HVACR Business April 2019 by HVACR Business

The Time to Focus is Now By Pete Grasso 5

The Journey of Selling Your Business By Brandon Jacob 11

The Importance of Choosing the Right HVLS Solutions By Jeff Watson 15

Continuous Profits are Critical By Ruth King 17

Score 250 New Jobs Using Your Goldmine By Joy Gendusa 18

HVACRBUSINESS.COM APRIL 2019 / VOL.14 / NO.4

NAVIGATE EVERY PERSONALITY TYPE Learn to survive the shark-infested waters of office politics.

ALSO INSIDE Â» Industry News ............................................................ 6 Product Focus ............................................................. 20 20 Questions with Darryl Robinson Owner of Robinson Air in Lawton, Okla........................ 22

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CONTENTS

APRIL 2019 / VOL.14 / NO.4

F E AT U R E S

Navigate Every Personality Type Learn to survive the shark-infested waters of office politics and get along with everyone. By Megan Jackson

The Journey of Selling Your Business Selling your business involves careful planning and execution along the way from start to finish. By Brandon Jacob

The Importance of Choosing the Right HVLS Solutions Industrial fans are being recognized as effective tools in managing indoor air quality in a number of environments. By Jeff Watson

C O LU M N S

D E PA R T M E N T S

Editor’s Notebook It’s never too late to take a step back, look at your business and refocus your goals for the future. By Pete Grasso

Industry News

Product Focus

20 Questions with Darryl Robinson Owner of Robinson Air in Lawton, Okla.

You’re Headed Toward Your Goal — Continuous Profits are Critical One of the biggest keys to having a break even or profitable first quarter is your attitude. By Ruth King

Score 250 New Jobs Using the Goldmine You Already Have Your customer database is filled with consumers in need of your services at least twice a year. By Joy Gendusa

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EDITOR’S NOTEBOOK

BY PETE GRASSO THE HVACR MANAGEMENT MAGAZINE

TERRY Tanker Publisher ttanker@hvacrbusiness.com PETE Grasso Editor pgrasso@hvacrbusiness.com MEGAN LaSalla Art Director mlasalla@hvacrbusiness.com BRUCE Sprague Circulation Manager bs200264@sbcglobal.net BARBARA Kerr Executive Assistant bkerr@hvacrbusiness.com

ADVERTISING STAFF EAST COAST/SOUTHEAST JIM Clifford Regional Sales Manager Tel 201-362-5561 Fax 201-334-9186 jclifford@hvacrbusiness.com MIDWEST ERIC Hagerman Regional Sales Manager Tel 216-409-3246 Fax 440-731-8750 ehagerman@hvacrbusiness.com WEST COAST TERRY Tanker Publisher Tel 440-731-8600 Fax 440-731-8750 ttanker@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©2019 by JFT Properties LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, or by recording, or by any information storage or retrieval system, without written permission from the publisher. 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) Published monthly by JFT Properties LLC., 31674 Center Ridge Road, Suite 104, North Ridgeville, OH 44039. POSTMASTER: Send address changes to HVACR Business, 31674 Center Ridge Road, Suite 104, North Ridgeville, OH 44039. Periodicals postage paid at Cleveland, OH and additional mailing offices. (USPS 025-431)

The Time to Focus is Now

uch can be said about the advantages of working on your business rather than focusing too much time working in your business. As your company grows, and you hire more and more employees, it becomes a necessity for you to spend your days managing. Every contractor, at some point, will reach the level at which it becomes less important for them to spend their time out in the field. After all, you’re the boss. Your responsibilities have grown past the point where running calls is your top priority. Managing a business involves dealing with finances, training your team, marketing your company, recruiting employees and, sometimes, putting out fires on a daily basis.

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Each time he feels like he may be losing control, he pulls back on the reigns and refocuses on ensuring everything is being done correctly. That, he says, is how Robinson Air maintains its integrity and profitability. Running a business isn’t always easy, but I don’t have to tell you that. Thankfully, there are many resources available to you that ensure your journey doesn’t have to be so difficult.

It’s never too late to take a step back, look at your business and refocus your goals for the future.

The reality is, it’s easy to get caught up in the day-to-day minutia of running your business and lose sight of where you want to be as a company.

I was reminded of this recently when I attended the annual conference of the Air Conditioning Contractors of America (ACCA) in San Antonio. I spoke with many contractors at the conference who were all focused on just that — redefining company goals with a focus on the future of their business. Steve Schmidt, outgoing chairman of ACCA, opened the conference talking about the organization’s strategic plan. Member growth, business training and continued thought leadership are three areas in which ACCA is focused for the future. Schmidt and the rest of ACCA’s board of directors have been working tirelessly for the past year on developing this plan. Using feedback from members was important to them, as was identifying what ACCA wants to be as an organization in the years to come. Essentially, what they did — and what you can do — is take a step back, look at the business and refocus goals for the future. Rarely, if ever, do you know exactly what needs to be done to succeed from Day 1. True success comes from constantly evolving your business model, your strategy and your tactics to align with the ever-changing landscape of business.

31674 Center Ridge Road, Suite 104 North Ridgeville, OH 44039 Tel: (440) 731-8600 Fax: (440) 731-8750 Web site: www.hvacrbusiness.com (ISSN: 2153-2877)

business in a controlled way. Instead of growing for the sake of growing, Robinson ensures his company stays profitable while safeguarding the well being of his employees and customers.

Darryl Robinson, owner of Robinson Air in Lawton, Okla., also spoke about this when I interviewed him for this month’s 20 Questions (pg. 22). I met him while in San Antonio and was impressed with the way he’s grown his

Evolving as a business owner is a process; one that the most successful contractors don’t take lightly.

