HVAC Full Blast

Veterans + HVAC: The Trade Warriors Blueprint Dealers Need

Trane Residential — Mon, 11 May 2026 07:00:00 -0400

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 veteran‑focused HVAC training and placement initiative designed to help address the skilled labor shortage.

Trade Warriors helps transitioning military service members move into HVAC careers through an intensive eight‑week training program that combines hands‑on technical learning with industry certifications — and connects graduates with dealers nationwide.

If you’re a dealer, leader, or manager trying to build a stronger bench of technicians (while supporting those who have served), this episode offers a clear, real‑world look at how Trade Warriors works — and how dealers can participate.

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!

Burn Your Cape: Stop Firefighting and Fix the Real Problem

Trane Residential — Mon, 27 Apr 2026 07:00:00 -0400

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 issues, use the 80/20 rule, get to root cause, and create a process that makes it easier for the next person to win. Expect simple frameworks (like Plan–Do–Check–Adjust) and a reminder you’ll want to repeat: ideal behaviors drive ideal results.

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

Trane Residential — Mon, 13 Apr 2026 06:00:00 -0400

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 business consultant Dan D'Alberto to demystify one of the most critical metrics in business valuation: EBITDA. Many business owners leave millions on the table simply because they don't understand this powerful concept and how it reveals the true cash-flow capability of their company.

From understanding personal add-backs (like beach houses and boats!) to seeing how smart accounting can dramatically increase your sale price, this is a masterclass in financial strategy that every business owner needs to hear.

In this episode, you will learn:

What EBITDA stands for (Earnings Before Interest, Taxes, Depreciation, and Amortization) and what it really measures.
The crucial difference between Net Income, EBITDA, and Adjusted EBITDA.
A real-world example of how a business went from $900k in net income to a $2.7 million valuation by understanding its EBITDA.
How running personal expenses through your business impacts its final sale price.
Actionable advice on how to prepare your financials to maximize your company's value for a future transition.

Whether you plan to sell in two years or twenty, understanding EBITDA is the key to building real, transferable wealth. Don't make a multi-million dollar mistake—watch now!

Connect with our guest:

Dan | Purpose Equity

Email: dan@purposeequity.com

Have a question for the show?

Email us at: hvac_full_blast@tranetechnologies.com

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!

The Contractor of the Future: What the Data Reveals

Trane Residential — Mon, 30 Mar 2026 05:00:00 -0400

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.

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

Trane Residential — Mon, 16 Mar 2026 05:00:00 -0400

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 shoulder season and slower months — and how smart owners keep revenue moving without cutting the wrong things.

Drawing from real ownership experience and conversations with contractors across the country, they discuss:

Why HVAC revenue is rarely linear — and why that’s normal
Common mistakes companies make when things slow down
Smarter ways to stabilize cash flow without eroding margins
How to use existing customers, marketing, and staffing strategically
Why protecting your people and your process matters most in slow periods

This episode is a practical, honest look at navigating the ups and downs of HVAC ownership — and building a business that can weather every season.

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

Trane Residential — Mon, 02 Mar 2026 08:20:49 -0500

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, Director of Education and Coaching at EGIA, for a candid conversation about how contractors, technicians, and homeowners really navigate repair versus replacement decisions.

Together, they explore:

Why repair vs. replace is more about mindset and education than pressure
How technician emotions and homeowner psychology shape outcomes
The role of trust, questions, and clear options in better decision‑making
What service departments need to do to stay profitable and professional
Why the contractors who win in the coming years think differently about service

This episode challenges the idea that there’s a “right” answer every time — and instead focuses on how better conversations lead to better outcomes for customers and businesses alike.

Don’t Let Seasonality Win: Working Capital Done Right

Trane Residential — Mon, 16 Feb 2026 17:29:48 -0500

Join hosts Mary Carter and Stephen Ross as they sit down with senior loan officer Jordan Cordero from Live Oak Bank for a candid deep dive into contractor financing—what it really takes to fund growth without starving your business of cash.

