The Heat Pump Podcast

Like what you heard in this episode? We're doing a live training on exactly this. STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom. The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2pm ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- Paul McHugh has been in HVAC for 35 years and handles 350 installs per year at Ray O. Cook Heating and Air in California. In this episode, he walks us through his complete 8-step sales process—from first contact through commissioning—including the $200 video he sends customers before every appointment. What we cover: The comfort survey that protects you and surfaces real problemsThe 90-second pre-visit video (Paul plays it during the episode)Why Paul calls every customer before arriving"The Big Three": load calculation, duct assessment, equipment selectionHow to demonstrate airflow and pressure problems in front of homeownersUsing extended performance data to select equipmentInstallation handoff documentation that ensures predictable resultsACCA QI certification and third-party verificationHow to handle "you're more expensive" objections Timestamps: [00:00] – Introduction to the Episode [03:11] – Paul's Career and Industry Evolution [08:47] – Defining the Core Problem [10:40] – How the Process Was Developed [19:03] – The Comfort Survey: Understanding the Homeowner [25:00] – Leveraging Technology and Customer Education [30:10] – Initial Appointment: Setting the Stage [36:34] – Load Calculation and Air Leakage Detection [47:55] – Diagnosing Room-Level Comfort Issues [55:52] – Equipment Selection Using Extended Performance Data [01:02:31] – Commissioning and Final Thoughts Follow Paul McHugh: LinkedIn: https://www.linkedin.com/in/paul-mchugh-93830430/Instagram: https://www.instagram.com/lespaulmac/Website (Company): https://www.rayocook.com/Facebook (Company): https://www.facebook.com/rayocook/Instagram (Company): https://www.instagram.com/rayocook1947/YouTube (Company): https://youtube.com/@rayocookheatingandair 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/

Want to win on trust, not price? Start with our Trust Checklist to see if your business is doing the things that truly set you apart. 👉 https://bit.ly/the-heatpump-business-model-matrix Then, head to our latest article to learn how the top contractors protect their margins and stay competitive. 👉 http://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix ------------------------------------------------- When leads are scarce, most HVAC contractors chase everything. Mitch Bailey does the opposite—and it's working. The second-generation owner of Bailey's Air Heroes downsized from 50 employees to 12, turns down work that doesn't fit, and built a $3M business around one principle: test, don't guess. Mitch just won the 2024 Jim Davis Technical Excellence Award from NCI. He trains contractors across California. And he's all-in on heat pumps—even when the economics are tricky. In this episode, we dig into:  → Why he refused to budge $5 for a builder (and got fired for it)  → How he shifted from 3-6% margins to 30% by switching to “retail work”  → His "$2 high-tech selling tool" that closes engineer customers  → The balance point COP spreadsheet that shows when heat pumps pencil out  → Why he trains his competition (and why it's strategic)  → His advice: start with load calculations and static pressure testing If you're wondering how to build a sustainable HVAC business without burning out, this one's for you. Timestamps: [00:00] - Introduction [02:44] - Mitch’s Early HVAC Roots [04:21] - Learning Through Experience & California’s Training Programs [07:25] - Taking Over the Business & Embracing Technology [19:49] - Transitioning from New Construction to Retrofit Work [26:37] - Lessons from New Construction: Don’t Compete on Price [33:47] - High-Performance Contracting in Practice [44:13] - Economics of Heat Pumps vs Gas Furnaces [55:45] - Advice for Contractors: Where to Start with Performance Work Follow Mitchell Bailey: LinkedIn: https://www.linkedin.com/in/mitchell-bailey-b3887948/YouTube: https://youtube.com/@baileysairEmail: baileysair@sbcglobal.netWebsite (Company): https://airheroes.org/company/ 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/

Want to win on trust, not price? Start with our Trust Checklist to see if your business is doing the things that truly set you apart. 👉 https://bit.ly/the-heatpump-business-model-matrix Then, head to our latest article to learn how the top contractors protect their margins and stay competitive. 👉 http://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix ------------------------------------------------ Live from the U.S. Heat Pump Summit, the panel explores one of the most debated topics in the heat pump industry — real-world energy data versus modeled load calculations. With growing demand for heat pump adoption and improving installation practices, understanding how best to size systems is more critical than ever. Moderated by Ross Trethewey, the session brings together three leading voices in building science and HVAC system design: Alex Meaney, Nate Adams, and Eric Fitz. Together, they debate the merits and limitations of load calculation methods—from the precision of Manual J to the practicality of energy bills and the gut-check of contractor “rules of thumb.” It's an honest, unscripted, and high-energy conversation aimed at bridging the gap between building science nerds and real-world contractors. Key Takeaways: Every load calc is a model. Treat outputs as working estimates, not facts.Triangulate. Combine Manual J, past energy, and field observations. Watch where they agree.Respect air leakage. Inspect attics, listen for wind noise, ask about comfort. When red flags pile up, get a blower door.Question black-box tools. The less data they ask for, the more you should worry.Build feedback loops. Log runtimes, check design-day performance, and refine your assumptions over time. Timestamps: [00:00] - Episode Teaser [02:17] - Intro by Ross Trethewey & guest intros [03:22] - Nate on sizing via utility bills: "I can do it in 2 minutes" [05:10] - Bridging the Adoption Gap [09:16] - Alex defends Manual J: “It’s not that hard if you know your stuff” [12:14] - How to assess infiltration without a blower door [25:21] - Eric breaks down regression modeling using heating degree days [34:36] - The Role of Human Behavior & Assumptions [40:05] - The danger of outliers & the limits of AI-driven sizing tools [52:51] - Triangulation: why using multiple methods is key [59:06] - Final thoughts: pick a method, stick with it, and build your feedback loop Connect with the Guests: Alex Meaney LinkedIn: https://www.linkedin.com/in/alex-meaney-62a6a248/ Website: https://www.meanhvac.com/ Facebook: https://www.facebook.com/alex.meaney.35  Nate Adams LinkedIn: https://www.linkedin.com/in/natethehousewhisperer/ Website: https://www.natethehousewhisperer.com/ Instagram: https://www.instagram.com/natethehousewhisperer/?igsh=bXNyeTAwNGkybWk4# Ross Trethewey LinkedIn: https://www.linkedin.com/in/rosstrethewey/ Facebook: https://www.facebook.com/rosstretheweytoh/ Instagram: https://www.instagram.com/rosstrethewey/?hl=en Twitter: https://x.com/rosstret  Check out The US Heat Pump Summit: Website: https://www.usheatpumpsummit.com/ Follow Brent Davidson: LinkedIn: https://www.linkedin.com/in/brentdavidson/Twitter: https://x.com/thebrentd 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/