ACCA’s annual conference was full of successful contractors looking to evolve and become even more successful. Attending these events, meeting with other contractors and using all the resources available to you is how you move from having a company to actually running a successful business. The more open you are to learning new ways of doing things, the better your chances for success. I’ve yet to meet a successful contractor whose secret was to simply do things the way they’ve always been done. Planning is a key component of success. No achievement has ever been won without a clear plan for victory. Just ask Brandon Jacob, a long-time industry consultant who recently hiked the entire Appalachian Trail (pg. 11). Look at your vision and set goals to help you get there. If something you’re doing isn’t driving you toward those goals, then ask yourself why you’re doing it in the first place. Always keep an eye toward the future and only do that which pushes you in the right direction. When you streamline your operations so that everything you do and everyone at your company has the same focus, then you’ve reduced the time it will take to achieve success. Now is your time to shine. Not tomorrow, not next month or next year, but now. It’s never too late to take a step back, look at your business and refocus your goals for the future. Trust that the team you put in place can handle the dayto-day tasks and spend some time working on your business. Sometimes, all it takes is a different perspective than what you’re used to. u

HVACR BUSINESS APRIL 2019

INDUSTRY NEWS » ACCA Board Names James as President and CEO ARLINGTON, Va. — The Air Conditioning Contractors of America (ACCA) announced today that its board of directors has affirmed Barton (Bart) James as president and chief executive officer (CEO). Bart James was named interim president and CEO in September and served in that capacity until the ACCA Board of Directors voted to confirm him as ACCA’s new president and CEO going into the ACCA Annual Conference and Expo. ACCA Immediate Past-Chairman, Steve Schmidt, announced during the ACCA 2019 Annual Conference and Expo opening session, that James was affirmed as the new ACCA President and CEO. At the closing ceremony, Eric Knaak, ACCA’s 2019 Chairman of the Board, welcomed Bart’s leadership and commitment to robust membership programs and industry collaboration. “ACCA welcomes Bart as our new president and CEO. He has proven to be a thoughtful and detail-oriented leader who has set the stage for ACCA’s brightest years, with a strong focus on member engagement and industry collaboration,” Knaak said. “The board’s laser-focused objective is to unite our industry partners to ensure the industry is not duplicating resources, and we’re certain that Bart’s ability to foster strong relationships will help our association achieve that goal.” Prior to joining ACCA in 2016 as Senior Vice President of Government Relations, James served as the Executive Director of the National Mitigation Banking Association, Director of Advocacy for the Land Trust Alliance and Director of Public Policy for Ducks Unlimited. James has also worked as a staffer with the late Congressman Jay Dickey, a political operative, and served as a political appointee in the Bush Administration at the United States Small Business Administration, the United States Department of Agriculture. James grew up and received his education in southern Arkansas. He lives in Alexandria, Va., with his wife Danielle and twin boys Palmer & Preston.

Carrier, Encycle Collaborate to Provide Cloud-Based Advanced Energy Management Capabilities KENNESAW, Ga. — Carrier Connect Wi-Fi thermostats can now interface with Encycle’s cloud-based Swarm Logic energy savings technology, focused on improving the efficiency of heating, ventilation and air-conditioning systems using IoTenabled services. The interface connects Carrier’s thermostat into Encycle’s networked, cloudbased system that can result in HVAC energy consumption and demand savings of 10 to 20 percent, along with real-time remote access and simple control over a building’s temperature and humidity. Encycle Corporation is a technology company focused on helping commercial and industrial customers dramatically improve the efficiency of their HVAC systems using IoT-enabled services. Working in tandem with Carrier’s Connect thermostats, Encycle’s Swarm Logic software dynamically synchronizes HVAC rooftop units (RTUs), enabling them to operate most efficiently in response to changing conditions such as outdoor temperature and building occupancy levels. “This collaboration is an exciting opportunity for us to work with Encycle, a technology company focused on helping commercial and industrial customers maximize their energy savings potential, while also meeting their environmental sustainability goals,” said Mark Jones, business manager for Carrier Controls. “We are pleased to offer our customers the ability to not only control their building comfort, but to transform the way they control their energy use.” The Carrier Connect Wi-Fi commercial thermostat delivers an impressive range of features in an elegant design that blends easily into any building’s décor. The vibrant color capacitive touchscreen features full-color LCD swipe and scroll screens that are easy to navigate. >> carrier.com/commercial/en/us/products/controls/

>> acca.org

Johnson Controls Announces Newest Version of its SMART Equipment Control Firmware

Amana Supports Dealers with Smart Home Bundles

MILWAUKEE — Johnson Controls has released version 3.4 of its SMART Equipment Control Firmware. The new SMART equipment firmware incorporates a new feature known as Continuous Reset Single Zone Control(CRSZ Control). Unlike the typical Single Zone Variable Air Volume (VAV) system operation, CRSZ Control provides precise control of space comfort while maximizing energy savings.

WALLER, Texas — Amana brand Heating & Air Conditioning dealers can now give homeowners a free smart home bundle if they purchase select Amana brand indoor comfort systems between March and May 2019. The special program provides Amana brand’s independent dealers with smart home bundles from Nest, Google and Honeywell Home (Resideo). It covers select 16 to 20 SEER high-performance air conditioners, heat pumps and gas furnaces — even Amana brand’s extraordinarily energy-efficient, inverter-driven air conditioners. Homeowners can grab a variety of smart home bundles, from voice-activated assistants and security cameras to Wi-Fi leak and freeze detectors, depending upon the system purchased. For example, homeowners buying an Amana brand 20 SEER inverter-driven air conditioner or heat pump qualify for a bundle that includes a Google Home Hub, a Google Home mini-wireless speaker and a Nest Cam Indoor camera.

“The CRSZ is a control feature that allows field configuration of a single zone VAV operation and is a unique Johnson Controls feature for the HVAC market,” said Brian Wathen, commercial product manager at Johnson Controls. “It offers added comfort and energy savings by balancing compressor staging and fan speed to deliver stable zone temperature and humidity control.” Comfort and energy savings are accomplished through the Smart Equipment controller, which utilizes multiple inputs such as Operational Space Temperature (OprST), Supply Air Temperature (SAT) and Evaporator Coil (EC) sensors. These features help control fan speed and compressor staging to provide optimal comfort while using as little energy as possible.

“By adding on a free smart home bundle to a smart home comfort system, dealers make it a smart choice for homeowners to buy an Amana brand HVAC system,” says Andy Barrenechea, marketing programs and promotions manager for Goodman. “The program is another way we work to support our independent dealers, providing them more so they can offer their customers more.”

The CRSZ Control operates with the minimum fan speed needed to maximize energy savings and comfort. Based on the percentage of demand for cooling, the CRSZ uses an algorithm that focuses to maintain space/zone temperature with changing load characteristics. This system is a specifiable feature that is ideal for a wide-range of applications.

For complete details about this limited program, HVAC dealers can contact their local Amana brand distributor.

