Advertise on podcast: Accelerated HVAC Success Podcast

HVAC contractors don’t simply sell equipment—they sell comfort. In this episode, Ben Middleton speaks with Serge Viter, Regional Sales Director for Ontario at Daikin Comfort Technologies, about inverter technology, heat pumps and the changing Canadian HVAC market. Serge explains how Ontario’s extreme temperatures, green electrical grid and evolving energy costs are influencing homeowners’ heating and cooling decisions. They also discuss why contractors must move beyond selling equipment boxes and instead deliver complete comfort solutions built around efficiency, performance and customer experience. The conversation offers a Canadian perspective on the future of inverter technology and how HVAC contractors and distributors can differentiate themselves in an increasingly competitive market.

HVAC contractors may be missing as many as 30% of their incoming calls—not because they need more leads, but because their teams cannot answer every call during the busiest times of the year. In Episode 15 of Accelerated HVAC Success, Ben Middleton continues his conversation with Ryan Keenan, Senior Product Specialist at Broccoli AI, about practical ways artificial intelligence can help HVAC companies improve productivity, capture opportunities, and compete more effectively. They discuss using AI as a personal assistant, protecting sensitive information, evaluating platform agreements, and verifying AI-generated answers. Ben and Ryan also explore how AI can help contractors get discovered, answer overflow calls, schedule appointments, contact maintenance-agreement customers, and provide technicians with faster access to troubleshooting information. The goal isn’t to replace employees. It’s to give them better tools, increase their value, and help the entire organization accomplish more.

HVAC contractors may be missing as many as 30% of their incoming calls—not because they need more leads, but because their teams cannot answer every call during the busiest times of the year. In Episode 15 of Accelerated HVAC Success, Ben Middleton continues his conversation with Ryan Keenan, Senior Product Specialist at Broccoli AI, about practical ways artificial intelligence can help HVAC companies improve productivity, capture opportunities, and compete more effectively. They discuss using AI as a personal assistant, protecting sensitive information, evaluating platform agreements, and verifying AI-generated answers. Ben and Ryan also explore how AI can help contractors get discovered, answer overflow calls, schedule appointments, contact maintenance-agreement customers, and provide technicians with faster access to troubleshooting information. The goal isn’t to replace employees. It’s to give them better tools, increase their value, and help the entire organization accomplish more.

What if artificial intelligence could give your HVAC business the productive capacity of ten more people? In Episode 14 of Accelerated HVAC Success, Ben Middleton sits down with Ryan Keenan, Senior Product Specialist at Broccoli AI, for the first installment of a three-part series examining how AI is transforming the HVAC industry. Ryan explains artificial intelligence in practical terms, including how it processes information, automates repetitive tasks, expands human capacity, and helps businesses make decisions at scale. Ben and Ryan also discuss large language models, AI-powered advertising, improved service-ticket notes, and simple ways contractors can begin using AI in their daily operations. For HVAC contractors who are curious about AI but unsure where to begin, this episode provides an approachable introduction focused on productivity, customer communication, and practical business applications.

The first R-32 installation may feel intimidating, but completing that first job can make the transition much easier. In Episode 13 of Accelerated HVAC Success, Ben Middleton visits the Daikin branch in Hamilton, Ontario, to speak with Branch Manager Andrew McMahon. Andrew discusses his transition from automotive work into HVAC, his experience working in the field and his eventual move into HVAC wholesale and branch management. He explains how knowledgeable employees, local inventory, technical assistance and hands-on training help contractors succeed in the field. Ben and Andrew also discuss the transition to R-32, the concerns contractors initially experience and why the new refrigerant becomes less intimidating once they complete their first installation. Andrew’s advice to contractors facing new technology is simple: take the plunge, get the first one out of the way and overcome that initial hurdle.

