Accelerated HVAC Success Podcast

In this episode of Accelerated HVAC Success, we sit down with AP Sharma, Director of VRV Products at Daikin Comfort Technologies, to break down what VRV (Variable Refrigerant Volume) technology is and how it’s transforming the HVAC landscape. AP explains how VRV systems intelligently adjust refrigerant flow to match real-time demand, delivering exceptional efficiency, comfort, and zoning flexibility. He also connects the dots between VRV and Daikin’s core innovations—highlighting how inverter technology, advanced refrigeration control, and heat pump capabilities come together in one integrated solution. The conversation goes beyond traditional commercial applications, exploring how VRV is expanding into the residential market and creating new opportunities for contractors. AP shares how diversifying into VRV can help contractors grow revenue, differentiate their offerings, and meet evolving customer expectations. He also dives into Daikin’s next-generation control systems, including how AI-driven advancements are making VRV smarter, more intuitive, and easier to manage—positioning contractors at the forefront of innovation in a rapidly changing industry.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Randy Johnson, owner of Randy's Heating and Air Conditioning, who shares the journey behind building a successful HVAC business and the partnerships that helped make it possible. Randy discusses how his long-standing relationship with Thermal Supply Inc. has supported his company’s growth, from technical expertise to business guidance. The conversation emphasizes the importance of integrity in the trades and why identifying—and fully embracing—your company’s primary focus is essential to long-term success. Randy also explains how his company continues to thrive despite today’s economic uncertainty by focusing on customer solutions, including offering financing options that help homeowners move forward with needed comfort upgrades. He reflects on why he chooses to work with Daikin Industries and how the brand aligns with his standards for quality and reliability. The episode concludes with Randy reflecting on one of the toughest challenges he faces as a contractor and the mindset required to keep moving forward while leading a growing team.

In this episode of Accelerated HVAC Success, Mary Belden-McGrath, Co-Owner of Driven Leadership, joins the conversation to explore how leaders can effectively guide and motivate their teams during times of constant disruption—from geopolitical conflicts to low consumer confidence. Mary stresses that great leaders focus on what they can control rather than being paralyzed by fear. She draws attention to the importance of developing leaders who can think new thoughts and break out of the ruts many organizations fall into during uncertain times. Through practical tools, she provides ways leaders can interrupt negative cycles, stay grounded, and help their teams remain focused and forward-looking. Mary also highlights the importance of reinforcing vision and purpose—ensuring employees clearly understand the company’s direction, expectations, and how their work contributes to the bigger picture. She shares the powerful concept of “Run to the Roar,” encouraging leaders to face challenges head-on instead of retreating from them, and discusses how periods of “perma-uncertainty” can actually fuel innovation for contractors willing to adapt. The conversation also touches on the importance of celebrating team wins, helping contractors rediscover their “why,” and how the BOLD framework can help leaders level up their mindset, leadership, and business growth in an ever-changing industry.

In this episode of Accelerated HVAC Success, Jeremy Chandler, Regional Manager for OPTIMUS, unpacks what’s happening right now in the financing world—and what it means for contractors. From easing interest rates to strategic financing promotions, Jeremy explains how dealers are using today’s lending trends to drive higher close rates and larger tickets. He shares insight into the types of loans homeowners are gravitating toward, why affordability conversations matter more than ever, and how contractors are leveraging OPTIMUS programs to make premium systems feel attainable. The conversation also dives into how successful contractors account for dealer fees, structure blended fee strategies, and protect margin while still presenting compelling monthly payment options. Jeremy also emphasizes the importance of claiming available buydown rebates for Goodman, Amana, and Daikin products—an often-overlooked opportunity that can significantly offset dealer costs. He explores key differences between U.S. and Canadian loan structures, outlines how contractors can quickly get started with OPTIMUS, and explains how the platform consistently delivers approval ratings above 90%. If you’re looking to strengthen your financing game, increase accessibility for homeowners, and confidently present payment options that close, this episode delivers practical strategies you can implement immediately.

