One Small Editorial for Fleet Design, A Big Change for the Industry Terry Tanker 5
The Benefits of Integrated Fleet Management Technology Kevin Aries 14
Take Advantage of the Power of Fleet Wraps Emily Newton 18
Stupid Truck Mistakes Contractors Make Ruth King 20
HVACRBUSINESS.COM JUNE 2022 / VOL.17 / NO.6
CELEBRATING
OF FLEET DESIGN EXCELLENCE Page 6
FLE ST ET DE SIGN CONTE
ALSO INSIDE » Industry News ............................................................4 Business Insights How to Attract (and Keep) Top HVAC Talent...............................................................12 20 Questions with Chad Collins Owner of Pride Plumbing Heating and Cooling in Grand Junction, CO......................................................22
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CONTENTS
JUNE 2022 / VOL.17 / NO.6
F E AT U R E S
6
14
18
Celebrating the 15th Year Anniversary of Fleet Design Excellence
D E PA R T M E N T S
5
This year’s top winners – Pride Plumbing Heating & Cooling, Balanced Comfort, and Gee Heating & Air – showcase designs that are vivid, bold, and brilliant. More inside on the entire list of winners, runners up, honorable mentions, and a special mention for one lucky winner by Heather Langone
The Benefits of Integrated Fleet Management Technology
The benefits of using fleet technology to improve HVACR management systems by Kevin Aries
Take Advantage of the Power of Fleet Wraps
A reflection on the history of Tops in Trucks and congratulations to this year's winners By Terry Tanker
4 12 22
All you need to know about one of the best ways for HVACR owners to advertise – investing in fleet wraps by Emily Newton
C O LU M N
20
Publisher's Page
Stupid Truck Mistakes Contractors Make
Industry News Business Insights
How to Attract (and Keep) Top HVAC Talent
20 Questions Chad Collins Owner of Pride Plumbing Heating and Cooling in Grand Junction, CO
The second installment in the series, this is the stupid truck mistakes contractors make and how to avoid making them by Ruth King
CELEBRATING
OF FLEET DESIGN EXCELLENCE
E L B A L I A AV OW! N
SMART Refrigerant Charging The testo 560i Digital Refrigerant Scale with Intelligent Valve Kit
For more info visit: www.testo.com
INDUSTRY NEWS » Tower Tech Introduces Line of Highly Efficient Cooling Towers
Brass Knuckle® SmartCut™ BKCR404 Gloves Smooth as Glass, Strong as Brass
OKLAHOMA CITY, OK May 17, 2022 — Tower Tech, the leading manufacturer of modular cooling towers that effectively bridge the gap between sustainability and energy efficiency, is proud to introduce two closed-circuit cooling tower models, Hybrid Fluid Cooler Technology and Evaporative Fluid Cooler Technology, to its TTXR Series.
CLEVELAND, OH, May 12, 2022 — Safety Today, a dedicated safety distributor founded in 1946, is a proud distributor of Brass Knuckle® and its SmartCut™ BKCR404 Gloves for glass handling and other applications requiring toughness and a sure grip. Brass Knuckle SmartCut 404 combines ANSI cut level A3 protection and a smooth-grip polyurethane coating. They are available now from Safety Today with special promotional pricing.
The TTXR Series Modular Cooling was designed for increased performance at design conditions, smaller footprint, and reduced fan horsepower. While using the same structure and features as the TTXL series, the closed-circuit cooling towers are different internally. A closed-circuit, or closed-loop, design involves no contact between the air and the fluid being cooled. These newly introduced models are completely non-corrosive, resisting fouling and scale buildup over the entirety of the device’s life. By incorporating Polymer Coil Design Technology, each tower uses polymer coils instead of metal. As a result, these models reduce maintenance costs since the towers are lighter in weight, more durable, and easier to service regardless of the fluid used. Another key feature of closed-circuit cooling towers is its ability to reduce water usage, the need for chemicals and the frequency of blowdown. As with all Tower Tech models these use fiber reinforced polymer (FRP) for the construction of internal and external components. This efficient design offers energy savings in terms of water and electricity usage and lowers lifetime cost of ownership by extending the product life to over 30 years. For more information on the Hybrid Fluid Cooler Technology and Evaporative Fluid Cooler Technology, visit www.towertechusa.com.
The toughness of SmartCut 404 begins with high-performance HDPE knit fiber that provides protection without bulk and a strength-to-weight ratio 8 to 15 times higher than steel. Next comes the polyurethane coating on full fingers and palm. Soft and flexible polyurethane coatings are excellent for dry-grip applications, but also perform well in light oil conditions (they are not recommended for heavy liquid environments). The smooth texture enhances the glove’s abrasion resistance — important for handling glass and other heavy-yet-fragile material. In addition to glass handling, ideal applications include construction, electrical assembly, general assembly, HVAC, manufacturing, vehicular construction, receiving areas, and sheet metal. SmartCut 404 has the cut and slip resistance these applications demand, plus a coating that won’t mar product surfaces. Available in five sizes and with color-coded wrists to simplify sizing and re-issuing, these gloves are the total package! Visit www.safetytoday.com for more information
Embraco Reveals the New X Generation Compressors Phil Sponsler Joins Malco Products, SBC, Board of Directors ANNANDALE, MINN May 17, 2022 — Malco Products, SBC, one of the nation’s leading manufacturers of high-quality, American-made hand tools, announced that Phil Sponsler was recently appointed to its board of directors. Sponsler brings a great deal of experience in creating operational excellence and driving continuous improvement in the manufacturing industry. Since 2000, Sponsler has been the president and general manager of Orbitform. Sponsler has a passion for developing winning cultures and mentoring leaders and winning teams. Over his tenure with Orbitform, he created the Orbitform Sales Growth Engine, which has provided recurring revenue growth and stability for the company. “We are very fortunate to have Phil join the Malco team, and we look forward to his contributions to helping Malco realize our vision as a destination company for many years to come,” said Don Schmidt, board chair for Malco Products. “Phil successfully embodies a servant leadership style, inspiring and motivating the teams he has led over the span of his career.” “It is an honor to be joining the Malco family as they continue to deliver on their long-standing commitment to American-made products and creating jobs here in the U.S.,” Sponsler said. “The work they do aligns with my background and experience, so I’m looking forward to partnering with the organization moving forward.”
JOINVILLE, SANTA CATARINA, BRAZIL — May 2022 - Embraco, a global provider of refrigeration technology for the residential and commercial cold chain, and a portfolio-brand of Nidec Global Appliance, has a new generation of compressors for commercial applications in the North American market. Each platform is an evolution of previous generations and brings a set of specific attributes, such as higher levels of energy efficiency and extended cooling capacity. Called the X Generation, it is composed of a set of robust models from the EMX, NTX, NJX and NEX compressors families. Except for the EMX-HST, because of its size limitations, this generation was also designed considering its use with the new R290 charge limits that are expected to take place in the US soon. These product families can handle larger flammable refrigerant charges increased from 150g to 500g [17.6 oz], in open cabinets and to 300g [10.6 oz] in closed ones. It would enable the adoption of R290 products in larger commercial refrigeration applications. The new UL standard on the subject was recently published, but before the charge limits could be implemented in the U.S., they first need the EPA SNAP approval as well as require Ashrae 15 Standard and Building Codes update. The four platforms have been launched in waves in the North American region, with the EMX HST (High Starting Torque) getting to customers in the end of 2021, the NJX in the first part of 2021, and the NEX and NTX in the end of 2020. Each family responds to specific market demands. For more information visit www.nidec.com
For more information about Malco Products, SBC, visit www.malcoproducts.com.
