The Heat Pump Podcast

Want to help 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 of the Heat Pump Podcast, Ed Smith welcomes back Mike Cappuccio, who built his HVAC company to over $15 million in revenue with 72 employees before selling to private equity in 2021. Now coaching contractors nationwide through Dominate Ductless, Mike shares the specific metrics, systems, and strategies that separate successful heat pump businesses from those that struggle.

Why Private Equity Was the Right Exit

While getting into the HVAC business is easy, getting out profitably is much harder. Many acquisition companies offer only 30% upfront with aggressive three-year earnouts contractors rarely achieve. Private equity offered Mike 95% upfront with minimal risk, though with the trade-off of giving up control: "The house was white, they painted it orange. But it's their house, not mine anymore."

The 6 Key Metrics Private Equity Firms Evaluate

• Revenue per employee: $250,000-350,000 annually (includes everyone from installers to office staff)
• Overhead costs and gross profit per work hour
• Revenue per salesperson: Target $300,000+ monthly, not the "horrible" $1M annually
• Revenue per service truck: At least $200,000 annually per vehicle
• Installation revenue metrics
• Number of maintenance agreements: Creates recurring revenue buyers love

The Four Essential Business Systems

Mike identifies four core systems separating thriving businesses from struggling ones:

System 1: Marketing, specifically problem-solution video marketing that documents real problems and solutions. Mike's YouTube videos continue helping customers years later.

System 2: Two-minute speed-to-lead response time makes customers 50 times more likely to choose you. Requires live weekend coverage and immediate online responses.

System 3: Defined sales process with 30-45 minute Home Comfort Surveys focusing on consultative selling rather than simple “box swaps”.

System 4: Price books and margin management that adjust for true overhead as companies grow.

Competing Against Low-Price Contractors

Mike's philosophy: "Knowledge is power." Educated contractors maintain advantages through financing capabilities, comprehensive discovery, and advanced technology demonstrations using tools like LiDAR and augmented reality.

Key Takeaways

For building better businesses:

• Track the six key metrics regardless of exit plans
• Implement the four essential systems early
• Specialize in heat pumps for operational advantages

For potential exits:

• Build systems that work without owner involvement
• Focus on recurring revenue through maintenance agreements

Timestamps:

[04:15] - Mike’s journey: scaling and selling his HVAC business

[11:49] - Key KPIs Private Equity investors care about.

[20:24] - Importance of maintenance agreements

[28:00] - Four core systems every contractor must build

[32:47] - Why fast response time (speed-to-lead) matters

[38:54] - How to compete against low-price contractors

[42:53] - Educated selling: show, don’t tell

[49:22] - Final thoughts: don’t give away value

Follow Mike Cappuccio

• LinkedIn: https://www.linkedin.com/in/mike-cappuccio-97a18a176/ 

Follow Dominate Ductless

• Website: https://dominateductless.com/ 
• Facebook: https://www.facebook.com/Dominateductless/ 
• Twitter: https://x.com/d_ductless 
• LinkedIn: https://www.linkedin.com/company/dominate-ductless/ 
• Youtube: https://www.youtube.com/@dominateductless 

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/

Building 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

Ready to design heat pump systems that actually work? Grab our free manual cold-climate heat pump selection tool — the same systematic approach that helps contractors like Robert get sizing right the first time: https://info.amply.energy/heat-pump-manual-s-free-tool

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When Ross Trethewey calls heat pumps "magic boxes," he's not being hyperbolic. As the founder of TE2 Engineering and building engineer for PBS's This Old House, Ross has spent 15 years designing some of the most sophisticated HVAC systems in North America — from 7,000-square-foot custom homes to 45,000-square-foot compounds.

The Foundation: Design Before Installation, Every Time

Ross's approach starts with proper Manual J, S, and D calculations — something he believes every HVAC contractor should master, not just mechanical engineers. "For any HVAC contractor, they should be well equipped to be able to provide that level of information and run those calculations."

The Future is Air-to-Water

Of all heat pump technologies, Ross is betting big on air-to-water systems. "If I had to pick a horse in the race, 15 years from now, 20 years from now, I think it will be air-to-water."

His reasoning is compelling:

Future-proofing against refrigerant changes. As the industry moves from R-410A to R-32, 454B, and eventually to A3l refrigerants, air-to-water systems keep the refrigerant contained in the outdoor unit.

What Separates the Top 5%

The best HVAC contractors are family-owned businesses with multi-generational thinking, not private equity-owned companies focused on short-term returns.

