of the Philadelphia Phillies.

PHILADELPHIA, PA — The Philadelphia Phillies and NEST will partner to host the Skilled Trades All-Star Program, a hands-on workforce development initiative designed to introduce Philadelphia students to careers in the skilled trades and facilities management.

Taking place at Citizens Bank Park, the immersive program will welcome students from Liguori Academy for a behind-the-scenes look at the planning, maintenance, and skilled labor required to operate a major league sports venue and prepare for largescale events, including the 2026 MLB All-Star Week, concerts, and other high-profile activities.

“Citizens Bank Park is a world-class venue because of the people who maintain, operate, and improve it every day,” said Kevin Beale, Senior Director, Business Development & Suite Sales for the Phillies. “This program gives students a firsthand look at those careers while showing how skilled trades professionals play a critical role in preparing the ballpark for major moments like the 2026 Midsummer Classic.”

Students Receive Behind-the-Scenes Access to Ballpark Operations The program will provide students with guided tours of key operational areas throughout Citizens Bank Park, including the HVAC controls room, me-

chanical spaces, carpentry shop, and grounds crew facilities.

At each stop, Phillies facilities personnel and skilled trades professionals will discuss the systems, safety requirements, technical skills, and teamwork involved in maintaining and upgrading the stadium.

The event is designed to give students direct exposure to the real-world environments where HVAC, plumbing, electrical, carpentry, and facilities management professionals work every day.

NEST Expands Skilled Trades Workforce Development Efforts

apprenticeships and advanced training programs.

“We are excited about the opportunity to be part of the Skilled Trades All-Star Program with the Philadelphia Phillies and NEST,” said Samantha DiGeorge, Director of Advancement at Liguori Academy. “This is a natural extension of the work we are building for our students, giving them another opportunity to learn from industry leaders, apply their skills in real-world settings, and see the long-term possibilities available through careers in the trades.”

Program Continues to Grow Through Sports and Workforce Partnerships Now entering its third year, the Skilled Trades All-Star Program continues to grow as a workforce development platform that uses the visibility of professional sports and major events to highlight career opportunities in the trades and facilities management.

Organizers say the program also reinforces the importance of the skilled professionals responsible for keeping major venues, infrastructure, and communities operating safely and efficiently.

To learn more, visit NEST at www.enternest.com.

Based in South Jersey, NEST helped establish the Skilled Trades Advisory Council (STAC) in 2023 to address ongoing workforce shortages while increasing awareness of skilled trades careers among young people.

The Skilled Trades All-Star Program expands on that mission by connecting students with practical career exploration opportunities inside one of the region’s most recognizable sports venues.

“Programs like this are about creating access and awareness,” said Rob Almond, CEO of NEST. “By bringing students into environments like Citizens Bank Park, especially at a time when it’s preparing for a global event, we can help them see the opportunity that exists in the skilled trades and the role they can play in it.”

Liguori Academy Strengthens Trades Education Pathways Liguori Academy continues to expand its Construction Trades Cohort, which provides students with hands-on training aligned with National Center for Construction Education and Research (NCCER) standards.

Students in the program earn OSHA-10 certifications while building foundational skills in carpentry, HVAC, plumbing, and electrical work. The curriculum is designed to prepare students for direct workforce entry while also creating pathways into registered

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Under 30 All-Stars 2026

The Bergen Plumbers — Kaiser, Caiden and Cole ➤ Continued from page 22 Bergen Plumbing, Heating and Cooling is an employee-owned business based in Waterloo, IA offering residential and commercial service, new construction, preventative maintenance and more.

‘They took me on and it shaped my life. The job grew me up a little bit.’

The company has made recruitment a priority. That has included outreach to local schools, close involvement with the state Department of Corrections prisoner rehabilitation program, and close ties with the Blackhawk School of Apprenticeship, a state-accredited school offering interactive, skills-based training to prepare students for the Iowa Journeyman exam in both plumbing and mechanical licensure.

Three recent graduates have the distinction of being some of the youngest licensed Journeymen to earn their cards in the history of the state: Kaiser Neuhaus (19), Caiden Bailey (20), and Cole Kotouc (19).