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HVACR BUSINESS JUNE 2022
www.hvacrbusiness.com
THE HVACR MANAGEMENT MAGAZINE
TERRY Tanker Publisher ttanker@hvacrbusiness.com HEATHER Langone Managing Editor hlangone@hvacrbusiness.com MEGAN LaSalla Art Director mlasalla@hvacrbusiness.com
ADVERTISING STAFF ERIC Hagerman National Sales Manager Tel 216-409-3246 ehagerman@hvacrbusiness.com TERRY Tanker Publisher Tel 440-731-8600 ttanker@hvacrbusiness.com
BRUCE Sprague Circulation Manager bs200264@sbcglobal.net BARBARA Kerr VP Operations bkerr@hvacrbusiness.com
HVACR Business, founded January 1981, is a monthly national trade magazine serving contractors, mechanical engineers, manufacturers, manufacturer representatives, wholesalers, distributors, trade associations, and others in the heating, ventilating, air conditioning and refrigeration (HVACR) industry primarily in the U.S. The editorial focus and mission of HVACR Business is to provide business owners and managers with the very best business management concepts available. Critical topics covered include leadership, management, strategy, finance, sales, marketing, training, education, staffing, operations, human resources, legal issues, customer service and more. We are dedicated to helping contractors master these key management skills and provide them with the resources necessary to build strong, profitable companies. Every effort is made to provide accurate information, however, the publisher assumes no responsibility for accuracy of submitted advertising and editorial information. Copyright©2022 by JFT Properties LLC. No part of this publication may be reproduced or retransmitted in any form or by any means, including, but not limited to, electronic, mechanical, photocopying, recording or any information storage retrieval system, without the prior written permission of the publisher. Unauthorized copying may subject violators to criminal penalties as well as liabilities for substantial monetary damages up to $100,000 per infringement, costs and attorneys’ fees. This publication should not be utilized as a substitute for professional advice in specific situations. If legal, medical, accounting, financial, consulting, coaching or other professional advice is required, the services of the appropriate professional should be sought. Neither the authors nor the publisher may be held liable in any way for any interpretation or use of the information in this publication. The authors will make recommendations for solutions for you to explore. Any recommendation is always based on the authors’ research and experience. The information contained herein is accurate to the best of the publisher’s and authors’ knowledge; however, the publisher and authors can accept no responsibility for the accuracy or completeness of such information or for loss or damage caused by any use thereof. Subscription Rates: Free and controlled circulation to qualified subscribers. Non-qualified persons may subscribe at the following rates: U.S. and possessions: 1 year $48; 2 years $75; 3 years $96; Canadian and foreign, 1-year $108 U.S. funds only. Single copies $8. Subscriptions are prepaid, and check or money orders only. Subscriber Services: To order a subscription or change your address, write to HVACR Business, 31674 Center Ridge Road, Suite 104, North Ridgeville, OH 44039 or call (440) 731-8600; or visit our Web site at www.hvacrbusiness.com. For questions regarding your subscription, please contact bkerr@hvacrbusiness.com. HVACR Business (ISSN 2153-2877) Copyright ©2022 is published monthly by JFT Properties LLC,31674 Center Ridge Road, Suite 104, North Ridgeville, OH 44039, Phone: 440731-8600. Periodicals postage is paid at North Ridgeville, OH and additional mailing offices. (USPS 025-431) POSTMASTER: Send address changes to HVACR Business, 31674 Center Ridge Road, Suite 104, North Ridgeville, OH 44039.
31674 Center Ridge Road, Suite 104 North Ridgeville, OH 44039 Tel: (440) 731-8600 Web site: www.hvacrbusiness.com (ISSN: 2153-2877)
www.hvacrbusiness.com www.HVACRBUSINESS.com www.hvacrbusiness.com
PUBLISHER’S PAGE
BY TERRY TANKER
One Small Editorial for Fleet Design, A Big Change for the Industry
W
elcome to HVACR Business’ 15th edition of the Tops in Trucks Fleet Design Contest. Over the last several months, many of you were introduced to our Managing Editor, Heather Langone, via her editor’s page. Leading up to this issue we’ve had many discussions on the history behind the contest. The most important of which was why did we start the contest? Simple. As I traveled around the country making sales calls to advertisers, I saw too many white service vans with orange ladders driving around. To me, it seemed like a huge opportunity for us to help contractors market their products and services more effectively. I thought an issue about fleet design would be a great source of editorial content for the publication, and a natural fit for our largest advertising category – automotive. Surprised?
CELEBRATING
As I travel around the country now… white service vans with the orange ladders are more of an exception than the rule. We take pride in the fact that we’ve played a part in that change.
Up until the chip shortage, the group included Ram, Ford, GM, Nissan, and Mercedes Benz – all vying for the lucrative contractor market. Our metrics show the HVACR Business readership, accounts for over 500,000 vehicles including service vans, trucks, box trucks, and sales cars. So, you can see why we’re an attractive buy for the automotive industry. As I travel around the country now, it appears to me those white service vans with the orange ladders are more of an exception than the rule. We take pride in the fact that we’ve played a part in that change along with contractors who wanted a guaranteed marketing investment. We’ve demonstrated many times how the return on investment pays off. And, for additional information on that topic turn to page
18, where you’ll find our guest columnist, Emily Newton’s article, Take Advantage of the Power of Fleet Wraps. According to the article, statistically, you can expect to reach 30,000 to 70,000 potential customers per day, with a service vehicle that is wrapped depending on the size of the city in which you are located. I’d like to thank all our contestants for participating and congratulate our winners, runners-up, and honorable mentions. Since this is our 15th Anniversary of the contest, our Art Director, Megan LaSalla put together a wonderful collage of all our past winning entries (pages 20-21). And, a special shout out goes to Carmine Galletta and his team at Gallett Air Inc. in Long Island NY, for being our first winner and a thought leader and leading the pack with fleet design for decades. To see what goes into a winning fleet design, turn to the last page of the issue and read our 20 Questions interview with one of this year’s winners, Chad Collins from Pride Plumbing Heating & Cooling.