These top-tier contractors:

-Invest heavily in training. Ross regularly gets out-of-office messages saying entire crews are at air-to-water heat pump training.

-Provide proper tools and support for their technicians.

Episode Timestamps:

[03:56] - Ross’s origin story: 5th-gen plumber to mechanical engineer to TV educator

[13:22] - Benefits of heat pumps vs. conventional systems

[18:48] - Challenges of going 100% heat pump in older homes (no fossil fuel backup)

[32:06] - What’s coming with air-to-water heat pumps to get higher temperature output

[42:46] - Heat recovery and system optimization

[54:11] - What separates top 5% HVAC contractors from the rest

[59:49] - Ross’s top recommended resources and final advice to HVAC pros

Follow Ross Trethewey

LinkedIn: https://www.linkedin.com/in/rosstrethewey/

Facebook: https://www.facebook.com/rosstretheweytoh/

Instagram: https://www.instagram.com/rosstrethewey/?hl=en

Twitter: https://x.com/rosstret

Follow This Old House:

Company’s Website: https://www.thisoldhouse.com/

Company’s Facebook: https://www.facebook.com/ThisOldHouse

Company’s LinkedIn: https://www.linkedin.com/company/this-old-house-ventures/

Company’s Instagram: https://www.instagram.com/thisoldhouse/

Company’s Twitter: https://x.com/ThisOldHouse

Youtube: https://www.youtube.com/user/thisoldhouse

Follow TE2 Engineering:

Company’s Website: https://te2engineering.com/

Company’s Facebook: https://www.facebook.com/TE2engineering/?ref=br_rs

Company’s LinkedIn: https://www.linkedin.com/company/te2-engineering-llc./

Company’s Instagram: https://www.instagram.com/te2engineering/

Company’s Twitter: https://x.com/te2engineering

Company’s youtube: https://www.youtube.com/playlist

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 build the future of heat pump software? We're hiring a software engineer! Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025

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 like Robert get sizing right the first time: https://info.amply.energy/heat-pump-manual-s-free-tool

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Most successful heat pump contractors simplify ruthlessly. They pick one thing — e.g., ductless installs, etc — and execute flawlessly. It's a proven path to profitability that we've seen work again and again.

Robert Hamerly took the opposite approach. And amazingly, it's working brilliantly.

The CEO of GreenSavers has built a 70-person operation across Oregon that tackles everything from heat pumps and insulation to seismic retrofits and EV chargers. His mission? Turn homes from financial liabilities into energy-positive assets that produce enough power to cover transportation needs.

It sounds chaotic. It probably should be chaotic. But Robert's contrarian bet on complexity reveals something fascinating about building a business around truly solving customer problems.

The Problem with Simple Solutions

"If we could change our mission, we could adopt a simpler framework," Robert admits. "But if we are pursuing this mission of buildings that are beyond net zero, it's hard for us to figure out a different way to come at it."

Here's the thing: Robert discovered that you can't install an effective heat pump system in a house with uninsulated walls and leaky ducts. You can tell customers to call someone else for that work, but then you're handing off leads you worked hard to generate.

So GreenSavers learned to handle the entire sequence. Envelope first, then mechanical systems, then electrical upgrades, then solar. Each service emerged organically from customer needs, not from a business plan.

The result? Homes that actually hit net-zero or better. Transportation included.

When Macro Forces Attack

Robert's biggest concerns: tariffs that could spike heat pump costs 145%, utility rate increases that change project economics overnight, and infrastructure costs getting passed to residential customers to subsidize AI data centers.

"How do you plan when you put all this time and energy into a certain kind of product, and then that one product gets a 145% tariff applied to it?" he asks. "All the planning you've done goes out the window."

Timestamps

[00:00] - Homes as assets: the GreenSavers vision

[03:53] - Evolving from energy audits to whole-home electrification

[06:33] - Robert’s origin story: hay bale homes and cold Vermont winters

[19:25] - Sales strategy shifts based on political geography

[26:08] - How did Robert manage the complexity of the business?

[35:37] - Internal training and onboarding at GreenSavers

[40:10] - What keeps Robert up at night? Uncontrollable macro trends

Follow the Guest & the Company:

LinkedIn: https://www.linkedin.com/in/robert-hamerly-2ab87aa/

Company’s Website: https://greensavers.com/

Company’s Facebook: https://www.facebook.com/GreenSaversUSA#

Company’s LinkedIn: https://www.linkedin.com/company/greensavers-usa/

Company’s Instagram: https://www.instagram.com/greensavers/#

Company’s Twitter: https://x.com/GreenSaversUSA

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/

Amply is hiring! We’re looking for an awesome Senior iOS Engineer to join our small but mighty team. If you are anyone you know is interested, check out our job posting to learn more and apply. https://info.amply.energy/sr-mobile-engineer-may-2025 

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Most contractors know about Manual S. Few really use it.