Skipping the Tour Neuhaus came to the program by ditching a University of Northern Iowa tour, walking into the main Bergen Plumbing

Kaiser Neuhaus working on a boiler.

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office, and filling out a Bergen Plumbing job application. “The low overhead cost versus college is what appealed to me,” Neuhaus says about his choice of the trades. “I figured it was worth looking at, and then I figured it was worth trying.”

One thing led to another, and now the company has Neuhaus doing light residential service work—mostly HVAC, but with some plumbing. In the future he’s looking to earn dual licensure and plumbing and HVAC, and eventually get his Masters Caiden Bailey running the excavator. license.

Bergen Plumbing Caiden Bailey grew up on a farm and learned to work with his hands at a young age. In high school he took industrial tech classes, but never really thought much about plumbing until his good friend Kaiser Neuhaus suggested he come by Bergen Plumbing and see what the program was like. It turned out to be a great fit.

Right now, the company has him doing a lot of excavation work. “We dig up a lot of sewers to make repairs or replace them. That’s my favorite part of it,” Bailey says. He’s hoping to keep learning and growing in the trades and see where the journey takes him.

Cole Kotouc, like Bailey, grew up on a farm working for his parents. He also took industrial tech classes in high school and began looking around the Waterloo area for a job that fit his skills.

“You know, at the time I was a 16-year-old. I didn’t really know what I was doing,” Kotouc says. “They took me on the next week, and it shaped my life from there. You know, the job grew me up a little bit.”

Right now, Bergen has Kotouc doing mainly residential service work. “I like it. Some of it’s easy, some of Cole Kotouc performing a water heater installation. it’s hard, you run into a new thing every single day,” Bergen insisted that all three graduate high school, Kotouc says. “I’d say it’s a lot better than sitting down in an office chair all day long.” and even partnered with Bailey’s school district to hold him accountable. “He worked full-time with us for four The American Dream days of the week and on Friday, he would go do all of his All three of the new Journeymen have one goal they share: book work,” Gardner says. “His school’s director reached to buy a home and start a family. And, thanks to their out to us when he graduated and was very thankful.” plumbing careers, it’s a goal that now seems attainable.

Yes, it sometimes seems odd having such young Loren Gardner, Senior Operations Manager at people on the team. “There’s definitely moments where Bergen Plumbing, says that Neuhaus, Bailey and Ko- the other 60-some technicians are looking at each other touc are outliers—that the Bergen talent pipeline was like, ‘What are we doing with these guys here?’” Gardbuilt for older people typically a few years out of high ner says, “but as they’ve grown and matured, all three school, but that all three of them had good heads for of them now get requested… all the guys take a lot of the work and determination to succeed. pride and responsibility in helping grow these three.”

➤ www.contractormag.com

6/1/26 9:19 AM

The Welder — Mikala Sposito PHCC

Valerie Butler (center) as a member of the Indiana delegation outside the office of Senator Todd Young during the PHCC's Legislative Conference.

As we reported in our May issue, Mikala Sposito is a 21-year-old student from Washtenaw Community College in Ann Arbor, Michigan, who has been selected to be the official United States competitor in Welding for the 48th WorldSkills Competition, scheduled for September 22–27, 2026, in Shanghai, China. Sposito is the first woman to represent the United States in welding at WorldSkills.

Sposito’s journey began at age 10 with a virtual welding demonstration at a Maker Faire (an event celebrating creativity, crafting, engineering and the skilled trades). She later won the 2024 SkillsUSA Michigan state championship, and secured her WorldSkills spot by winning the USA Weld Trials at the Robotics Technology Park in Huntsville, Alabama.

CONTRACTOR was unable to interview Sposito for this feature, as she is currently 100% focused on her competition preparation. We hope to talk to her at some point in the future and wish her success at the WorldSkills event.

All-Star Update - Valerie Butler Last year for this feature one of our All-Stars was Valerie Butler, an apprentice working both in the field and in the office for P.I.P.E., Indianapolis.