We hope you enjoy the issue and if you’re considering wrapping one or all of your vehicles and have questions, please reach out to us. We’d be happy to share what we’ve learned over the years. On July 1st we’ll be launching a new website and we’ll be dedicating a special section on the site to all things “fleet” so keep an eye out for future announcements on the launch. One final note and special request – if you enjoy this publication please go to the website and click on “Subscription Center” in the lower left and renew your subscription today. Like many things paper, printing and postage have all seen a double-digit increase. Our ability to carry subscriptions past the 24-month mark is over. We need to hear from you! Subscribe and renew today! u
HVACR BUSINESS JUNE 2022
5
CELEBRATING
OF FLEET DESIGN EXCELLENCE
FLE ST ET DE E T N O SIGN C
BY HEATHER LANGONE
T
he Tops in Trucks Fleet Design Contest is our annual homage to outstanding fleet vehicle advertising and graphic design. Small business owners understand the importance of high-visibility marketing, but particularly endemic to owners of HVACR, plumbing, and electrical businesses are the need to display marketing on the fleet vehicles as your team of technicians is out traveling throughout the community daily. As such, there is no better marketing tool than a moving billboard – otherwise known as a fleet wrap. Our winners have reported that not only do the fleet wraps bring a huge boon to business, but they increase company visibility and their presence in the community. One said that the
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HVACR BUSINESS JUNE 2022
All the following fleet designs displayed vivid, eye-catching, imaginative, and integrative messaging. In a word – superlative is the best way to describe this list of our 2022 Tops in Trucks Winners. community had grown to love seeing their trucks out on the road with such recognizable, innovative, and fun graphics. The Tops in Trucks Fleet Design Contest launched in 2007 and it is still one of our most popular issues. Over the years thousands of contractors have submitted entries, but this year’s winners particularly have advanced passed a stringent
set of criteria to emerge the best in the field. While the competition was fierce as always, a handful of entries stood out for their eye-catching, brilliant fleet designs. Although all the entrants were phenomenal, the fleet designs that we selected as winners, in this, our 15th iteration of the contest, displayed bold, colorful artwork
combined with imaginative, integrative company messaging. As one winner said, “We knew we needed something better than white vans. The fleet design was always in our plan and the community loves seeing our trucks on the road.” A clean, simple, design with fresh messaging is your company calling card. In our business, how you show up to the appointment, the appearance of the trucks, and the professional look of your fleet and drivers, are as important as how you finish the job. An impressive, well-designed fleet wrap will not only establish a brand identity but bolster the reputation and visibility of an already well-run business. This year, once again, all the Tops in
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Trucks 2022 entrants acknowledged the incredible and profitable benefits of fleet design as part of an overall marketing plan. However, many of them went as far as to say it was by far the best investment decision made yet. With that kind of commitment and enthusiasm, it is clear why this contest is one of the HVACR industry’s most celebrated. We certainly look forward to it annually. Below are our choices, the ones who stood out for design, concept, and messaging. All the following fleet designs displayed vivid, eye-catching, imaginative, and integrative messaging. In a word – superlative is the best way to describe the list of 2022 Tops in Trucks Winners.
WINNER
Pride Plumbing Heating & Cooling Grand Junction, CO | 6 Vehicles
Chad Collins started Pride Plumbing Heating & Cooling in 2000, after working in plumbing for years. At his previous company, the one just before venturing out on his own, Collins was cross-trained in HVACR, and fortunately, learned very quickly. So, when the opportunity presented itself to start Pride, he was more than ready. Collins believes strongly in the importance of process and team building and says he is constantly reading about business, marketing, and ways to improve. Said Collins, “After rebranding in 2020 and wrapping all our trucks, we nearly doubled our revenue from 2019. 2020 was one of our best years to date, even with the pandemic.” And said Collins, about one of the most lucrative investments he has ever made in his company, “Fleet design is the
As for our team’s choice to name Pride as a 2022 top three winner, we loved the Pride messaging and design, particularly the wrench as the lion’s nose, and the bold color scheme. best advertising. The trucks act like rolling billboards.” As for our team’s choice to name Pride as a 2022 top three winner, we loved the Pride messaging and design, particularly the wrench as the lion’s nose, and the bold color scheme. Collins too was more than excited about the design and the win, saying he loved the idea of Tops in Trucks and the chance to be recognized for excellence in yet another forum. He added finally, “With the overwhelming success of the branding, we have plans on expanding the business into neighboring communities over the next few years.”
WINNER
Balanced Comfort Fresno, CA | 35 Vehicles
Founded in 2012, Balanced Comfort has always had as its aim, the goal to empower customers with information about homes and how to use energy efficiently. While they provide a range of services, including energy audits to help customers make better-informed decisions on energy upgrades, in 2020, they shifted the focus intently to air conditioning & heating services. It was then, mid-pandemic, that Balanced Comfort rebranded with
Notably, we also interviewed Mr. Collins for this installment of 20 Questions. His answers were not only thoughtful but educational. You can read the full article at the end of this issue.
As a team, we loved the graphics and the serenity of the blue and green colors. For us, the integration of the messaging – a smiling house that evokes feelings and virtues like trust, friendship, and balanced energy – combined with the soothing, green, and blue graphics, definitively achieved their intended objective. https://balancedcomfort.com
WINNER
Gee Heating & Air Gainesville, GA | 10 Vehicles
https://www.prideplumbingphc.com
the launch of their newest fleet design. It would turn out to be a very munificent decision. According to owner Aaron Husak, it was one of the smartest moves he could have made for business visibility and revenue – both of which skyrocketed. Said Husak, “In 2021, the fleet design is what helped us achieve the honor of being named the 817 fastest growing company. (Balanced Comfort is ranked 817 on the prestigious INC. 5000 list, the highest of any Fresno area company.) Added Husak, “When our competitors see our vans, our logo, our colors, the blue, and vibrant green, they know it’s us. They know that we’re the top competitor now in the community.” Some might call that brilliant disruptive marketing. The only regret
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said Husak if there is one, “I would have done it sooner.”
An evergreen staple in the Gainesville, Georgia area, Gee Heating & Air has been providing heating and cooling services to Gainesville, since 1989. The third-generation family-owned business boasts a 5-star Google rating and an A+ BBB rating as evidence of its excellent quality of service and stellar reputation. Gee provides HVACR services to residential customers, handling everything from minor repairs to the new installation. The patriarch, Joe Henry Gee began working in the HVACR industry in 1954 as a custom duct builder in Gainesville, Georgia. In 1989, after several years in business as Willis and Gee, his partner, Mr. Willis, chose to retire. Joe H. Gee brought in his son, Tim Gee, to create Gee Heating & Air. In recent years, Gee Heating & Air, the family business has continued to grow, welcoming the addition of Tim’s sons, Joseph, and Jacob. Joseph currently serves as Chief Operations Officer and holds a Georgia Non-Restricted Commercial HVAC Contractor’s License. Jacob joined the business in 2014 and now serves as Chief Financial Officer. It was Jacob who entered the Tops in Trucks contest. The rethinking of the legacy brand includes the new slogan, “We deliver the O-M-GEE Experience!” When asked if continued on page 8
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RUNNER UP
Grasshopper Heating and Cooling Albany, NY | 14 Vehicles
continued from page 7
this rebranding and subsequent fleet design was part of a larger branding initiative, Gee answered, “Yes, we rebranded to the new GEE! logo to help people pronounce our name and capture the brand energy. Customers enjoy the infusion of excitement this innovative branding brings to our 33-year-old name.” And says the CFO, “It’s helped us stand out from the competition – the bright colors and messaging. It communicates the brand energy, our difference in quality, speed, and certainly the passion we put into our work.” Gee states that since rebranding with the fleet design in 2021, the company has seen a 131% return on investment. Our editorial team enjoyed the fun, almost comic book-style graphics. The GEE! design conjures up the *BLAM* or *POW* type phrases of yesteryear comic books. GEE! is spelled out in a word bubble of course. The brand messaging fits this Gainesville company well. The comic book throwback graphics represent the legacy company and its long American history, combined with the recognizable Gee name and a next-generation design – it all leads to a win. Jacob Gee said it well. The fleet design illustrates the energy of the brand – classic service delivered with passion, speed, and the highest quality. https://geehvac.com/
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Founded in 2012, Balanced Comfort has always had as its aim, the goal to empower customers with information about homes and how to use energy efficiently… In 2020, Balanced Comfort rebranded with the launch of its newest fleet design. It would turn out to be a very munificent decision. RUNNER UP
