The Heat Pump Podcast

Running a successful HVAC business takes far more than technical expertise. As companies grow, owners often find themselves buried in paperwork, invoicing, rebates, permits, warranties, and back-office operations that consume 20+ hours every week. In this episode, hosts Ed Smith and Eric Fitz sit down with Furman Haynes, Co-Founder and CEO of WorkHero, to discuss why administration — not installation — is often the biggest barrier to growth for small HVAC businesses. The conversation explores how AI, automation, and experienced office management can help contractors reclaim their time, improve customer experience, and build systems that allow their businesses to scale without sacrificing quality or family life. Furman Haynes is the Co-Founder and CEO of WorkHero, an AI-powered back-office operations platform built specifically for small HVAC contractors. After spending years visiting contractors, riding along on service calls, and learning firsthand how small businesses operate, Furman and his team built WorkHero to eliminate administrative bottlenecks through a combination of experienced HVAC office managers and AI-driven automation.  Expect to Learn Why administrative work is often the biggest growth bottleneck for HVAC companies.The surprising truth about how tech-savvy today's HVAC contractors really are.How AI can automate permits, rebates, warranties, invoicing, and other back-office tasks.Why strong office systems and SOPs determine whether a business scales or stalls.Furman's perspective on private equity, industry consolidation, and keeping HVAC businesses local. Timestamps [00:00] – Introduction [02:07] – Meet Furman Haynes and the mission behind WorkHero [04:02] – What Furman learned from spending years alongside HVAC contractors [08:22] – The 20-hour admin problem and why most contractors hit a growth ceiling [11:26] – Why systems, price books, and job closeout processes matter [15:37] – Common misconceptions about HVAC business owners and technology adoption [17:43] – Private equity, industry consolidation, and keeping HVAC local [21:53] – Why traditional field service software still leaves major gaps [26:45] – Inside WorkHero: combining AI with experienced HVAC office managers [37:18] – Where AI genuinely delivers value today and where the hype exceeds reality [40:33] – Advice for contractors overwhelmed by paperwork and trying to do everything themselves ------------------------------------------------- Interested in learning more about Furman’s approach to helping HVAC companies grow? Visit https://lab.workhero.pro/hvac-admin to see how their administrative support can help independent HVAC contractors overcome the operational bottlenecks that hold their businesses back. ------------------------------------------------- Follow Farman Haynes: LinkedIn: https://www.linkedin.com/in/furmanhaynes/Website (Company): https://www.workhero.pro/LinkedIn (Company): https://www.linkedin.com/company/workherohvac/Facebook (Company): https://www.facebook.com/people/WorkHero/61562122449748/?mibextid=wwXIfrInstagram (Company): https://www.instagram.com/workhero__/YouTube (Company): https://www.youtube.com/@workheropro Industry Pulse Report: https://www.workhero.pro/blog/report Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

In a crowded HVAC market, differentiation doesn’t necessarily come from adding more trucks, spending more on advertising, or racing through more sales calls. For Derek Aarstad, owner of DNA Heating and Cooling in Richmond, Virginia, it has come from doing almost the opposite: staying intentionally small, testing before guessing, and building a customer experience around evidence and education.  Five years into the business, Derek is the only technician his customers see. His approach centers on measuring airflow, static pressure, duct leakage, and overall system performance before recommending solutions. After attending his first National Comfort Institute Summit, Derek realized there was a name for the work he had already been doing: high-performance HVAC. That realization helped him sharpen DNA’s positioning and communicate why his company operates differently. In this episode, Derek joins Ed Smith to unpack how that philosophy translates into a real HVAC business — from setting boundaries around free estimates and educating homeowners with simple visual evidence, to building a website that actually reflects his personality and generating business without paid advertising.  The results challenge the idea that a testing-first approach has to come at the expense of growth. Derek says DNA has blown past its installation goals this year, while Reddit and word-of-mouth increasingly bring in homeowners who already understand why they want to work with him.   Expect to Learn How Derek discovered his identity as a high performance HVAC contractor and used it to better position DNA Heating and Cooling.How testing before guessing helps Derek differentiate his business while making complex HVAC measurements easy for homeowners to understand.How pulling a random floor register helps Derek quickly show homeowners problems with airflow, installation quality, and ductwork.Why Reddit has become DNA Heating and Cooling’s biggest source of business and why those customers often arrive informed and ready to trust Derek.Why Derek chooses to keep DNA Heating and Cooling intentionally small while still exceeding the installation goals he set for the year. Timestamps [00:00] - Episode Teaser [04:12] - Intentionally Small: The DNA Heating and Cooling Model [07:04] - From the Trades to HVAC Business Ownership [30:49] - Finding the Right Customers and Building a Brand That Feels Like Derek [37:23] - “I Am a High-Performance HVAC Contractor” [41:13] - Making Testing-First HVAC Work Economically [45:55] - Pull a Register: The 30-Second Move That Changes the Conversation [48:01] - Why Reddit Became DNA’s Biggest Lead Source [49:09] - The Real Reward of Building DNA [52:10] - Closing Thoughts: Building a Business That Feels Like You ------------------------------------------------- US Heat Pump Summit Sign up for the US Heat Pump Summit. Join us on September 15–16 in Worcester, Massachusetts, and connect with contractors, manufacturers, and industry leaders shaping the future of HVAC. Register at www.usheatpumpsummit.com and use code AMPLY to save on your ticket.  ------------------------------------------------- Sign up for our training Be the Only Fish in Your Pond: High Performance Sales for High Performance HVAC Contractors. It’s October 22nd at 3pm eastern. In this session, you'll discover the proven sales process top HVAC contractors use to win on trust, value, and expertise, instead of price. https://info.amply.energy/be-the-only-fish-in-your-pond  ------------------------------------------------- Follow Derek Aarstad: LinkedIn: https://www.linkedin.com/in/derek-aarstad-91a328247/Facebook: https://www.facebook.com/derek.aarstad/Website (Company): https://dnarva.com/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergy

Bill Spohn is the owner and CEO of TruTech Tools, the host of the Building HVAC Science podcast, and one of the most respected entrepreneurs in HVAC. He's also a board member and advisor for Amply — and someone we've admired for a very long time. Taking TruTech Tools to the brink of a sale. Bill went most of the way through the process — an investment banker, a 50-page confidential information memorandum, a teaser sent to 1,500 firms, a list narrowed to four, full due diligence, a closing date on the calendar. Then, weeks from close, the buyer changed the terms. Bill waited 24 hours and called it off. He walks through what he learned: the difference between financial and strategic buyers, why he kept his team in the dark until due diligence forced the issue, and what it actually cost him.  EOS — the Entrepreneurial Operating System. Bill is the reason Ed read Traction cover to cover. He traces the whole arc: finding the idea of a two-page business plan in 2015, sitting on it for two years, and eventually bringing in an implementer for a full two-year rollout. He explains GWC — gets it, wants it, has the capacity to do it — and how TruTech uses it to hire, evaluate, and coach. Expect to Learn Why measurement and building science are the foundation of better HVAC work.How Bill designed and now lives in a high-performance, net-zero electric home.Lessons learned from almost selling TruTech Tools—and why he ultimately chose a family succession plan.How EOS (Entrepreneurial Operating System) helped create stronger leadership and company culture. Timestamps [00:00] – Teaser [03:41] – Introducing Bill Spohn [08:41] – Bill's engineering background and career journey [11:35] – Discovering building science and the path toward electrification [17:00] – Living inside a net-zero home and lessons learned [23:37] – Heat pump design, commissioning mistakes, and why proper installation matters [27:51] – The inside story of almost selling TruTech Tools [42:18] – How EOS transformed TruTech Tools' leadership, culture, and operations [49:27] – Building strong teams through core values and the GWC hiring framework [55:25] – Better HVAC: creating a community dedicated to continuous learning and better craftsmanship ------------------------------------------------- National Comfort Institute High Performance HVAC Summit We're proud to partner with the National Comfort Institute for the High Performance HVAC Summit, taking place September 1–3 in Pigeon Forge, Tennessee. If you're serious about improving your technical expertise and growing your business, this is an event you won't want to miss. Register at www.gotosummit.com and save with code AMPLY2026.  US Heat Pump Summit Building a successful heat pump business starts with learning from the best. Join us at the US Heat Pump Summit on September 15–16 in Worcester, Massachusetts, and connect with contractors, manufacturers, and industry leaders shaping the future of HVAC. Register at www.usheatpumpsummit.com and use code AMPLY to save on your ticket.  ------------------------------------------------- Follow Bill Spohn: LinkedIn: https://www.linkedin.com/in/billspohn/Website (Company): https://trutechtools.com/LinkedIn (Company): https://www.linkedin.com/company/trutech-tools-ltd/ Facebook (Company): https://www.facebook.com/TruTechToolsInstagram (Company): https://www.instagram.com/trutechtools Join The Better HVAC Alliance: Website: https://betterhvac.org/LinkedIn: https://www.linkedin.com/company/betterhvac/Facebook: https://www.facebook.com/groups/betterhvac Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergy

National Comfort Institute High Performance HVAC Summit We're proud to partner with the National Comfort Institute for the High Performance HVAC Summit, taking place September 1–3 in Pigeon Forge, Tennessee. If you're serious about improving your technical expertise and growing your business, this is an event you won't want to miss. Register at www.gotosummit.com and save with code AMPLY2026.  ------------------------------------------------- US Heat Pump Summit Building a successful heat pump business starts with learning from the best. Join us at the US Heat Pump Summit on September 15–16 in Worcester, Massachusetts, and connect with contractors, manufacturers, and industry leaders shaping the future of HVAC. Register at www.usheatpumpsummit.com and use code AMPLY to save on your ticket.  ------------------------------------------------- As heat pump adoption accelerates across North America, contractors have an unprecedented opportunity to grow their businesses — but success depends on more than simply replacing HVAC equipment. In this episode, Ed Smith sits down with Brynn Cooksey, founder of Air Doctors Heating and Cooling and HVAC U, to discuss why building science is the missing piece of successful heat pump installations. Brynn shares how his company transformed into a heat pump-focused business, expanded into multiple states, and why proper design, ductwork evaluation, and homeowner education are essential to delivering outstanding results. They also preview the upcoming U.S. Heat Pump Summit, where Brynn will deliver the keynote and present his session, Navigating the Heat Pump Jungle. Expect to Learn Why poor installation — not heat pump technology — is responsible for many failed projects.How building science transforms heat pump performance and customer satisfaction.The business strategies that helped Air Doctors become a nearly 100% heat pump company.What contractors can expect from the U.S. Heat Pump Summit and why it's different from traditional HVAC conferences.How proper system design, duct evaluation, and customer education create better comfort, lower energy bills, and business growth. Timestamps [00:00] – Introduction [03:09] – Meet Brynn Cooksey [05:34] – Why the U.S. Heat Pump Summit Matters [08:02] – Navigating the Heat Pump Jungle [09:17] – Growing a Multi-State Heat Pump Business [12:23] – Who Should Attend the Summit? [14:30] – Why Brynn Accepted the Keynote Invitation [17:08] – Why Contractors Should Make the Trip [19:08] – Closing Remarks Follow Brynn Cooksey: LinkedIn: https://www.linkedin.com/in/theairdoctor/Website (Company): https://www.airdoctorshvacservice.com/LinkedIn (Company): https://www.linkedin.com/company/airdoctorshvacservice/LinkedIn (Company): https://www.linkedin.com/company/hvac-ubuildingscientists/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

If you're looking for a better way to size and design HVAC systems, Amply can help. Book a demo with me and I'll walk you through it, or watch a demo online at your own pace. Explore our pricing and get started today. The links are below.  Book a demo with Ed: https://www.amply.energy/talk-to-salesWatch the demo online: https://www.amply.energy/watch-a-demoView Pricing & Buy Now: https://www.amply.energy/pricing ------------------------------------------------- Thinking about using Amply? Before booking a demo, this episode answers the 13 questions contractors ask most often. Ed Smith, co-founder of Amply, explains who the software is built for, what makes it different from traditional Manual J tools, pricing, onboarding, hardware requirements, Manual S support, duct design workflows, offline functionality, integrations, and more.  The goal is to eliminate common questions ahead of time so demo conversations can focus on how contractors can use Amply to improve system design, build homeowner trust, and win more profitable jobs. If you're looking to differentiate your HVAC business through better design, measurement, and homeowner trust — not lower prices — this episode will help you decide whether Amply is the right fit.    Expect to Learn Why Amply was created and who it's designed forWhat makes Amply different from traditional Manual J softwarePricing, onboarding, and hardware requirementsHow Amply handles Manual J, Manual S, and duct design workflowsWhether Amply integrates with existing HVAC software and works offline Timestamps [00:00] – Introduction [01:31] – Why does Amply exist? [03:47] - Question 1: Who Is Amply For? [04:39] - Question 2: What Makes Amply Different? [05:25] - Question 3: Is Amply Only for Heat Pumps? [05:58] - Question 4: What iPad Do I Need? [06:35] - Question 5: What Does Amply Cost? [07:44] - Question 6: What Does Onboarding Look Like? [08:45] - Question 7: Will My Manual J Be Accepted by Utilities, Cities, and Rebate Programs? [09:13] - Question 8: Does Amply Do Manual S? [09:46] - Question 9: What About Manual D Duct Design? [10:31] - Question 10: Does Amply Integrate with My Field Service Software? [11:11] - Question 11: Does Amply Work Without an Internet Connection? [11:14] - Question 12: Can I Use Amply for Commercial Projects? [11:46] - Question 13: How Do I Sign Up? [12:15] - Closing  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/