In addition to her work and ongoing training, Butler volunteered at her school, and, despite being an under-30, was also sitting on two state plumbing executive boards for the Plumbing-Heating-Cool-

Sposito’s journey began at age 10 with a virtual welding demonstration. ing Contractors Association (PHCC). In 2024, she received the PHCC Educational Foundation’s top scholarship.

Since then she has been named the PHCC’s Apprentice of the Year 2025 for her leadership, technical skill and service to the industry.

Butler was recently a member of the Indiana delegation to the PHCC’s annual Legislative Conference (see our coverage on pg. 1). In meetings on Capitol Hill, Butler used her personal story to talk about the importance of educational opportunities for young people choosing careers in the skilled trades.

➤ www.contractormag.com

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WorldSkills

Mikala Sposito.

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Best Practices

How to Run a One-Week Call Audit at Your Plumbing Shop ➤ Continued from page 32 rotation with a “first responder” who answers or returns calls within 5 minutes.

Define what happens when a call is missed: call back twice, text once, and leave a voicemail that sets expectation (“We can have a plumber call you back in 10 minutes”).

2) Booking discipline (offer a slot, not a promise).

“Someone will call you” is not booking. Train your CSR to offer a specific next step: “I can get you on the schedule today between 2–4 or tomorrow 8–10.

Which works?”

If you don’t have availability, say that clearly—and offer the next-best option.

3) Peak-time phone capacity If your call log shows clusters of missed calls during predictable windows, you need coverage during those windows—either staffing, role separation, or a call overflow plan.

4) Triage rules for true emergencies Write down the small set of “drop everything” events

for plumbing/mechanical (active leak, sewer backup, gas smell, no heat in winter). If your team has to decide in the moment, they’ll hesitate—and the caller will hang up.

Step 6: Produce a One-Page Call Audit Report (and Review it Monthly) At the end of the week, create a one-page summary you can review with your CSR team in 30 minutes.

Here’s a simple format: One-Week Call Audit — Summary (Template) Week of: Total inbound call attempts: Answered live: ( %) Three-ring answer rate (estimate): % Booked jobs from inbound calls: Answered-to-booked ratio: % After-hours calls: ( %) Qualified-but-lost calls (count): Top 3 reasons we lost qualified calls: 1) 2) 3)

Top 3 fixes we will implement next week: 1) (Owner: ____ / Due: ____) 2) (Owner: ____ / Due: ____) 3) (Owner: ____ / Due: ____) One script change we’ll test: Run the audit once and you’ll see the patterns. Run it monthly and you’ll build a phone operation that reliably converts demand into scheduled revenue— without burning out your CSRs or your on-call techs.

If you’re serious about growth, treat your phone like a production line: measure it, remove friction, and keep the feedback loop tight. The call audit is the simplest place to start.

Tamara Ashworth is the founder of FlowSystem AI. She works with plumbing, mechanical, HVAC, and roofing companies to improve missed-call recovery, booking rates, after-hours coverage, dispatch efficiency, and speed-to-lead.

Before launching FlowSystem AI, Tamara built and exited a multi-seven-figure marketing agency. She holds an MBA from the University of Notre Dame and is based in Charleston, South Carolina.

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Water Heaters

editor’s choice THE PROTERRA HYBRID ELECTRIC HEAT PUMP WATER HEATER from Rheem uses 75% less energy (up to

four times the efficiency) than a standard electric water heater. Models include quick-install elements, such as top-of-the-tank water connections and a ductready design. They feature built-in Demand-ResponseReady EcoPort and built-in Wi-Fi powered by EcoNet technology for increased performance, efficiency and energy cost savings. The built-in LeakGuard system helps protect homes with 360-degree leak detection and an automatic water shut-off valve. A great option for homes with less space, even in closets. Available in 40-, 50-, 65- and 80-gal. sizes.

