This week on the Beer Can Cold Podcast, JG and Will sit down with Phil Schaaf, Division VP at Daikin Comfort Technologies, to break down what’s really happening behind the scenes in HVAC.

From rising equipment costs to shrinking margins, changing technology, and the growing challenge of same-day fixes—this episode dives into what distributors and manufacturers are seeing that contractors are missing.

Key topics include:

• Why contractors are struggling to keep up with market changes
• The shift from selling equipment to selling solutions
• Where companies are losing margin (and don’t realize it)
• The real impact of financing, pricing, and service agreements
• Same-day fix challenges with modern HVAC systems
• How to think about inventory, purchasing, and distributor relationships
• Why marketing dollars are being left on the table

If you’re an HVAC owner, manager, or tech looking to stay competitive, this is a must-listen.

1. Contractors are missing the speed of market change Most businesses aren’t reviewing their processes or adapting fast enough to shifting customer behavior, pricing, and financing realities.

2. Top companies sell solutions—not equipment The best companies aren’t focused on “boxes.” They solve problems—financing, comfort, IAQ, efficiency.

3. Same-day fix is getting harder

• More complex equipment
• More specialized parts
• Diagnostics are harder
• Inventory strategy matters more than ever

4. Margin loss is death by a thousand cuts

• Discounting
• Financing costs
• Missed ancillary charges
• Poor PM strategy
• Not tracking true job cost

5. Marketing dollars are massively underutilized Millions are left on the table every year because contractors don’t understand co-op vs marketing funds.

6. Process discipline separates winners Repeatable systems—not “how we’ve always done it”—is what drives growth.

Clip 1: “Contractors aren’t missing the market… they’re missing how fast it’s changing.”

Clip 2: “The top companies don’t sell equipment—they sell solutions.”

Clip 3: “You think you’re making money on maintenance… but you’re not tracking the real cost.”

Clip 4: “Same-day fix isn’t what it used to be—and it’s only getting harder.”

Clip 5: “You’re not losing margin in one place—you’re bleeding it everywhere.”

Intro

• Restream + episode length discussion
• Need for sponsor break placement
• Guest intro

Guest Background

• Phil Schaff’s journey:
  • Started in trades → install → service
  • Commercial/industrial → Trane → GE → Daikin
• Full 360° industry perspective

Segment 1: What Contractors Are Missing

• Market evolution speed
• Importance of analytics
• Adapting sales approach

Segment 2: What Top Companies Do Differently

• Selling solutions vs equipment
• Listening and asking better questions

Segment 3: Pricing & Affordability Pressure

• Equipment cost increases
• Financing challenges
• Manufacturer response (efficiency, design, leasing ideas)

Segment 4: Same-Day Fix Reality

• Parts complexity
• ECM motors and modules
• Diagnostic challenges
• Process changes needed

Segment 5: Biggest Contractor Mistakes

• Not evolving processes
• Lack of standardization
• Thinking short-term

Segment 6: Margin Breakdown

• Discounting issues
• Financing impact
• PM strategy mistakes
• Ancillary costs

Segment 7: Purchasing Strategy

• Consignment vs terms
• Inventory risk
• Matching strategy to service area

Segment 8: Marketing Dollars & Co-Op

• Massive missed opportunity
• Difference between co-op and marketing funds
• Impact on growth

#HVAC #HVAClife #HomeServices #BusinessGrowth #ContractorLife #HVACBusiness #ServiceIndustry #Leadership #Entrepreneurship #BlueCollar #BeerCanColdPodcast

In this episode of the Beer Can Cold Podcast, we get real about one of the biggest issues holding HVAC companies—and most businesses—back: execution.

Everyone talks about goals, culture, accountability, and growth… but very few teams actually follow through. We break down why that gap exists and what it really takes to close it.

From leadership blind spots to team accountability, this conversation dives into the hard truths behind running a successful service business. If you’ve ever felt like your team “knows what to do” but still isn’t getting it done, this episode is for you.

We cover:

• Why execution breaks down in growing companies
• The difference between talking about accountability and actually living it
• Leadership habits that either drive results or kill momentum
• How to create a team that owns outcomes instead of passing blame
• Real-world insights from inside the HVAC industry

This isn’t theory. It’s what actually works.