Surfside Services Mobile, AL | 12 Vehicles
Surfside Services is a new company, having only just started in 2021. So, it was extremely exciting to see this HVACR start-up display such a keen focus on branding right from its launch. Owner Beau Lehmann said of the idea to launch the business with wrapped trucks, “It was a very big priority for us.” And, he said, “We knew we wanted to work with a marketing company to create the fleet design, but also had our own clear concept in mind. Living on the Gulf Coast of Alabama, it was important to us to have a geographical marker in our name and the overall branding. We also wanted our trade diversity to be represented. That is how the Surfside name and the octopus logo came to be. An octopus not only changes colors, but it also has an arm for everything. From that
point of view, we brought our ideas and vision to the marketing team.” Finally said Lehmann, “Our largest investment after launching was our fleet campaign. We launched in 2021 with this fleet design and it has grown faster than we could have imagined. It has been challenging to scale at the rate at which we are growing. Customer response has been incredible.” As an editorial team, we loved the integrated messaging and the fun octopus artwork. The graphics seem like billboards you might see at the beach on a boardwalk vacation. The messaging is consistent on their site and social platforms as well. When you choose to request service at their website, it instructs you to click the surfboard – clever. We look forward to seeing what this young HVACR owner does in the future. www.surfside.services.com
Grasshopper Heating and Cooling is a locally owned HVACR company in Albany. Owner, Amanda Triolo said the company was deeply in need of change. In 2021, she moved to launch a large rebranding initiative, of which the fleet design was a big part. “The Grasshoppers,” said Triolo “only move in a forward direction. It is our entire brand story and our ongoing company mission. ‘Forward is a way of life’, is our tagline and is featured consistently on all three sides of every vehicle. It represents our company and demonstrates our pledge to take care of our community. Customers absolutely love it! Triolo added, “We are no longer the underdog, and we are growing faster than we could have ever imagined.” Our team thoroughly enjoyed the heart-warming design. The grasshopper donned in a technician hat as he hovers over the neighborhood protectively – it’s simply adorable, not to mention the integration of the forward messaging. https://gograsshopper.com/
RUNNER UP
Southern Heating & Cooling, Inc Scottsboro, AL | 4 Vehicles
Southern Heating & Cooling, Inc. has been in business since 1984. Located in Scottsboro, Alabama, the team not only boasts, a record of experience that spans thirty-five years, and award-winning service, but the company has been female owned since 2018. When asked about the impetus for the rebranding and subsequent fleet design, President, Erica Estes said, “We wanted something different, something that would set us apart from our competition. Our previous design catered more to the commercial side of the business and did not capture the attention of our residential market. We chose to keep the deep red that we’d used in our previous logo but bring in some bold blue hues as well since red and blue are the most representative colors of heating and cooling. While Estes said it was a large
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The Original HVAC/R Press Fittings Still Stand Above The Rest! Southern Heating & Cooling, Inc. has been in business since 1984. Located in Scottsboro, Alabama, the team not only boasts, a record of experience that spans thirty-five years, and award-winning service, but the company has been female owned since 2018. investment, and too early to evaluate its ROI, she believes that it made good financial sense.” If the customers’ reactions are any indication, then she got it right. Estes added, “We get calls & texts from customers saying they've seen it on the road, and it caught their attention.” The editorial team liked the solid, bold design juxtaposed with the blue and red ribbon-like design which elicited feelings of award-winning. The overall message was delivered well – a history of experience combined with an award-winning, modern sensibility for this female-owned, Southern company. https://southernheating.com
HONORABLE MENTION
Hawley Air Heating and Cooling Clemmons, NC | 12 Vehicles
Founded in 2015, owner Barton Hawley is proud of the vivid, striking design that has now garnered Hawley Air Heating and Cooling an honorable mention. With good reason too – the initial design is not only eye-catching, but it was his father’s initial conception before bringing it to a marketing firm to make it come alive. Said Hawley, “The employees were also a big part of the concept. We initially had three designs from which to choose, and after a group discussion, decided on the final one.” Also, when asked about the investment and whether he had found a favorable return yet, Hawley responded, “Being that it’s such a new design, we don't have a lot of history on our return. However, our revenue is up 40% this first quarter. The response has been overwhelmingly positive.” continued on page 10
A PROVEN TRACK RECORD As the inventor of the original HVAC/R press fittings in 2015, RLS has a 5-7 year lead on every competitor – and more than 15 million fittings in service. That’s a track record you can trust, and one that no other company can match.
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A M E R I C A N
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M A D E
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Our team chose to honor this entry because we thought it too offered a unique brand message and design and evoked feelings of trust, wisdom, experience, and calm – all traits you would want in an HVACR company.
today are in the same family as our previous logo, for consistency, along with our trusted name. The LBA fleet design makes our community smile. Our bold hero leaps forward across vehicles emulating our
http://advantair.services/
HONORABLE MENTION continued from page 9
We thought the bold, unforgettable choice of the letters H and A to create the logo, was strikingly bold. And the distinctive, clean design, delivers a strong message of confidence, expertise, and professionalism. https://triadsbesthvac.com
HONORABLE MENTION
Smooth Sailing Heating & Cooling Boiling Springs, SC | 2 Vehicles
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HVACR BUSINESS JUNE 2022
Smooth Sailing Heating & Cooling recently went through a complete rebranding, everything from the company name to the logo, and finally, an investment in fleet design. The owner, George Childers describes the rebranding as an ongoing process, having only just begun at the start of 2022. Said Childers, “We first had to decide on Smooth Sailing as the new company name because it ties into the lakes in our area. As for colors, we chose the sunset shades with easy blue accents, because that concept elicits feelings of a good day at the lake or the beach and sets people at ease. Our mascot, Captain Comfort, is also warm and friendly.
LBA Services Mission, Kansas | 11 Vehicles
When asked about the recent fleet wrap design, Brad McGhee, owner of LBA Services, replied, “Since 1985, LBA has evolved its brand to modernize its appeal both internally and to our community.” In describing the most recent evolution of the brand, said McGhee, “The brilliant, vibrant colors you see in our wraps
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energy and urgency. The color palette is vibrant and memorable. The Kansas City skyline ensures our community that we are locally owned.” And he stated, as part of their overall renovation, “The new website won Best Professional Services Website in 2022 in the IAC Internet Advertising Competition.” McGhee said they entered Tops in Trucks because he felt that in addition to the site rebranding, “The fleet design should be celebrated as well!” As an editorial team, LBA’s design was a favorite of ours mainly because it spoke of all-American values and aligned with the Kansas pride that the company displays throughout. Both the art and messaging, with the HVACR superhero rushing to the rescue – it all works beautifully.
but also our look is 100% wrapped. Even the roof has the logo. Putting the logo on top helps us stand out from two-and three-story homes and businesses. If you look out a window, any window, you
know it is Air Innovations LLC! We agreed and loved the clever use of marketing by Air Innovations LLC! https://www.airinnovationsllc.com/
Congratulations to all the winners. Your efforts have not gone unrecognized!
http://www.lbaservices.com
SPECIAL MENTION
Air Innovations LLC Austin, TX | 31 Vehicles
Air Innovations LLC is family-owned by Troy & Kelly Behrens since 2005. While the design did not place at the top of the winner’s circle this year, we felt compelled to honor this company with a special mention award for wrapping the roof with their logo so that people can see their brand design and messaging from two-story houses and high-rise buildings. Owner Troy Behrens said of the design, “We designed it in-house. The fact that our vans are bright red already helps us stand out,
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www.TacoComfort.com
HVACR BUSINESS JUNE 2022
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BUSINESS INSIGHTS »
HOW TO ATTRACT (AND KEEP) TOP HVAC TALENT 5 Ways to Make Your Company a Magnet for Skilled Workers BY EMMA DAVIES-CAROLAN, DIRECTOR OF MARKETING AT ECI SOFTWARE SOLUTIONS
W
e have been facing hiring challenges in the HVAC industry for years, but today’s volatile market has brought it to a new level. Construction seems to be happening all around us, whether it’s a new or renovation project. The surge in work-from-home jobs and government stimulus checks is driving more people to invest in their homes than ever before. This increased demand, coupled with the “great resignation” in all industries is causing a perfect storm in hiring and retention. The most important question is -what can you do to attract and retain valuable workers? Here are a few strategies to build an engaged and committed workforce.