From SBA 7(a) loans and why they exist, to buying a competitor, purchasing a shop, or rolling real estate into a deal to improve payment terms, Jordan breaks down the moves contractors use to scale—plus the “gotchas” that can derail a close. They unpack the real-world difference between profit and cash flow, when working capital makes sense (and when it doesn’t), and how interest rates, fixed vs. variable options, and prepayment rules show up in your monthly reality.

Whether you’re thinking about acquisition, expansion into a new service line, buying a building, or setting up a succession plan for family or a GM, this episode delivers practical cues to get “bank-ready,” protect your runway, and make financing a growth tool—not a stress multiplier.

From HGTV to High‑Efficiency: Anthony Carrino on Real‑World Comfort

Trane Residential — Mon, 02 Feb 2026 05:00:00 -0500

Designer–contractor Anthony Carrino, known for his HGTV background and decades of real‑world building experience, breaks down what “comfort” really means inside a modern home—and why it’s far more than setting a thermostat. Learn how temperature, humidity, airflow, and ventilation work together, why tightening a home’s envelope can backfire without an ERV, and the simple design decisions that prevent those infamous “it says 70°, but it doesn’t feel like 70°” moments.

Anthony shares candid stories from the field—from retrofits gone sideways to ductwork decisions that make or break a space—and reveals the behind‑the‑scenes collaboration that happens between architects, GCs, and HVAC pros. Plus, hear why he now expects a mint on his pillow after learning the industry’s term “comfort advisor,” how zoning and variable‑speed systems changed the game, and the unexpected chaos that can live behind old walls.

If you’ve ever wondered how to make comfort truly predictable—or how to translate design choices into healthier air, quieter systems, and happier homeowners—this conversation will reshape the way you think about building performance in HVAC.

Family Ties in HVAC: The Good, the Bad, the Balance

Trane Residential — Mon, 19 Jan 2026 05:00:00 -0500

Virginia Zunk, finance leader at Trane and HVAC insider, dives into what it’s really like to work with family—and why it can be both a superpower and a challenge. Learn how to set boundaries without burning bridges, why emotional expectations matter more than you think, and the surprising upside of having your biggest cheerleader in the same building. Plus, hear the story behind the “dessert side vs. growing food side” argument, why CrossFit is the OG cult, and how family ties can actually strengthen customer relationships.

If you’ve ever wondered how to keep work and personal life separate—or how to turn family dynamics into a competitive advantage—this conversation will change how you think about collaboration in HVAC.

Small HVAC Company? Here's How to Beat the Big Guys at Their Own Game

Trane Residential — Mon, 05 Jan 2026 12:28:06 -0500

Rob Rotondo, fractional CMO and HVAC marketing veteran, breaks down exactly how to build a profitable marketing program from scratch—whether you're doing $2M or $12M in revenue. Learn why most marketing campaigns fail in the first 30 days, how to leverage manufacturer brands for better ROI, the real truth about website performance in the AI era, and why sales and marketing alignment is the secret sauce to explosive growth. Plus, Steven shares the $36,000 marketing strategy that competitors literally couldn't copy. If you're tired of throwing money at marketing with nothing to show for it, this conversation will change how you think about growing your HVAC business.

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

Breaking Up with Best, Better, Good: A Smarter Pricing Strategy

Trane Residential — Mon, 15 Dec 2025 06:00:00 -0500

Why do 85-90% of HVAC contractors use the same "best, better, good" pricing strategy? And more importantly—how can you beat them at their own game? In this episode, Mary and Stephen break down the psychology behind pricing choices, reveal why traditional approaches leave money on the table, and share a smarter strategy that increases closing ratios and average tickets. Learn how to talk about budget early, present options that actually fit your customer's comfort zone, and stop accidentally disparaging your most popular systems. Whether you're selling high-end variable speed systems or reliable single-stage units, this episode will transform how you think about proposals.

The Hidden Liability Killing HVAC Companies (And How to Fix It)

Trane Residential — Mon, 01 Dec 2025 08:26:25 -0500

What happens when your HVAC system breaks down in year five, and you thought you had a ten-year warranty? For homeowners, it's a shocking repair bill. For contractors, it could be a hidden liability threatening their entire business.