HVAC business home service business HVAC leadership service business growth team accountability HVAC management business execution company culture HVAC service technician performance HVAC podcast small business leadership operations management HVAC training blue collar business home service marketing

#HVAC #HVACBusiness #HomeService #Leadership #Accountability #BusinessGrowth #ServiceIndustry #Entrepreneurship #BlueCollar #HVACLife #TeamBuilding #Operations #BeerCanCold

In this episode of the Beer Can Cold Podcast, we sit down with Derrek from SBE Odyssey to break down what is really happening inside HVAC companies and where most owners are getting it wrong.

SBE Odyssey was built from a real residential HVAC company that scaled from zero to over $50 million, and Derrek shares what they have learned from coaching contractors across the country. This conversation dives deep into the fundamentals that actually drive profitability, growth, and long-term value.

We cover the three phases every HVAC company must go through—profitability, scalability, and sustainability—and why skipping steps leads to chaos. We also unpack one of the biggest blind spots in the industry: service departments that are quietly losing money while installs cover it up.

If you are trying to grow your HVAC business, improve your margins, or build something that can run without you, this episode is packed with practical insight.

Topics include:

• The 3 phases of HVAC business growth: profitability, scalability, and sustainability
• Why service departments are often the biggest profit leak
• How to structure pricing, COGS, and margins the right way
• The difference between EBITDA and real net profit
• Why most contractors do not actually know their numbers
• The right way to train technicians without turning them into salespeople
• Customer-first service vs. pushy sales tactics
• SOPs, systems, and getting processes out of the owner’s head
• Leadership, accountability, and why tracking drives performance
• When to add new trades like plumbing (and when not to)

Whether you are a small shop or scaling past $10M, this episode will challenge how you think about your business and give you a clearer path forward.

Subscribe for more conversations on HVAC, leadership, pricing, and building real value in your company.

#HVAC #HVACBusiness #ContractorLife #ServiceBusiness #HomeServices #HVACProfit #SmallBusiness #Entrepreneurship #Trades #BlueCollar #HVACTraining #BusinessGrowth #COGS #Leadership #EOS #SixSigma

In this episode of the Beer Can Cold Podcast, we hit the road and record live from the ACR Supply Expo at the Raleigh Convention Center.

This episode is packed with insights for HVAC contractors, distributors, and business owners who want to build stronger companies through culture, leadership, and proven systems like EOS (Entrepreneurial Operating System).

We sit down with leaders from ACR Supply, including their President, COO, and Sales Director, to talk about:

• The incredible story behind ACR Supply’s growth since 1977 • How a faith-based company culture can shape a thriving business • Why relationships still matter in HVAC distribution • The real value a distributor should bring to contractors • How EOS (Entrepreneurial Operating System) transformed their organization • Lessons on leadership, accountability, and communication • Why companies like Chick-fil-A and ACR succeed through culture and process

If you're an HVAC business owner, technician, or industry leader, this episode is full of real-world lessons about building a company that lasts.

From the truck to the boardroom — this is shop talk that matters.

Grab a cold one and enjoy.

This episode is sponsored by Praxis HVAC Sales & Pricing Software, helping HVAC companies build consistent pricing, stronger sales processes, and confident teams.

Learn more: https://praxisgroupinc.com

Beer Can Cold Podcast Hosted by JG Van Graan & Will Merritt

New episodes featuring HVAC leaders, contractors, and industry experts.

Subscribe for more conversations about HVAC business, leadership, culture, and growth.

#HVAC #HVACBusiness #HVACLife #HVACContractor #Entrepreneurship #BusinessLeadership #EOS #EntrepreneurialOperatingSystem #TradesBusiness #HVACIndustry #ContractorLife #BeerCanColdPodcast

Building HVAC Company Value: EBITDA, Maintenance Agreements & Exit Strategy

Description:

What actually builds value in an HVAC company?

