HVAC Full Blast

Summer is when HVAC companies shine—but it’s also when things can start to slip.

In this episode, Mary Carter and Stephen Ross talk about what really happens during peak season—from higher stress and more mistakes to slipping product mix and lost revenue opportunities. They share practical ways to stay sharp, including slowing down your process, reinforcing your sales fundamentals, and keeping your team focused when the pressure is high.

You’ll also hear how to manage burnout, maintain confidence, and avoid the trap of “being busy but less profitable.” Whether you’re in sales, service, or leadership, this is your reminder to stay disciplined, think long-term, and finish the season strong.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

In this episode, Mary Carter and Stephen Ross break down the real ways contractors approach job costing, from flat rate and time-and-materials to divisor methods and gross profit per crew day. They also dive into the hidden challenges behind pricing, including team confidence, customer objections, and how growth impacts your overhead.

If you’ve ever wondered whether your prices are too high, too low, or just right, this conversation will help you connect the dots between pricing strategy, profitability, and long-term growth.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

Heat pumps are having a moment—and the terminology is getting confusing fast. Chelsea Hudson (Product Manager – Heat Pumps) joins Mary Carter and Stephen Ross to simplify what heat pumps do, when dual fuel makes sense, and what “cold climate” really means (spoiler: it depends on who’s defining it).

You’ll also hear how comfort expectations impact callbacks, why some regions are leaning into heat pumps faster than others, and how dealers can talk through system options in a way that’s clear, confident, and customer-friendly.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

In this episode of HVAC Full Blast, Carter, Mary and Stephen Ross are joined by Craig Johnson, Director of Contractor Experience at Trane Technologies, to break down the Trade Warriors program — a veteran‑focused HVAC training and placement initiative designed to help address the skilled labor shortage. 

Trade Warriors helps transitioning military service members move into HVAC careers through an intensive eight‑week training program that combines hands‑on technical learning with industry certifications — and connects graduates with dealers nationwide. 

If you’re a dealer, leader, or manager trying to build a stronger bench of technicians (while supporting those who have served), this episode offers a clear, real‑world look at how Trade Warriors works — and how dealers can participate. 

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

Tired of putting out fires all day? Trina Swenson, an operational excellence / continuous improvement coach, breaks down practical problem-solving for real businesses—how to spot the “nagging” repeat issues, use the 80/20 rule, get to root cause, and create a process that makes it easier for the next person to win. Expect simple frameworks (like Plan–Do–Check–Adjust) and a reminder you’ll want to repeat: ideal behaviors drive ideal results.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

What's the single most important number when it comes to selling your business? Hint: It's not your net income.

In this episode of HVAC Full Blast, Mary Carter and Stephen Ross are joined by lawyer and business consultant Dan D'Alberto to demystify one of the most critical metrics in business valuation: EBITDA. Many business owners leave millions on the table simply because they don't understand this powerful concept and how it reveals the true cash-flow capability of their company.

From understanding personal add-backs (like beach houses and boats!) to seeing how smart accounting can dramatically increase your sale price, this is a masterclass in financial strategy that every business owner needs to hear.

In this episode, you will learn:

• What EBITDA stands for (Earnings Before Interest, Taxes, Depreciation, and Amortization) and what it really measures.
• The crucial difference between Net Income, EBITDA, and Adjusted EBITDA.
• A real-world example of how a business went from $900k in net income to a $2.7 million valuation by understanding its EBITDA.
• How running personal expenses through your business impacts its final sale price.
• Actionable advice on how to prepare your financials to maximize your company's value for a future transition.

Whether you plan to sell in two years or twenty, understanding EBITDA is the key to building real, transferable wealth. Don't make a multi-million dollar mistake—watch now!

Connect with our guest:

Dan | Purpose Equity

Email: [email protected]

Have a question for the show?

Email us at: [email protected]

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

What separates today’s top HVAC contractors from the rest of the pack?

In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross are joined by TJ O’Connor, President of Farmington Consulting Group, to explore insights from the Contractor of the Future Study—a nationwide research project surveying HVAC contractors across all sizes and markets.

Together, they break down:

• Why consumer financing significantly improves close rates and equipment mix
• How offering more proposal options leads to higher profitability
• The real impact of marketing investment on long‑term success
• Why pricing, job costing, and technology adoption matter more than ever
• How contractors can take practical, step‑by‑step actions to improve their business

This conversation goes beyond opinions and trends, grounding HVAC best practices in real data and real contractor behavior—offering a clear look at what’s working today and where the industry is headed next.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

Seasonal slowdowns are part of HVAC — but panic doesn’t have to be.

In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross dig into what really happens to HVAC businesses during shoulder season and slower months — and how smart owners keep revenue moving without cutting the wrong things.

Drawing from real ownership experience and conversations with contractors across the country, they discuss:

• Why HVAC revenue is rarely linear — and why that’s normal
• Common mistakes companies make when things slow down
• Smarter ways to stabilize cash flow without eroding margins
• How to use existing customers, marketing, and staffing strategically
• Why protecting your people and your process matters most in slow periods

This episode is a practical, honest look at navigating the ups and downs of HVAC ownership — and building a business that can weather every season.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

Repair or replace? It’s one of the most debated — and emotionally charged — decisions in HVAC today.

In this episode of HVAC Full Blast, hosts Mary Carter and Steven Ross are joined by David Holt, Director of Education and Coaching at EGIA, for a candid conversation about how contractors, technicians, and homeowners really navigate repair versus replacement decisions.

Together, they explore:

• Why repair vs. replace is more about mindset and education than pressure
• How technician emotions and homeowner psychology shape outcomes
• The role of trust, questions, and clear options in better decision‑making
• What service departments need to do to stay profitable and professional
• Why the contractors who win in the coming years think differently about service

This episode challenges the idea that there’s a “right” answer every time — and instead focuses on how better conversations lead to better outcomes for customers and businesses alike.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

Join hosts Mary Carter and Stephen Ross as they sit down with senior loan officer Jordan Cordero from Live Oak Bank for a candid deep dive into contractor financing—what it really takes to fund growth without starving your business of cash.

From SBA 7(a) loans and why they exist, to buying a competitor, purchasing a shop, or rolling real estate into a deal to improve payment terms, Jordan breaks down the moves contractors use to scale—plus the “gotchas” that can derail a close. They unpack the real-world difference between profit and cash flow, when working capital makes sense (and when it doesn’t), and how interest rates, fixed vs. variable options, and prepayment rules show up in your monthly reality.

Whether you’re thinking about acquisition, expansion into a new service line, buying a building, or setting up a succession plan for family or a GM, this episode delivers practical cues to get “bank-ready,” protect your runway, and make financing a growth tool—not a stress multiplier.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!