The Heat Pump Podcast

If you're an HVAC contractor interested in growing your expertise in heat pumps, be sure to check out the High Performance HVAC Summit this September in Pigeon Forge, Tennessee. We've been given access to free conference tickets exclusively for our audience. Head to www.usheatpumpsummit.com/exclusive, and complete the short application. If approved, you'll receive a unique code that lets you claim up to two complimentary tickets to the full two-day conference for your company. Availability is limited, so don't wait to apply. Visit the link to apply today. We hope to see you there.

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Jay Stahlberg started Baystate Energy Services with almost no money, no business degree, and only a few years of HVAC experience — but an obsession with learning and a willingness to outwork everyone around him. In this episode, Jay shares how he built a fast-growing heat pump company from the ground up using social media, networking, building science, and relentless hustle, while navigating startup chaos, scaling challenges, and the realities of modern HVAC entrepreneurship.

Expect to Learn

• How Jay built an HVAC company from the ground up with minimal startup capital
• Why branding, social media, and LinkedIn can be powerful tools for contractors
• The importance of building science and treating every home like a unique puzzle
• Lessons learned from scaling too quickly and “biting off more than you can chew”
• How continuing education, networking, and software tools can accelerate business growth

Timestamps

[00:00] – Introduction

[03:17] – Introducing Jay Stahlberg

[04:17] – Jay’s journey into HVAC and heat pumps

[09:56] – Marketing, branding, and LinkedIn success stories

[15:36] – Why the company is called Baystate Energy Services

[17:58] – Building the business from scratch

[26:32] – Understanding Mass Save and home performance contractors

[28:40] – The vision for the showroom and future growth

[31:12] – The hunger for knowledge and professional development

[35:10] – The next phase: systems, service, and scaling

[39:21] – Advice for new contractors and entrepreneurs

[45:11] – What Jay hopes comes next

Follow Jason Stahlberg :

• LinkedIn: https://www.linkedin.com/in/jason-stahlberg-a4b5072b5/
• Website (Company): https://www.baystateenergyservices.com/
• Facebook (Company): https://www.facebook.com/BaystateEnergyServices
• Instagram (Company): https://www.instagram.com/baystate_energy_services/
• YouTube (Company): https://www.youtube.com/@BaystateEnergyServices
• X (Company): https://x.com/Call_Baystate
• TikTok (Company): https://www.tiktok.com/@baystate_energy_services

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/

Ready to design heat pump systems that really work? Grab our free manual S cold-climate heat pump selection tool.

👉 https://bit.ly/heatpump-manual-s-free-tool

If you’re enjoying the Heat Pump Podcast and getting value from conversations like this one, please take a few seconds to leave us a 5-star review on Apple Podcasts, Spotify, YouTube, or wherever you listen.

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What separates an average HVAC installation from a truly high-performing system? In this episode, David Richardson joins the Heat Pump Podcast to explore the principles behind high-performance HVAC. The conversation covers everything from airflow and static pressure to building science, duct system performance, heat pump design, and homeowner communication. 

David Richardson is Vice President of Training at the National Comfort Institute (NCI) and one of the most respected educators in the HVAC industry. With decades of field experience, David has helped thousands of contractors improve system performance through measurement, testing, and verification.

Expect to Learn:

• The equipment is not the system. David's central argument: the box is just one component. The system is what each contractor custom-manufactures on site with the ducts, airflow, and workmanship around it. Same equipment, two installs, two completely different results.
• The average system delivers about 57% of its capacity into the space where people actually live — not at the equipment, in the room. High-performance work can push that to ~88%. The 88% isn't better equipment; it's attention to detail.
• Duct location is the biggest lever. After that, duct leakage. David is blunt that leakage inside the conditioned space still counts — if the air isn't reaching the farthest room, those are BTUs you didn't deliver.
• Heat pumps cut your temperature rise roughly in half. An old furnace might run a 60-degree rise; a heat pump replacing it may run half that or less. Duct losses you got away with behind a furnace start eating real capacity behind a heat pump.
• Pressure and airflow can both check out while the system still underperforms. Temperature is the measurement that catches it — always verify delivered BTUs, not just readings at the equipment.
• Don't drown the homeowner in data. When people don't understand what you're telling them, they panic and grab the one thing they do understand: price. Great work loses to the cheap bid because of communication, not competence.

Timestamps

[00:00] – Introduction to the Episode

[01:57] – David Richardson's HVAC Journey

[07:42] – Leaving the Family Business for NCI

[10:39] – What Does "High-Performance HVAC" Really Mean?