In this episode of Accelerated HVAC Success, Matt Maleske, owner and founder of CTM (Coach, Train, Motivate), outlines what he sees missing in contractor development throughout the HVAC industry. He highlights the value of a structured Sales & Application course and how technology has simplified key elements of selling—like financing and accurate heating and cooling load calculations—making it easier to present complete solutions with confidence. Matt also addresses the decline in consistently offering financing and load calculations, and why contractors who prioritize both see higher close rates, larger tickets, and stronger profitability. He also unpacks the impact of Daikin’s Energy-Skilled Sales & Application course, where technicians learn to execute every step—from discovery to load calculations to financing—so they can deliver a thorough, professional recommendation. By avoiding assumptions and confidently offering all available options, skilled technicians elevate the customer experience and drive long-term growth.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Eric McGrath, co-owner of Driven Leadership, to explore where he’s seeing the biggest waves of change and innovation outside the HVAC industry—and why contractors should be paying attention. Eric discusses real-world stories of clients who found success by failing forward, learning quickly, and intentionally leveraging the expertise of others instead of trying to do everything themselves. The conversation highlights a common thread among high performers: they surround themselves with the right people and aren’t afraid to admit what they don’t know. Eric also dives into what leadership truly means today, emphasizing that it’s not about avoiding mistakes, but about how you respond when gaps and missteps show up. He explains why strong leaders create trust through accountability, curiosity, and growth, and why asking better questions—especially around what’s possible—is no longer optional. As consumers demand a new kind of experience, this episode challenges HVAC professionals to rethink leadership, elevate their teams, and lead in ways that meet the expectations of a changing world.

In this episode of Accelerated HVAC Success, guest David Larson, owner of Larson Mechanical, shares why he chose to go into business for himself and what it takes to succeed in a demanding market like Boise. With triple-digit summer heat, freezing winter temperatures, and dramatic seasonal swings, HVAC systems in Boise are constantly pushed to their limits—testing performance, efficiency, and comfort control year-round. David explains why the Daikin FIT has become his go-to solution for new construction, how it delivers reliable comfort in both extreme heat and cold, and why homeowners appreciate its quiet operation—especially for outdoor living spaces where eliminating constant on/off noise makes all the difference. The conversation also dives into how Larson Mechanical has navigated the industry’s transition from R-410A to R-32, how word-of-mouth referrals continue to drive the majority of David’s leads, and the role Thermal Supply has played as a trusted distributor partner in his growth. David reflects on how the internet has reshaped the contracting business and closes by sharing key principles that have helped him stay successful—and sane—amid the chaos of today’s HVAC landscape.

In this episode of Accelerated HVAC Success, guest Lee Smith, VP of Strategic Marketing & Environmental Technology Solutions at Daikin Comfort Technologies, breaks down Daikin’s controls strategy and why controls are becoming the backbone of modern comfort systems. The conversation explores Daikin’s Smart Control platforms and how the thermostat functions as a true communication device—working continuously with the system to maintain comfort without constant on/off cycling. Lee also shares how residential contractors can get up to speed on Daikin’s controls approach and why understanding this strategy is key to delivering better performance and a better homeowner experience. The discussion dives into the two Daikin apps that support this connected ecosystem: Skyport Home for homeowners and Skyport Care for contractors and dealers. Lee describes how Skyport Care empowers contractors to monitor and manage systems remotely, reducing time on site and easing service burdens while improving customer support. The episode wraps with an overview of HERO Cloud Services on the commercial side, offering similar remote management and system insights—drawing attention to how Daikin is using controls and connectivity to help contractors work smarter across both residential and commercial applications.

In this episode of Accelerated HVAC Success, we are joined by Sachin Dixit, VP of Commercial Product at Daikin Comfort Technologies, to unpack the growing momentum around sustainability and what it means for the future of commercial HVAC. Sachin shares Daikin’s global vision—strengthening its position as the world’s #1 HVAC manufacturer—and explains why VRV remains the company’s flagship platform. The conversation dives into the advanced technology that sets VRV apart, how Daikin plans to continue leveraging that innovation, and why both contractors and end users are increasingly embracing these solutions as expectations around efficiency, flexibility, and performance evolve. The discussion also explores how expanding applications are opening new doors for VRV from individualized system designs to value-engineered solutions that align performance with real-world project goals. Sachin spotlights VRV’s growing role in the rooftop market, including a look ahead to new VRV rooftop units launching in 2026. The episode wraps with a clear reminder: competing on price alone helps no one. Long-term success comes from selling the full value proposition—technology, versatility, sustainability, and outcomes that benefit contractors, building owners, and occupants alike.