In this episode of the Beer Can Cold Podcast, JG and Will sit down with Patrick Lange, business broker and M&A expert in the trades, and Marty, recurring revenue specialist and maintenance agreement champion, to break down what really drives valuation in a heating and air company.

Is value about revenue? EBITDA? Seller discretionary earnings? Or is it recurring revenue and leadership depth?

We cover:

• Why EBITDA matters and how private equity really values HVAC businesses

• The truth about “multiples” and why profitability matters more

• Maintenance agreements as the foundation of recurring revenue

• Monthly vs annual maintenance plans and how buyers view them

• Owner dependence and why you don’t have a business if you can’t leave for 60 days

• Clean books, tax strategy, and how hiding profit destroys exit value

• How culture, systems, and EOS-style leadership increase enterprise value

• The post-COVID valuation correction and what buyers are asking now

• Service and repair vs new construction strategy

• How to increase your company’s value by 30% in three years

The takeaway is simple: Maintenance agreements. Maintenance agreements. Maintenance agreements.

If you want to build a profitable HVAC company that you don’t have to sell—but could—this episode is your roadmap.

#HVACBusiness #HVACContractor #HeatingAndAir #HVACService #HVACSales #MaintenanceAgreements #RecurringRevenue #EBITDA #BusinessValuation #SellYourBusiness #TradeBusiness #HomeServices #ServiceIndustry #Entrepreneur #BeerCanColdPodcast

We’re coming to you live from SCALT with boots-on-the-ground conversations from the HVAC industry floor. In this episode, JG van Graan and Will Merritt capture real-time insights from contractors, vendors, and industry leaders about what’s actually happening in the trades right now.

From growth strategies and staffing challenges to technology, marketing, and operations — this episode delivers unfiltered perspectives you won’t get sitting behind a desk.

If you want to know where the HVAC industry is headed and what successful contractors are doing differently, this one’s for you.

Tune in for:

• Live event energy and industry insights

• Real contractor conversations

• Trends shaping HVAC in 2026

• Growth, culture, and operational takeaways

Hosted by JG van Graan & Will Merritt Beer Can Cold Podcast — Built for contractors, by contractors.

#HVACPodcast #BeerCanColdPodcast #HVACIndustry #SCALT #HVACBusiness #TradesLife #HVACLeadership #ContractorLife #HVACTechnicians

Summary

In this episode of the Beer Can Cold Podcast, hosts J.G. van Graan and Will Merritt welcome HVAC expert Marty Gildemeyer to discuss the critical role of maintenance agreements in the HVAC industry. They explore how to build a customer-centric culture, the importance of training and empowering technicians, and the financial impact of maintenance plans. The conversation emphasizes the need for effective communication and soft skills training, especially for smaller contractors looking to grow their businesses. Gildemeyer also introduces his Praxis HVAC Sales and Pricing Tools, designed to help contractors improve their sales processes and customer interactions.

Takeaways

You can't get where you want to be unless you help others get where they want to be. Maintenance agreements are crucial for long-term success in HVAC. Building a customer-centric culture is essential for retention. Training and empowering technicians leads to better customer service. Soft skills training is often overlooked but vital for success. Every opportunity with a customer is a chance to provide value. Smaller contractors need to be intentional about their growth strategies. Effective communication can prevent customer distrust. Maintenance agreements can significantly impact revenue and cash flow. The right tools can empower contractors to succeed.

Keywords

HVAC, maintenance agreements, customer service, training, soft skills, revenue growth, contractor strategies, communication, business culture, HVAC tools

Sound bites

"Follow the opportunity, not the dollar." "The culture has to be spoken and felt." "It's not just busy work; it's about value."

Chapters

00:00 Introduction to the Beer Can Cold Podcast 01:59 Welcoming Marty Gildemeyer 03:04 The Importance of Maintenance Agreements 06:03 Building a Customer-Centric Culture 08:45 Training and Empowering Technicians 12:05 Soft Skills and Customer Service 15:02 The Role of Maintenance Plans in Revenue 17:51 Strategies for Smaller Contractors 21:00 The Value of Communication in Maintenance 23:51 The Financial Impact of Maintenance Agreements 27:00 The Praxis HVAC Sales and Pricing Tools