[16:07] – The 57% Problem

[20:05] – The PATH Framework

[26:27] – Why Contractors Skip the Fundamentals

[28:57] – Data Discernment vs. Data Drowning

[33:23] – Applying High-Performance Principles to Heat Pumps

[41:12] – Having Difficult Sizing Conversations

[46:43] – Solving the Mystery of the Dusty House

[52:23] – Ductless Heat Pumps and High-Performance Contracting

[58:05] – Where to Learn More

Follow David Richardson:

• LinkedIn: https://www.linkedin.com/in/david-richardson-41502112/
• Website (Company): https://www.nationalcomfortinstitute.com/
• LinkedIn (Company): https://www.linkedin.com/company/national-comfort-institute/
• Facebook (Company): https://www.facebook.com/NationalComfortInstitute
• X (Company): https://x.com/team_nci
• YouTube (Company): https://www.youtube.com/@NationalComfortInstituteIncNCI

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/

Ready to design heat pump systems that really work? Grab our free manual S cold-climate heat pump selection tool - the same systematic approach that helps contractors get sizing right the first time.

👉 https://bit.ly/heatpump-manual-s-free-tool

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Heat pumps fail homes for one reason more than any other: someone guessed instead of measured. In this episode, Amply co-founder and co-CEO Eric Fitz shares his complete heat pump sizing playbook in a talk recorded at the Building Performance Association's annual conference in Columbus.

Eric is a mechanical engineer and a self-described Manual J nerd, and he takes you through the whole chain of system design: how Manual J defines what the home needs, why duct capacity is its own separate check that can make or break a retrofit, and how Manual S picks the right equipment. Along the way he shares the quick field tricks that remove the guesswork — the ten-second flashlight test for low-E glass, the $3 tool for checking wall insulation, and why a thicker filter actually fixes high static pressure.

You'll also hear plenty of audience Q&A from the room.

Expect to Learn

• Why accurate Manual J load calculations are the foundation of successful heat pump system design.
• How infiltration, windows, insulation, and duct leakage dramatically affect heating and cooling loads.
• Methods for measuring duct capacity and identifying airflow restrictions before equipment selection.
• How to interpret heat pump performance data, including capacity, COP, latent cooling, and airflow requirements.
• The tradeoffs between oversized and undersized systems, and how proper sizing improves comfort, efficiency, and indoor air quality.

Timestamps

[00:00:00] - Episode Teaser

[00:04:06] - Heat Pump Design Fundamentals and the ACCA Design Process

[00:07:27] - Understanding Load Drivers: Temperature, Windows, and Infiltration

[00:14:02] - Window Performance, Low-E Glass, and Shading Effects

[00:20:11] - Verifying Insulation and Building Envelope Conditions

[00:26:26] - Duct Leakage, Static Pressure, and Measuring Airflow

[00:44:48] - Heat Pump Performance Data Explained

[00:52:57] - Manual S Sizing Rules and Heat Pump Selection

[01:11:07] - Balancing Comfort, Efficiency, Auxiliary Heat, and Real-World Constraints

[01:17:05] - There Is No Perfect Heat Pump: Making the Best Choice

[01:19:37] - Closing Remarks

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/

Want to win on trust, not price? Download our Trust Checklist and see exactly how top HVAC companies build authority and close higher-quality deals.

👉 https://bit.ly/the-heatpump-trust-checklist

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In this episode of the Heat Pump Podcast, host Ed Smith sits down with Paul Bojko, owner of A-Guy Heating & Air, to explore what it really takes to build and scale a heat pump–focused HVAC business.

Paul shares his journey from military service and mechanical work to launching his own company and ultimately specializing in ductless heat pump systems. He breaks down how focusing on a niche, investing in branding, and embracing non-traditional marketing strategies helped transform his business.

The conversation dives into the realities of running an HVAC company, from early struggles and burnout to building a team, improving processes, and shifting from technician to business owner. Paul also explains why proper system design and load calculations are critical, and how many contractors still get it wrong.

They also explore how content creation, social media, and even radio partnerships are becoming powerful tools for growth in today’s HVAC landscape.