Want to win on trust, not price? Check out our latest article, and see how leading installers are transforming their business models. 👉 https://bit.ly/the-heatpump-business-model-matrix ------------------------------------------------ In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz explore how to build a mission-driven, customer-focused HVAC company in the electrification space. They speak with Larry Waters and Alex Sloan of Electrify My Home, a California-based company known for their holistic, tech-forward approach to heat pump installations and customer service. With nearly 1,000 installs in just four years, their journey offers insights on scaling a sustainable business while training the next wave of electrification professionals. Larry Waters, President of Electrify My Home, brings over 40 years of HVAC experience and has been a long-time advocate for building science and decarbonization. Alex Sloan, VP of Business Operations and Development, joined the company after being a customer and brings a background in energy efficiency program implementation and systems thinking. Together, they’ve turned Electrify My Home into a regional leader and educator in home electrification. Key Takeaways: Electrify My Home's model works because every counterintuitive decision reinforces the others: Know your ideal customer. This lets you say “no” to some customers with confidence. Adding friction for customers increases ROI. Only people genuinely interested in electrification will complete the lengthy assessment.Stop giving away windshield time. Price realistic budgets remotely, then visit only once the customer has bought into the range.Mission and training make advertising easy. Waters built relationships in sustainability groups and city government early, creating "rabid fans" who refer endlessly. They're still over 40% referral-based after four years.Comprehensive electrification creates lifetime value. Once you're a customer, you keep coming back for the next phase of your journey.Cross-train your crews. Build teams that can handle HVAC, heat pump water heaters, basic electrical work, and envelope tasks.Premium positioning boosts brand. Waters gets customers who tell him, "You're too expensive for me, but I'll tell all my friends about you." That's not a problem—that's brand strength. Timestamps: [00:00] - Episode Teaser [02:07] - Meet Larry Waters & Alex Sloan [07:08] - From Customer to VP: Alex's Journey [10:56] - Customer Journey and Process [18:25] - Knowing Your Ideal Customer [22:25] - Virtual Pricing and Real-World Design [27:05] - Growing the Business While Staying True to Their Core Values [32:04] - Offering Comprehensive Electrification Solutions [36:59] - Why Electrify My Home is Training Other Contractors for Success [42:13] - Electrifying 100,000 Homes by 2035: The Big Goal [43:18] - Final Advice for Contractors Follow Larry Waters: LinkedIn: https://www.linkedin.com/in/larry-waters-31677b19/ Follow Alex Sloan: LinkedIn: https://www.linkedin.com/in/alexjsloan/ Follow Electrify My Home: Website: https://electrifymyhome.com/LinkedIn: https://www.linkedin.com/company/electrify-my-home/Instagram: https://www.instagram.com/electrifymyhomeca/Facebook: https://www.facebook.com/Heatpumppro/YouTube: https://youtube.com/@electrifymyhome?si=4zqZO8qS5yFZZ4n6 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/

Want to win on trust, not price? Check out our latest article, and see how leading installers are transforming their business models. https://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ------------------------------------------------ When DR Richardson tried to install a heat pump in his Boulder townhome, the experience was a disaster. Finding rebates, sizing equipment, vetting contractors — every step was harder than it should be. That frustration led him to co-found Elephant Energy, a tech-enabled platform now operating in Colorado, Massachusetts, and Los Angeles that's redefining how homeowners get heat pumps installed. Elephant's model is straightforward: they own the customer relationship, handle all the sales and rebate complexity, then partner with vetted contractors who show up, install, and get paid quickly. For contractors, it means consistent work with better margins but giving up customer ownership. DR calls it "the Uber of heat pumps" — a comparison that raises an important question: Is this solving contractor problems or creating a new kind of competitor? In this episode, DR walks through Elephant's entire process — from the 60-second online quote to contractor partnerships to managing the nightmare of multi-state rebate programs. We dig into the economics, the quality assurance challenges, and what this model means for the future of heat pump installation. Whether you see Elephant as friend or foe, their approach reveals what problems homeowners and contractors are actually facing — and forces the question of who should solve them. Key topics: tech-enabled HVAC platforms, contractor partnerships, rebate management, the future of home electrification, and whether heat pump installation is fundamentally a craft business or a logistics problem. Key Takeaways: Why the customer journey for electrification is fundamentally broken and how Elephant Energy fixes it.How Elephant’s tech-enabled platform bridges the gap between homeowners and contractors.The strategic role of rebates and the hidden friction they create in the market.What it takes to build trust and quality assurance at scale in the HVAC industry. Timestamps: [00:00] - Episode Teaser [03:18] - Introducing DR Richardson & Elephant Energy [04:08] - Founding Elephant Energy: The Opportunity & Vision [09:10] - Building a Seamless Customer Journey [14:13] - The Digital Experience & Quote Process [17:46] - Contractor Partnerships & Operational Excellence [27:26] - How Contractors Make Money with Elephant [33:13] - The Role and Challenges of Rebates [44:33] - The Future of Elephant Energy [48:33] - Recommended Resources & Closing Thoughts Follow DR Richardson: LinkedIn: https://www.linkedin.com/in/richardsondr/LinkedIn (Company): https://www.linkedin.com/company/elephant-energy-us/Website (Company): https://elephantenergy.com/Facebook (Company): https://www.facebook.com/elephantenergyus#Instagram (Company): https://www.instagram.com/elephantenergy_us/Twitter (Company): https://x.com/elephant_energy 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/

