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Accelerated HVAC Success Podcast

Accelerated HVAC Success Podcast

by HVAC Learning Campus

Business Technology

Tariffs, Rising Costs & the Future of HVAC with Sandy MacLeod

What's the biggest business challenge facing HVAC contractors today? According to Sandy MacLeod, one word sums it up: uncertainty. In Episode 9 of Accelerated HVAC Success, Ben Middleton sits down with Sandy MacLeod, President and CEO of HRAI, to discuss tariffs, rising equipment costs, refrigerant changes, electrification and the future of Canada's HVAC industry. Sandy explains how uncertainty surrounding tariffs, supply chains and regulations makes it increasingly difficult for wholesalers and contractors to plan and price future work. They also discuss the impact tariffs can have on gas furnace prices, the transition toward new refrigerants, and why electrification in Canada will be a long-term journey rather than an overnight change. The conversation also explores what these changes mean for HVAC technicians and why contractors who plan to remain in the industry need to continue learning and adapting to new technology. Topics include: • Tariffs and HVAC equipment prices • Supply-chain uncertainty • Gas furnace pricing in Canada • Refrigerant regulations and A2Ls • Electrification and heat pumps • HVAC contractor profitability • Training for new HVAC technology • Government regulation • The future of Canada's HVAC industry • Why contractors need to stay informed Guest: Sandy MacLeod President & CEO HRAI Hosted by Ben Middleton of Daikin Comfort Technologies.

How HVAC Contractors Can Increase Close Rates by 11% with Greg Jones

With HVAC system prices rising dramatically since 2019, affordability has become one of the biggest challenges facing contractors and homeowners. In Episode 8 of Accelerated HVAC Success, Ben Middleton sits down with Greg Jones, Regional General Manager for Stevens Equipment Supply in the Southwest, to discuss how contractors can adapt to a changing HVAC market. Greg and Ben explore the importance of financing, including how consistently leading with financing can increase contractor closing percentages by 11%. They also discuss the growing role of AI in HVAC, the importance of technical and sales training, what the HVAC branch of the future should look like, and how distributors can become true business partners instead of simply providing equipment and a price list. Greg also shares why, after decades in the industry, he believes HVAC remains one of the best opportunities available for the next generation. Topics include: • HVAC financing and homeowner affordability • Increasing contractor close rates • AI and the future of HVAC • Training technicians and sales teams • The HVAC branch of the future • Supporting independent contractors • Building stronger distributor relationships • Career opportunities in the HVAC industry Guest: Greg Jones Regional General Manager – Southwest Stevens Equipment Supply Hosted by Ben Middleton of Daikin Comfort Technologies.

How Stevens Equipment Supply Built a $70 Million HVAC Business | Ryan Van Tassell

Ryan Van Tassell, Vice President of the West Division for Stevens Equipment Supply, shares how Stevens expanded from zero customers to a $70 million HVAC distribution business in just a few years. Ryan discusses leadership, private equity, inverter technology, customer experience, contractor growth, and why businesses that refuse to evolve risk getting left behind. Hosted by Ben Middleton. Topics include: • Building a distribution business from the ground up • Private equity's impact on HVAC • Why inverter technology is changing the industry • Customer-first leadership • Growing contractors through training • The future of HVAC distribution

Why HVAC Companies Only Book 58% of Their Calls | Barry Gates

Every incoming phone call represents revenue—but most HVAC companies are only booking about 58% of those opportunities. In this episode, Ben Middleton sits down with Barry Gates, Vice President of Power Selling Pros, to discuss why customer service representatives have such a massive impact on company growth and profitability. Barry shares proven strategies for improving call conversion, creating exceptional customer experiences, coaching CSRs, and building a culture where every phone call is treated like the valuable opportunity it is. If you're looking to improve your booking rate, increase customer satisfaction, and grow your HVAC business without increasing your marketing budget, this episode is for you.

Building Better Contractor-Distributor Partnerships with Jeremiah McClelland

Strong contractor-distributor relationships can make the difference between simply surviving and building a highly profitable HVAC business. In this episode of Accelerated HVAC Success, Ben Middleton sits down with Jeremiah McClelland, Regional Operations Manager at Daikin Comfort Technologies, to discuss inventory planning, technology, forecasting, customer experience, and how the "Branch of the Future" is helping contractors succeed. Topics include: • Inventory forecasting • Seasonal planning • Technology in distribution • Contractor communication • Customer experience • Branch operations • Growing your HVAC business If you're an HVAC owner, manager, technician, or comfort advisor, this conversation offers practical insights into building stronger business partnerships.