Streamline The Hiring Process Skilled workers are being scooped up as soon as they hit the market. It’s imperative to create an application and hiring process that is convenient and quick, shortening the waiting period between application and job offer. According to Appcast, 92 percent of people never fully complete the application process, so make sure your process is mobile-friendly and requires only a few steps. Want to see how your process compares to your competitors'? Have a third-party test it to determine if your time-to-hire is causing you to lose top talent.
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To attract and keep top talent, you need to use the most up-to-date processes and platforms to run your business. Invest In Your Team’s Professional Growth While every generation values professional development, Millennials and Gen Z workers prioritize developing their skills more than their predecessors. They know that their futures depend on employers who invest in them and plan for their growth. This means when they feel their company’s not investing in their growth, they begin to look for better opportunities. It may not take much to implement upskilling or reskilling training for your team. Your vendors and allied organizations are a great source to ask about online or in-person training and webinars Designating training days throughout the year will go a long way in helping your team members feel valued. As well, you can apply these newfound skills to your service portfolio.
Make Technology Work For You Outdated, paper-based processes or technology can
leave your team members feeling frustrated and unmotivated. To attract and keep top talent, you need to use the most up-to-date processes and platforms to run your business. Provide a working environment where your team never has to waste time manually calculating job costs or watching the spinning wheel as they wait to add customer notes. More HVAC companies are migrating towards allin-one business management software like ThermoGrid. This platform brings all general business and HVACspecific functionality into one solution. This helps to minimize juggling various systems, whether they’re software or manual. Additionally, our smart dispatching technology helps you automatically match the right technician with the right job, optimizing your workforce and their value. While free time may be rare right now, it’s important to carve out time to establish a hiring process that not only attracts skilled workers but keeps them engaged. Make sure your hiring process is convenient, your team’s development is a constant priority, and you’re using modern technology to make you, and your employees’ lives easier. After all, word of mouth is one of the best ways to grow your workforce. It just might be what gives you the edge over your competition. u
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Use Technology to Make Your Life Easier Stay engaged with customers, dispatch the right tech to the right job and get a handle on inventory and invoicing. ThermoGrid cloud-based service management software can help you do that and more!
Discover efficiency like you’ve never known.
www.ecisolutions.com | How business gets done.
THE BENEFITS OF INTEGRATED FLEET MANAGEMENT TECHNOLOGY The Top Fleet Management Challenges and Their Solutions BY KEVIN ARIES
S
cheduling is always a challenge, no matter what industry, but it’s particularly difficult for HVACR business owners.
UNIQUE SCHEDULING CHALLENGES FOR HVACR BUSINESSES Often, when appointments are set there isn’t a lot of detail from the customer. A common call is simply we don’t have air-conditioning, or we don’t have heat. Details are vague because customers just don’t know how to explain the problem. When you combine that set of challenges with the fact that HVACR systems are often extraordinarily complex, it can be difficult for a business to accurately predict how long they are going to be spending onsite. This is different than other industries like landscaping, pool cleaning, or painting – all of which are more predictable. Scheduling then, is a vital part of management to keep service and installations on time and to maintain happier customers. Fleet management technology is one way to solve scheduling management issues. It is a viable solution and one that facilitates easy communication between the field and the office in real time. This can start small, in the form of a device installed in the truck, and it can grow to include a robust mobile application upgrade. In any event, it's important that businesses have access to a real-time vehicle location and that this information is integrated into their job scheduling system. It’s a technology that allows management to see the full scope of service and make accurate scheduling decisions about where and when to send technicians.
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Scheduling is always a challenge…but it’s particularly difficult for HVACR business owners… when you combine that set of challenges with the fact that HVACR systems are often very complex, it can be difficult for a business to accurately predict how much time they're going to be spending on-site at appointments. FLEET MANAGEMENT TECHNOLOGY – IT’S MORE THAN SIMPLE GPS When it comes to real-time visibility of vehicles, a best practice is a fleet management technology solution designed to give a business a 360-degree view of company equipment and vehicles. Primarily, it starts with the reliance on GPS technology. It comes down to a small device installed within the vehicle that not only tracks certain information about the vehicle, but also the driver. For your service vans and trucks, this technology can track speed, engine hours, whether engines are on or off, at idle or in driving mode, as well as the vehicles’ location. Fleet technology is not only good for tracking and scheduling your fleet, but also about making a commitment to saving the business money. Combining vehicle data into an integrated system, allows you to save fuel and maintenance costs, and offers opportunities to start analyzing trends that will create best practices. For example, you can analyze driving profiles and behavior trends to ensure that they align with preferred safety metrics.
A PROFILE OF FLEET DRIVERS BY NAME AND BY BEHAVIOR The real-time data of fleet technology allows business owners to make real-time data decisions, but also to track trends over time. Fleet technology offers the capability to run a report daily or weekly and then compare these trends over time. You can run a report against a specific set of vehicles or do a deep dive into one vehicle or even one driver, to understand what is happening. If there are problems, this data allows you to mitigate issues immediately before larger problems arise. Data analytics can include items like speed, fast acceleration, harsh cornering, and hard braking. All this information can be insightful for team meetings and training. Armed with knowledge, management can coach best practices and decide exactly what works as well as explain what is expected.
FLEET MANAGEMENT – TECHNOLOGY OFFERS REALTIME SOLUTIONS There are a handful of business problems that a fleet management technology solution works to address.
Here are outstanding HVACR concerns and the solutions a good fleet management technology offers: 1. How to Increase Productivity Real time coordination of vehicles, equipment and people combined with daily schedules, allows service managers to better manage how resources are utilized. This is a first step to help HVACR contractors be more productive. 2. Safety Issues Consider how this technology can affect the safety of your team. Safety is essential for the drivers. For obvious reasons, we want our drivers to stay safe. Add to that, the idea of vehicle costs, maintenance, insurance, and fuel, and it all impacts the bottom line of the company. 3. Reputation Your fleet carries your name, logo, phone number, and more. Part of your company’s reputation is based on how your vehicles travel throughout the community. And they are being monitored daily by other drivers on the roadway. If a driver is not driving appropriately, it reflects poorly on your business. This can lead to a bad reputation and to a loss of business. In communities large and small, word-of-mouth referrals are extremely important. Inconsiderate driving can be quite damaging. 4. Legal Exposure Crashes are not only expensive to repair but can leave a business exposed legally. A continued on page 17
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As much as
70%
lower yearly building energy use
Danfoss is helping to transform building performance by tapping into the huge potential for energy savings that can be achieved through advanced technologies, including variable speed drives, oil-free compressors and pressure independent control valves as well as envelope improvements. By using these innovative solutions we ensure buildings of today are more efficient, comfortable and meet tomorrow’s sustainability targets. Learn more at danfoss.com
Coming July 1st
BRAND NEW WEBSITE LAUNCH www.hvacrbusiness.com You can expect an updated, more intuitive design and layout. The redesign will ensure a better online experience for all HVACR Business subscribers and visitors. If you are new to HVACR Business, then now is the time to join us. Subscribe today!
continued from page 14
large, injury-based lawsuit involving an employee or another driver or both, can cripple a company financially. 5. Customer Retention Unsafe driving, poorly maintained vehicles, and late appointment arrivals all impact customer satisfaction. They also impact customer reviews and repeat business.
simple technology that allows GPS monitoring. Then as your company grows, you can decide to upgrade the technology with more robust options like dash cams or even utilizing engine data to learn more about whether seat belts are being used or windshield wipers are being activated. The fleet management technology can be as big or small as you decide. u
Kevin Aries is the head of Global Product Success for Verizon Connect, helping build the products that enhance the way people, vehicles and things move through the world. Working with transportation, field service and other fleet-based businesses, Kevin spends his time understanding the problems and solutions for improving business productivity, efficiency, and safety.
