Accelerated HVAC Success Podcast

Matt Baker, Manager of Energy Efficiency and Electrification, joins Ben Middleton to explain how HVAC contractors can use rebates and incentives to sell better systems without forcing homeowners into premium-level pricing.

They discuss why utilities pay customers to reduce energy consumption, how data centers and electrification are changing grid demand, and why SEER2 ratings don’t always capture the complete value of inverter technology.

Matt and Ben also explore how utility, manufacturer and government incentives can close the price gap between standard-efficiency equipment and fully communicating inverter systems. In some markets, these programs may allow contractors to offer an inverter system for approximately the same price—or even less—than a base-efficiency option.

The conversation also covers contractor resistance to change, the lasting effect of previous tax-credit programs and new tools designed to simplify equipment selection, rebates, pricing and financing.

When a commercial rooftop unit fails, contractors often need replacement equipment immediately. Having the right inventory—and the right distributor relationship—can determine how quickly that customer gets back in business.

Ben Middleton speaks with Matt Miller, Branch Manager in London, Ontario, about building a strong distribution team, listening to contractors and preparing for urgent commercial HVAC needs.

They also discuss why contractors should communicate upcoming projects with their distributors, the refrigerant options currently available in Canada and the growing adoption of inverter heat pumps in cold-climate markets.

HVAC contractors don’t simply sell equipment—they sell comfort.

In this episode, Ben Middleton speaks with Serge Viter, Regional Sales Director for Ontario at Daikin Comfort Technologies, about inverter technology, heat pumps and the changing Canadian HVAC market.

Serge explains how Ontario’s extreme temperatures, green electrical grid and evolving energy costs are influencing homeowners’ heating and cooling decisions. They also discuss why contractors must move beyond selling equipment boxes and instead deliver complete comfort solutions built around efficiency, performance and customer experience.

The conversation offers a Canadian perspective on the future of inverter technology and how HVAC contractors and distributors can differentiate themselves in an increasingly competitive market.

HVAC contractors may be missing as many as 30% of their incoming calls—not because they need more leads, but because their teams cannot answer every call during the busiest times of the year.

In Episode 15 of Accelerated HVAC Success, Ben Middleton continues his conversation with Ryan Keenan, Senior Product Specialist at Broccoli AI, about practical ways artificial intelligence can help HVAC companies improve productivity, capture opportunities, and compete more effectively.

They discuss using AI as a personal assistant, protecting sensitive information, evaluating platform agreements, and verifying AI-generated answers. Ben and Ryan also explore how AI can help contractors get discovered, answer overflow calls, schedule appointments, contact maintenance-agreement customers, and provide technicians with faster access to troubleshooting information.

The goal isn’t to replace employees. It’s to give them better tools, increase their value, and help the entire organization accomplish more.

HVAC contractors may be missing as many as 30% of their incoming calls—not because they need more leads, but because their teams cannot answer every call during the busiest times of the year.

In Episode 15 of Accelerated HVAC Success, Ben Middleton continues his conversation with Ryan Keenan, Senior Product Specialist at Broccoli AI, about practical ways artificial intelligence can help HVAC companies improve productivity, capture opportunities, and compete more effectively.

They discuss using AI as a personal assistant, protecting sensitive information, evaluating platform agreements, and verifying AI-generated answers. Ben and Ryan also explore how AI can help contractors get discovered, answer overflow calls, schedule appointments, contact maintenance-agreement customers, and provide technicians with faster access to troubleshooting information.

The goal isn’t to replace employees. It’s to give them better tools, increase their value, and help the entire organization accomplish more.

What if artificial intelligence could give your HVAC business the productive capacity of ten more people?

In Episode 14 of Accelerated HVAC Success, Ben Middleton sits down with Ryan Keenan, Senior Product Specialist at Broccoli AI, for the first installment of a three-part series examining how AI is transforming the HVAC industry.

Ryan explains artificial intelligence in practical terms, including how it processes information, automates repetitive tasks, expands human capacity, and helps businesses make decisions at scale. Ben and Ryan also discuss large language models, AI-powered advertising, improved service-ticket notes, and simple ways contractors can begin using AI in their daily operations.