Building a More Profitable HVAC Business with Nathan Boisvert

Every HVAC contractor wants to increase profits—but many focus on lowering equipment costs instead of improving business performance. In this episode of Accelerated HVAC Success, Ben Middleton sits down with Nathan Boisvert, Regional Sales Director at Daikin Comfort Technologies, to discuss what separates successful HVAC businesses from those that simply compete on price. Topics include: • Profitability vs affordability • Building strategic distributor relationships • Financing and business growth • Using technology to improve efficiency • Becoming a better business owner • Preparing your company for long-term success Whether you're an HVAC owner, sales manager, technician, or comfort advisor, this episode offers practical business advice you can immediately apply.

Preparing for the Future of Refrigerant Recovery with Michael Ragan

The HVAC refrigerant phase-down is accelerating, and many contractors still aren't prepared for what's coming. In this episode of Accelerated HVAC Success, Ben Middleton sits down with Michael Ragan to discuss refrigerant recovery, reclamation, EPA regulations, and how contractors can prepare for the future while creating additional value for their businesses. Topics include: • The HFC phase-down timeline • Why reclaimed refrigerant is becoming more valuable • EPA recovery requirements • Common contractor misconceptions • How refrigerant can be reused indefinitely • Why refrigerant recovery protects your customers • Practical ways contractors can implement recovery programs Whether you're an owner, technician, or service manager, this episode provides practical insight into one of the biggest changes impacting the HVAC industry.

How I Tripled an HVAC Company Without Competing on Price

What makes customers trust one HVAC company over another? In this episode of Accelerated HVAC Success, Ben Middleton sits down with Scott Mangum to discuss authentic branding, leadership, community involvement, and building a company customers genuinely believe in. Scott shares how he purchased an HVAC company, transformed its culture, grew the business through one of the most challenging periods in recent history, and eventually sold the company after tremendous success. Topics include: • Building an authentic HVAC brand • Creating lifelong customer relationships • Developing company culture • Growing through adversity • Leadership and mentorship • Preparing your business for an exit strategy If you're an HVAC owner, manager, comfort advisor, or entrepreneur, this episode provides practical leadership lessons you can apply immediately.

HVAC Affordability, Financing & Pricing Strategies That Win More Jobs | Jim Steffey

Key Topics Covered: ✓ Why consumers are shifting toward monthly payments ✓ The importance of financing in today's HVAC market ✓ How contractors can improve close rates without lowering prices ✓ Understanding daily profitability and P&L statements ✓ The role of rebates and utility incentives ✓ Ductless opportunities many contractors overlook ✓ Why customers need multiple options, not a single proposal ✓ Lessons learned from a shocking $90,000 mini-split quote Guest: Jim Steffey North American Sales Learning & Development Manager Host: Ben Middleton Director of Sales & Business Training Daikin Comfort Technologies

Building VRV Confidence: Supporting Contractors for Long-Term Success

On this episode of Accelerated HVAC Success, host Ben Middleton sits down with Kenny Shifflet, Regional Technical Sales Support Manager for Daikin Comfort Technologies in Kentucky, to discuss his experience supporting contractors and helping them succeed with VRV technology. Kenny shares some unique projects he's worked on with Kentucky distilleries, explains how he helps contractors become more comfortable designing, installing, and servicing VRV systems, and outlines his best practices for working alongside customers on VRV applications. He also discusses common challenges that can arise based on system size and equipment location and how proper planning can help avoid costly issues. Kenny also highlights the importance of preventative maintenance and the support resources Daikin provides to help contractors better maintain VRV systems throughout their lifecycle. The conversation explores the impressive longevity of well-maintained VRV equipment, Daikin's use of AI through the HERO platform, and the growing role of technology in system diagnostics and optimization. He closes with practical advice for contractors, emphasizing that ongoing education and a commitment to learning are critical to staying competitive and achieving long-term success in today's evolving HVAC industry.

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