6. Maintenance & Repair Costs Finally, most companies that don’t have fleet management technology, are missing the benefits of maintenance tracking technology on their vehicles. Fleet management effectively tracks all aspects of maintenance. Everything from simple oil changes and tire rotation to emission testing and battery maintenance. The right technology can ensure your fleet stays on the road. Fleet management software helps maintain the fleet with monthly or weekly reporting technology.
Combining vehicle data into an integrated system, allows you to save fuel and maintenance costs, and offers opportunities to start analyzing trends that will create best practices.
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INVESTING IN FLEET TECHNOLOGY VS. THE STATUS QUO One of the common pushbacks from owners is the cost of fleet management software. But as mentioned earlier, it’s easy to start small and add options as necessary. Often owners find their technicians are more efficiently routed which saves time and fuel. The time savings allows for additional service calls. Imagine five service techs making one additional call per day. Multiplied by the week and then the month, and it’s easy to see how these systems pay for themselves and then some.
Shown: Max-Drop TM ProLift Rack
WHAT IS THE NEXT STEP? Fleet management software is quite simple and easy to install. If you start small, you can simply self-install a system. Typically, it is as easy as plugging a unit into the OBD2 port – a little area underneath your steering wheel that allows you to connect to the vehicle on board computer. If you are a small business on a budget, start there, with www.hvacrbusiness.com
HVACR BUSINESS JUNE 2022
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TAKE ADVANTAGE OF THE POWER OF FLEET WRAPS
Photo credit: Magnolia Heating & Cooling
BY EMILY NEWTON
H
VACR contracting is a competitive business. While demand is high, so is the supply of firms and workers offering these services, so contracting businesses must do all they can to stand out. Fleet vehicle graphics are one of the best ways to do that.
Fleet vehicle wraps can make far more impressions a day than other marketing channels.
Small businesses like HVACR contracting firms often spend just over 1% of their revenue1 on advertising. That doesn’t leave much room for ad variety, so contractors need to prefer the most effective, cost-efficient marketing channels. Fleet vehicle graphics, specifically fleet wraps, are the ideal solution for most contracting firms. Vehicle wraps are heavy-duty vinyl graphics that adhere to virtually any vehicle surface. They cling tightly to exteriors and are often indistinguishable from paint at a distance. However, unlike painted
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HVACR BUSINESS JUNE 2022
Fleet wrap benefits match all the advantages of a billboard but with the added benefits of mobility. Wherever companies go during the day, they’ll advertise their services.
TRUCK SIDE ADS LEAVE LASTING IMPRESSIONS
When people think of marketing strategies, vehicle design and decals may not be the first thing that comes to mind. However, they’re often a better advertising solution than billboards, internet ads, and other media for this industry.
FLEET WRAP: THE BENEFITS
the building contractors are working in.
Photo credit: LCS Heating & Cooling
designs, they’re easily interchangeable. Contractors can use these wraps to decorate fleets with the company name, contact information, mottos and more. Here are a few of the most significant fleet wrap benefits when used as an advertising medium.
CONTINUOUS ADVERTISING ON YOUR TRUCKS Fleet vehicle wraps can make far more impressions a day than other marketing channels. Unlike TV or internet ads, wraps are continuously visible to anyone
who sees the vehicle. Potential customers can’t click away or change the channel. Since vans move throughout the city as contractors work, there is the potential to reach a broader audience. According to a study by the Transportation Advertising Council of America (TACA) one vehicle advertising generates between 30,000 and 70,000 daily impressions – and those impressions have a high efficacy rate. As contractors drive to a job, everyone they pass will see their information. Passers-by will see their van-side advertisement parked in front of
Fleet wrap advertising benefits go beyond the number of people they reach. They also leave a longer-lasting impression, too. Studies show that 91% of people notice truck side ads2 and can recall their details days later. These impressions are powerful enough to motivate further action, too. Twothirds of people say their first impression of a company came from fleet vehicle graphics, and one-third based their buying decision on it. That level of memorability and motivation is rare across other advertising media. Fleet wrap ads are often simple, portraying little more than a short slogan, attractive design, and basic contact information. This simplicity helps people remember the colorful designs. People also see it repeatedly if they’re near the vehicle in traffic, www.hvacrbusiness.com
and this continuous presence helps retain information.
NON-DISRUPTIVE ADVERTISING Another advantage of fleet vehicle wraps is that they’re non-disruptive. Many other ad types, interrupt or otherwise interfere with consumers’ other activities. Whether it’s a commercial interrupting the show they’re watching, an ad interrupting their social media feed, or a sponsor ad in the middle of an online video, they can be annoying and disruptive.
Fleet wrap ads are often simple, portraying little more than a short slogan, attractive design, and basic contact information. This simplicity helps people remember the colorful designs.
Fleet wraps have the unique advantage of being continuously visible while not interrupting anything. The average American spends 36 hours in traffic3 a year, giving them plenty of time to read a vehicle wrap when they’re not doing anything else but sitting at a light or driving behind the truck on the road.
Surviving as a business is about more than offering a competitive service. Contracting firms must also catch the public’s eye to let them know about the quality they deliver. Fleet wraps are the ideal medium to reach that end. u
Emily Newton is the Editor-in-Chief of Revolutionized, an online magazine discussing the latest industry innovations and trends. To learn more, visit https://emilyjnewton.com/
Photo credit: LBA Services
are also easier to clean and maintain than paint, reducing ongoing care time and expenses while keeping vehicle graphics looking good.
FLEET WRAPS OFFER AFFORDABILITY
Fleet vehicle graphics can continuously deliver value for one payment. Once contractors pay for the original wrap, they don’t need to pay any ongoing fees to keep it on the side of their van or truck. The advertisement will remain there until the company sells the vehicle or changes the wrap.
Fleet vehicle graphics are one of the most important marketing tools for HVACR contractors. Vinyl wraps are affordable, look good, make lasting impressions, reach a broader audience, and enable low-cost changes and upgrades to marketing campaigns. These benefits are hard to ignore in a sector as competitive as HVACR contracting.
Photo credit: iComfort Heating & Air
Wraps also don’t always feel like ads, but rather a vehicle design or nametag. When an ad doesn’t feel like an ad, anyone who sees it may be more receptive to its message.
Affordability is another enticing fleet wrap benefit for HVACR contractors. Digital advertising is the dominant strategy for most marketing campaigns today, but it comes with ongoing costs. When companies opt in for paid advertising programs, they are required to pay for clicks, impressions, or time periods, and as soon as they stop paying, those ads disappear.