For HVAC contractors who are curious about AI but unsure where to begin, this episode provides an approachable introduction focused on productivity, customer communication, and practical business applications.

The first R-32 installation may feel intimidating, but completing that first job can make the transition much easier.

In Episode 13 of Accelerated HVAC Success, Ben Middleton visits the Daikin branch in Hamilton, Ontario, to speak with Branch Manager Andrew McMahon.

Andrew discusses his transition from automotive work into HVAC, his experience working in the field and his eventual move into HVAC wholesale and branch management. He explains how knowledgeable employees, local inventory, technical assistance and hands-on training help contractors succeed in the field.

Ben and Andrew also discuss the transition to R-32, the concerns contractors initially experience and why the new refrigerant becomes less intimidating once they complete their first installation.

Andrew’s advice to contractors facing new technology is simple: take the plunge, get the first one out of the way and overcome that initial hurdle.

HVAC technicians often enter the industry because they enjoy fixing equipment—not because they enjoy selling or having difficult conversations with homeowners. But without strong communication skills, a technician may unintentionally make decisions for customers instead of giving them meaningful choices.

In Episode 12 of Accelerated HVAC Success, Ben Middleton talks with Barry Gates, Vice President of Power Selling Pros, about creating a consistent customer experience from the initial phone call through the technician visit, comfort-advisor handoff, installation and follow-up.

They discuss financing, presenting multiple repair and replacement options, taking homeowners on a complete home tour and using ride-alongs and ongoing coaching to improve technician communication. Barry also explains why customer-experience training must extend beyond CSRs and technicians to company owners and leadership.

Protecting customers doesn’t mean choosing for them. It means educating them, presenting appropriate options and allowing them to decide.

Ductless systems can provide more than an alternative comfort solution—they can help HVAC contractors increase revenue, improve profitability and solve problems their competitors may be overlooking.

In Episode 11 of Accelerated HVAC Success, Ben Middleton talks with Scott Mangum about finding profitable ductless opportunities during service calls, tune-ups and system replacements. They explore garages, home offices, mobile homes, accessory dwelling units, tiny homes, solar-battery spaces and individual rooms with comfort problems.

Scott also explains why contractors who continue treating ductless as something new or unfamiliar may be giving up sales. Learn how to ask better questions, identify overlooked customer needs and potentially turn an $800 service call into a $3,800 opportunity using the same technician and truck roll.

The HVAC industry needs skilled workers — and there may not be enough of them to meet the demands of where the industry is headed.

In Episode 10 of Accelerated HVAC Success, Ben Middleton sits down with Martin Luymes, Vice President of Government and Stakeholder Relations at HRAI, to discuss the skilled labor shortage, HVAC regulation, electrification, heat pumps, government incentives and the future of the HVAC workforce.

Martin explains why the shortage of skilled tradespeople has become a bottleneck across the industry. As governments encourage the transition toward heat pumps and electrified heating, contractors also need technicians with the refrigeration skills required to properly install and service increasingly sophisticated equipment.

The conversation also explores the difficult balance between necessary regulation and government overreach, the refrigerant transition, tariffs and trade, and lessons learned from Canada’s Greener Homes program.

Martin makes the case that government incentives designed to increase demand for new HVAC technologies also need to support the skilled workforce required to install them.

Topics include:

• The HVAC skilled labor shortage

• Training the next generation of HVAC technicians

• Heat pumps and electrification

• Refrigeration skills and technician qualifications

• HVAC regulations and building codes

• Refrigerant regulations

• Tariffs and North American trade

• Canada’s Greener Homes program

• Government HVAC incentives and rebates

• Qualified heat pump installation

• Manufacturer training and contractor upskilling

• Why HVAC contractors provide an essential service

Guest:

Martin Luymes

Vice President of Government and Stakeholder Relations

HRAI

Hosted by Ben Middleton of Daikin Comfort Technologies.