>> getsmartequipment.com

>> amana-hac.com

HVACR BUSINESS APRIL 2019

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NAVIGATE

EVERY PERSONALITY TYPE Learn to survive the shark-infested waters of office politics.

BY MEGAN JACKSON

single person from infancy to adulthood will experience hundreds to thousands of different people in their life. Some will be single meetings, some will be school or professional interactions, some are family and some become life long friends. The act of finding, meeting and getting along with other people is more complicated then most individuals can consider, however we have all experienced people that we like and people who almost instantly rubbed us the wrong way. While in school and family it is easier to avoid those that donâ&#x20AC;&#x2122;t seem to agree with you, in the working environment that option becomes increasingly more difficult. We have all found ourselves in situations where that one person we work www.hvacrbusiness.com

emotional office shark tank just got a lot more formidable. So how does one safely survive and navigate this environment.

Most individuals would much rather face the unpredictable world of job hunting over spending every day just keeping their nose down, mouth shut and keeping to themselves no matter what. with or for can become the bane of our existence and in some cases can become so challenging to deal with that we are forced to relocate to another company or even change careers. Most of us were taught growing up that there were two main types of personalities, Type A and Type B. As with most things in life, however, even personality classifications are not as simple as they used to be. The theory of Type A and Type B has

been replaced with multiple personality categories involving separation of Introverts and Extroverts, Rational ( Judging) vs. Irrational (Perceiving), as well as Sensation vs. Intuition vs. Thinking vs. Feeling. The world of personalities has just gotten more complicated. We are now faced with multi-faceted, internally or externally motivated individuals who are a combination of their conscious and unconscious minds and motivations. The

Unfortunately, there are no perfect solutions and you will be faced with no win situations, that no matter how clear things seem, no matter how much you prepare and plan for the future you will still get it wrong and you will inevitably end up upsetting someone around you. When it comes to navigating life and the riggers of so many different personality types there are no perfect answers or solutions. Life becomes a set of trails and errors. So how do you survive the rigors of the work environment when you find yourself working with or for someone that you just canâ&#x20AC;&#x2122;t stand? continued on page 8

HVACR BUSINESS APRIL 2019

continued from page 7

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KEEP IT PROFESSIONAL Unfortunately, not all situations can be won with a winning personality and no matter how hard you try you may still find yourself constantly on the cold shoulder of that Manager, Employee or Boss. For situations such as this the best and only answer is to keep things strictly professional. However hard it may be there are just some situations where the best option is to show up, keep your head down and do your job to the best of your ability. These situations are probably one of the hardest to maintain over a long period of time, lack of day to day interplay and connection can make a job boring, dissatisfying and an overall burden. Most people who find themselves in situations such as this are typically short lived in the positions they have. Most individuals would much rather face the unpredictable world of job hunting over spending every day just keeping their nose down, mouth shut and keeping to themselves no matter what.

FIND COMMON GROUND One would think that this option would be the easiest since if you work in the same field as another individual you already share a common interest in your shared profession, but for some that isn’t enough to bridge the gap between a relaxed co-existing working environment and one that feels like you are constantly navigating the next shark attack. In many ways developing a common theme or interest that you and the individual share can help create a connection or at the very least civility that didn’t exist prior. Whether its sport related, hobbies, movies, books or family, typically there is something you can find to discuss besides the struggles of the every day working environment. These shared interactions, however simple and basic, can help lighten some of the strain in the office by building a

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co-mingling banter and over time could even build into interoffice personal jokes. Establishing a rapport can make the next option easier should it be necessary.

TALK IT OUT When you find yourself in a difficult personality situation and it involves Management or Ownership, you have only a few choices, the most daring being direct communication. With larger companies you are faced with more hierarchy level management which brings its own set of challenges especially when faced with Power Driven Type A personalities or the Slacker delegator who feels that because they are management, they aren’t required to do anything and they let those under them take up the slack or the fall. Neither situation is ideal. So, whether you are faced with the hierarchy

management structure or your small business situations where you work more closely with the Owner or Management, it is important to not rule out the possibility of either direct communications or the use of Mediators for middle ground interpretation.

WHEN IN DOUBT, CALL IN PROFESSIONALS So, what happens if you can’t find common ground, you have a hard time keeping it professional and you’ve contacted Human Resources so many times they know your name by heart and refuse to return your calls, what then? You have a few options available depending on your position in the company and how much influence you have; outsourcing to a Quality Control Company or a Management Efficiency Company can assist in completing an analysis or overhaul of the organization. Introduction of a third-party company places the emphasis on the company as a whole and not an individual party. Private and anonymous surveys can help pinpoint areas of the Organization continued on page 10

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or Business that is affecting the overall morale and productivity of the company by allowing employees the opportunity to speak candidly about their issues or concerns with Ownership, Management or a fellow Employee.

By use of an outside consultant you can help face the difficult decision of either relocation of an employee or manager, help arrange a professional intervention to bring any and all issues to the Owner’s attention or termination of employee or manager that has proven to be harmful to the overall environment of the company.

TIME FOR CHANGE But what happens if the offending party, the biggest shark in your tank is the Owner, what then? At this stage you have very few options left in helping you survive the day-to-day feeding frenzies of your own personal shark tank. For those who find themselves in a situation where their

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emotional and mental wellbeing has been targeted or effected and the mere thought of coming to work sends them into an emotional frenzy or depression, then the answer comes in two simple questions. First, can they change anything about their situation? And secondly if not, can they live with the situation. If basic healthy coping skills fail to provide the necessary protection, however, then one must consider the option of a change in career path or relocation to another company.

Private counseling or therapy, along with exercise and diet are just a few ways you can help build defense mechanisms to help buffer against the day to day stressors of a rigorous working environment.

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If we truly can’t find a way to deal with or work around the individual who on a daily basis makes us hate our every waking moment, then the choice becomes clear. It’s time to leave.

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No one wants to face the possibility of changing a job, especially if they have been at this current profession for many years, however there comes a time when one’s health, sanity, and overall well-being becomes a higher priority than the job. In the end no matter what the choice, you need to decide what is best for you because in the end we spend more time at our jobs then we do in any other aspect of our life and no one should have to waste their life just dodging the next shark attack. u

Megan Jackson is the office manager for Redlaw Mechanical Inc., a community-minded air conditioning and heating maintenance and installation firm in Lancaster, Va. For additional information, visit redlawmechanical.com.