In this episode, hosts Mary Carter and Stephen Ross sit down with Tommy Cue VP of Strategic Partnerships at JB Warranties, to unpack the often-confusing world of extended labor warranties. Steven shares a wild story about a contractor whose self-funded warranty program turned into an accidental Ponzi scheme, and Tommy explains why the difference between "limited warranty" (parts only) and "labor warranty" (the actual repair work) matters so much.

Hammering Down Stereotypes: HVAC Careers Reimagined (with Allison Lincks!!)

Trane Residential — Mon, 17 Nov 2025 07:01:46 -0500

In this lively episode of HVAC Full Blast, Mary and Stephen sit down with Allison Lincks for a candid conversation about breaking stereotypes, leadership in the trades, and building an HVAC dream team. Amidst real-life background noise and business banter, Allison shares her journey from customer service rookie to operations manager—proving talent trumps titles and that women bring serious power to the HVAC industry. Whether it’s navigating jobsite dynamics, hiring for heart (and clean vans!), or learning the value of communication over complicated systems, this episode offers laughs, lessons, and inspiration for pros across the trades.

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

The Secret Sauce for Meetings That Make Money (Or At Least Don’t Lose It!)

Trane Residential — Mon, 03 Nov 2025 06:00:00 -0500

Tips, mistakes, and stories from the field—this episode of HVAC Full Blast tackles how to run meetings that actually get results. Whether you’re in sales, service, or management, discover the secrets for getting to decisions, building trust, and escaping the dreaded “this could’ve been an email” feeling. No rambling, just actionable advice and real talk!

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

Fight, Flight, or Freeze: Stress Management Hacks for HVAC Pros (with Dr. Rebecca Heiss!!)

Trane Residential — Mon, 20 Oct 2025 06:00:00 -0400

Mary Carter and Stephen Ross welcome stress physiologist, author, and keynote speaker Dr. Rebecca Heiss for an honest, energetic chat about handling stress in the home services industry. Think stress hurts your performance? Think again!

Dr. Heiss reveals why stress is actually the secret ingredient to success...when you learn how to harness it. From managing unexpected HVAC emergencies to dealing with sales pressure, customer relationships, and even personal slumps, we dive deep into the mindset shifts and actionable habits that help anyone—from contractors to sales reps—turn high-pressure moments into powerful motivators.

Get practical advice, hilarious real-world stories, and science-backed strategies you won’t find anywhere else. Whether you're dealing with tough customers or tough days, this episode is your guide to staying cool, keeping your momentum, and thriving when it counts. Plus, hear about building confidence, overcoming imposter syndrome, and finding meaning in the daily grind.

Hit subscribe for more industry insights, stories, and expert interviews—and let’s blast off together!

Disclaimer:

The information shared in this podcast is for general informational purposes only and is not intended as medical or mental health advice. We are not medical experts, doctors, or licensed mental health professionals. If you are seeking medical or mental health advice, diagnosis, or treatment, please consult a qualified healthcare provider. Always seek the advice of your physician or other qualified health provider with any questions you may have regarding your health or a medical condition.

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

Agents of Change: HVAC Marketing for the Modern Era

Trane Residential — Mon, 06 Oct 2025 06:00:00 -0400

On this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross are joined by special guest Lorne Sederoff from SearchKings for an inside look at how search engine marketing and AI are reshaping success in the HVAC industry. Listen in as they share real stories from contractors, unpack the evolution from traditional SEO to paid advertising, and discuss how platforms like ChatGPT are changing the way businesses connect with customers.

Lorne offers practical strategies for tracking marketing ROI, optimizing online business listings, and leveraging AI-driven tactics—like targeted streaming TV ads—to help HVAC contractors stand out in today's digital landscape. The discussion also dives into horror stories and lessons learned the hard way, giving listeners actionable insights to avoid costly mistakes and maximize every marketing dollar.

Whether you’re a contractor, territory manager, or just curious about the future of home services marketing, this episode will give you the tools and foresight to help your business adapt and thrive.