In this episode of Accelerated HVAC Success, host Ben Middleton is joined by Sri Swaminathan, Manager of Controls and Solutions with Daikin Comfort Technologies, to explore Hero ProEdge, Daikin’s advanced remote monitoring solution for VRV systems. Sri explains how multiple VRV systems can be tied into the platform and how the upgraded protocol supporting the R-32 transition enhances data flow and system intelligence. The conversation highlights what contractors can visualize through a web browser or mobile app—from system performance and alarms to trends over time—allowing many adjustments to be made remotely without a site visit, saving time and increasing efficiency. The episode also dives into the broader value Hero ProEdge delivers to both contractors and end users. Sri outlines how comparative data over time supports proactive maintenance, how maintenance reminders and AI-driven predictions help prevent issues before they occur, and what level of data and remote control functionality is available to building owners. Listeners will gain insight into the unique ways Daikin is leveraging AI to improve system reliability, streamline service, and deliver a smarter, more connected VRV experience.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Chris Bellshaw, VP of Commercial Market and Business Development at Daikin Comfort Technologies, to break down what truly sets Daikin’s VRV technology apart. Chris clarifies the difference between VRF and Daikin’s patented VRV, and explains how Daikin is taking VRV to market in North America. The conversation explores where contractors can go to learn more—from product resources to hands-on training like VRV installation and commissioning—and why VRV is becoming a powerful way for contractors to differentiate themselves in an increasingly competitive market. Chris also dives into the technical advantages of VRV, including its ability to provide zoning, simultaneous heating and cooling, integrated fresh air, and significant energy savings. He highlights Daikin’s core patents and unique control strategy, such as Variable Refrigerant Temperature, and how these innovations deliver comfort and efficiency beyond traditional systems. The episode wraps with a look at how VRV is expanding into the residential space and where homeowners and residential-focused professionals can find more information on this evolving technology.

In this episode of Accelerated HVAC Success, guest Lucky Chandana, Manager of Light Commercial Controls at Daikin Comfort Technologies, breaks down how Daikin is rethinking light commercial solutions as rooftop expectations continue to evolve. What was once a straightforward product category now demands energy savings, inverter compressors, and expanded functionality—and Daikin is approaching this shift from a controls-first mindset. Lucky explains how Daikin is reimagining controls at multiple levels, including innovations like embedding a web server into the iLink DDC controller and layering additional control capabilities to create smarter, more flexible systems. The conversation also previews Daikin’s upcoming 2026 product launch, SmartLink, designed to be low cost, easy to install, and simple to manage, while supporting advanced features like variable frequency drives. Lucky dives into the benefits of the new Inverter Rooftop platform, including a new control strategy that simplifies economizer setup and performance. Just as important, he shares how these advancements help contractors clearly communicate value to building owners, differentiate themselves in competitive markets, and streamline commissioning. From contractor workflows to end-user experience, this episode highlights how Daikin is building light commercial solutions with the entire lifecycle in mind.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Kraig Davis, In-Home Sales & Install Manager at College Place Heating and Air Conditioning, for a wide-ranging conversation on the technologies and trends shaping today’s HVAC marketplace. Kraig walks through real-world scenarios of how the Daikin FIT performs across different weather conditions, the growing homeowner acceptance of R-32, and why inverter technology is becoming a cornerstone of comfort and efficiency. He also details how homeowners are increasingly blending ducted and ductless systems, as well as the rising value of cloud-connected equipment through tools like Daikin Cloud Services.Kraig explores how contractors are navigating the current political and economic turbulence while still thriving through adaptability, strong training, and a commitment to education—areas where Daikin has been a major partner. He also touches on evolving customer expectations, from digital communication to personalized option packages and incentives that can significantly boost close rates. Finally, he highlights the power of word-of-mouth marketing, modern financing programs, and a technology-forward mindset that keeps his company competitive and future-ready.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Dan Clapper of Interplay Learning to explore VR and simulation-based training, why some technicians are still hesitant to embrace it, and what can help them overcome that reluctance. Dan details the power of active learning over passive content consumption and explains how simulation training builds confidence by letting techs learn through hands-on practice without real-world risk. He also offers practical advice for techs who may feel unsure about stepping into VR for the first time. Dan also highlights where he’s seen major successes, especially in heat pump training, and how Interplay’s simulations reinforce learning by teaching the underlying process rather than just isolated tasks. He shares how senior technicians are using VR modules as a teaching tool for newer techs and gives a first look at Interplay’s brand-new Commercial Rooftop simulation built exclusively for Daikin. The episode wraps with an overview of what’s inside Interplay’s extensive course library and how contractors can leverage it to upskill their teams faster and more effectively.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with AJ Jain, CEO of Broccoli, to break down what AI really is, why it exists, and how it’s transforming the trades. AJ highlights elements of Broccoli, such as their Broccoli’s AI voice agents are built specifically for HVAC, plumbing, and electrical contractors—democratizing access to information, improving customer service, and integrating seamlessly into a contractor’s existing systems. He addresses common objections and fears he hears in the field, including the misinformation that can hold a business back, and notes that Broccoli’s technology understands a contractor’s own prioritization logic to automatically prioritize leads the same way the contractor’s team would. AJ also highlights the real-world impact Broccoli is already having on businesses, and what he expects AI to accomplish in the next 12–18 months. He offers a look at what’s ahead for Broccoli as they continue expanding capabilities and helping more contractors adopt AI with confidence. Contractors interested in hearing Broccoli’s AI in action or getting more information can visit broccoli.com.

