Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025

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In this episode, Ed Smith welcomes Jonathan Pires, Area Sales Manager at Mitsubishi Electric, to explore what separates thriving HVAC contractors from the rest. Jonathan shares hard-earned insights from the field, explains how Mitsubishi’s Diamond Contractor Program works, and offers concrete tools that contractors often overlook — but shouldn’t. From the importance of software and sales training to key installation missteps, this conversation is packed with real-world advice for anyone working in heat pumps.

Key Takeaways:

• Contractors who leverage software to develop repeatable, faster, more accurate processes outperform those who don’t.
• Mitsubishi’s Diamond Contractor Program offers major (and free) perks.
• Many install issues trace back to lack of load calculations and poor homeowner education.
• When it comes to heat pumps, homeowner expectations must be set around system behavior like noise, defrost, and setbacks since they differ from traditional systems.
• Simple tools like price books and financing integration can dramatically impact close rates.
• Selling from your own wallet often limits customer opportunity — focus on value, not assumptions.

Timestamps:

[00:00] - Introduction

[04:11] - Background of Jonathan Pires

[08:26] - What an Area Sales Manager actually does day-to-day

[11:36] - Marketing support and overlooked Mitsubishi dealer resources

[17:16] - Overview of the Diamond Contractor Program and scorecard

[25:07] - Case study: reclaiming weekends through automation

[34:02] - Avoiding callbacks: setting proper expectations with homeowners

[39:00] - Ducted vs. ductless: when and how to use both

[41:39] - Best resources for contractors looking to upskill

Follow Jonathan Pires:

• LinkedIn: https://www.linkedin.com/in/jpires781/ 

Follow Mitsubishi Electric:  

• Website: https://www.mitsubishielectric.com/en/ 
• LinkedIn: https://www.linkedin.com/company/metushvac/ 
• Facebook: https://www.facebook.com/MitsubishiElectric/ 
• Instagram: https://www.instagram.com/mitsubishielectric/ 
• YouTube: https://www.youtube.com/channel/UCkDaGvT5PvALPg9sjhVEusA 

Follow the Hosts:

• Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply Energy Instagram: https://www.instagram.com/amply_energy/