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HVACR BUSINESS APRIL 2019

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THE JOURNEY OF SELLING YOUR BUSINESS Selling your business is a journey, involving careful planning and execution along the way from start to finish.

BY BRANDON JACOB

friend recently asked me what I took away from my 2016 thruhike of the Appalachian Trail (AT). For those that don’t know, the AT is a 2,189-mile continuous footpath that winds its way over the mountains from Springer Mountain, Ga. to Mt. Katadhdin in Maine.

as growing to a certain size or value.

The idea is not to make the learning experience a costly journey, but to learn from others and capitalize on that knowledge.

Regardless, before you are able to set an accurate time frame, you should assess your business and what needs to be done before the business can be sold.

LEARN ABOUT THE TASK When I decided to hike the AT, I had very little long-distance hiking experience. It was a new world to me, and I had to seek out information on the right gear, when to start the hike and what to expect.

From April 4 through September 28, 2016, I hiked the entire distance becoming what is referred to as an AT ThruHiker. Every year hopeful hikers show up at Springer Mountain with plans to become an AT Thru-Hiker and consistently only 25 percent of those finish the task. When asked what I took away from my hike, my first reaction was the ability to understand what it meant to push myself. Later, as I revisited the conversation in my mind, I realized I learned a great deal more that could also be applied to a business owner who has the intention of one day selling his business. The following are my hiking takeaways as they relate to selling a business.

DECLARE YOUR INTENTIONS Sounds silly at first, but if you do not make a declaration, there is a good chance www.hvacrbusiness.com

you will never show up to the mountain, sell your business or do anything that takes some dedication. The intentions will always exist, but there will always be an obstacle standing in your way preventing you from actually doing anything about it. In the case of my hike, it was notifying family members, friends and business acquaintances that I was going to be gone for six months. As a business owner you may want to

keep your declarations a bit more private, sharing only with family members, professionals and mentors, but it’s important to put something “out there” in the Universe about your goals.

SET A TIME Before you can declare your intentions, you have to set a time frame in which you plan to sell your business. This can be arbitrary (I want to sell before I am 65 years old) or it can be based on certain parameters such

For many business owners, the sale of a business is a one-time affair and there is a lot of new information to gather. Luckily, there are those who have gone ahead of you, and it is through their experiences you can learn, whether through reading or seeking out advice from former business owners or consultants. At the end of any journey, you will look back in wonderment as to what you have learned. The idea is not to make the learning experience a costly journey, but to learn from others and capitalize on that knowledge. continued on page 12

HVACR BUSINESS APRIL 2019

continued from page 11

PLAN Have a plan. My hiking plan was to start hiking in early April and finish by October 1. The reasoning for the timing was simple because it gets cold in Maine, and I only allotted six months for my hike and then it was back to work. If you chose to sell your business by the time you are 65, and you are 62 today, you have three years to get your business in order and to find a buyer. A plan is required to achieve this goal. The plan will involve a valuation, identification of areas requiring attention and action items to address these areas.

FOLLOW THE PLAN, BUT BE FLEXIBLE A plan is required, and I recommend sticking to a plan, but let’s face it, one must remain flexible. I recall meeting hikers who had planned their hike down to the day. This rigid plan does not work in long-distance hiking, and it certainly does not work in selling a business.

HVACR BUSINESS APRIL 2019

The successful sale of your business may seem like a long way up the proverbial trail, but it absolutely can be done. Do not be too rigid in terms of timing. Preparing for and selling a business is a long journey just like a hike. Along the way you may have to stop, reexamine your progress and reconsider expectations.

FORGET THE NAYSAYERS The world is full of naysayers, and they will do everything possible to derail your plans. Naysayers come in a variety of flavors, including those that have either never had or somewhere along the way lost the ability to think big, and those that have tried and failed and now want you to fail along with them. It’s not easy selling a small business, but you can do it. If thousands of people do it every year, why can’t you be one them? When I was hiking, I ran into naysayers. These were seldom other thru-hikers who

were also pursuing a dream, but tourists, townies and wanna-be hikers. I remember a moment in the Smokey Mountains when a busload of tourists stood by a sign that read “Mt Katahdin 1,700 miles ahead”. One of the tourists asked to no one in particular, “Gee, I wonder if anyone has ever done that?” The tourist was not being negative, but he did not have the dream. The successful sale of your business may seem like a long way up the proverbial trail, but it absolutely can be done.

UNDERSTAND THERE WILL BE SET BACKS Rain, cold, heat, bugs, rocks and seemingly endless climbs, I walked through it all. There was never a day I thought

about quitting, not for a second because I went into it understanding there would be setbacks, and these setbacks would be challenging. Having a declared intention, and a healthy dose of understanding there will be periods of doubt, will keep you on track when the sale of your business seems unlikely. It may come from a period of poor performance, the departure of key employees or even a buyer walking from an all but complete sale. Setbacks will occur and only those that are able to move ahead will reach their ultimate goal. Walking in the pouring rain in the pitch black of night? Don’t worry; there is something great around the corner, I promise.

HIKE NEW HAMPSHIRE WHEN IN NEW HAMPSHIRE I was surprised at how many people I met along the way (see naysayers) who liked to warn me about the rigors of hiking through the White Mountains of New Hampshire. The facts are, the Whites were

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brutal, but there was no sense worrying about them when I was still in Tennessee or Virginia. The actual phase of selling your business is the proverbial White Mountains of your journey. However, there is no sense worrying about this phase of the plan now if you still have work to do on your business before you can sell. This does not mean you should go into the actual phase of selling blind, instead just focus on getting there in the right conditions today.

TRACK WHAT IS RELEVANT If your goal is to build your business to a certain size or a certain value prior to selling, you will have to track your progress. My tracking on the AT was simple: I simply divided the number of miles I had left by the number of days left before October 1.

THE FINAL CLIMB Your journey starts today. Every day you are making a small stride closer to the final climb when you actually sell your business. Like hiking the AT, Mt. Katahdin, Maine seemed to be incredibly far away when I started in Springer Mountain, Ga. In fact, other than to know that is where my hike would end, I did not focus on the final climb (or even hiking through Maine for that matter) early on in my hike. As a business owner with a multi-year exit strategy, focus on preparing your business today and less on the actual selling process. If you set your goals on selling your business for a certain amount of money with a specific list of parameters, you will be surprised to discover you can actually achieve those goals and how quickly time will pass to the point you are ready for the final climb.