In this episode of The Heat Pump Podcast, Amply co-founder Eric Fitz walks through Manual S in plain English—breaking down what matters, what doesn’t, and how to design heat pump systems that actually deliver comfort all year long.

Using his own home in Portland, Maine as a case study, Eric explains how to interpret extended performance tables, avoid oversizing, and balance real-world tradeoffs like auxiliary heat and low load cycling. The episode also introduces Amply’s free Manual S spreadsheet tool—designed to take the math and guesswork out of equipment selection.

This is a must-listen for anyone who wants to size systems with confidence, especially in cold climates where comfort and efficiency are harder to get right.

Key Learnings:

• Manual S made simple: Four ratios are all you need Eric walks through them step by step.
• Low-load cycling is real: Why oversizing hurts comfort and efficiency.
• Forget label tonnage: It’s all about the actual performance curves.
• Cold-climate trade-offs: How to balance auxiliary heat and seasonal loads.
• New free tool: Amply’s spreadsheet automates the math – grab it here.
• Local expertise wins: Knowing your regional climate and electricity rates gives you a major edge.

Timestamps

[00:00] - Intro & Free Manual S spreadsheet

[01:35] - Meet Eric Fitz & today’s goal: demystify Manual S

[03:48] - What makes heat pump design so hard (and fun!)

[07:00] - Why your Manual J must be aggressive

[10:15] - Comfort first, efficiency second

[20:00] - The 4 Manual S ratios (and how to use them)

[28:15] - Getting the right performance data

[36:00] - Real-world trade-offs: auxiliary heat, cycling, efficiency

[44:30] - Kilowatt hours vs. energy costs: What matters to homeowners

[52:00] - Wrap-up: tools, tradeoffs, and where to go from here

Resources for Smarter Heat Pump Design: 

• NEEP database: https://ashp.neep.org/#!/
• Amply Manual S tool: https://info.amply.energy/heat-pump-manual-s-free-tool
• ACCA Manual S: https://www.acca.org/standards/technical-manuals/manual-s

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/

Amply is hiring! We’re looking for an awesome Senior iOS Engineer to join our small but mighty team. If you are anyone you know is interested, check out our job posting to learn more and apply. https://info.amply.energy/sr-mobile-engineer-may-2025

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In this episode of The Heat Pump Podcast, Amply co-founders Ed Smith and Eric Fitz sit down with Samir Pendse, CEO and co-founder of Coral, an innovative startup simplifying the notoriously complex world of heat pump rebates. With an extensive background in fintech and small-business lending, Samir explains how Coral transforms cumbersome rebate processes into instant savings at the kitchen table, boosting contractor sales and customer satisfaction.

Why This Matters

Rebates are a critical part of the heat pump sales process in many states. Yet, contractors regularly face significant financial risks, paperwork headaches, and unpredictable cash flow when manually managing rebates. Coral tackles these problems head-on, ensuring contractors and homeowners alike benefit immediately without the usual stress or uncertainty.

Key Learnings:

-Turbo Tax for Heat Pump Rebates: Coral uses software to provide a simple, 60-second app experience to quickly and accurately calculate and guarantee rebate amounts right in the home.

-Instant rebates boost sales: Contractors using Coral see up to 15% higher conversion rates.

-Stable state rebates: Utility and state-driven rebates remain robust despite federal IRA program delays.

-Financing is critical: Low-cost loans dramatically increase heat pump affordability for the average homeowner.

-Quality and simplicity: Smart policy design and streamlined technology ensure both accessibility and high-quality installations.

-Streamline with software: Software tools like Coral (and Amply) simplify and accelerate rebate processes and heat pump sizing.