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

So What? Winning in HVAC During an Odd Year

Trane Residential — Mon, 22 Sep 2025 06:00:00 -0400

In this episode of HVAC Full Blast, hosts Mary Carter from Trane and Stephen Ross from Sandler tackle one of the industry's most pressing, yet rarely discussed topics: mental toughness. In the ever-changing world of HVAC, professionals regularly face challenges ranging from shifting market conditions and supply chain disruptions to personal setbacks. Mary and Stephen share real-life stories and proven strategies that help HVAC professionals build resilience, bounce back from adversity, and thrive both professionally and personally. Whether you’re in sales, service, or management, this episode provides practical insight on handling failure, embracing growth, and supporting your team through tough times. Join us for an honest, relatable conversation filled with actionable advice—including how to reframe setbacks, foster a resilient mindset, and lead with empathy when crisis hits. If you’ve ever struggled with the pressure, rejection, or rapid change in this business, this episode is for you.

Content Warning: This episode discusses topics related to mental health and suicide.

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

The content of this podcast is for informational purposes only and does not constitute medical advice. The panelists are not medical professionals. If you or someone you know is experiencing a mental health crisis or having thoughts of self-harm, please seek immediate help from a qualified healthcare provider or call your local emergency services. In the U.S., you can dial 988 for the Suicide & Crisis Lifeline.

Stripes & Strategy: Navigating Business Growth (with special guest, Tim Mozley!!)

Trane Residential — Mon, 08 Sep 2025 08:00:00 -0400

Tune in as hosts Mary Carter with Trane and Stephen Ross with Sandler (rocking matching striped shirts) welcome Tim Mozley, a trailblazer in business expansion. Discover how Tim transitioned from Marine pilot to multifaceted business owner, tackling duct cleaning, HVAC, plumbing, and electrical services with savvy. Dive into tales of business growth, operational struggles, and the surprising challenges of managing seventy employees. Plus, get handy tips on merging cultures, conquering chaos, and embracing strategic processes in business expansion.

Whether you're a sole proprietor or managing a multi-trade empire, this episode is filled with humorous anecdotes and actionable advice to navigate the complex web of business ownership.

Want to reach out to us? Email us at hvac_full_blast@tranetechnologies.com.

This podcast is for general informational purposes only. The views and opinions expressed in this webinar are those of the panelists and do not necessarily reflect the official policy or position of Trane Technologies. Trane Technologies makes no warranty or guarantee concerning accuracy or completeness of the content presented in this webinar.

Maximize the Moment with 25C

Trane Residential — Fri, 29 Aug 2025 15:46:49 -0400

In this special bonus episode, hosts Stephen Ross and Mary Carter bring listeners a lively, conversational recap of their recent live webinar focused on the soon-to-expire 25C HVAC tax credit. Joined by expert guests, they break down everything contractors, dealers, and homeowners need to know about qualifying systems, practical selling strategies, and business planning to make the most of this opportunity before it ends on December 31, 2025.

From navigating refrigerant changes and leveraging competitive product lineups, to tips on effective advertising, financing offers, inventory management, and team planning, Stephen and Mary share actionable ideas and lessons learned from past HVAC tax credit cycles—plus why timing matters for closing more deals in Q4. Whether you're looking to maximize sales, inform customers, or prepare your business for a last-minute rush, this episode is packed with value.

The Psychology of Success: Find Your HVAC Mojo

Trane Residential — Mon, 25 Aug 2025 12:23:56 -0400

Mary Carter with Trane and Stephen Ross with Sandler dive deep into the world of belief systems and personal growth in this enlightening episode of HVAC Full Blast. Explore how understanding your own psychology can be a game changer in business.

Discover the impact of your upbringing on present-day decisions, how to tackle negative belief systems, and why a career coach or sports psychologist might just be your next best investment. Whether you're grappling with life changes or striving to balance work and personal goals, this episode offers laughter and insights on becoming your best self in the HVAC industry.

Turn up the volume, it's time for a full blast of self-belief!

Talent Quest: Cracking the Code on Hiring and Culture

Trane Residential — Mon, 11 Aug 2025 05:00:00 -0400

Mary Carter with Trane and Stephen Ross with Sandler explore the pressing labor challenges in the HVAC industry, focusing on hiring, retention, and compensation strategies. Delve into the evolving marketplace dynamics as Mary and Stephen share their experiences and expertise, tackling issues like talent recruitment and maintaining competitive advantages amidst industry changes.