HVAC technicians often enter the industry because they enjoy fixing equipment—not because they enjoy selling or having difficult conversations with homeowners. But without strong communication skills, a technician may unintentionally make decisions for customers instead of giving them meaningful choices. In Episode 12 of Accelerated HVAC Success, Ben Middleton talks with Barry Gates, Vice President of Power Selling Pros, about creating a consistent customer experience from the initial phone call through the technician visit, comfort-advisor handoff, installation and follow-up. They discuss financing, presenting multiple repair and replacement options, taking homeowners on a complete home tour and using ride-alongs and ongoing coaching to improve technician communication. Barry also explains why customer-experience training must extend beyond CSRs and technicians to company owners and leadership. Protecting customers doesn’t mean choosing for them. It means educating them, presenting appropriate options and allowing them to decide.

Ductless systems can provide more than an alternative comfort solution—they can help HVAC contractors increase revenue, improve profitability and solve problems their competitors may be overlooking. In Episode 11 of Accelerated HVAC Success, Ben Middleton talks with Scott Mangum about finding profitable ductless opportunities during service calls, tune-ups and system replacements. They explore garages, home offices, mobile homes, accessory dwelling units, tiny homes, solar-battery spaces and individual rooms with comfort problems. Scott also explains why contractors who continue treating ductless as something new or unfamiliar may be giving up sales. Learn how to ask better questions, identify overlooked customer needs and potentially turn an $800 service call into a $3,800 opportunity using the same technician and truck roll.

The HVAC industry needs skilled workers — and there may not be enough of them to meet the demands of where the industry is headed. In Episode 10 of Accelerated HVAC Success, Ben Middleton sits down with Martin Luymes, Vice President of Government and Stakeholder Relations at HRAI, to discuss the skilled labor shortage, HVAC regulation, electrification, heat pumps, government incentives and the future of the HVAC workforce. Martin explains why the shortage of skilled tradespeople has become a bottleneck across the industry. As governments encourage the transition toward heat pumps and electrified heating, contractors also need technicians with the refrigeration skills required to properly install and service increasingly sophisticated equipment. The conversation also explores the difficult balance between necessary regulation and government overreach, the refrigerant transition, tariffs and trade, and lessons learned from Canada’s Greener Homes program. Martin makes the case that government incentives designed to increase demand for new HVAC technologies also need to support the skilled workforce required to install them. Topics include: • The HVAC skilled labor shortage • Training the next generation of HVAC technicians • Heat pumps and electrification • Refrigeration skills and technician qualifications • HVAC regulations and building codes • Refrigerant regulations • Tariffs and North American trade • Canada’s Greener Homes program • Government HVAC incentives and rebates • Qualified heat pump installation • Manufacturer training and contractor upskilling • Why HVAC contractors provide an essential service Guest: Martin Luymes Vice President of Government and Stakeholder Relations HRAI Hosted by Ben Middleton of Daikin Comfort Technologies.

What's the biggest business challenge facing HVAC contractors today? According to Sandy MacLeod, one word sums it up: uncertainty. In Episode 9 of Accelerated HVAC Success, Ben Middleton sits down with Sandy MacLeod, President and CEO of HRAI, to discuss tariffs, rising equipment costs, refrigerant changes, electrification and the future of Canada's HVAC industry. Sandy explains how uncertainty surrounding tariffs, supply chains and regulations makes it increasingly difficult for wholesalers and contractors to plan and price future work. They also discuss the impact tariffs can have on gas furnace prices, the transition toward new refrigerants, and why electrification in Canada will be a long-term journey rather than an overnight change. The conversation also explores what these changes mean for HVAC technicians and why contractors who plan to remain in the industry need to continue learning and adapting to new technology. Topics include: • Tariffs and HVAC equipment prices • Supply-chain uncertainty • Gas furnace pricing in Canada • Refrigerant regulations and A2Ls • Electrification and heat pumps • HVAC contractor profitability • Training for new HVAC technology • Government regulation • The future of Canada's HVAC industry • Why contractors need to stay informed Guest: Sandy MacLeod President & CEO HRAI Hosted by Ben Middleton of Daikin Comfort Technologies.