Timestamps

[00:00] - Introduction

[01:21] - Meet Samir Pendse & Coral’s mission

[04:01] - Business model & Value to contractors

[05:16] - Origin story & pivot from software to financing

[09:39] - Real-life rebate pain points Coral is solving

[15:14] - Financing the rebates & making contractors whole

[18:48] - Incentives & the Inflation Reduction Act

[27:19] - Quality assurance & software-enabled simplicity

[36:25] - Final thoughts & Resources for heat pump entrepreneurs

Connect with Samir Pendse:

LinkedIn: https://www.linkedin.com/in/samirpendse/

Website https://www.startcoral.com/

Email: [email protected]

Company’s Linkedin: https://www.linkedin.com/company/startcoral/

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/

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today: https://bit.ly/Top_10Heat_pumpSalestips

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In this episode of The Heat Pump Podcast, Amply co-founder Ed Smith talks with Brent Davidson, founder of the US Heat Pump Summit. Brent’s journey from building climate-tech software to starting one of the most compelling HVAC events in the country is a case study in how community, business strategy, and technical know-how can come together to drive real change.

And the Summit? It’s not just another trade show. It’s two days of contractor-focused training, business insights, and peer-to-peer learning—all built around the future of HVAC.

What you’ll learn

• Why Brent Davidson started a contractor-first summit—and how it grew
• How heat pump conversations differ from solar, and why that matters
• What makes a good installation—and why business structure is key
• How community and peer learning can drive quality at scale
• What to expect from the next Summit in Worcester, MA

What Makes the US Heat Pump Summit Different? 

Brent’s focus is simple: put the right people in the room and spark the right conversation. That means:

• Business and technical content side by side
• Contractor-first agenda—not just utility program talk
• Peer-driven roundtables, not just sales booths
• National trends + regional relevance (hello, cold climate heat pumps)

It’s the only event where the people in the room actually want to talk about Manual J, coefficients of performance, electric strip backups vs. supplemental dehumidification, and customer acquisition in the same breath.

Why This Matters

Heat pumps are gaining ground—but success doesn’t come from equipment alone. It comes from design, training, and business models that reward quality. That’s what the Summit is about.

And Brent? He’s not trying to run yet another conference. He’s trying to help build an industry.

Timestamps 

[00:00] - Introduction

[03:13] - Brent’s background and his career.

[05:11] - Importance of community and storytelling in climate work

[08:01] - Lessons from past events and expectations for the Worcester event.

[14:51] - What does a good heat pump installation look like?

[21:06] - Why were heat pumps chosen as the starting point for the US Electric Home Summit?

[23:26] - Heat pumps prioritized for energy savings, design complexity, and contractor demand.

[27:48] - Recommended resources for learning about building science, electrification, heat pumps, and HVAC

Connect with Brent Davidson: 

• LinkedIn: https://www.linkedin.com/in/brentdavidson/ 
• Website: https://www.usheatpumpsummit.com/ 
• Company’s LinkedIn: https://www.linkedin.com/company/us-heat-pump-summit/ 

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/

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today:

https://bit.ly/Top_10Heat_pumpSalestips

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In this episode of The Heat Pump Podcast, we sit down with Brynn Cooksey—founder of Air Doctors Heating and Cooling, HVAC U, and a longtime leader in whole-home performance. Brynn’s journey takes us from his early days as a tech working alongside his father to running one of the most forward-thinking HVAC businesses in the Midwest.

His secret? Don’t play the price game. Play the diagnostics game.

The Power of Building Science

Brynn explains how embracing building science helped his company escape the “race to the bottom”—the box-swapping, lowest-bid dynamic that plagues much of the industry. Instead, his team leads with comfort, efficiency, and trust—delivering measurable, science-backed improvements that customers can see and feel.

At the heart of his process is in-home diagnostics. Think thermal imaging, pressure tests, and duct sizing analysis—not just glossy proposals. Brynn’s philosophy is simple: let the customer “buy” instead of getting sold. Show them what’s wrong, explain why it matters, and guide them to the best solution.

Lessons from the Field

Brynn also shares insights from a heat pump pilot program in Michigan, built in collaboration with Pearl Edison. From dual fuel designs to system sizing and load calculations, he offers a refreshingly honest look at what it takes to electrify the right way.

Key takeaways include:

• 🔬 Diagnostics build trust. Homeowners can’t “unsee” thermal leaks or undersized ducts.
• 🧠 Customer education wins. Teaching homeowners what’s really going on in their homes leads to higher-quality installs—and less price shopping.
• 🌡️ Dual fuel isn’t a compromise. In cold climates, it’s often the smartest step toward electrification.
• 🚫 Bad installs hurt everyone. Oversized or poorly designed systems can lead to $1,500+ utility bills and shattered trust.

Why It Matters

Brynn isn’t just running a profitable business—he’s helping chart a path for HVAC’s future. As incentives expand and heat pump adoption accelerates, we need more contractors who know how to design and install systems that actually deliver.

