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In this second episode of Accelerated HVAC Success with guest Mike Robinson, owner of Smith Plumbing and Heating, Mike dives into the heart of his pricing philosophy and strategy. He explains that before any discussion of numbers, contractors must first define and build their brand—because your pricing should reflect who you are and the experience you deliver. While there are countless pricing strategies, consultants, and formulas out there, Mike emphasizes that the key question is simple: does your pricing match your brand? Mike shares how his team analyzes market trends and tracks gross dollars per crew day and labor hour to stay aligned with both profitability and value. He also breaks down how to truly understand operating expenses, identifies common areas where contractors overspend, and offers practical ways to control costs without cutting corners. The conversation expands to the role of fair pricing, how value creation drives profit, and the broader implications of private equity and EBITDA in today’s HVAC industry. Ultimately, Mike reinforces the importance of being a good steward of your resources—balancing growth, efficiency, and integrity to achieve lasting success.
In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Mike Robinson, owner of Smith Plumbing and Heating, for the first of a three-part series exploring what it truly takes to scale an HVAC business. Mike shares his incredible journey of growing Smith Plumbing from just 3 trucks to an impressive 93, unpacking the strategies, mindset shifts, and key decisions that fueled that growth. He discusses how understanding both brand and market positioning are essential to optimizing performance and sustaining momentum. Mike also dives into the barriers that often prevent smaller contractors from reaching the next level—especially the importance of recognizing what you don’t know and surrounding yourself with the right expertise. From building systems and processes to preparing for future expansion, he offers a transparent look at what’s worked, what hasn’t, and how strategic clarity can make all the difference. The episode wraps with a candid discussion on industry consolidation, the role of consolidators, and how independent contractors can stay competitive in a rapidly changing market.
In this episode of Accelerated HVAC Success, Matthew Bratsis, VP of Contractor Service with EGIA, breaks down why HVAC sales ultimately come down to affordability and how financing can transform the way contractors approach the customer experience. He describes how economic pressures like tariffs fuel consumer hesitation, and provides insights into banks’ current lending trends. Drawing from HARDI’s assessment that fewer than 30% of contractors offer financing, Matthew emphasizes the risks of overlooking the purchasing experience and how that impacts sales opportunities. Matthew underscores how offering financing can instantly reshape the sales conversation, helping contractors overcome budgetary objections while creating a more professional and confident buying process. He highlights the importance of training on the purchasing experience, noting that for businesses facing budgetary deficits, financing is often the only path to growth and surplus. To wrap up, he provides simple, actionable steps contractors can take to quickly start offering OPTIMUS financing and unlock new sales opportunities.
In this episode of Accelerated HVAC Success, guest Matt Baker, National Manager of Energy Efficiency and Electrification Programs at Daikin North America, discusses key updates around energy incentives and rebates that contractors need to know before the year ends. Matt highlights that the federal tax credit for high-efficiency HVAC products—specifically the 25C program—will sunset on December 31st, meaning homeowners can still claim up to a $2,000 tax credit next year if they act now. He emphasizes the importance of educating customers about this limited-time opportunity and advises dealers to then pivot their focus toward rebate programs as we move into the new year. Matt also introduces the Daikin Energy Rebate Center (DERC), a powerful online tool designed to help contractors identify, submit, and collect available rebates in their area. Currently active in 35 states and connected to 155 programs, DERC simplifies the process of stacking rebates to reduce overall project costs. With its ability to automate data collection and streamline submissions—free to use up until submission—DERC provides a major advantage for contractors looking to maximize savings for their customers and boost sales in an increasingly efficiency-driven market.
In this episode of Accelerated HVAC Success, guest Sky Reagan, Account Executive with The New Flat Rate, introduces their innovative menu pricing software system designed to take the pressure of sales off technicians. Sky explains how the platform was developed to address a common challenge in the field—technicians don’t want to be salespeople—and how offering five clear options leverages psychology to build trust and guide homeowners through the decision-making process. From helping technicians frame the Repair vs. Replace conversation to seamlessly integrating financing through OPTIMUS, The New Flat Rate empowers contractors to focus on service while still driving business growth. Sky also relays how the company makes onboarding simple by building the modules for contractors, making setup quick and painless. She outlines the steps for getting started with The New Flat Rate and teases special promotions available exclusively for Goodman, Daikin, and Amana dealers. Whether you’re looking to increase average tickets, simplify the sales process, or provide customers with flexible solutions, this episode shows how The New Flat Rate can be a game-changer for HVAC businesses.