Don’t overlook the power of a mentor, consultant and someone who has sold a business before because that kind of perspective has value. This provided me an indication of approximate miles per day that I needed to hike. I did this calculation daily. Track key performance indicators (KPIs), and if you have a specific valuation in mind for your business, continually update the valuation so you always know how far you are from your goal.

GUIDES Hiking the AT or selling a business is a journey, and although hiking the AT is a solo venture, behind the scenes is a significant amount of support. It is really no different from the journey of exit planning and ultimately selling a business. I relied upon family and friends for support, and so should a business owner. Don’t overlook the power of a mentor, consultant and someone who has sold a business before because that kind of perspective has value. Finally, a support team that you put together must include a good tax accountant (CPA), lawyer and consultant who understands business valuations, negotiations, structuring transactions and getting your transaction to close. www.hvacrbusiness.com

THE FACTS

ABOUT R-22 IN THE U.S. FACT 1: R-22 is readily available. FACT 2: R-22 will be available for years to come. FACT 3: R-22 pricing has decreased, so consider the high cost of replacement. FACT 4: R-22 is still the best choice for R-22 equipment. FACT 5: Forane® 427A is a leading R-22 alternative for retrofit. To learn more about all our offerings, go to our website: www.forane.com

As a final antidote, I recall a sign that hung in a hiking hostel somewhere in Connecticut or Massachusetts. The sign read “Today I did not make it to Maine, but I got closer.” This quote made an impact on me not only as it related to my hike, but from a life in general standpoint. As a business owner, set a goal for your business, and every day get a little closer. u

Brandon Jacob operates Contractors Financial Opportunity LLC (contractorscfo.com), a financial consulting firm that specializes in business valuations, transactional support and exit strategies. Jacob calls upon his 16 years as a CPA as well as industry insight gained as a valuation analyst and acquisition specialist in the HVACR, plumbing and electrical trades. Contact him at brandon@contractorscfo.com.

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HVACR BUSINESS APRIL 2019

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THE IMPORTANCE OF CHOOSING

THE RIGHT HVLS SOLUTIONS

Industrial fans are being recognized as effective tools in managing indoor air quality in a number of environments. BY JEFF WATSON

ou’re already a step ahead of the game if you have or are looking for an industrial fan in your customer’s facility. The most important question to ask yourself now is how to choose the right fan for that facility. If you’ve yet to venture into the realm of HVLS — high volume, low speed — solutions, don’t worry because you’re not alone. In fact, the industrial fan industry as a whole is less than 20 years old but gaining increasing awareness — largely because industrial fans are providing cost effective and energy efficient solutions to major workplace environments and solving quality control challenges facing a variety of industries. Whether your customer runs a dairy farm or a retail store, a brewery or a distribution center, industrial fans are being recognized as effective tools in managing indoor air quality. There are a number of conventional options you can turn to — ranging from HVACR units and high-speed floor fans to swamp coolers — but these traditional options often fail to provide comprehensive solutions. Conversely, HVLS fans are able to mobilize and de-stratify large volumes www.hvacrbusiness.com

Whether your customer runs a dairy farm or a retail store, a brewery or a distribution center, industrial fans are being recognized as effective tools in managing indoor air quality. of air in a way that truly “clears the air” in any facility — enabling HVACR systems to operate more efficiently while also optimizing employee comfort and health in unconditioned environments.

HVLS FANS VS. CONVENTIONAL OPTIONS While some of the key differentiators between an HVLS fan versus traditional high-speed fan options include reduced noise and minimized energy consumption per square foot, the major difference is enhanced coverage area and efficiency. Designed with longer blade lengths than conventional fans, HVLS fans have wingspans that can range from seven to 24 feet and move large volumes of air with minimized energy consumption per square foot. In fact, one HVLS fan can replace as many as ten to 20 floor fans or 12 48-inch barrel fans, effectively creating a 10 to 12-degree temperature difference

in the warmer summer months. Equally as important to the summer months are the winter months. In the winter, buildings with high ceilings often experience significant heat stratification where warmer air rises to the ceiling while cooler air remains at floor level. This phenomenon forces a facility’s heaters to work two to three times harder to keep employees and building occupants adequately warm, while most of the heat continues to be trapped above their heads. It’s been estimated that air temperature can increase 0.5-1.5 degrees Fahrenheit per foot in ceiling height — meaning that if it’s 65 degrees on the floor, it could be 85-90 degrees at the roofline. HVLS fans, however, can essentially stir the pot, circulating air so that warm air trapped at ceiling level is cycled down to the floor. This allows HVACR systems to work more efficiently and effectively, potentially

saving up to 30 percent on heating costs and translating into reduced operation costs of about $1 per day. However, not all fans are created equal.

THE PROS OF CHOOSING THE RIGHT HVLS FAN HVLS fans have plenty to offer, from their cost and energy efficiency to their low-maintenance and easy installation. Due to more efficient motors, fewer blades for less stress-inducing torque and airfoils designed to reduce drag while improving performance, HVLS fans are 50 percent more energy efficient than competitors. Additionally, they are simple to install. In fact, some fans are pre-installed, and they come to you with pre-installed bolts, prewired down rods and pre-aligned mounting brackets. HVLS fans are not only easy to assemble and operate, but they also contribute to workforce safety. HVLS fans’ cordless design allows for a safer industrial environment, eliminating trip hazards — an important factor considering many plant and facility managers identify cords as one of the top workplace hazards. In fact, the overall direct interaction between an continued on page 16

HVACR BUSINESS APRIL 2019

continued from page 15

Managing your customer’s indoor air quality is one of the first — and most impactful — steps you can take to ensure workplace safety and overall employee comfort.

employee and a fan is virtually eliminated with many HVLS models. This feature is compounded by the maintenance-free aspect of those HVLS fans with direct drive motors, which also eliminate the risk of oil leaks posed by traditional gearbox motors. Another important factor to consider is indoor air quality. Indoor air quality has been directly linked to the health of a building’s occupants. Poor air quality — which includes an excess of hot or cold air,

indoor pollutants and stagnant air — can cause labored breathing and illness in employees while also posing product quality control risks, such as condensation build up and spoilage. With proper air circulation provided

CONTRACTORS As an HVACR contractor, you need every competitive advantage possible. By employing NATE-certified technicians, you’re making a statement to your customers that you value quality and recognize best practices.