Rheem WWW.RHEEM.COM

THE ROYAL RESIDENTIAL COMBI MODULATING CONDENSING GAS BOILER from Dunkirk features

THE SENSEI RX SERIES TANKLESS WATER HEATER

an advanced combustion design that provides high efficiency with up to a 10:1 turndown ratio, and the stainless-steel premix burner ensures efficient and cleaner combustion. Stateof-the-art technology and materials are used for durability, corrosion resistance and quiet operation.

features Smart Sense proprietary adaptive gas valve technology that adjusts to either natural gas or liquid propane gas for optimal combustion—no conversion kit required. With a Universal Energy Factor of 0.98, models can be installed indoors or outdoors. Installers can connect to the models with their smartphone via Bluetooth for quick, simplified set-up and registration.

Dunkirk WWW.DUNKIRK.COM

Rinnai WWW.RINNAI.US

THE EZ PRO SERIES TANKLESS WATER HEATERS include the size

THE EF SERIES TURBO COMMERCIAL WATER HEATER

and functionality of the built-in control panel, whose user-friendly digital interface is mounted prominently on the front exterior.

The multifunction panel display allows professional installers to view system status, temperature settings, service reminders, maintenance data, error codes, error history and recirculation timing settings.

is a high-efficiency commercial gas water heater designed to optimize energy savings as well as performance. Available in 119- and 125-gal. configurations, the unit includes input options of either 399,999 or 499,999 Btu/hr. The unit employs Turbo flues to deliver thermal efficiencies of 97% at 399 kBtu/ hr and 96% at 499 kBtu/hr.

Noritz America EZSERIES.NORITZ.COM

▲ THE VOLTEX X OUTDOOR SPLIT HEAT PUMP WATER HEATER

(HPACO-45 100) has the ability to be installed in locations that reach temperatures as low as -25° F. It uses CO2 as refrigerant. The system circulates hot water through the lines, which helps prevent freezing.

For added protection during power outages, an anti-freeze mechanical leak valve is available.

A. O. Smith WWW.HOTWATER.COM

THE NUOS SIDE-CONNECT HEAT PUMP WATER HEATER

HEATER FAMILY adds a 208 V model to the air-source lineup. It will provide energy savings and reliable DHW for a wide range of commercial applications, including multifamily builds, retrofits in older facilities, and more. All models feature an ECM variable-speed pump that ensures precise control, higher efficiency and reduced noise levels.

The unit operates efficiently in belowfreezing temperatures thanks to its reversing defrost cycle.

from Ariston is built for durability, high efficiency and performance.

Features include proprietary i-Memory software that learns from user habits, efficiently managing hybrid technology by learning hot water usage over a four-week period. The boost function allows for a single heat-up cycle using the heat pump and elements, reducing recovery time.

Built-in leak detection includes app notifications and an optional shutoff valve at the inlet.

Lochinvar WWW.LOCHINVAR.COM

Ariston WWW.ARISTON.COM

▲ VERITUS HEAT PUMP WATER

48 • JUNE 2026

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▲ CONDENSING TANKLESS

WATER HEATERS (VTS/VTP) from Vesta are offered in four models: the VTP-150 and VTS-150 with capacities from 19,900 Btu/hr. to 150,000 Btu/ hr., and the VTP-199 and VTS-199 with capacities from 19,900 BTU/ hr. to 199,000 Btu/hr. Combining advanced technology with practical convenience. They feature a highquality digital front-panel display, a built-in three-speed stainless-steel recirculation pump, service-friendly service panels and an external carbon dioxide measuring port.

Vesta WWW.VESTAHWS.COM

THE RESIDENTIAL INVERTER HEAT PUMP WATER HEATER from LG offers low noise during auto mode operation, Wi-Fi compatibility with LG's ThinQ app, simple control with a digital display, and monitored operation and temp settings with ThinQ. Smart Diagnosis allows users to conveniently check setup, installation, troubleshooting and other information directly from a smartphone.

LG Electronics WWW.LG.COM

Bradford White Water Heaters FORTHEPRO.BRADFORDWHITE.COM

THE EXR ON-DEMAND TANK WATER HEATER from Essency features SmartCore Technology, offering the best advantages of tank and tankless systems in one.

It is designed with an 80gal. first hour rating in a 55-gal. footprint. The 55 gal. of “static” water in the tank acts as heat storage. Domestic water passes through the heat exchanger, where heat from the water in the storage tank is instantly transferred to it. The tank is only filled once—during the unit’s initial installation—and the water remains in there throughout the life of the water heater. And because it’s built of a polymer composite, scale cannot form inside the tank.