With HVAC system prices rising dramatically since 2019, affordability has become one of the biggest challenges facing contractors and homeowners. In Episode 8 of Accelerated HVAC Success, Ben Middleton sits down with Greg Jones, Regional General Manager for Stevens Equipment Supply in the Southwest, to discuss how contractors can adapt to a changing HVAC market. Greg and Ben explore the importance of financing, including how consistently leading with financing can increase contractor closing percentages by 11%. They also discuss the growing role of AI in HVAC, the importance of technical and sales training, what the HVAC branch of the future should look like, and how distributors can become true business partners instead of simply providing equipment and a price list. Greg also shares why, after decades in the industry, he believes HVAC remains one of the best opportunities available for the next generation. Topics include: • HVAC financing and homeowner affordability • Increasing contractor close rates • AI and the future of HVAC • Training technicians and sales teams • The HVAC branch of the future • Supporting independent contractors • Building stronger distributor relationships • Career opportunities in the HVAC industry Guest: Greg Jones Regional General Manager – Southwest Stevens Equipment Supply Hosted by Ben Middleton of Daikin Comfort Technologies.

Ryan Van Tassell, Vice President of the West Division for Stevens Equipment Supply, shares how Stevens expanded from zero customers to a $70 million HVAC distribution business in just a few years. Ryan discusses leadership, private equity, inverter technology, customer experience, contractor growth, and why businesses that refuse to evolve risk getting left behind. Hosted by Ben Middleton. Topics include: • Building a distribution business from the ground up • Private equity's impact on HVAC • Why inverter technology is changing the industry • Customer-first leadership • Growing contractors through training • The future of HVAC distribution

Every incoming phone call represents revenue—but most HVAC companies are only booking about 58% of those opportunities. In this episode, Ben Middleton sits down with Barry Gates, Vice President of Power Selling Pros, to discuss why customer service representatives have such a massive impact on company growth and profitability. Barry shares proven strategies for improving call conversion, creating exceptional customer experiences, coaching CSRs, and building a culture where every phone call is treated like the valuable opportunity it is. If you're looking to improve your booking rate, increase customer satisfaction, and grow your HVAC business without increasing your marketing budget, this episode is for you.

Strong contractor-distributor relationships can make the difference between simply surviving and building a highly profitable HVAC business. In this episode of Accelerated HVAC Success, Ben Middleton sits down with Jeremiah McClelland, Regional Operations Manager at Daikin Comfort Technologies, to discuss inventory planning, technology, forecasting, customer experience, and how the "Branch of the Future" is helping contractors succeed. Topics include: • Inventory forecasting • Seasonal planning • Technology in distribution • Contractor communication • Customer experience • Branch operations • Growing your HVAC business If you're an HVAC owner, manager, technician, or comfort advisor, this conversation offers practical insights into building stronger business partnerships.

Every HVAC contractor wants to increase profits—but many focus on lowering equipment costs instead of improving business performance. In this episode of Accelerated HVAC Success, Ben Middleton sits down with Nathan Boisvert, Regional Sales Director at Daikin Comfort Technologies, to discuss what separates successful HVAC businesses from those that simply compete on price. Topics include: • Profitability vs affordability • Building strategic distributor relationships • Financing and business growth • Using technology to improve efficiency • Becoming a better business owner • Preparing your company for long-term success Whether you're an HVAC owner, sales manager, technician, or comfort advisor, this episode offers practical business advice you can immediately apply.

The HVAC refrigerant phase-down is accelerating, and many contractors still aren't prepared for what's coming. In this episode of Accelerated HVAC Success, Ben Middleton sits down with Michael Ragan to discuss refrigerant recovery, reclamation, EPA regulations, and how contractors can prepare for the future while creating additional value for their businesses. Topics include: • The HFC phase-down timeline • Why reclaimed refrigerant is becoming more valuable • EPA recovery requirements • Common contractor misconceptions • How refrigerant can be reused indefinitely • Why refrigerant recovery protects your customers • Practical ways contractors can implement recovery programs Whether you're an owner, technician, or service manager, this episode provides practical insight into one of the biggest changes impacting the HVAC industry.