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High air turns also eliminate toxic airborne chemicals at a much more rapid pace. In addition to pollutants, HVLS fans can also control a facility’s moisture — specifically where it relates to condensation, which can form on the floor in between two different climate-controlled environments and present a significant safety hazard. Proper indoor air movement quickly dries this condensation to reduce fall risks as well as pollutants and bacteria associated with unchecked moisture.

Certify Your Technicians

INCREASING PRODUCTIVITY

Integrating NATE is a great way to set the bar for excellence within your organization. Not sure where to start? Check out the following tips:

When thinking about the productivity of your workforce, one question is often overlooked — Have you created a comfortable environment for your employees? Comfort, while frequently downplayed, can be a critical factor in communicating that you value your employees’ health and their workplace experiences, while providing an optimal environment that feeds productivity.

➤ Use NATE’s four-step career path, in-person and online resources to set up a training program for your techs.

➤ Check with manufacturers to see if they offer compensation for technician testing and training.

➤ Find a testing organization online.

Get Listed on NATE’s Contractor Locator As a qualifying member of the NATE Consumer Contractor Connection (C3) program, you are connected with consumers seeking contractors who employ NATE-certified technicians.

Boost your NATE Marketing ➤ Use the NATE logo in all your advertising—website, literature, business cards, quotes, ads, direct mail, clothing, and more.

➤

Brand your vans and even your shop. Find patches, promotional items, and more online!

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by HVLS fans, these air quality concerns can be eliminated — and HVLS installations are particularly adept in this area due to their ability to move large volumes of air with minimal energy. By consistently providing large-scale airflow, HVLS fans regulate a facility’s temperature while preventing stagnant air and a dust-riddled environment.

HVACR BUSINESS APRIL 2019

A plant’s air quality is one of the leading contributors to workforce comfort, because there is nothing quite so pervasive as the air employees breathe, live and work in on a daily basis. By creating a more comfortable, healthier work environment, we have seen companies experience reduced absenteeism and employee complaints coupled with boosts in overall productivity. Numerous studies have drawn the link between indoor air quality/temperature and productivity.

As a result, a facility manager fell sick from the heat and was not able to return to work, and the facility itself was forced to close its doors during the hottest portion of the summer. With these coverage area challenges in mind, we installed two 14-foot HVLS fans, which generate a consistent breeze throughout the warehouse, and the managers, and their team took immediate notice of all the differences in temperature. Since then, the warehouse has remained open all year-long with an uninterrupted rate of productivity, and the workers have indicated the warehouse can actually be a more enjoyable environment that other sectors of the facility than are air conditioned. Regardless of the industry, success is ultimately built off the safety and health of the workplace. Managing your customer’s indoor air quality is one of the first — and most impactful — steps you can take to ensure workplace safety and overall employee comfort but choosing the right HVLS solution is crucial to the success of this step.

A COMPREHENSIVE SOLUTION At the end of the day, HVLS fans are the comprehensive solution to improve workforce health and safety conditions across the board and across industries. And that safety has been proven to be linked to the very air that employees breathe. The importance of a facility’s air circulation and air management can’t be underestimated, and investments in the right HVLS solution for your facility can make radical transformations in a company’s wellness standards while boosting its bottom line. u

Jeff Watson is senior vice president and general manager of Hunter Industrial Fans, the industrial division of the Hunter Fan Company. To learn more about the benefits of HVLS fans and choosing the right solution to revolutionize your customer’s indoor air quality, visit hunterfan.com/industrial.

In one instance, a warehouse customer in the Nashville region had initially been relying on several pedestal fans to cool down their work environment during the brutal Tennessee summer — a method that only provided relief for those working within the fans’ immediate vicinity. www.hvacrbusiness.com

FINANCE

BY RUTH KING

You’re Headed Toward Your Goal — Continuous Profits are Critical

ou’ve launched. You are tracking your progress each month by looking at your financial statements. It’s the slowest time of the year and your profit and loss statement is showing losses.

them a discount for performing the work during this slower time of the year.

One of the biggest keys to having a break even or profitable first quarter is your attitude.

7. Watch the weather. Do not spend money on pay per click advertising at this time of year unless the weather dictates it. People will start looking when the weather gets really hot or cold. Turn it on and turn it off depending on weather.

And, your balance sheet current ratio is declining from month to month (current ratio is current assets divided by current liabilities). Should you be worried?

Make sure that when your technicians are performing maintenances, especially commercial maintenances, they know how much time they have to complete them.

Many contractors believe and accept that the first quarter is a loss. Then, they spend the rest of the year scurrying to make up for that loss. If the summer is not hot, then the year is a loss.

Many times they stretch these times because they sense they do not have much to do that day. This decreases your profitability on those maintenances.

But, what if you didn’t lose money in that first quarter or at least broke even in the first quarter? That would make a great start to your year and your journey toward your goals. Your maintenance clients are the most likely people who will pay attention to your marketing messages at this time of year. They trust your company. You have helped them experience decreased utility bills, more comfort in their homes and offices, etc. No one else is paying attention since there isn’t a need for your services — it’s not hot and it’s not cold. Here are seven ways to help your first quarter be profitable or at least break even: 1. Call your maintenance clients who have not renewed their maintenance plans and didn’t have a heating check. Give them a reason to get it done. 2. Call your customers who have had maintenance checks in the past who are not on a maintenance plan. Give them a reason to have a heating check and to join the maintenance plan. 3. Make a list of all of your maintenance clients and customers whose systems are 10 years old or older. www.hvacrbusiness.com

Have a furnace sale. Send them a letter with great reasons to purchase now.

long lunch” and invite your clients to a Customer Appreciation Day.

As you do this from year to year, people will begin to expect that they can get great deals on systems at this time of year and will begin to wait until the sale if their system is not broken.

They can meet your employees, have lunch, and potentially win door prizes. It’s also their opportunity to see, touch, and ask questions about system efficiencies, indoor air quality products, etc.

4. Choose a day during these three months to have a sale and let your customers know about it. Some contractors have White Sales, others have “I Love my Customers” Valentines Day Sales, and still others have St. Patrick Day sales (great for Irish owned companies).

If you are like most contractors who hold an open house, this event produces leads and revenues throughout the year.