Timestamps: 

[02:26] - Brynn’s background: Air Doctors, HVAC U, and Pearl Edison

[05:26] - Using building science to escape the race to the bottom

[09:45] - What Pearl Edison does and how it benefits contractors

[13:43] - Why electrification isn’t always the first step

[16:51] - Dual fuel systems as a practical solution in cold climates

[19:14] - The danger of “Heat Pump Cowboys” and bad installs

[23:56] - Making heat pumps profitable for quality contractors

[35:57] - Final thoughts on solving the trust gap and winning customers

Connect with Brynn Cooksey: 

• LinkedIn: https://www.linkedin.com/in/theairdoctor/ 
• Facebook: https://www.facebook.com/surgeonofcomfort/ 
• Instagram: https://www.instagram.com/theairdoctor313/ 
• Article: What we learned running a Home Energy Rebate pilot in Detroit: https://pearledison.substack.com/p/home-energy-rebates 
• Website: https://www.airdoctorshvacservice.com/ 
• Company’s Twitter: https://twitter.com/airdoctorshvac 
• Company’s Facebook: https://www.facebook.com/airdoctorshvac/ 
• Company’s Instagram: https://www.instagram.com/airdoctorshvac/# 
• Company’s Linkedin: https://www.linkedin.com/company/airdoctorshvacservice/ 

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

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today: https://bit.ly/Top_10Heat_pumpSalestips

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In this episode, Ed Smith and Eric Fitz, Co-Founders of Amply Energy, speak with Paul Lambert, founder and CEO of Quilt. Paul shares how Quilt saw a massive opportunity to innovate in HVAC by reimagining heat pumps from top to bottom and building with an integrated “full stack” approach. 

Paul discusses the inspiration behind Quilt, how his background in Silicon Valley shaped the company’s approach, and why vertical integration is key to optimizing comfort and efficiency for homeowners. He also explains why the shift from a direct-to-consumer model to working with contractors is the next crucial step in scaling Quilt’s impact.

Whether you're an HVAC professional, a heat pump enthusiast, an entrepreneur or someone interested in the energy transition, this episode is packed with insights on product innovation, business strategy, and the future of HVAC hardware, software, and the overall heat pump experience.

Expect to Learn:

• How Quilt designed the most efficient two zone ductless heat pump on the market.
• The role of aesthetics in HVAC and why design matters to consumers.
• Why Quilt chose a vertical integration approach similar to Apple.
• The lessons learned from launching a startup in the HVAC industry.
• Why heat pumps are like the electric vehicles of HVAC – they just work better. 
• How Quilt is partnering with contractors to expand across the U.S.
• The unique software-driven optimizations that improve efficiency and comfort.
• Why Paul believes the energy transition is the defining opportunity of our time.
• How interested contractors can become Quilt dealers..

In Today’s Episode: 

[00:00] - Introduction

[01:12] - The Origins of Quilt & Paul Lambert’s Background

[03:21] - Why Quilt Chose to Develop a Ductless Heat Pump

[06:02] - Why Paul founded Quilt 

[14:18] - The Role of Aesthetics in Consumer Adoption

[21:04] - Scaling Quilt’s Distribution and Training New Partners

[29:33] - Shift from direct consumer to Business-to-Business. 

[35:12] - Expanding Quilt geographically with the help of partners 

[40:31] - Closing Thoughts & Final Advice

Connect with Paul Lambert: 

• LinkedIn: https://www.linkedin.com/in/paulrolandlambert/ 
• Website: https://www.Quilt.com 
• Twitter: https://x.com/prlambert?lang=en 
• Facebook: https://www.facebook.com/paulitex/ 
• Instagram: https://www.instagram.com/paulrlambert/ 
• Company’s LinkedIn: https://www.linkedin.com/company/Quilthome/ 
• Company’s Instagram: https://www.instagram.com/meetQuilt/ 

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/

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today: https://bit.ly/Top_10Heat_pumpSalestips

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In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz welcome Corbett Lunsford, a building science expert and host of the PBS show Home Diagnosis, to discuss the importance of scientific approaches in HVAC, the power of testing, and how to navigate the industry with confidence.

Corbett shares insights on tools like blower doors, RED Calc and his own psychrometric wheel. With years of experience in building science, he brings a fresh perspective on how proper testing and measurement can significantly improve HVAC performance and efficiency.