Expect to Learn

• In a market with only 50–60 mini split contractors, niching down beats competing with every HVAC truck in town.
• The mechanical install is the easy part — sizing the system right is the work most contractors skip.
• Chicago homes with 120,000 BTU furnaces keep coming back needing 50,000 or less. Believe the numbers once you've measured enough of them.
• Right-sizing will cost you some jobs. Stand behind the number anyway — offer to re-run it, but don't cave to "bigger is better."
• "Traditional" marketing is now Google and Facebook ads. Sponsoring a local radio host was Paul's fastest-working channel.
• Teaching at a community college doubles as a months-long job interview — two of Paul's hires came through it.
• Your brand isn't an afterthought. A memorable name and mascot made A-Guy identifiable in a sea of look-alike contractors.

Timestamps

[00:00] – Introduction to the Episode

[02:02] – Paul Bojko’s background

[07:45] – Transition into HVAC and discovering ductless systems

[11:09] – Mentorship, training, and early business insights

[14:37] – Key changes that drove business growth

[17:38] – Marketing strategies and standing out in HVAC

[26:36] – Hiring Through Education

[30:10] – Content creation and building a modern brand

[34:04] – System design, load calculations, and customer education

[45:14] – Advice for Contractors and Future Heat Pump Specialists 

Follow Paul Bojko:

• LinkedIn: https://www.linkedin.com/in/paul-bojko-b9a156230/ 
• Website (Company): https://a-guy.com/ 
• Facebook (Company): https://www.facebook.com/aguyheating/ 
• YouTube (Company): www.youtube.com/@aguyheating

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/

🎓Join Eric Fitz's latest training: How to Design a Heat Pump System That Will Not Come Back to Haunt You

• Eric has given this training a few times now, and it's been a huge hit. Our friends at Mitsubishi are hosting a webinar for it — open to anyone.

What he'll cover:

• → Key Manual J assumptions and how to verify them in the home quickly 
• → How to apply advanced Manual S procedures the right way for variable speed systems 
• → When to use strip heat, dual fuel, or no supplemental at all — and how that relates to duct capacity 
• → Hidden operating cost traps in different regions and how to avoid them 
• → How targeted envelope improvements can reduce HVAC headaches and what to prioritize first 
• → Real-world case studies showing how high-performance heat pump design can be simple, scalable, and profitable
• June 18th | 2:00 PM Eastern 
• Register here: https://events.teams.microsoft.com/event/6ec444f2-e2ec-4a23-8777-5ed05506a7b4@ebe4b5fd-e854-4d4b-a3e3-e9981654a6d4 

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In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz sit down with Dr. Jane Melia, co-founder and Chief Revenue Officer of Harvest Thermal, to explore a new approach to home electrification: combining high-efficiency heat pumps with smart thermal storage.

As electrification accelerates, heating and hot water, which account for the majority of a home’s energy use, are becoming central to the conversation about grid flexibility, energy costs, and system performance. Jane shares how Harvest’s “smart thermal battery” system shifts energy use to the most efficient and affordable times, helping homeowners lower bills while reducing strain on the electrical grid.

The conversation also dives into how this technology emerged from Jane’s own home retrofit, the role contractors play in scaling innovative solutions, and why load shifting may become one of the most important strategies in the future of residential HVAC.

Expect to Learn

• How smart thermal batteries work alongside heat pumps
• Why heating and hot water represent the biggest energy opportunity in homes
• How load shifting can reduce both homeowner energy bills and grid demand
• The origin story behind Harvest Thermal and the real-world problem that sparked the idea
• Why electrification needs smarter energy timing, not just more efficient equipment
• How innovative HVAC technologies are creating new opportunities for contractors
• What the future of grid-aware home energy systems could look like

Timestamps

[00:00] – Episode teaser: Rethinking home energy use and load shifting

[03:36] – Meet Dr. Jane Melia and the story behind Harvest Thermal

[08:17] – The problem with traditional heating systems and energy timing

[09:38] – What a “smart thermal battery” actually does

[13:04] – How load shifting benefits homeowners and the electrical grid

[15:05] – Real-world performance: lowering bills while electrifying homes

[22:57] – Why contractors are key to scaling new HVAC technologies

[42:05] – The future of grid-aware heating and home energy systems

[44:53] – A key resource for contractors growing a heat pump business

Follow Jane Melia:

• LinkedIn: https://www.linkedin.com/in/janemelia/
• Website (Company): https://www.harvest-thermal.com/
• LinkedIn (Company): https://www.linkedin.com/company/harvest-thermal/
• Facebook (Company): https://www.facebook.com/harvestthermal/
• YouTube (Company): https://www.youtube.com/@HarvestThermal2023
• Instagram: https://www.instagram.com/jane.harvest/
• Instagram (Company): https://www.instagram.com/harvestthermal/?hl=en 

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/

🎓Join Eric Fitz's latest training: How to Design a Heat Pump System That Will Not Come Back to Haunt You

• Eric has given this training a few times now, and it's been a huge hit. Our friends at Mitsubishi are hosting a webinar for it — open to anyone.

