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:

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

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:

Beer Can Cold Podcast

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

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

#HVAC

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

Most HVAC companies focus on revenue. The most successful companies focus on building long-term business value.

In this episode of the Beer Can Cold Podcast, hosts JG van Graan and Will Merritt break down the key drivers behind creating a stronger, more profitable, and scalable HVAC business. This episode continues our February series focused on building company value and explains why predictable systems, recurring revenue, leadership development, and financial clarity separate average contractors from elite performers.

JG and Will discuss how many HVAC companies grow quickly but fail to track financial performance, often operating without clear profit visibility. The conversation explains why understanding EBITDA, maintaining clean financial records, and working with industry-specific accounting and tax professionals are critical to business health.

The episode also dives into the power of maintenance agreements and recurring revenue. Maintenance programs provide stability during slow seasons, increase customer retention, and significantly improve company valuation. The hosts share real-world examples of how improving maintenance agreement structure can dramatically impact revenue consistency and growth opportunities.

Listeners will also learn how company culture, leadership depth, and cross-training employees increase business stability. Companies that rely on one owner or one top producer often struggle to scale or transfer ownership. Strong teams and clearly defined roles create redundancy, improve customer experience, and increase company value.

Additional discussion includes the importance of standardized operating procedures, brand reputation, customer reviews, marketing strategy, and long-term growth planning. The episode concludes with insights into how generative AI is beginning to influence marketing, customer communication, and search behavior in the HVAC industry.

Whether you plan to sell your company in the future or simply want to build a stronger, more predictable business, this episode provides actionable strategies and industry insight for HVAC contractors, service managers, and trade business leaders.

Praxis helps HVAC companies create consistent pricing, improve product knowledge, and develop confident technicians and sales professionals.

Call Praxis: (678) 680-5926

• Why financial performance is the foundation of company value

HVAC business owners

Follow Beer Can Cold Podcast on your favorite podcast platform for HVAC business growth strategies, leadership insights, and real-world contractor experience.

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HVAC business

#BeerCanColdPodcast

#HVACBusiness

#BusinessGrowth

#LeadershipInTrades

#EBITDA

#HVACMarketing

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#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

#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.

You can't get where you want to be unless you help others get where they want to be.

Keywords

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

"Follow the opportunity, not the dollar."

00:00 Introduction to the Beer Can Cold Podcast

Summary

In this episode, JG van Graan and Will Merritt kick off the new year with exciting updates about their podcast, including new music and a fresh website. They discuss their recent partnership with a sponsor, Marty from Praxis, who will contribute valuable insights to help contractors improve their businesses. The hosts also reflect on the current slow season in the HVAC industry, sharing their thoughts on the impact of weather fluctuations and consumer spending habits. They emphasize the importance of maintenance agreements and how they can be a lifeline for contractors during slow periods, while also hinting at future episodes focused on tax credits and process improvements through Six Sigma methodologies.

As the conversation unfolds, JG shares his personal goal of obtaining a Six Sigma certification to enhance operational efficiency in his business. The duo discusses the challenges contractors face in a competitive market, particularly regarding pricing and consumer affordability. They conclude with a commitment to provide valuable content that helps listeners navigate the complexities of the HVAC industry, while also inviting feedback and engagement from their audience.

HVAC, podcast, maintenance agreements, Six Sigma, contractor tips, consumer spending, tax credits, industry insights, HVAC industry news, process improvement

"We got new music and a new website coming soon!"

Revamping HVAC: New Year, New Strategies

"It is 2026 and we are awesome."

00:00 Introduction and New Beginnings

In this episode of the Beer Can Cold Podcast, JG van Graan and Will Merritt sit down with Travis McGee from ThermoGrid to talk shop—and it's a ride. From classic cars to cutting-edge tech, we cover it all. Travis shares his journey in the HVAC industry, what sets ThermoGrid apart in the crowded field of CRM software, and how AI is changing the way HVAC companies operate. If you're in the trades and looking for real talk on how to level up your systems (and maybe your garage), this one’s for you. Old school muscle cars The future of AI in HVAC CRM software that actually works Real industry talk from folks who live it Listen in for insight, laughs, and practical advice from someone who's been there. #BeerCanColdPodcast #JGvanGraan #WillMerritt #TravisMcGee #ThermoGrid #HVACBusiness #HVACSoftware #CRMForContractors #AIInHVAC #HomeServicePros #HVACTech #HVACMarketing #TradesTalk #ServiceBusinessGrowth

New Episode of the Beer Can Cold Podcast! This week, we sit down with Chris 4th, Vice President of Regulatory and Environmental Affairs at Johnson Controls, to get the inside scoop on the R-454B shortage that’s shaking up the HVAC industry. We dig into: What’s really causing the refrigerant delays What techs and business owners should expect this summer The future of regulatory changes in refrigerants How to prepare and protect your inventory and margins If you’ve been scratching your head over why you can’t get your hands on R-454B—or wondering what’s next—this is the episode for you. #hvaclife #beercancoldpodcast #refrigerantshortage #r454b #hvactech #hvaccontractor #hvacbusiness #johnsoncontrols #hvacindustry #cleanenergy #hvacnews #hvacregulations #hvacpodcast #willmerritt #jgvangraan

Thinking about selling your HVAC, Plumbing, or Electrical business? In this episode of the Beer Can Cold Podcast, we sit down with Patrick and Josh Lange from Business Modification Group — the go-to team for buying and selling trades businesses. We talk about: What your business needs to look like before you list it Common mistakes owners make when preparing to sell What buyers are really looking for How to increase the value of your company Why starting the process early matters Whether you're 5 years out or just kicking around the idea, this episode is a goldmine for any business owner thinking about their exit strategy. #HVACBusiness #PlumbingBusiness #ElectricalContractor #SellYourBusiness #HVACPodcast #BeerCanCold #BusinessExitStrategy #TradesBusiness #BusinessValuation #PatrickLange #BusinessModificationGroup #HVACLife #MergersAndAcquisitions #HomeServices #willmerritt #beercancoldpodcast #jgvangraan