Want to win on trust, not price? Check out our latest article. https://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ---------------------------------------------- In this episode of the Heat Pump Podcast, Ed Smith and Eric Fitz welcome industry veteran Tim De Stasio to explore the evolution and future of HVAC, with a special focus on heat pumps and whole-home performance evaluations. From the technical nuances of equipment sizing and commissioning to actionable strategies for scaling home performance businesses, this episode offers an expansive view of what HVAC excellence looks like today and where it's headed. Tim De Stasio is a seasoned HVAC professional with over 25 years in the industry. Having worked as a technician, contractor, and now a highly respected consultant and trainer, Tim recently won the 2025 HVAC Tactical Awards “Mentor of the Year.” Key Learnings: The 90-day no-breakdown guarantee works — By doing comprehensive 60-point HVAC assessments that catch predictive repairs before they become callbacks, Tim can guarantee his work with zero failures to date.MAD Air is the hidden gremlin — Mechanically-assisted depressurization from closed bedroom doors at night causes most humidity problems in homes. Most contractors never diagnose this because they don't test pressure imbalances with a blower door.Size heat pumps aggressively — Manual J has enough safety factors built in. Houses have changed since 2012 energy codes. Your most inefficient heat pump can heat a home without strip heat down to 35°F or lower. Never lock out heat pumps below 35°F — Lock out the strip heat above 35°F, but let the heat pump run. This misconception literally killed people during the Texas freeze when contractors told homeowners to shut off heat pumps in cold weather.Stop installing air conditioners — The cost difference between a 14 SEER AC and 14 SEER heat pump is a few hundred dollars. Every cooling system replacement should be a heat pump, even if you're keeping the existing furnace.This model isn't scalable (yet) — Spending all day at one house doing comprehensive diagnostics doesn't work with traditional HVAC economics. But for boutique shops willing to charge Rolls-Royce prices and do Rolls-Royce work, there's a profitable path.Building science separates you from competition — Blower door tests, thermal imaging, Manual J calculations, and duct analysis show customers a level of thoroughness they've never seen. When you're doing work competitors won't, price becomes less critical. Timestamps: [00:03:12] – Tim’s Journey into HVAC [00:12:57] – Technician to Business Owner to Educator [00:18:47] – Why Heat Pumps Are the Future [00:21:55] – The 60-Point Evaluation Process [00:29:32] – Home as a System: Comfort Consultation Workflow [00:46:05] – Scaling Ethical Home Performance Services [00:51:10] – Common Heat Pump Installation & Design Mistakes [01:05:55] – Final Thoughts and Resources Follow Tim: LinkedIn: https://www.linkedin.com/in/tim-de-stasio-0618824a/Instagram: https://www.instagram.com/timdestasiohvac/?hl=enYouTube: https://www.youtube.com/@timdestasiohvac/featuredCourse Careers: https://coursecareers.com/explore/hvac?campaign=Promo1&a=TimDestasioHVAC Follow Comfort Science Solutions LLC:   Website: http://www.comfortsciencesolutions.com/Email: info@comfortsciencesolutions.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

Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ----------------------------------------------- Most HVAC companies grow by adding people, overhead, and complexity. But what if you could grow faster, more profitably, and with fewer people? In this episode of the Heat Pump Podcast, HVAC entrepreneur Mike Townsend breaks down how he's rethinking the entire HVAC business model — ditching traditional back office roles, leaning into AI, and focusing 100% on high-efficiency heat pumps. With just 10 field staff and no dedicated office, his new venture, Veteran Heating, Cooling, Plumbing & Electric, hit $600K in sales in its first six weeks. This is a masterclass in lean, scalable business design for modern HVAC contractors. Mike Townsend is a U.S. Army veteran and seasoned HVAC entrepreneur with 30 years of experience. After scaling his previous company to $15 million before selling to private equity, he’s now starting over—with a leaner, AI-driven business model that challenges industry norms. His deep operational insight and hard-earned lessons make him a must-listen for anyone in the trades. Expect to Learn: Why Mike eliminated roles like service managers and built a team of self-managed prosHow AI voice agents and outsourced operations reduce costs and improve responsivenessThe sales strategy behind an 80% close rate for high-efficiency heat pump installsWhy Mike refuses to offer good-better-best options and only sells one productHow geo-targeted recruiting and community-focused marketing give him a hiring edge Timestamps: [00:00] - Episode Teaser [02:35] - Meet Mike Townsend: Army Veteran to HVAC Entrepreneur [06:08] - Founding His First Company and Learning the Hard Lessons [17:08] - The Corporate Stagnation That Sparked Innovation [26:05] - Building the New Model: AI-driven, Fully Outsourced Operations [41:20] - $600K in 6 Weeks: What’s Working and Why [47:37] - Why Mike Only Sells Heat Pumps and How He Closes the Deal [51:36] - Using AI & Amply for Precise System Design [56:15] - Resource List: Tools, Vendors, and Hiring Secrets [59:34] - Final Thoughts The Resources and Vendors That Make It Work: For contractors interested in Mike’s approach, here’s his go-to vendor stack: Accounting: Out of the Box TechnologyWeb Design/SEO: CI Web Group (with proprietary AI for dynamic content optimization)Google Ads: Mixing GroupVideo/Social Media: Ascend CreativeAI Call Center: OnepathBack Office Support: Work HeroRebate Financing: Eli Build (provides 95% of rebate via ACH overnight)Dispatch: Philippine-based virtual assistantsAI Sales Coaching: Noso Labs Follow Mike Townsend: LinkedIn: https://www.linkedin.com/in/mike-townsend-0743a12a/Facebook: https://www.facebook.com/R.Mike.Townsend/Instagram: https://www.instagram.com/r.mike.townsend/ Follow Company:  Website: https://www.servicebyveteran.com/LinkedIn: https://www.linkedin.com/company/veteran-hcpe/ 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/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 Zero Homes is on the rise — and they’re hiring! Explore exciting career opportunities on their hiring board: https://jobs.lever.co/zerohomes Contractors, this is your chance to partner with a fast-growing, innovative company. Learn how you can join the Zero Homes contractor network today: https://www.zerohomes.io/contractors Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ---------------------------------------------- Guest: Grant Gunnison, CEO of Zero Homes Grant Gunnison learned the brutal economics of contracting the hard way — at age 23, after his father's death, he dropped out of grad school to run the family business with 18 employees, no price book, and a filing system of manila folders. What frustrated him most was that customer acquisition consumed 25% of revenue, with contractors spending hours in trucks driving between appointments. But the real revelation came when he discovered why contractors avoid heat pumps: designing a furnace takes "about five seconds" while heat pump systems require "three hours" with no guarantee of winning the job. This $500 design cost systematically discourages heat pump installations in favor of simple changeouts. Zero Homes eliminates this problem by removing site visits entirely. Homeowners use their smartphone for 20 minutes to create a digital twin of their home, enabling remote heat pump system design and quoting. The Department of Energy validated this approach as "just as accurate as sending a person into the home" with better consistency than manual assessments. The model completely inverts traditional contractor economics: instead of making money on equipment margins while absorbing design time risk, contractors receive install-ready jobs and get paid $180-200/hour for labor. The approach creates unexpected opportunities, particularly in rural markets where contractors typically can't justify long drives to bid jobs. Quality control remains rigorous through 30-40 item commissioning checklists and live video calls for initial installations. Key Takeaways Customer acquisition costs are becoming unsustainable for traditional approachesSpecialization creates new partnership opportunities for installation-focused contractorsQuality installation still commands premium pricing even in systematized models Timestamps: [02:14] - Overview of Zero Homes [04:54] - Why Heat Pumps? [11:41] - Building a Marketplace for Home Electrification [15:10] - The Homeowner Journey [17:58] - Contractor Economics: Making it Work for Everyone [29:35] - Quality Control & Design Process [35:56] - The Risks & Rewards of Partnering with Zero Homes [43:05] - Advice for HVAC Entrepreneurs Follow Grant Gunnison: LinkedIn: https://www.linkedin.com/in/grantgunnison/Facebook: https://www.facebook.com/grant.gunnison Follow Zero Homes:   Website: https://www.zerohomes.io/LinkedIn: https://www.linkedin.com/company/zerohomes/Facebook: https://www.facebook.com/people/Zero-Homes/61577379394691/  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/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 ---------------------------------------------------------- Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit  ---------------------------------------------------------- In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz are joined by Nate Adams, a renowned expert in building science and home performance. Known as the "House Whisperer," Nate brings years of experience in optimizing HVAC systems to improve comfort and energy efficiency. He shares his perspectives on the challenges and opportunities in the field of electrification for residential homes. The conversation centers around practical approaches to sizing HVAC systems, the importance of feedback loops for understanding system performance, and the role of electrification in creating more sustainable and comfortable homes. Key Takeaways: The importance of sizing HVAC systems correctly to improve both comfort and energy efficiency.How heat pumps offer a superior experience compared to conventional heating and cooling systems.Why many HVAC systems are often oversized and how this negatively impacts comfort.The value of monitoring system performance and gathering real-world data to optimize HVAC solutions.A comprehensive look at Manual J calculations, the issues with input data, and why “being aggressive” with inputs is the way to size systems correctly. Timestamps: [00:00] - Introduction to Nate Adams [03:34] - The House Whisperer's Approach [06:14] - Nate's HVAC Career Path [12:46] - Electrification and Heat Pumps [17:57] - The Debate on Heat Pumps and Furnaces [21:34] - The Misconception of Manual J [24:53] - Understanding Manual J Calculations [32:23] - Feedback Loops for Better Comfort [36:34] - Aggressive Sizing for Comfort [45:28] - The Challenge of Scaling HVAC Solutions [57:00] - Closing Thoughts Follow Nate Adams: LinkedIn: https://www.linkedin.com/in/natethehousewhisperer/ Website: https://www.natethehousewhisperer.com/ Instagram: https://www.instagram.com/natethehousewhisperer/?igsh=bXNyeTAwNGkybWk4# 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/

Ready to design heat pump systems that really work? Grab our free manual S cold-climate heat pump selection tool—the same systematic approach that helps contractors get sizing right the first time: https://bit.ly/heatpump-manual-s-free-tool ---------------------------------------------------------- Shawn LeMons has worn nearly every hat in the world of building performance and HVAC. From growing up in off-grid homes to earning top building science certifications and co-owning a heat pump contracting business, his journey is full of lessons for contractors. In this episode, Shawn joins hosts Ed Smith and Eric Fitz to talk about: Why Manual J is the best wrong tool we haveDesigning systems at 11,000 feet and the balance of math + judgementHow referrals and diligence outcompete paid marketingThe importance of tradespeople’s dignity, mental health, and sustainable growth Whether you’re scaling a contracting business or sharpening your design process, this conversation offers both practical strategies and grounded wisdom. Timestamps: [00:00] - Introduction [02:23] - Early life lessons in unique homes [15:12] - Why focus on heat pumps [19:21] - Incentives, early adopters, and Colorado’s growing demand [28:23] - A homeowner-first sales and design process [36:38] - Looking ahead: shop ownership, recycling, and team wellbeing [39:12] - Mental health in the trades and valuing hands-on genius [43:53] - Final advice: stay curious, stay informed, stay human Follow Shawn LeMons: LinkedIn: https://www.linkedin.com/in/shawnlemons/  Follow:   Website: https://mtnwesthp.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/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 -------------------------------------------------------------------- In this episode of The Heat Pump Podcast, Ed Smith and Eric Fitz sit down with Jake Yurek and Evan Anderson, Co-Founders of Pearl Edison — a startup rethinking how heat pumps and residential electrification projects get done. Pearl Edison doesn’t sell hardware or traditional SaaS; instead, they act as a concierge service, bridging the gap between utilities, homeowners, and contractors. Their white-labeled platform (like DTE’s Heat Pump Concierge) simplifies the process for homeowners while handing contractors fully designed, install-ready jobs — cutting acquisition costs and boosting quality outcomes. Jake and Evan discuss the origins of their mission, their unusual business model, and how they’re applying software-driven workflows and diagnostics to deliver better, faster installs at scale. From reducing the burden on expert designers to learning from the failures of Heat Pump 1.0, they explain how Pearl Edison is helping avoid the coming "heat pump revolt" and building trust between all parties involved. This episode is packed with lessons for anyone building in energy efficiency, HVAC, or climate tech. Key Learnings: Pearl Edison provides fully scoped, install-ready jobs to contractors.Homeowners receive upfront estimates, design options, and rebate info.The model removes guesswork from sizing and scoping heat pump systems.Contractors retain pricing flexibility and avoid low-quality rate card models.Guided in-home assessments enable better central system design.Utility partnerships support growth while safeguarding customer experience. Timestamps: [00:00] - Introduction [02:30] - Meet Jake & Evan and how Pearl Edison started [04:07] - Jake & Evan’s career journeys and how they reconnected [08:35] - Pearl Edison’s white-labeled B2B model explained [15:52] - On pricing, bidding, and contractor flexibility [18:22] - Traction: Where Pearl Edison is operating now [27:25] - How smarter diagnostics empower homeowner decision-making [37:34] - What’s keeping them up at night — and what excites them [40:01] - Advice for startups and contractors in the space Follow Jake Yurek: LinkedIn: https://www.linkedin.com/in/jakeyurek/  Follow Evan Anderson: LinkedIn: https://www.linkedin.com/in/evananderson313/  Follow Pearl Edison:   Website: https://www.pearledison.com/ LinkedIn: https://www.linkedin.com/company/pearledison/  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/