What he'll cover:

• → Key Manual J assumptions and how to verify them in the home quickly 
• → How to apply advanced Manual S procedures the right way for variable speed systems 
• → When to use strip heat, dual fuel, or no supplemental at all — and how that relates to duct capacity 
• → Hidden operating cost traps in different regions and how to avoid them 
• → How targeted envelope improvements can reduce HVAC headaches and what to prioritize first 
• → Real-world case studies showing how high-performance heat pump design can be simple, scalable, and profitable
• June 18th | 2:00 PM Eastern 
• Register here: https://events.teams.microsoft.com/event/6ec444f2-e2ec-4a23-8777-5ed05506a7b4@ebe4b5fd-e854-4d4b-a3e3-e9981654a6d4 

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Kit Wu and Hannan Rhodes came from outside the HVAC industry, gathered dozens of real heat pump quotes for the same house, and published the results. In this episode, they break down where installation dollars actually go, what PE consolidation means for homeowners shopping for quotes, and why the best contractors are often the worst at communicating their value.

Expect to Learn:

• How Manatee Energy is using technology to streamline HVAC installations
• The role of Laminar Collective in researching heat pump pricing and installations
• How transparency in pricing can benefit homeowners and contractors
• Insights into the challenges and innovations in the HVAC industry
• The importance of system design and efficiency in heat pump installations

Timestamps:

[00:00] – Episode Teaser

[03:02] – Introduction to Laminar Collective and Manatee Energy

[04:44] – The Story Behind Laminar Collective and Manatee Energy

[07:46] – Insights from Heat Pump Pricing Research

[13:28] – Reddit Reactions, Contractor Pushback & Homeowner Transparency

[18:11] – Transparency Matters More Than Low Prices

[31:34] – Why They Started Manatee Energy

[33:17] – Overcoming the Challenges of Heat Pump Installations

[37:04] – The Future of HVAC: Remote Diagnostics & Smarter Systems

[40:22] – What’s Next for Laminar Collective & Manatee Energy 

Follow Kit Wu & Hannan Rhodes:

• LinkedIn (Kit Wu): https://www.linkedin.com/in/ykitwu/ 
• LinkedIn (Hannan): https://www.linkedin.com/in/hannanrhodes/ 
• Website (Company): https://laminarcollective.com/ 
• Website (Company): https://manatee.energy/ 
• LinkedIn (Company): https://www.linkedin.com/company/laminar-collective/ 
• Substack Publication: https://laminarcollective.substack.com/ 

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/

Ready to design heat pump systems that really work? Grab our free manual S cold-climate heat pump selection tool - the same systematic approach that helps contractors get sizing right the first time.

👉 https://bit.ly/heatpump-manual-s-free-tool 

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Want to win on trust, not price? Download our Trust Checklist and see exactly how top HVAC companies build authority and close higher-quality deals.

👉 https://bit.ly/the-heatpump-trust-checklist

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In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz are joined by Wes Davis, Director of Technical Services, and Brian Feenie, President of Shift Logic and Chief Encouragement Officer of ACCA QI, to discuss the critical yet often overlooked process of heat pump commissioning. They dive into the importance of doing it right from the start, the challenges faced by contractors in the field, and how using the right tools can ensure long-term performance and customer satisfaction. The conversation also covers best practices, tools for verification, and how to avoid costly callbacks.

Wes Davis is the Director of Technical Services at ACCA and has years of experience working in HVAC and heat pump systems, focusing on proper installation and commissioning.

Brian Feenie is the President of Shift Logic, Chief Encouragement Officer of ACCA QI, and a leader in HVAC business development, committed to promoting the use of diagnostic tools and quality commissioning.