In the third and final episode of Accelerated HVAC Success with guest Mike Robinson, owner of Smith Plumbing and Heating, Mike begins by explaining how technology continually reshapes the HVAC industry and his own business operations. From leveraging AI to optimize his workforce ratio to expanding his reach through content creation and social media, he discusses how any type of media can engage customers when used with purpose. Further, Mike illustrates how technology has revolutionized financing options, noting that contractors who don’t offer financing are handicapping their growth potential.He also explores the enduring importance of service agreements—especially those that use smart technology to send alerts before problems arise, allowing contractors to be proactive and helping to foster good relationships with customers. Looking ahead, Mike shares his vision for how technology will continue to evolve and empower contractors to operate more efficiently and sustainably. Ben closes their conversation with a teaser for a new course being developed by Smith Plumbing that will focus on helping business owners harness innovation to grow in a sustainable, forward-thinking way.

In this second episode of Accelerated HVAC Success with guest Mike Robinson, owner of Smith Plumbing and Heating, Mike dives into the heart of his pricing philosophy and strategy. He explains that before any discussion of numbers, contractors must first define and build their brand—because your pricing should reflect who you are and the experience you deliver. While there are countless pricing strategies, consultants, and formulas out there, Mike emphasizes that the key question is simple: does your pricing match your brand? Mike shares how his team analyzes market trends and tracks gross dollars per crew day and labor hour to stay aligned with both profitability and value. He also breaks down how to truly understand operating expenses, identifies common areas where contractors overspend, and offers practical ways to control costs without cutting corners. The conversation expands to the role of fair pricing, how value creation drives profit, and the broader implications of private equity and EBITDA in today’s HVAC industry. Ultimately, Mike reinforces the importance of being a good steward of your resources—balancing growth, efficiency, and integrity to achieve lasting success.

In this episode of Accelerated HVAC Success, host Ben Middleton sits down with Mike Robinson, owner of Smith Plumbing and Heating, for the first of a three-part series exploring what it truly takes to scale an HVAC business. Mike shares his incredible journey of growing Smith Plumbing from just 3 trucks to an impressive 93, unpacking the strategies, mindset shifts, and key decisions that fueled that growth. He discusses how understanding both brand and market positioning are essential to optimizing performance and sustaining momentum. Mike also dives into the barriers that often prevent smaller contractors from reaching the next level—especially the importance of recognizing what you don’t know and surrounding yourself with the right expertise. From building systems and processes to preparing for future expansion, he offers a transparent look at what’s worked, what hasn’t, and how strategic clarity can make all the difference. The episode wraps with a candid discussion on industry consolidation, the role of consolidators, and how independent contractors can stay competitive in a rapidly changing market.

In this episode of Accelerated HVAC Success, Matthew Bratsis, VP of Contractor Service with EGIA, breaks down why HVAC sales ultimately come down to affordability and how financing can transform the way contractors approach the customer experience. He describes how economic pressures like tariffs fuel consumer hesitation, and provides insights into banks’ current lending trends. Drawing from HARDI’s assessment that fewer than 30% of contractors offer financing, Matthew emphasizes the risks of overlooking the purchasing experience and how that impacts sales opportunities. Matthew underscores how offering financing can instantly reshape the sales conversation, helping contractors overcome budgetary objections while creating a more professional and confident buying process. He highlights the importance of training on the purchasing experience, noting that for businesses facing budgetary deficits, financing is often the only path to growth and surplus. To wrap up, he provides simple, actionable steps contractors can take to quickly start offering OPTIMUS financing and unlock new sales opportunities.

In this episode of Accelerated HVAC Success, guest Matt Baker, National Manager of Energy Efficiency and Electrification Programs at Daikin North America, discusses key updates around energy incentives and rebates that contractors need to know before the year ends. Matt highlights that the federal tax credit for high-efficiency HVAC products—specifically the 25C program—will sunset on December 31st, meaning homeowners can still claim up to a $2,000 tax credit next year if they act now. He emphasizes the importance of educating customers about this limited-time opportunity and advises dealers to then pivot their focus toward rebate programs as we move into the new year. Matt also introduces the Daikin Energy Rebate Center (DERC), a powerful online tool designed to help contractors identify, submit, and collect available rebates in their area. Currently active in 35 states and connected to 155 programs, DERC simplifies the process of stacking rebates to reduce overall project costs. With its ability to automate data collection and streamline submissions—free to use up until submission—DERC provides a major advantage for contractors looking to maximize savings for their customers and boost sales in an increasingly efficiency-driven market.