Want to help build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 --------------------------------------------------------------- If you're a heat pump contractor feeling burnt out, wondering if this whole electrification thing is worth the hassle, or questioning whether you can build something meaningful in HVAC — this episode is your shot of inspiration. Stephen Hong is just over 30 years old. He's got a materials science degree from Virginia Tech. He's been running Electrify Colorado Mechanical for only a year and a half. And listening to him talk about heat pumps, you'd think he just discovered fire. "Heat pumps are the pearl of HVAC," Stephen says, and he means it. Not because they're easy money or simple installs, but because they're challenging. Because they matter. Because when you get one right, you're not just fixing someone's comfort — you're making a real dent in climate change while working on what Stephen calls "the most immense responsibility" — people's homes. This isn't your typical contractor success story. Stephen's path wound through disaster relief work, dead-end construction jobs, and answering a Craigslist ad from a guy who asked: "Do you want to help people stop burning dinosaur bones?"  Key Learnings Quality installs start with airtight refrigerant handling — leaks can reverse years of climate gains.Transparency and education are Stephen’s tools for building trust with homeowners.A heat pump project done well is a climate solution and a customer service win.Scaling a business means balancing growth with quality and training.Partnering with great electricians is critical to whole-home electrification success.Humility and honesty go further than “sales talk” in winning customers’ trust. Timestamps: [00:00] - Introduction [02:45] - Meet Stephen Hong and Electrify Colorado Mechanical [04:26] - Stephen’s path from engineering to disaster relief to HVAC [17:24] - The 5,000 details that make or break an install [22:48] - Building trust through radical transparency [30:40] - His vision for growing the business — slowly and sustainably [37:02] - Stephen’s advice: Be human, ask for help, respect the responsibility Follow Stephen Hong: LinkedIn: https://www.linkedin.com/in/hongs1/  Follow Electrify Colorado Mechanical:   Company’s Website: https://electrifycolorado.us/ Company’s LinkedIn: https://www.linkedin.com/company/electrify-colorado-mechanical/  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/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 ------------------------------------------------ In this episode, Ed Smith welcomes Jonathan Pires, Area Sales Manager at Mitsubishi Electric, to explore what separates thriving HVAC contractors from the rest. Jonathan shares hard-earned insights from the field, explains how Mitsubishi’s Diamond Contractor Program works, and offers concrete tools that contractors often overlook — but shouldn’t. From the importance of software and sales training to key installation missteps, this conversation is packed with real-world advice for anyone working in heat pumps. Key Takeaways: Contractors who leverage software to develop repeatable, faster, more accurate processes outperform those who don’t.Mitsubishi’s Diamond Contractor Program offers major (and free) perks.Many install issues trace back to lack of load calculations and poor homeowner education.When it comes to heat pumps, homeowner expectations must be set around system behavior like noise, defrost, and setbacks since they differ from traditional systems.Simple tools like price books and financing integration can dramatically impact close rates.Selling from your own wallet often limits customer opportunity — focus on value, not assumptions. Timestamps: [00:00] - Introduction [04:11] - Background of Jonathan Pires [08:26] - What an Area Sales Manager actually does day-to-day [11:36] - Marketing support and overlooked Mitsubishi dealer resources [17:16] - Overview of the Diamond Contractor Program and scorecard [25:07] - Case study: reclaiming weekends through automation [34:02] - Avoiding callbacks: setting proper expectations with homeowners [39:00] - Ducted vs. ductless: when and how to use both [41:39] - Best resources for contractors looking to upskill Follow Jonathan Pires: LinkedIn: https://www.linkedin.com/in/jpires781/  Follow Mitsubishi Electric:   Website: https://www.mitsubishielectric.com/en/ LinkedIn: https://www.linkedin.com/company/metushvac/ Facebook: https://www.facebook.com/MitsubishiElectric/ Instagram: https://www.instagram.com/mitsubishielectric/ YouTube: https://www.youtube.com/channel/UCkDaGvT5PvALPg9sjhVEusA  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/