Essency WWW.ESSENCYHOME.COM

➤ www.contractormag.com

5/29/26 11:17 AM

New Products

editor’s choice THE LONGHAUL ROUND TOE WORK BOOT from Tecovas combines a square toe profile with temperature-regulating comfort.

It features Goodyear welt construction for long-term durability and resoling, a dual-density cushioned outsole, a premium smooth cowhide upper that breaks in and improves over time, waterproof leather and internal waterproof bootie construction, and an 11-in. shaft height with a square toe profile. The western-style boot conforms to standards ASTM F2413-24 EH (electrical hazard), ASTM FW413-24 I/C (composite safety toe) and ASTM F2413-24 SR (oil and slip resistance).

Tecovas WWW.TECOVAS.COM THE NWP500 SERIES HEAT PUMP WATER HEATER is engineered

THE LT SERIES TANKLESS WATER HEATER from Laars features

for energy-saving performance—up to 4.05 Uniform Energy Factor for lower operating costs. The stainless-steel tank offers improved durability and no need for an internal anode rod.

The built-in Wi-Fi powered

by NaviLink enables remote monitoring and control. Multiple operating modes can be adjusted as needed for hot water demand and recovery time. The unit uses R-134A refrigerant for high performance with a lower environmental impact.

a stainless-steel heat exchanger constructed with an oval pipe design for maximized heat transfer and long life (up to 3.5 times more than a copper heat exchanger). The oval design creates less scale build-up, increased thermal efficiency and lower maintenance. It has burner control and a combustion system designed for longer life, reduced dust buildup and fewer maintenance issues.

Navien WWW.NAVIENINC.COM

THE GREENTRONIC 7000 T HYBRID ELECTRIC WATER HEATER includes integrated backup heating elements at 4.5 kW each to give an extra boost of comfort. It is three to four times more efficient than a traditional electric water heater. The unit operates at below 49 dB(A), comparable to a quiet refrigerator.

Additional duct adaptors provide flexibility in airflow and installation space. It is available in 50, 65 and 80 gal. models.

THE GP102 GLOVE from Magid has achieved UL 2809-2, Environmental Claim Validation Procedure for Recycled Content. It is part of UL Solutions’ Environmental Claim Validation program, a globally recognized third-party process that evaluates and confirms recycledcontent claims in manufactured products. By meeting this standard, the GP102 demonstrates verified use of recycled materials.

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THE LX-WH SERIES GAS-FIRED WATER HEATER from NTI is a high-power, stainlesssteel heat exchanger (up to 800 mbh) with a touch-screen, intuitive display; an easy-to-clean heat exchanger; floor or wall-mount options; ideal coupling with Trin & Stor Storage tanks; easy access to the display and internal components; and advanced cascade settings.

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▲ THE “APOLLO” STAINLESS-

STEEL BALL CONVERSION PROJECT has completed a conversion

of its brass and bronze ball valve portfolio to Type 316 stainlesssteel balls. It enhances corrosion resistance, lifecycle performance and sustainability across HVAC, steam and industrial applications while simplifying product selection and inventory management.

Aalberts integrated piping systems WWW.AALBERTS-IPS.US

THE ULTRAHOT PLUS INSTANT HOT WATER DISPENSER from Stiebel Eltron is designed for residential use only and features high-grade, 316L stainless steel. It is equipped with a 750 W element and dispenses 34 cups per hour of nearboiling water at 203° F. If hot water is needed at a lower temperature, digital control makes it easy. The tall, thin shape maximizes undercabinet space for other uses. An energy-efficient design reduces electricity consumption, saving costs.

Stiebel Eltron STIEBEL-ELTRON-USA.COM

▲ HERCULES MEGATAPE from Oatey is a gray, all-purpose, professional-grade PTFE thread-sealing tape designed for use on a wide variety of threaded pipes. It is 3.5 Mil thick, and provides more PTFE than other tapes on the market. It seals threads on virtually any piping system, including stainless-steel pipe, cast iron, PVC, CPVC and ABS pipe, brass and chrome fittings, and gas connections with fewer rips/tears and fewer wraps. Available in ½", ¾" and 1" widths.