Expect to Learn:

• The difference between startup and commissioning in heat pump systems
• The role of duct leakage and airflow in system performance
• The impact of using diagnostic tools like Measure Quick and ACCA QI
• Why accurate commissioning can drastically reduce callbacks and improve customer satisfaction
• Where MeasureQuick + ACCA QI certificates work for heat pumps today, and where they don't yet

Timestamps:

• [00:00] – Teaser
• [02:19] – Episode Introduction
• [03:07] – Defining Commissioning vs. Startup
• [06:48] – The Importance of Duct Leakage and Airflow Testing
• [10:12] – Poor Practices & Fake Reporting
• [18:33] – Tools and Technology for Accurate Commissioning (Featuring Measure Quick)
• [26:33] – Verifying System Performance During Cold Weather 
• [36:57] – The Case for Having a Second Commissioning Visit
• [40:45] – Solutions for Improving the HVAC Industry’s Commissioning Standards
• [56:11] – Final Thoughts on Commissioning and Setting Industry Standards

Resources Mentioned:

• ACCA QI Certification: https://www.acca.org/qa/prove-it
• Measure Quick: https://www.youtube.com/@measureQuick
• Jim Bergmann on evacuation: https://youtu.be/QJTFESe2VhM?si=jvYEfmMaqBfK3ZBj

Follow Wes Davis & Brian Feenie:

• LinkedIn (Wes): https://www.linkedin.com/in/wesdavisacca/ 
• LinkedIn (Brian): https://www.linkedin.com/in/brian-feenie-72a27225/ 
• Website (Company): https://www.acca.org/home 
• LinkedIn (Company): https://www.linkedin.com/company/accausa/ 
• YouTube (Company): https://www.youtube.com/@accamerica 
• Facebook (Company): https://www.facebook.com/accontractors 
• Twitter (Company): https://x.com/accausa 
• Instagram (Company): https://www.instagram.com/acca_usa/ 

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/

Want to win on trust, not price? Download our Trust Checklist and see exactly how top HVAC companies build authority and close higher-quality deals.

👉 https://bit.ly/the-heatpump-trust-checklist

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Stephen Lake, CEO of Jetson, is quoting whole-home heat pump installs at 30–50% below competitive prices — and he has closed-loop performance data from over a thousand installs to back up every claim. In this conversation, we unpack how Jetson's vertically integrated model works, why Stephen thinks Manual J overstates heat loads by 30–40%, and what every layer of the HVAC supply chain should take from a company that just raised $60M to scale nationally. A shot across the bow of the entire HVAC industry.

Expect to Learn:

• Why Jetson's vertically integrated model allows them to quote heat pump installs at 30–50% below competitive prices — and what layers of the traditional HVAC supply chain they've collapsed to get there
• How Jetson uses closed-loop performance data from over a thousand installs to confirm — not just predict — the accuracy of their load calcs and system designs
• Why Stephen believes typical Manual J calculations overstate actual heat loads by 30–40%, and what the industry should do about it
• Why most duct work "problems" in heat pump retrofits are really oversizing problems in disguise
• What HVAC incumbents — OEMs, distributors, installers, and industry bodies — should take from a company trying to do to HVAC what Tesla did to cars

Timestamps:

[00:00] – Episode Teaser

[05:20] – What Jetson Actually Is (Not a Typical HVAC Company)

[07:28] – Stephen’s Background: From AR Startup to Climate Tech

[12:49] – The Real Problem: Cost and Friction in Buying Heat Pumps

[19:15] – The Jetson Experience: 2-Minute Quote to 1-Day Install

[23:58] – Closed-Loop Data: The Advantage Nobody Else Has

[25:09] – The Oversizing Problem (And Why Duct Issues Are Misdiagnosed)

[32:00] – Why Manual J Gets It Wrong

[44:40] – Why Jetson Is 30–50% Cheaper

[49:43] – The Bigger Mission: Electrification and Urgency

[55:54] – Industry Impact & What Comes Next

Follow Stephen Lake:

• LinkedIn: https://www.linkedin.com/in/slake/ 
• Twitter: https://x.com/srlake 
• Website (Company): https://jetsonhome.com/us/ 
• LinkedIn (Company): https://www.linkedin.com/company/jetsonhome/ 
• YouTube (Company): https://www.youtube.com/@JetsonHome 
• Facebook (Company): https://www.facebook.com/meetjetson/ 
• Instagram (Company): https://www.instagram.com/jetsonhome/ 

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/

Want to win on trust, not price? Download our Trust Checklist and see exactly how top HVAC companies build authority and close higher-quality deals.

👉 https://bit.ly/the-heatpump-trust-checklist

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In this episode, host Ed Smith sits down with Sarah Moscatello, owner and general manager of The Heat Pump Store, to talk about what it really takes to build and grow a successful heat pump-focused HVAC business.This conversation takes us through Sarah’s path from the corporate world to co-founding one of the first businesses in the U.S. built entirely around heat pumps. As electrification picks up and more contractors enter the field, Sarah talks about what it really takes to stay true to your mission, build a strong, values-driven team, and lead a company with heart and purpose.