Want to help build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 ---------------------------------------- In this episode of the Heat Pump Podcast, Ed Smith welcomes back Mike Cappuccio, who built his HVAC company to over $15 million in revenue with 72 employees before selling to private equity in 2021. Now coaching contractors nationwide through Dominate Ductless, Mike shares the specific metrics, systems, and strategies that separate successful heat pump businesses from those that struggle. Why Private Equity Was the Right Exit While getting into the HVAC business is easy, getting out profitably is much harder. Many acquisition companies offer only 30% upfront with aggressive three-year earnouts contractors rarely achieve. Private equity offered Mike 95% upfront with minimal risk, though with the trade-off of giving up control: "The house was white, they painted it orange. But it's their house, not mine anymore." The 6 Key Metrics Private Equity Firms Evaluate Revenue per employee: $250,000-350,000 annually (includes everyone from installers to office staff)Overhead costs and gross profit per work hourRevenue per salesperson: Target $300,000+ monthly, not the "horrible" $1M annuallyRevenue per service truck: At least $200,000 annually per vehicleInstallation revenue metricsNumber of maintenance agreements: Creates recurring revenue buyers love The Four Essential Business Systems Mike identifies four core systems separating thriving businesses from struggling ones: System 1: Marketing, specifically problem-solution video marketing that documents real problems and solutions. Mike's YouTube videos continue helping customers years later. System 2: Two-minute speed-to-lead response time makes customers 50 times more likely to choose you. Requires live weekend coverage and immediate online responses. System 3: Defined sales process with 30-45 minute Home Comfort Surveys focusing on consultative selling rather than simple “box swaps”. System 4: Price books and margin management that adjust for true overhead as companies grow. Competing Against Low-Price Contractors Mike's philosophy: "Knowledge is power." Educated contractors maintain advantages through financing capabilities, comprehensive discovery, and advanced technology demonstrations using tools like LiDAR and augmented reality. Key Takeaways For building better businesses: Track the six key metrics regardless of exit plansImplement the four essential systems earlySpecialize in heat pumps for operational advantages For potential exits: Build systems that work without owner involvementFocus on recurring revenue through maintenance agreements Timestamps: [04:15] - Mike’s journey: scaling and selling his HVAC business [11:49] - Key KPIs Private Equity investors care about. [20:24] - Importance of maintenance agreements [28:00] - Four core systems every contractor must build [32:47] - Why fast response time (speed-to-lead) matters [38:54] - How to compete against low-price contractors [42:53] - Educated selling: show, don’t tell [49:22] - Final thoughts: don’t give away value Follow Mike Cappuccio LinkedIn: https://www.linkedin.com/in/mike-cappuccio-97a18a176/  Follow Dominate Ductless Website: https://dominateductless.com/ Facebook: https://www.facebook.com/Dominateductless/ Twitter: https://x.com/d_ductless LinkedIn: https://www.linkedin.com/company/dominate-ductless/ Youtube: https://www.youtube.com/@dominateductless  Follow the Hosts Ed Smith: https://www.linkedin.com/in/ed-smith-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/

Building the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 Ready to design heat pump systems that actually work? Grab our free manual cold-climate heat pump selection tool — the same systematic approach that helps contractors like Robert get sizing right the first time: https://info.amply.energy/heat-pump-manual-s-free-tool ------------------------------------------------- When Ross Trethewey calls heat pumps "magic boxes," he's not being hyperbolic. As the founder of TE2 Engineering and building engineer for PBS's This Old House, Ross has spent 15 years designing some of the most sophisticated HVAC systems in North America — from 7,000-square-foot custom homes to 45,000-square-foot compounds. The Foundation: Design Before Installation, Every Time Ross's approach starts with proper Manual J, S, and D calculations — something he believes every HVAC contractor should master, not just mechanical engineers. "For any HVAC contractor, they should be well equipped to be able to provide that level of information and run those calculations." The Future is Air-to-Water Of all heat pump technologies, Ross is betting big on air-to-water systems. "If I had to pick a horse in the race, 15 years from now, 20 years from now, I think it will be air-to-water." His reasoning is compelling: Future-proofing against refrigerant changes. As the industry moves from R-410A to R-32, 454B, and eventually to A3l refrigerants, air-to-water systems keep the refrigerant contained in the outdoor unit. What Separates the Top 5% The best HVAC contractors are family-owned businesses with multi-generational thinking, not private equity-owned companies focused on short-term returns. These top-tier contractors: -Invest heavily in training. Ross regularly gets out-of-office messages saying entire crews are at air-to-water heat pump training. -Provide proper tools and support for their technicians. Episode Timestamps: [03:56] - Ross’s origin story: 5th-gen plumber to mechanical engineer to TV educator [13:22] - Benefits of heat pumps vs. conventional systems [18:48] - Challenges of going 100% heat pump in older homes (no fossil fuel backup) [32:06] - What’s coming with air-to-water heat pumps to get higher temperature output [42:46] - Heat recovery and system optimization [54:11] - What separates top 5% HVAC contractors from the rest [59:49] - Ross’s top recommended resources and final advice to HVAC pros Follow Ross Trethewey LinkedIn: https://www.linkedin.com/in/rosstrethewey/ Facebook: https://www.facebook.com/rosstretheweytoh/ Instagram: https://www.instagram.com/rosstrethewey/?hl=en Twitter: https://x.com/rosstret Follow This Old House: Company’s Website: https://www.thisoldhouse.com/ Company’s Facebook: https://www.facebook.com/ThisOldHouse Company’s LinkedIn: https://www.linkedin.com/company/this-old-house-ventures/ Company’s Instagram: https://www.instagram.com/thisoldhouse/ Company’s Twitter: https://x.com/ThisOldHouse Youtube: https://www.youtube.com/user/thisoldhouse Follow TE2 Engineering: Company’s Website: https://te2engineering.com/ Company’s Facebook: https://www.facebook.com/TE2engineering/?ref=br_rs Company’s LinkedIn: https://www.linkedin.com/company/te2-engineering-llc./ Company’s Instagram: https://www.instagram.com/te2engineering/ Company’s Twitter: https://x.com/te2engineering Company’s youtube: https://www.youtube.com/playlist Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716 Eric Fitz: https://www.linkedin.com/in/ehfitz/ Amply Energy Website: https://www.amply.energy/ Amply Energy YouTube: https://www.youtube.com/@amplyenergy Amply Energy Facebook: https://www.facebook.com/amplyenergy Amply Energy Instagram: https://www.instagram.com/amply_energy/