On this episode of Accelerated HVAC Success, guest Lauren Lee, Senior Account Executive from Payzer, introduces how their all-in-one field-service management platform helps contractors run every part of their HVAC business from one place. She breaks down the different components of Payzer—including scheduling, dispatch, proposals, maintenance plan management, and more—showing how contractors can streamline operations and boost efficiency in the field. Lauren also explains how Payzer integrates with tools like Pricebook Digital to make building professional, customizable proposals easier than ever, including ready-to-use templates that present financing and maintenance plan options on every job. Lauren also shares exciting updates, including Payzer’s new integration with Goodleap, Daikin’s financing partner, which expands financing options for contractors and their customers. She discusses Payzer’s recent acquisition by WEX, bringing even more resources and support to users, and explains how contractors can easily sell and schedule maintenance plans to drive recurring revenue. Whether you’re looking to simplify day-to-day operations or get started with a complete solution for managing your HVAC business, this episode shows how Payzer provides the tools contractors need to grow.
In this episode of Accelerated HVAC Success, Eric Gude, Director of Strategic Partnerships at EGIA, dives into how Optimus is changing the game for commercial contractors through flexible financing solutions. He describes how business-to-business financing is helping contractors win more projects by giving customers a way to invest in HVAC upgrades without draining their capital, while also freeing up funds for other areas that improve efficiency and profitability. Eric also outlines the added advantages for contractors, such as the ability to bundle multiple elements of a project under one financing plan and maintain full oversight from start to finish. Listeners will learn how financing not only drives sales but also builds stronger customer relationships, and he shares practical guidance for contractors ready to get started with Optimus.
On this episode of Accelerated HVAC Success, Ben Lipscomb, Director of Utility Services and National Accounts with the National Comfort Institute, unpacks the evolution of heat pumps—from why they struggled in the 1980s to how modern advancements have overcome those early limitations. He also breaks down the Cold-Climate Heat Pump Challenge and shares a mechanical engineer’s perspective on properly sizing systems for colder regions. Ben explains the unique challenges contractors face with ductwork when adopting inverter technology and offers practical recommendations from NCI to ensure proper airflow, including simple fixes that don’t require a full system overhaul. Listeners will also learn about the immediate benefits contractors gain when joining NCI, from proven training to certifications that validate their expertise. Ben emphasizes the value of staying current as new equipment emerges and how NCI equips contractors with the knowledge and tools to deliver consistent, high-quality performance in the field. This episode is a must for contractors looking to strengthen their technical skills, solve real-world challenges, and gain a competitive edge in the evolving HVAC industry.
In this episode of Accelerated HVAC Success, Rick Couples, Senior Managing Director at Goodleap, shares how his career journey shaped his understanding of how contractors work in the field. He introduces Goodleap’s financing solutions as a powerful tool that not only makes it easier for homeowners to say “yes,” but also transforms the contractor’s ability to close jobs confidently. Rick outlines how financing is evolving from an afterthought to a strategic advantage, giving customers flexible options that improve their experience while giving contractors the peace of mind that comes with fast, reliable payment. Rick also breaks down how Goodleap simplifies the process, from its user-friendly app to its unique three layers of customer support they can use when a customer is initially declined. He explains the importance of building a clear process around financing, training teams on it, and staying consistent to maximize results. With Goodleap’s innovative approval process and commitment to supporting contractors, Rick shows how financing can shift the dynamic of sales, elevate customer trust, and ultimately drive sustainable growth in HVAC businesses.
On this episode of Accelerated HVAC Success, we sit down with Marisa Reddy, CEO of Conduit Tech, to learn about this technology. She explained how she and the co-founder built their knowledge of the HVAC industry and identified gaps on the sales side that contractors often face. Marisa discusses how increasing compliance requirements and technical demands inspired Conduit Tech’s mission to support contractors with tools designed to simplify complex processes and boost efficiency. She provides an inside look into the technology that she believes will transform the industry, including why her team chose to leverage LiDAR sensors, and how their software streamlines Manual J certification to deliver accurate results with less time and effort. Listeners will also get a clear understanding of what Conduit Tech actually is and does, with Marisa walking through the platform’s tools, benefits, and the measurable ROI it brings to contractors. From faster load calculations to improved customer confidence, she outlines how Conduit empowers teams to close more sales while staying compliant. The conversation closes with a look at Conduit Tech’s future roadmap and the innovations still to come, offering an exciting preview of how technology will continue to shape the HVAC business.