These sales usually generate significant sales and cash flow to break the “we lose money in the first quarter” cycle. 5. Have an open house. In slower times of the year, you can “take a

One of the biggest keys to having a break even or profitable first quarter is your attitude. If you sit back, do nothing, and say, “That’s the way it is,” then you will get what you expect. When you plan activities, contact your maintenance clients and customers who have used your company in the past, and execute those plans, you have a greater chance that the first quarter will be at least break even. 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 call 770-729-0258.

6. Go through your tickler files. Assuming that your technicians have recorded everything they proposed and the customer said not at this time, you have a list of potential work to do. Call the customers and get the work done. Some will not want it done. Others will say yes and appreciate that you are thinking about them. You might give HVACR BUSINESS APRIL 2019

MARKETING

BY JOY GENDUSA

Score 250 New Jobs Using the Goldmine You Already Have

combed through our results database and handpicked four HVACR case studies that ALL have one simple marketing tactic in common. My company, PostcardMania, tracks campaigns from our own clientele in order to share winning strategies with other business owners. You don’t have to be a client of mine to access this data either — it’s available to everyone. Plus: • This marketing gold nugget is EASY to replicate • You already have it in hand (but maybe you haven’t used it yet)

This simple service reminder card generated 250 jobs and a 2,655 percent return on investment. This HVACR business now mail postcards as a tried-and-true marketing strategy to regularly remind customers when it’s time for service.

2. $15,950 IN SALES Your customers probably don’t know when their HVAC systems need servicing (or which services they do need), so it’s important your campaign is well-timed. One of my clients included not one but three special offer coupons on their service reminder postcards to entice customers to call in and save some money.

• It’s generated other HVACR businesses 250 jobs • And $12,000–$30,000 in extra sales

Your customer database is filled with consumers in need of your services at least twice a year — and you already have a head start because they know you and have trusted you before. But I’m not just going to tell you what to do — I’m going to SHOW you real results from four of my clients that illustrate how you can plan a marketing campaign that generates jobs and revenue for your HVACR business.

Mailing List: Customers

1. 250 JOBS FROM MAILING 5X

Mailing Schedule: 1,385 cards mailed one time

One of my clients wanted to increase jobs (and sales), so they tapped into their current customer list. They designed an attention-grabbing, yellow service reminder postcard and mailed it to their customer list five months in a row.

Results: 154 responses and $15,950 in revenue — plus, two referrals came from those 154 responses that resulted in another $11,600 from two new system installs This campaign cost just $850 — that’s a 1,776 percent return on investment (ROI). When you include the revenue generated from the campaign’s referrals, that’s a $3,141 ROI.

3. $30,000 IN SALES Mailing season-specific postcards to your customer base, with a money-saving deal, entices them to call you… like this cheeky example one of my clients mailed. Mailing List: Customers

Mailing List: Customers Mailing Schedule: 5 months in a row Results: 250 new jobs I love that they included a picture of their team. This builds trust and affinity for your business, because people like to know who they’re inviting into their homes.

HVACR BUSINESS APRIL 2019

Mailing Schedule: 4,000 cards mailed 2x Results: Approximately $30,000 in revenue This client mailed the above design before the hot summer months hit, and they mailed a winter-themed design before the cold www.hvacrbusiness.com

months. Two mailings to their 4,000 customers before each respective season resulted in over $30,000 in revenue for their business that year. If they hadn’t hit their customer list with well-timed postcard mailings, they would’ve just waited and hoped and prayed for calls to their office… NOT a proactive business strategy.

4. $15,000 IN SALES This HVACR business mailed two times over the course of one year their client base. As a result, they reactivated 120 customers for service and generated $15,000 in sales ... again, just by mailing to their current customers. Mailing List: 3,500 customers and 2,500 single family homeowners in a specific location Mailing Schedule: 6,000 cards mailed 2x Results: Over $15,000 in revenue This personable postcard design — a big portrait of LJ’s staff reminded customers that they are friendly professionals ready to help with their HVAC service … a design strategy that clearly worked considering their marketing turned out a 556 percent return on investment.

marketing strategy in place to regularly reach out to them, and you’ll create an easy and ongoing revenue stream. Editor’s Note: Want to check out more HVACR campaigns that have worked for my other clients? Head on over to PostcardMania.com/HVACR to request FREE samples. u

So, did you spot the common factor? These HVACR business ALL advertised their services to their existing customer base. Your customer database is filled with consumers in need of your services at least twice a year — and you already have a head start because they know you and have trusted you before. Whatever you do, don’t ignore your current customers. Ensure your business has a

AR-GLO 5 ®

Joy Gendusa is an entrepreneur, business owner, author, keynote speaker and philanthropist. With only a phone, a computer and postcards (no funding of any kind), Joy grew her company, PostcardMania, from a small startup into an industry leader that generated over $50 million in 2018 and currently employs 245 people in Clearwater, Fla. You can request free postcard samples from Joy’s company, PostcardMania, or email Joy.Gendusa@PostcardMania.com.

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PRODUCT FOCUS »

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Fujitsu General America has introduced new medium static pressure duct indoor units for their single-zone Halcyon mini-split line.

Mitsubishi Electric Trane HVAC US LLC (METUS), a leading supplier of Zoned Comfort Solutions and Variable Refrigerant Flow (VRF) heating and cooling systems, introduces the new single-zone SUZ model universal outdoor unit.

Navien introduces the new NFC series stainless steel fire tube combi-boilers. This innovative product is available in two sizes, with enough heating input for larger homes and continuous domestic hot water supply for up to three bathrooms.

The single zone outdoor unit is part of the M-Series product line from METUS, which includes indoor unit, outdoor unit and control options for residential and light commercial applications.

The new Navien NFC combi-boiler package comes with a patented inhouse designed and manufactured heat exchanger, Low Profile Burner for ease of service, advanced controls offering intuitive user navigation.

Nortek Global HVAC has added the R7DA, a combination dedication outdoor air system (DOAS) and conventional space conditioning rooftop unit (RTU), to the Reznor and Mammoth branded R7 Platform product lines for optimum IAQ and space comfort in commercial applications.

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A/C ReStart is a polyol ester (POE) lubricant-based treatment that includes Nu-Calgon’s Rx-Acid Scavenger technology. It is designed to boost oil return within the system, as well as address trace acids, when converting to R-410A refrigerant is not economic.