Want to build the future of heat pump software? We're hiring a software engineer! Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 Ready to design heat pump systems that really work? Grab our free manual S cold-climate heat pump selection tool—the same systematic approach that helps contractors like Robert get sizing right the first time: https://info.amply.energy/heat-pump-manual-s-free-tool --------------------------------------------- Most successful heat pump contractors simplify ruthlessly. They pick one thing — e.g., ductless installs, etc — and execute flawlessly. It's a proven path to profitability that we've seen work again and again. Robert Hamerly took the opposite approach. And amazingly, it's working brilliantly. The CEO of GreenSavers has built a 70-person operation across Oregon that tackles everything from heat pumps and insulation to seismic retrofits and EV chargers. His mission? Turn homes from financial liabilities into energy-positive assets that produce enough power to cover transportation needs. It sounds chaotic. It probably should be chaotic. But Robert's contrarian bet on complexity reveals something fascinating about building a business around truly solving customer problems. The Problem with Simple Solutions "If we could change our mission, we could adopt a simpler framework," Robert admits. "But if we are pursuing this mission of buildings that are beyond net zero, it's hard for us to figure out a different way to come at it." Here's the thing: Robert discovered that you can't install an effective heat pump system in a house with uninsulated walls and leaky ducts. You can tell customers to call someone else for that work, but then you're handing off leads you worked hard to generate. So GreenSavers learned to handle the entire sequence. Envelope first, then mechanical systems, then electrical upgrades, then solar. Each service emerged organically from customer needs, not from a business plan. The result? Homes that actually hit net-zero or better. Transportation included. When Macro Forces Attack Robert's biggest concerns: tariffs that could spike heat pump costs 145%, utility rate increases that change project economics overnight, and infrastructure costs getting passed to residential customers to subsidize AI data centers. "How do you plan when you put all this time and energy into a certain kind of product, and then that one product gets a 145% tariff applied to it?" he asks. "All the planning you've done goes out the window." Timestamps [00:00] - Homes as assets: the GreenSavers vision [03:53] - Evolving from energy audits to whole-home electrification [06:33] - Robert’s origin story: hay bale homes and cold Vermont winters [19:25] - Sales strategy shifts based on political geography [26:08] - How did Robert manage the complexity of the business? [35:37] - Internal training and onboarding at GreenSavers [40:10] - What keeps Robert up at night? Uncontrollable macro trends Follow the Guest & the Company: LinkedIn: https://www.linkedin.com/in/robert-hamerly-2ab87aa/ Company’s Website: https://greensavers.com/ Company’s Facebook: https://www.facebook.com/GreenSaversUSA# Company’s LinkedIn: https://www.linkedin.com/company/greensavers-usa/ Company’s Instagram: https://www.instagram.com/greensavers/# Company’s Twitter: https://x.com/GreenSaversUSA Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716 Eric Fitz: https://www.linkedin.com/in/ehfitz/ Amply Energy Website: https://www.amply.energy/ Amply Energy YouTube: https://www.youtube.com/@amplyenergy Amply Energy Facebook: https://www.facebook.com/amplyenergy Amply Energy Instagram: https://www.instagram.com/amply_energy/

Amply is hiring! We’re looking for an awesome Senior iOS Engineer to join our small but mighty team. If you are anyone you know is interested, check out our job posting to learn more and apply. https://info.amply.energy/sr-mobile-engineer-may-2025  ---------------------------------------- Most contractors know about Manual S. Few really use it. In this episode of The Heat Pump Podcast, Amply co-founder Eric Fitz walks through Manual S in plain English—breaking down what matters, what doesn’t, and how to design heat pump systems that actually deliver comfort all year long. Using his own home in Portland, Maine as a case study, Eric explains how to interpret extended performance tables, avoid oversizing, and balance real-world tradeoffs like auxiliary heat and low load cycling. The episode also introduces Amply’s free Manual S spreadsheet tool—designed to take the math and guesswork out of equipment selection. This is a must-listen for anyone who wants to size systems with confidence, especially in cold climates where comfort and efficiency are harder to get right. Key Learnings: Manual S made simple: Four ratios are all you need Eric walks through them step by step.Low-load cycling is real: Why oversizing hurts comfort and efficiency.Forget label tonnage: It’s all about the actual performance curves.Cold-climate trade-offs: How to balance auxiliary heat and seasonal loads.New free tool: Amply’s spreadsheet automates the math – grab it here.Local expertise wins: Knowing your regional climate and electricity rates gives you a major edge. Timestamps [00:00] - Intro & Free Manual S spreadsheet [01:35] - Meet Eric Fitz & today’s goal: demystify Manual S [03:48] - What makes heat pump design so hard (and fun!) [07:00] - Why your Manual J must be aggressive [10:15] - Comfort first, efficiency second [20:00] - The 4 Manual S ratios (and how to use them) [28:15] - Getting the right performance data [36:00] - Real-world trade-offs: auxiliary heat, cycling, efficiency [44:30] - Kilowatt hours vs. energy costs: What matters to homeowners [52:00] - Wrap-up: tools, tradeoffs, and where to go from here Resources for Smarter Heat Pump Design:  NEEP database: https://ashp.neep.org/#!/Amply Manual S tool: https://info.amply.energy/heat-pump-manual-s-free-toolACCA Manual S: https://www.acca.org/standards/technical-manuals/manual-s 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/

Amply is hiring! We’re looking for an awesome Senior iOS Engineer to join our small but mighty team. If you are anyone you know is interested, check out our job posting to learn more and apply. https://info.amply.energy/sr-mobile-engineer-may-2025 ------------------------------------------------ In this episode of The Heat Pump Podcast, Amply co-founders Ed Smith and Eric Fitz sit down with Samir Pendse, CEO and co-founder of Coral, an innovative startup simplifying the notoriously complex world of heat pump rebates. With an extensive background in fintech and small-business lending, Samir explains how Coral transforms cumbersome rebate processes into instant savings at the kitchen table, boosting contractor sales and customer satisfaction. Why This Matters Rebates are a critical part of the heat pump sales process in many states. Yet, contractors regularly face significant financial risks, paperwork headaches, and unpredictable cash flow when manually managing rebates. Coral tackles these problems head-on, ensuring contractors and homeowners alike benefit immediately without the usual stress or uncertainty. Key Learnings: -Turbo Tax for Heat Pump Rebates: Coral uses software to provide a simple, 60-second app experience to quickly and accurately calculate and guarantee rebate amounts right in the home. -Instant rebates boost sales: Contractors using Coral see up to 15% higher conversion rates. -Stable state rebates: Utility and state-driven rebates remain robust despite federal IRA program delays. -Financing is critical: Low-cost loans dramatically increase heat pump affordability for the average homeowner. -Quality and simplicity: Smart policy design and streamlined technology ensure both accessibility and high-quality installations. -Streamline with software: Software tools like Coral (and Amply) simplify and accelerate rebate processes and heat pump sizing. Timestamps [00:00] - Introduction [01:21] - Meet Samir Pendse & Coral’s mission [04:01] - Business model & Value to contractors [05:16] - Origin story & pivot from software to financing [09:39] - Real-life rebate pain points Coral is solving [15:14] - Financing the rebates & making contractors whole [18:48] - Incentives & the Inflation Reduction Act [27:19] - Quality assurance & software-enabled simplicity [36:25] - Final thoughts & Resources for heat pump entrepreneurs Connect with Samir Pendse: LinkedIn: https://www.linkedin.com/in/samirpendse/ Website https://www.startcoral.com/ Email: hello@startcoral.com Company’s Linkedin: https://www.linkedin.com/company/startcoral/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716 Eric Fitz: https://www.linkedin.com/in/ehfitz/ Amply Energy Website: https://www.amply.energy/ Amply Energy YouTube: https://www.youtube.com/@amplyenergy Amply Energy Facebook: https://www.facebook.com/amplyenergy Amply Energy Instagram: https://www.instagram.com/amply_energy/

