The Contractor of the Future: What the Data Reveals

What separates today’s top HVAC contractors from the rest of the pack?

In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross are joined by TJ O’Connor, President of Farmington Consulting Group, to explore insights from the Contractor of the Future Study—a nationwide research project surveying HVAC contractors across all sizes and markets.

Together, they break down:

Why consumer financing significantly improves close rates and equipment mix
How offering more proposal options leads to higher profitability
The real impact of marketing investment on long‑term success
Why pricing, job costing, and technology adoption matter more than ever
How contractors can take practical, step‑by‑step actions to improve their business

This conversation goes beyond opinions and trends, grounding HVAC best practices in real data and real contractor behavior—offering a clear look at what’s working today and where the industry is headed next.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

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Episoder(28)

Stop Guessing Your Pricing: How Smart HVAC Companies Actually Do It

In this episode, Mary Carter and Stephen Ross break down the real ways contractors approach job costing, from flat rate and time-and-materials to divisor methods and gross profit per crew day. They al...

8 Jun 45min

Heat Pumps Are Having a Moment - A Product Manager’s Take

Heat pumps are having a moment—and the terminology is getting confusing fast. Chelsea Hudson (Product Manager – Heat Pumps) joins Mary Carter and Stephen Ross to simplify what heat pumps do, when dual...

26 Mai 53min

Veterans + HVAC: The Trade Warriors Blueprint Dealers Need

In this episode of HVAC Full Blast, Carter, Mary and Stephen Ross are joined by Craig Johnson, Director of Contractor Experience at Trane Technologies, to break down the Trade Warriors program — a vet...

11 Mai 52min

Burn Your Cape: Stop Firefighting and Fix the Real Problem

Tired of putting out fires all day? Trina Swenson, an operational excellence / continuous improvement coach, breaks down practical problem-solving for real businesses—how to spot the “nagging” repeat ...

27 Apr 51min

What is EBITDA? (And Why Your Business Needs it!)

What's the single most important number when it comes to selling your business? Hint: It's not your net income.In this episode of HVAC Full Blast, Mary Carter and Stephen Ross are joined by lawyer and...

13 Apr 1h 5min

The HVAC Cash‑Flow Rollercoaster (And How to Stabilize It)

Seasonal slowdowns are part of HVAC — but panic doesn’t have to be.In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross dig into what really happens to HVAC businesses during shoulde...

16 Mar 44min

Repair vs Replace: Why Most HVAC Techs Are Having the Wrong Conversation

Repair or replace? It’s one of the most debated — and emotionally charged — decisions in HVAC today.In this episode of HVAC Full Blast, hosts Mary Carter and Steven Ross are joined by David Holt, Dire...

2 Mar 52min