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HVACR BUSINESS APRIL 2019

20QUESTIONS

>> with DARRYL ROBINSON

We sat down with Darryl Robinson, owner of Robinson Air in Lawton, Okla. Robinson, whose roots go back to when he attended vocational school in high school, discussed learning all aspects of the trade, starting his own company and putting his people and the customer first. 1. How did you get your start in this business? My junior and senior year in high school, I went to vocational school. After I graduated, I attended Oklahoma State University Institute of Technology in Okmulgee, Okla. and started doing service work at a sheet metal company as the only service technician for its heating and air conditioning side of the business. 2. What did you learn from that company? At the time, they were predominantly a sheet metal company, and had just started to do heating and air conditioning. I was the only service technician. When it was slow, I worked in the shop and learned the sheet metal trade, eventually joining the sheet metal workers union. 3. Where did you go from there? In 2003, I needed a change and I moved to Florida for about six years. At first, I worked for a large sheet metal contractor there before moving over to a general contractor where I did estimating. Then, I got a job with a large mechanical contractor as vice president. I ran the office, did estimating and project management there. 4. What experience did you gain from that? I really learned a lot about how a big company operates. Those six years in Florida were a great learning experience for me. If I had started my company without that experience, I’d probably still be out in the field with a truck and would not have grown into the business that I have today. 5. When did you start your company? In 2011, after I moved back to Oklahoma, I was working as a foreman for a sheet metal contractor and was doing HVACR service calls on my own in the evenings and on weekends. Eventually, I built up enough of a customer base to make that my full time business. 6. What were those early days like? My wife, who used to work for a mechanical contractor and has an accounting background, and I started out of the garage and eventually hired an apprentice to help. After a while, we hired another apprentice, then a journeyman and so on until we got large enough to move into a small storefront, then a larger office and eventually into the building we’re in now. 7. How has the business grown since then? Last year, we did $2.7 million and we’re looking to hit between $3.2 and $3.5 million next year. We average about 20-25 percent growth the last few years, and that’s right where we want to be.

HVACR BUSINESS APRIL 2019

8. How do you ensure you’re not getting too big? When I start feeling like I don’t have control — that things are getting away from me — then that’s when we start to pull back. I want to make sure that we’re not going so fast or so far that we’re leaving someone behind or we’re maybe not taking care of a customer the way that we should. Once we get to that point, then we pull the reins back and make sure that we’re doing it correctly, that we maintain our integrity. 9. Why did you start your own company? I really enjoy taking care of customers. That feeling you get when you leave their house and they’re so much better off than when you arrived is what drives me. I realized I could only take care of so many customers in a week. But if I had a company, I could hire someone and train them to do what I do and double the number of customers I can take care of … and so forth. The more people I hire and train, the more good I can do. 10. How do you motivate your team? It’s not necessarily treating people the way you want to be treated, rather it’s learning how people are and learning what makes them tick, and then treating them the way they want to be treated. You treat people right, you make them happy in what they do. 11. What’s recruitment like? We used to hire anyone who had a mechanical journeyman’s license, which is required in Oklahoma. But we’ve had so many issues with attitudes and work ethic, so now we’ve switched gears. Instead we hire people with good attitudes and teach them and give them experience to get their license. 12. Is it difficult to hire for attitude rather than experience? Not really. The last couple of years, I’ve hired kids right out of high school … I work with the same vocational school I attended. We bring them in, we teach them our philosophy, our values, and then obviously we get them more training.

13. So your workforce is quite young? Yes, but we’re not necessarily hiring just younger guys. We’ve got a military base here, Fort Sill, and once the guys that have been in maybe four years, six years, 10 years, they retire. They train for another vocation, and sometimes we can get those guys. It turns out military guys, a lot of them have the right work ethic, the right attitude. 14. How do you ensure the quality you expect? My operations manager spends a lot of time out in the field visiting jobs. I’ll go out sometimes too. We listen to what the customers are saying … their feedback and reviews are important. 15. What’s the most important thing you do? Making my coworkers happy. If everybody enjoys coming to work, then I’ve done my job. Just that one thing, if I do nothing else right. If they’re happy and enjoy coming to work, the customers can tell. If I could just make everybody that comes here happy to come to work, then I really don’t need to be able to do anything else. 16. That must feel rewarding too, right? Absolutely. I’ve had customers tell me, “Hey, those guys who came out here to do service work, they really love what they do. They really love you.” And that really means a lot to me. 17. What challenges do you see ahead? Most contractors probably say finding good help, but I just don’t see that as an issue if you know how to recruit. The bigger challenge is training your employees and keeping them happy and satisfied so you don’t have to keep looking. 18. What do you see as a big growth area? The push toward higher efficiency equipment will continue to grow, as will recycling and the whole green earth movement. Efficiency isn’t simply a matter of saving money. We also need to be conscious of leaving a smaller carbon footprint. 19. Who’s been your biggest role model? Ron Smith is someone who I’ve looked up to for a long time. He’s a generous person, and has run a very successful company even though he was generous. He’s been at this a long time, has written books and yet still goes out there to conferences and meets with contractors. The way he goes about helping the whole industry is an inspiration to me. 20. What’s the best advice you’ve ever received? Let your work speak for itself. People only sometimes listen to what you say, but they will always see what you do. www.hvacrbusiness.com

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DALE WEBB CHRISTI LEADINGHAM ASHLAND, KY Franchisee

When we considered something bigger... We weren’t satisﬁed, but we weren’t sure we could do it alone—grow our business even more. We knew that growth was possible, but it needed to be managed properly. We needed information, needed assurances and patience. We hooked up with One Hour and we talked it through. And it all started with just a conversation...Shouldn’t you be talking? 866.370.8302

The information presented in this advertisement is not intended as an offer to sell, or the solicitation of an offer to buy, a franchise. It is for general information purposes only. An offer is made only through delivery of a Franchise Disclosure Document that has been registered with and approved by the appropriate agency in your state, if your state requires such registration (unless an exemption applies). If you are a resident of, or wish to acquire a franchise to be located in a state requiring registration, we will not offer you a franchise unless and until we have complied with applicable pre-sale registration and disclosure requirements in your state. One Hour Air Conditioning Franchising, L.L.C., 12 Greenway Plaza, Suite 250, Houston, TX 77046. Call 1-866-370-8302. ©2018 Clockwork IP, LLC. All rights reserved.