FLEET VEHICLE GRAPHICS ARE A POWERFUL MARKETING TOOL
Photo credit: Trition Air
over these more traditional approaches. Wraps are often more affordable than paint. A basic wrap costs between $2,000 and $4,0004, roughly $1,000 less than a paint job of similar quality and size. Wraps
Professionals can also remove wraps and apply new ones without damaging the paint and with minimal costs. Removing and reapplying paint is a far more intensive and expensive process. Considering all these factors, wraps are the most cost-effective way to customize fleet vehicle graphics.
Small Business TRENDS, https://smallbiztrends. com/2018/04/ 1
Advertising Vehicles, The Marketing Power of Fleet Graphics, The Power of Fleet Graphics | Advertising Vehicles 2
Revolutionized, How Can Logistics Professionals Deal With Urban Congestion Issues? - Revolutionized.com 3
Carfax, Vinyl Car Wraps: Cost & Benefits vs. Painting, http://www.carfax.com 4
The lack of recurring expenses and fleet wraps’ high impression levels create a remarkable ROI. Vehicle graphics advertisements can deliver more than 600 impressions per dollar, almost double that of billboards and ten times cable TV ads.
WRAPS VS. OTHER VEHICLE GRAPHICS METHODS Of course, vinyl wraps aren’t the only vehicle graphics method. Contractors could also paint their designs on vehicle sides, but wraps have several advantages Photo credit: PerfectTemp Air Conditioning & Pool Heating
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HVACR BUSINESS JUNE 2022
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CELEBRATING
OF FLEET
Congratulations to all of the Tops in Trucks Fleet Design Contest winners from past years. Their commitment to marketing, branding and fleet design excellence continues to elevate the overall image of this industry.
2007
2010
GallettAir Inc. Long Island, N.Y.
Four Seasons Heating & Air Conditioning Chicago Frederick Air Frederick, Md. Sun Services Fountain Hills, Ariz.
2008 Aladdin Air Conditioning & Heating Inc. Newbury Park, Calif. Atlas Electrical & Air Conditioning Mission, Texas Busby’s Augusta, Ga.
2011
Allegiance Heating & Cooling Mokena, Ill. Gary’s Heating & Air Conditioning Amarillo, Texas
Thompson Heating & Cooling Cincinnati
2012
AirZero Air Conditioning & Refrigeration Largo, Fla. Apex Heating and Air Conditioning Green Bay, Wisc. Timo’s Air Conditioning & Heating Palm Springs, Calif. ServiceOne Omaha, Neb.
2009
Frymire Dallas
Quality Air Asheville, N.C.
20
Union Mechanical Fort Myers, Fla.
Stoudenmire Heating & Air Conditioning Columbia, S.C.
HVACR BUSINESS JUNE 2022
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2016
Hawks & Company
DESI G N E XC E L L EN C E
Deptford, N.J.
Innovative Air Solutions Mt. Vernon, N.Y.
Jon Wayne Service Company San Antonio
2013
Air Control Corporation Springdale, Ark. AirExperts Heating & Air Conditioning San Antonio
Pacific Air Systems Lakewood, Wash.
2017 Hurlburt Heating & Plumbing Durand, Wisc.
Krinkie’s Heating, Air and Plumbing St. Paul, Minn.
Tin Man Heating & Cooling, Inc. Bowling Green, Ohio
2018
Air Max A/C & Heating
2014
Roselle, Ill.
Air Blue Heating & Cooling
Colonial Plumbing, Heating and Air
Wheeling, Ill.
Colonial Heights, Va.
Clear the Air Cooling & Heating Friendswood, Texas
Sierra Pacific Home & Comfort Rancho Cordova, Calif.
Gilman Heating & Cooling Ashland, Va.
2019
Cardinal Heating & Air Kirkland, Wash.
GEM Plumbing & Heating Services Lincoln, R.I.
Southern Air Pros Woodstock, Ga.
2015
2020
Best in the West Air Conditioning & Heating Bermuda Dunes, Calif.
Comfort Cavalry Heating & Air Antioch, Ill.
Blue Ridge Heating & Cooling Pine Beach, N.J.
Comfort Matters Heating and Cooling Maple Grove, Minn.
M.R.S. Heating & Cooling New Castle, Ind.
Zen Air Heating & Cooling Suwanee, Ga.
2021
Absolute Airflow Westminster, Calif.
Village Plumbing & Air Houston
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HVACR BUSINESS JUNE 2022
21
FINANCE
BY RUTH KING
Stupid Truck Mistakes that Contractors Make
O
ver the past thirty-five years, I’ve seen mistakes contractors make repeatedly when managing truck fleets. These avoidable mistakes end up costing contractors thousands of dollars. It is unnecessary. Hopefully, with a little more information, you will avoid all the following stupid truck mistakes that I witness contractors make repeatedly.
Following are the top three stupid truck mistakes:
#1. NO GPS IN THE TRUCKS – A STUPID MISTAKE Almost every contractor who installs GPS in their trucks finds that it pays for itself over a few months in the money saved on fuel. The only employees who complain about the costs of GPS are those who abuse the privilege and use the trucks without permission on the weekends to go places they shouldn’t be going. The following stories explain how GPS can effectively protect your business and your employees both fiscally and in terms of safety.
GPS: Tracking the Truck Fleet Saves Money and Lives Here is a story of how GPS prevented a speeding ticket. A police officer pulled over an HVACR service technician on I-85 in Atlanta. The technician rebuked the ticket, telling the cop that he wasn’t speeding. The officer insisted the technician’s truck was clocked over the speed limit and he issued him a citation anyway. Later, the driver informed his service manager that he had been pulled over and given a ticket. But the technician continued to insist that he wasn’t speeding. He asked the manager to pull the GPS records. Sure enough, the GPS records proved that indeed, the service technician was telling the truth. He was not driving over the speed limit at all. The ticket was later dismissed.
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A must-have – make sure you spend the money to have GPS in all your trucks, including in managers’ vehicles. GPS: A Safeguard for Your Truck Fleet Drivers GPS must be considered a necessary business expense when you own or operate a truck fleet, especially when it comes to safety. I’ve seen the presence of GPS inadvertently save lives. The next example illustrates that very safety scenario – just another one of the real examples I’ve encountered in my more than three decades of HVACR management. During a standard tech call, the technician passed out in his truck and drove into a ditch. Thankfully he didn’t hit anyone and survived. However, and importantly, when he didn’t make it to his first call, the dispatcher looked up and noted the location of his truck. S/he realized that the driver was in trouble. The conscientious employee then called 911 and sent a manager out to help him. Why would any smart HVACR contractor skimp on the cost of GPS?
GPS Makes Fiscal Sense for Truck Fleet Operations Practically, GPS systems can also prove that a technician was at the specific call and notably, prove how long they were at the service location. It’s a tracking system that just makes good business sense. Sometimes even the best customers will claim that a technician was not at their home or office if it is indicated on the invoice. Or, in other cases, the travel time might be in dispute. It happens, and you never want to lose a customer over these squabbles. However, GPS tracks and reports accurately for you and for the customer, both when the technician arrived and how long he stayed at the location. This kind of indisputable record resolves a customer complaint easily and without the option for further dispute.