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today: https://bit.ly/Top_10Heat_pumpSalestips --------------------------------------------- In this episode of The Heat Pump Podcast, Amply co-founder Ed Smith talks with Brent Davidson, founder of the US Heat Pump Summit. Brent’s journey from building climate-tech software to starting one of the most compelling HVAC events in the country is a case study in how community, business strategy, and technical know-how can come together to drive real change. And the Summit? It’s not just another trade show. It’s two days of contractor-focused training, business insights, and peer-to-peer learning—all built around the future of HVAC. What you’ll learn Why Brent Davidson started a contractor-first summit—and how it grewHow heat pump conversations differ from solar, and why that mattersWhat makes a good installation—and why business structure is keyHow community and peer learning can drive quality at scaleWhat to expect from the next Summit in Worcester, MA What Makes the US Heat Pump Summit Different?  Brent’s focus is simple: put the right people in the room and spark the right conversation. That means: Business and technical content side by sideContractor-first agenda—not just utility program talkPeer-driven roundtables, not just sales boothsNational trends + regional relevance (hello, cold climate heat pumps) It’s the only event where the people in the room actually want to talk about Manual J, coefficients of performance, electric strip backups vs. supplemental dehumidification, and customer acquisition in the same breath. Why This Matters Heat pumps are gaining ground—but success doesn’t come from equipment alone. It comes from design, training, and business models that reward quality. That’s what the Summit is about. And Brent? He’s not trying to run yet another conference. He’s trying to help build an industry. Timestamps  [00:00] - Introduction [03:13] - Brent’s background and his career. [05:11] - Importance of community and storytelling in climate work [08:01] - Lessons from past events and expectations for the Worcester event. [14:51] - What does a good heat pump installation look like? [21:06] - Why were heat pumps chosen as the starting point for the US Electric Home Summit? [23:26] - Heat pumps prioritized for energy savings, design complexity, and contractor demand. [27:48] - Recommended resources for learning about building science, electrification, heat pumps, and HVAC Connect with Brent Davidson:  LinkedIn: https://www.linkedin.com/in/brentdavidson/ Website: https://www.usheatpumpsummit.com/ Company’s LinkedIn: https://www.linkedin.com/company/us-heat-pump-summit/  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-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/

Looking to stand out in the competitive Heat Pump market? Learn from the best with our FREE e-book on in-home heat pump sales. Get it today: https://bit.ly/Top_10Heat_pumpSalestips --------------------------------------- In this episode of The Heat Pump Podcast, we sit down with Brynn Cooksey—founder of Air Doctors Heating and Cooling, HVAC U, and a longtime leader in whole-home performance. Brynn’s journey takes us from his early days as a tech working alongside his father to running one of the most forward-thinking HVAC businesses in the Midwest. His secret? Don’t play the price game. Play the diagnostics game. The Power of Building Science Brynn explains how embracing building science helped his company escape the “race to the bottom”—the box-swapping, lowest-bid dynamic that plagues much of the industry. Instead, his team leads with comfort, efficiency, and trust—delivering measurable, science-backed improvements that customers can see and feel. At the heart of his process is in-home diagnostics. Think thermal imaging, pressure tests, and duct sizing analysis—not just glossy proposals. Brynn’s philosophy is simple: let the customer “buy” instead of getting sold. Show them what’s wrong, explain why it matters, and guide them to the best solution. Lessons from the Field Brynn also shares insights from a heat pump pilot program in Michigan, built in collaboration with Pearl Edison. From dual fuel designs to system sizing and load calculations, he offers a refreshingly honest look at what it takes to electrify the right way. Key takeaways include: 🔬 Diagnostics build trust. Homeowners can’t “unsee” thermal leaks or undersized ducts.🧠 Customer education wins. Teaching homeowners what’s really going on in their homes leads to higher-quality installs—and less price shopping.🌡️ Dual fuel isn’t a compromise. In cold climates, it’s often the smartest step toward electrification.🚫 Bad installs hurt everyone. Oversized or poorly designed systems can lead to $1,500+ utility bills and shattered trust. Why It Matters Brynn isn’t just running a profitable business—he’s helping chart a path for HVAC’s future. As incentives expand and heat pump adoption accelerates, we need more contractors who know how to design and install systems that actually deliver. Timestamps:  [02:26] - Brynn’s background: Air Doctors, HVAC U, and Pearl Edison [05:26] - Using building science to escape the race to the bottom [09:45] - What Pearl Edison does and how it benefits contractors [13:43] - Why electrification isn’t always the first step [16:51] - Dual fuel systems as a practical solution in cold climates [19:14] - The danger of “Heat Pump Cowboys” and bad installs [23:56] - Making heat pumps profitable for quality contractors [35:57] - Final thoughts on solving the trust gap and winning customers Connect with Brynn Cooksey:  LinkedIn: https://www.linkedin.com/in/theairdoctor/ Facebook: https://www.facebook.com/surgeonofcomfort/ Instagram: https://www.instagram.com/theairdoctor313/ Article: What we learned running a Home Energy Rebate pilot in Detroit: https://pearledison.substack.com/p/home-energy-rebates Website: https://www.airdoctorshvacservice.com/ Company’s Twitter: https://twitter.com/airdoctorshvac Company’s Facebook: https://www.facebook.com/airdoctorshvac/ Company’s Instagram: https://www.instagram.com/airdoctorshvac/# Company’s Linkedin: https://www.linkedin.com/company/airdoctorshvacservice/  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-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