Oatey WWW.OATEY.COM

▲ CUSTOM DRAIN PROGRAMS from Infinity Drain provide designers, architects, builders and specifiers with three tiers of customization to meet their unique project needs: Next-Day Custom for tight project timelines includes five grate styles, five installation types and 11 finishes; Standard Custom for made-to-order designs and projects that demand precision and personalization; and Custom Custom for one-of-a-kind designs using fabrication capabilities and a technical support team.

Infinity Drain WWW.INFINITYDRAIN.COM

➤ www.contractormag.com

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▲ PRESSACR LINE BRAND

MARKINGS enhance product differentiation and help ensure proper application in HVACR systems. Each fitting now features a distinctive black band, with “NIBCO” printed on one side and “PressACR” on the other.

These markings clearly differentiate PressACR fittings, for use in copper tube systems for air conditioning and refrigeration applications, from other NIBCO press fittings in the field.

NIBCO WWW.NIBCO.COM/PRESSACR

JUNE 2026 • 49

5/29/26 11:17 AM

Editorial

by Steve Spaulding EDITOR-IN-CHIEF

Having Good Choices to Make

I

am the proud parent of a very-soonto-be 12-year-old. He’s reaching that age where he’s doing more things on his own, like basketball practice, hangouts with friends, walking himself home from school—that sort of thing.

And the constant refrain from his parents as we’re dropping him off or watching him leave is, “Make good choices!” Which we say sort of as a joke, but also sort of not. He’s a responsible kid, but he’s still a kid after all. And making good choices (typically) leads to good outcomes, while making bad choices… does not.

Earlier this month I attended the PHCC’s Legislative Conference (you can read our coverage of it on the cover), and it got me thinking about choices, and how very often the ability to make good choices comes down to having those good choices available in the first place.

A key concern for the PHCC’s members is energy policy, specifically bans on natural gas-fired water-heating appliances. While the push towards electrification has many laudable end-goals (such as getting more carbon out of

the atmosphere), there are still plenty of buildings that weren’t built for (for example) an electric boiler, there are places in the country where electricity rates are prohibitively high, and there are some families who simply can’t afford the upfront cost of, say, an elec-

training, such as the Workforce Innovation and Opportunities Act (WIOA), and the Perkins Career and Technical Education program (Perkins CTE). So, making the choice affordable for those young people who might be thinking about a career in the trades.

A lot of times, being able to make good choices comes down to having good choices to make. tric heat pump water heater, no matter what the long-term savings might be.

So flexible options—the freedom to choose—makes a lot of sense. And that freedom should work both ways. The Energy Choice Act (H.R. 3699)—a bill waiting consideration by the House— would prohibit the banning of any energy source, be it natural gas, solar, wind or biomass.

Another key concern of the conference was legislation impacting skilled trades

But of almost equal importance is changing the narrative surrounding the skilled trades. For too many young people, a four-year college degree is held up as the only path to a successful future, while the trades are barely in the conversation. The choices you don’t know about are the choices you never get to make. Luckily, it looks like this narrative is starting to change.

Which brings me to this month’s feature, our Under 30 All-Stars (which begins

on pg. 20). This is one of my favorite regular features because I get to talk to young people just starting out in the trades, learn what drew them to their new careers, and discover what their hopes are for the future.

The all-stars this year include a social media influencer, a 21-year-old welder (who will be representing the US at the upcoming WorldSkills competition in Shanghai), and even a revisit with one of last year’s all-stars. But maybe my favorite story involves a young man, Kaiser Neuhaus, who was one day on a tour of the University of Northern Iowa.

The thought of taking on so much debt earning a university degree disturbed him to the point that he ditched the tour, walked into the office of Bergen Plumbing, and filled out a job application. Today, Kaiser is 19 and one of the youngest Journeymen plumbers in the history of the state.

Which proves my point about good choices leading to good outcomes.

(Even if those choices might seem a bit impulsive.)

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