Sarah Moscatello leads one of the most respected heat pump contractors in the country. With over 20,000 installs, locations in Oregon and Colorado, and 15+ years in the business, her story is a masterclass in how to grow without compromising on quality, trust, or mission.

Expect to Learn

• The untold story of the first ductless heat pump pilots in the U.S.
• How Sarah scaled her business across states while staying true to her mission
• Why she hires people without HVAC experience — and how that’s a strategic advantage
• The real-world costs and benefits of heat pump rebates and incentives
• What makes a heat pump sales team truly trustworthy — and how to build one

Timestamps

[00:00] – Episode Teaser

[02:25] – Meet Sarah Moscatello & The Heat Pump Store Origin Story

[09:02] – Jan Pratt: Sales Legend With a Servant’s Heart

[10:47] – Sarah’s Journey from Corporate to Contractor

[13:13] – Balancing Marriage, Family & Business Ownership

[19:25] – Staying Pure: Why They Focus Only on Heat Pumps

[25:30] – Expansion to Colorado: Business Meets Family

[29:53] – Training From Scratch: The Apprentice Model That Works

[32:40] – Making the Job “Fun” Again: Growth, Teams & Profits

[38:05] – Rebates Are Not the Business Model (But They Help)

[41:51] – Building a Sales Team Based on Trust, Not Hard Sell

[48:00] – Final Thoughts & Advice to New Entrepreneurs

Follow Sarah Moscatello:

• LinkedIn: https://www.linkedin.com/in/sarah-moscatello-7ab33131/
• Website (Company): https://theheatpumpstore.com/
• LinkedIn (Company): https://www.linkedin.com/company/the-heat-pump-store/
• YouTube (Company): https://www.youtube.com/@theheatpumpstore1567
• Facebook (Company): https://www.facebook.com/TheHeatPumpStore/
• Instagram (Company): https://www.instagram.com/theheatpumpstore/

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/

Want to win on trust, not price? Download our Trust Checklist and see exactly how top HVAC companies build authority and close higher-quality deals.

👉 https://bit.ly/the-heatpump-trust-checklist

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If you’re serious about doing better work and staying ahead in high-performance contracting, the BPA National Home Performance Conference is the place to be. It’s happening April 13 – 16 in Columbus, Ohio, and it’s built around real lessons, practical strategies, and ideas you can actually use back on the job.

Use the discount code NHPC-HPP to save on registration.

👉 Register here: http://nhpc26.org/amply

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This episode of the Heat Pump Podcast looks into Manual J load calculations, a foundational concept in HVAC system design. The discussion explores why proper load calculations matter, how they impact comfort, system sizing, and business outcomes, and why many contractors struggle with adopting them. Hosts Eric and Ed break down common misconceptions, compare traditional shortcuts (like rule-of-thumb sizing), and explain how integrating building science into the sales process can transform both customer trust and company performance.

Through hands-on work with contractors and analyzing real-world Manual J applications, the hosts bring practical insights into how contractors can improve system sizing, streamline workflows, and deliver better outcomes for homeowners.

Expect to Learn

• Why Manual J is critical for comfort, sales success, and operational efficiency
• The biggest mistakes contractors make when sizing HVAC systems
• How to transition from rule-of-thumb or “like-for-like” replacements to accurate load calculations
• Practical ways to build trust with homeowners using building science
• How load calculations can improve conversion rates and reduce costly installation errors 

The Resources Mentioned:

• Episode 45 with Paul McHugh (end-to-end sales process)
• Episode 13 with Steve Rogers (duct design and Manual J)
• Amply's help article on verifying Low-E windows
• NCI, ACCA, Alex Meaney (Mean HVAC), Bryan Orr (HVAC School), Brynn Cooksey, Bill Spohn & Eric Kaiser

Timestamps

[00:00] – Episode Teaser

[03:05] – 1. Why does Manual J matter to your business?

[04:20] – 2. What isn't Manual J?

[06:13] – 3. How does Manual J change your sales process?

[10:14] – 4. What's the biggest surprise for contractors switching from a "like-for-like" approach?

[21:36] – 5. Why do contractors second-guess their first load calculations?

[28:13]  – 6. What are the most common Manual J input mistakes?

[44:51]  – 7. What does a best-in-class sales process look like?

[52:03] – 8. What changes should contractors expect when they start doing load calculations?

[55:03] – 9. How do you convince a homeowner your load calc is right when a competitor quoted bigger?

[58:43] – 10. What are the benefits of making Manual J fundamental to your sales and design process?

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/