This episode is packed with valuable information for HVAC professionals, contractors, and anyone passionate about building science. Tune in to gain expert knowledge that can help you refine your approach, deliver more comfort to homeowners, and better explain your solution to your customers.

Expect to Learn:

• Airtight homes are essential for comfort, efficiency, and health – don’t fear tight construction, just ventilate properly.
• Homeowners are increasingly well-informed, and HVAC pros should be ready to engage with curious, educated clients.
• Building performance starts with the enclosure; HVAC systems must be designed with the current and future envelope in mind.
• Testing tools like blower doors are critical to uncover hidden issues and verify system performance.
• Proper HVAC installations begin with proper design. “The box” is nothing without accurate Manuals J, S, D, and understanding room behavior. 
• Fast rebate programs without proper testing risk widespread system failures. 

Episode Breakdown: 

[00:00] - Introduction of the episode.

[01:17] - Corbett’s Background 

[04:34] - The Importance of Testing in HVAC 

[06:52] - Essential Tools for Building Performance Analysis 

[13:44] - Common Industry Misconceptions 

[17:07] - The building envelope comes first; HVAC must work with it, not around it.

[22:57] - Blower door and pressure tests reveal issues you can’t see.

[32:13] - Great installations begin with smart HVAC design.

[46:37] - The Role of Consumer Education

[50:03] - Closing Remarks and Where to Connect with Corbett

[50:59] - Free Resources and Tools for HVAC Professionals

Connect with Corbett Lunsford: 

• LinkedIn: https://www.linkedin.com/in/corbettlunsford/ 
• Website: https://buildingperformanceworkshop.com/ 
• Website: https://www.pbs.org/show/home-diagnosis/ 
• Facebook: https://www.facebook.com/GraceandCorbettLunsford/ 
• Company’s Instagram: https://www.instagram.com/homeperformance/ 
• Email: [email protected] 

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/

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today: https://bit.ly/Top_10Heat_pumpSalestips

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In this episode, Ed Smith and Eric Fitz, co-founders of Amply Energy, speak with Christopher Nichols, COO of HomeWorks Energy, about the challenges and strategies behind scaling a home performance business. Chris shares how HomeWorks Energy grew from 10 people to a 750 person company generating $150 million in revenue all while maintaining a strong focus on energy efficiency, heat pumps, and customer service.

Chris explains how to build a talent machine in the HVAC industry, the importance of training, and the role of technology in scaling operations while maintaining quality. He also shares key lessons from his own career journey, including the mistakes and successes that shaped HomeWorks into the thriving company it is today.

Whether you're in heat pumps, weatherization, home energy efficiency, or just looking to scale a service-based business, this episode is full of valuable tips on growth, leadership, and operational efficiency.

Expect to Learn

• How HomeWorks' focus on "energy efficiency simplified" helped drive its rapid expansion.
• How critical it was to “crack the code on marketing” over and over as the company grew
• The critical role of training in the HVAC industry and why HomeWorks created its own hands-on training program.
• How HomeWorks grew to 750+ employees and $150M revenue without outside investment.
• Lessons learned from building an HVAC team and why expertise matters.
• How HomeWorks leverages software to streamline solution-design, quoting, scoping, and quality control.
• Why HomeWorks still gets 30% of its leads from direct mail in a digital-first world.
• When to partner vs. bring services in-house and why sometimes you have to do it yourself.
• Why factoring in callback costs upfront can improve service quality and team morale.
• The importance of respecting HVAC technicians' expertise when scaling a business.
• Why you can’t be everything to everyone and should focus on mastering a few key services.

In Today’s Episode: 

[01:13] - Introduction

[03:22] - Understanding HomeWorks & Its Mission

[05:48] - Chris Nichols’ Career Path & Early Influences

[09:13] - Scaling HomeWorks & Building a Talent Machine

[14:07] - Adding HVAC Services & Overcoming Initial Challenges 

[10:54] - The Framework for Scaling Multiple Service Lines  

[22:11] - Cracking the Code on Marketing & Lead Generation

[26:33] - Leveraging Technology to Scale Skilled Labor

[31:42] - Streamlining Sales & Comfort Advisor Roles

[32:42] - Key Advice for HVAC Entrepreneurs

[36:49] - The Future of HomeWorks & Industry Expansion

[40:53] - Closing Thoughts & Final Advice

Connect with Christopher Nichols: 

• LinkedIn: https://www.linkedin.com/in/christopher-nichols-b3819bab/ 
• Website: https://www.homeworksenergy.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