GPS: Efficient Business Travel for Contractors and More Profitability Since dispatchers can keep an eye on the technicians, both tracking when and where they move, the technicians can also be routed more efficiently to subsequent calls. This saves on fuel costs as well as allows the technicians the option(s) to add one more service call per day. A must-have – make sure you spend the money to have GPS in all your trucks, including in managers’ vehicles.
#2. LACK OF TRUCK MAINTENANCE – SECOND STUPID MISTAKE Maintenance Equals Profitability Like maintenance on an HVACR system, truck maintenance is critical for better fuel mileage and a longer engine life. During the busy summer season, owners justify not doing the oil changes and other maintenance necessary because they want the techs to use the time well and produce more revenue. But haste makes waste! Avoid losing revenue during the busy season, by setting up truck maintenance through a mobile company. The mobile maintenance personnel come out to the company’s location to perform the truck maintenance while technicians are at meetings. In the summer, the meetings are often shorter and less frequent. However, they should be held at least monthly at a predetermined time during which the maintenance is performed. Other companies have accounts with vehicle maintenance providers nearby. It’s convenient and fuel efficient for drivers to be routed there for routine maintenance while on the way to a job. The time it takes is less than the expense of a service call.
Here’s an example of the cost vs. expense formula: • Lack of maintenance lowers fuel mileage • Assume the lower fuel mileage costs an additional tank of gas per week • Then assume that the tank of gas is $75 • Equal to $300 in additional costs (over one month) • If your average service ticket revenues are $300, it’s the equivalent to the loss of one service call
#3. TOO BUSY TO CHECK GAS RECEIPTS – STUPID BOOKKEEPING! Chips Won’t Cut the Mustard – Check the Gas Receipts Make sure that the drivers are filling up your trucks with fuel, and not their personal vehicles. If your bookkeeper notices a driver’s fuel bill is much higher than the other drivers, she or he must investigate. Many companies require the drivers to report the mileage on their trucks at the time they fuel up. The mileage is then checked during routine truck inspections to make sure it matches what the driver has reported. Your policy manual should clearly state this rule as well as how company gas cards are to be used, including all allowed and disallowed purchases. If your bookkeeper sees drinks, food, and other items purchased at the gas station on your credit card, then these expenses must be deemed to be against company policy, and the monies repaid. Contractors, be smart – you are never too busy to check gas receipts! u
Ruth King has more than 25 years of experience in the HVACR industry and has worked with contractors, distributors and manufacturers to help grow their companies and become more profitable. Contact Ruth at ruthking@hvacchannel.tv or at 770-729-0258.
www.hvacrbusiness.com
20QUESTIONS >>
with CHAD COLLINS
Managing Editor Heather Langone, interviewed Chad Collins, owner of Pride Plumbing Heating and Cooling. A 2022 Tops in Trucks Fleet Design Contest winner, Collins talked about the importance of process, mentorship, the power of branding, and a winning fleet design. 1. Who is your favorite superhero and why? My late grandfather, Bodie. He owned Collins Drilling. I grew up watching him work and spent summers learning about hard work. He always kept his promises to people and would help anybody.
$20-30,000 a week. Other techs want to work for me because of him. But it took time. I learned through trial and error. The best tip – increase your visibility in the community and think about branding. Having new fleet wrapped vehicles – a gamechanger.
2. Do you hold season tickets to any sports teams in Colorado?
10. What is the biggest lesson you've learned since starting your HVACR business?
My wife and I go to games, but we do not yet hold season tickets. Soon, we plan on taking our employees to games – maybe the Colorado Rockies.
3. What is your favorite pastime?
A proud native of Colorado. I like to hunt, fish, snowboard, and spend time on our side-by-side RZR sport UTV
4. What is your preferred, bourbon, beer, or milkshake?
I do like the old fashion, Johnnie Walker, and a good chocolate malt.
5. What are you currently watching on Netflix?
This might be surprising, but I’ve never subscribed to Netflix. I read more than anything. Currently, I'm reading a good book called “Warrior” by Garrett White.
6. How did you get started in the HVACR industry?
Before I started Pride Plumbing, I worked at a company that cross trained me in HVACR. I picked it up quickly. The things I learned there, served me well when I started my own company.
7. Whose idea was it to call it Pride?
It was mine. I always wanted to run my own business, Then, in early 2000, while driving down the road, I saw a semi-trailer with the name Pride Transport on it, written in bold red and blue colors. It resonated with me. On February 16th, my birthday, I opened Pride Plumbing, Heating, and Cooling.
8. How have you overcome the challenge of finding service techs to grow your company?
In the beginning, I’d visit supply houses and talk to the techs. If they were interested, I’d take them out for coffee. I always had a pool of talented people. We don’t need to do that now. As soon as we rebranded and launched our wrapped fleet, that attracted many top technicians.
9. Recruiting top talent can be a challenge for some in the HVACR industry. Do you have tips on how you recruited? Find at least one rock star technician. The word gets around. I have a top technician who generates www.hvacrbusiness.com
Understanding the importance of process is huge. I love sharing this type of advice because it was a struggle for me. There were times I thought, “Is this the end? Am I done?” It was hard with all the moving parts; I was doing everything alone and had no management or procedural processes in place. Then, I sought out a mentor and coach. I had to sift through a lot of gimmicks, but if you can find the right person, coaching is worth it.
11. How have you sustained your business during the pandemic amid the shuttering and supply issues?
It didn’t slow down at all. The phones kept ringing. That's when we set sail! We did our fleet wraps at the end of 2020. It had been one of my biggest goals to wrap the vehicles. When we did, it gave us a huge boost. 2020 was one of our best years. But we already had such a visible presence in the community. That matters.
12. Do you ever accompany technicians on call in the field?
At the beginning, I did ride-alongs, so they would learn our process correctly. Back to process – we have a companywide standard of quality and consistency. We want all our customers to experience the same, consistent level of excellence. Occasionally, I'll go on a call just to check in and see how they're doing, it’s good for quality control, and I like to talk to the customers.
13. What's the most common customer feedback you get?
A lot of customers leave reviews. We also ask for reviews on every single job no matter what it is. Typically, the feedback is good. They say, we're friendly, knowledgeable, and professional. They also say we do quality work, at a reasonable price and we're on time. Some have said they won't use anyone else.
14. Has feedback caused you to pivot or continue to do things the way you have been? Things are always changing, so we adjust. We also do role play in the shop with our technicians, as a form of training. It helps to prepare them for the customer interactions and assures that customers will have a valuable experience. We do it weekly, every Wednesday. Everybody really gets into it.
15. Where do you see the company in three years? There are several locations where we want to open. Denver's looking promising to set up shop. We're number one in our area, but our goal is to expand.
16. How has the fleet design marketing been performing vs. other types of marketing? In our service area, competitors don’t typically wrap their vehicles.This is our number one marketing investment, it’s really paying off.
17. Who is your local distributor and how have they supported Pride since starting out?
Winair is our distributor. Robert is our account manager. He has been with us since day one. We have been an authorized dealer with them for several years and now co-op with them.
18. What are the top 3 brands you sell?
We sell Trane, American Standard, and Mitsubishi. We are an authorized dealer for American Standard and Mitsubishi.
19. Do you specialize in any particular type of system install or replacement? Yes, we do a lot of Rinnai combi-units, tankless Rinnai water heaters, and we do a lot of Mitsubishi mini-splits.
20. Do you offer maintenance plans for customers and did that help you through the pandemic? Yes, it’s helped us tremendously. Everybody should offer maintenance plans. During slower times it evened out our business revenue, and you can keep your techs busy and get them in to see customers.
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