Discover creative strategies and learn how to say goodbye to "culture vultures" while welcoming "trade warriors" into your business. Whether you're dealing with overstaffed shifts or technician shortages, this episode offers a fresh take on building a winning team in the ever-evolving HVAC world. Don't miss this engaging discussion filled with practical solutions to propel your business forward.

Welcome to HVAC Full Blast

Trane Residential — Wed, 06 Aug 2025 15:24:34 -0400

Get ready to tune in to Trane's brand-new podcast, HVAC Full Blast! We're thrilled to bring you exciting conversations every two weeks with our dynamic duo, Mary Carter and Stephen Ross. Whether you're a business owner, an industry expert, or just curious, join us for a fun-filled journey into the world of HVAC. Don't miss out—subscribe now!

From Zero to Hero: Generating HVAC Leads Without Breaking the Bank

Trane Residential — Mon, 28 Jul 2025 15:27:25 -0400

Mary Carter with Trane and Stephen Ross with Sandler delve into the dynamic ebb and flow of heating and air companies and tackle the best strategies for creative marketing and generating self-sustained leads. Fueled by the cycles of expansion and contraction in the industry, they explore the power of frequency, reach, and synergy. Stephen shares transformative tales from his own experiences, proving that necessity is indeed the mother of invention.

Tune in for inspiration on achieving growth without a hefty marketing budget, and learn how to elevate your business with fresh, creative approaches. Whether you're a seasoned marketer or just starting out, you won't want to miss these golden nuggets of wisdom. Join us for this marketing masterclass and spark your sales engine to full throttle!

This episode is for general informational purposes only. The views and opinions expressed in this episode are those of the panelists and do not necessarily reflect the official policy or position of Trane Technologies. Trane Technologies makes no warranty or guarantee concerning accuracy or completeness of the content presented in this webinar.

Riding the Waves of Change: Navigating Tax Credits and Business Growth

Trane Residential — Mon, 28 Jul 2025 15:27:17 -0400

Get ready to sail through a sea of insights as Mary Carter with Trane and Stephen Ross with Sandler dive into the latest HVAC business dynamics. In this episode, the duo navigates the 'soupy' summer heat and its impact on business, all while discussing how to steer through changing tax credit timelines. With the 25C tax credit winds shifting course sooner than expected, HVAC pros need to adjust their sails quickly. Discover how to leverage impending tax credits, stack benefits, and create urgency to boost your bottom line and outsmart market uncertainties.

Whether you're riding the high waves or battling headwinds, Mary and Stephen bring you stories, strategies, and a splash of humor to keep your business on course. Join us for a full blast of summer insights and elevate your HVAC game!

Trane does not provide tax, legal, or accounting advice. This material is for informational purposes only and it should not be relied on for tax, legal, or accounting advice. Tax law is subject to continual change. All decisions are your responsibility and you should consult your own tax, legal, and accounting advisors. Trane disclaims any responsibility for actions taken on the material presented.

Seasons, Strategy, and Steering Clear of Sloppy Margins

Trane Residential — Mon, 28 Jul 2025 15:27:09 -0400

Listen in to our vibrant discussion about the highs and lows of HVAC sales during the sizzling summer months. Mary Carter with Trane and Stephen Ross with Sandler tackle the intricate dance of managing margins, transitioning from spring moods to summer urgency, and making the most of fleeting sales opportunities. Between teams summer and fall, optimizing for high-dollar sales, and gearing up for epic debates on financing, this lively conversation is a blend of humor, strategy, and insight.

Whether you're riding the heat wave or marching into fall, this exchange is packed with tips to boost your sales, refine your strategy, and ensure every sale hits the mark. Don't miss the chance to learn something new—tune in now and turn up your sales game to full blast!

Financing Frenzy: HVAC's Best-Kept Secret

Trane Residential — Mon, 28 Jul 2025 15:26:59 -0400

Dive into this electrifying episode of HVAC Full Blast where Mary Carter from Trane and Stephen Ross from Sandler unlock the mysteries of HVAC financing—a powerful tool often overlooked! Discover how financing can transform your HVAC sales approach, boost closing ratios, and elevate average ticket prices.

Uncover the psychology behind consumer money scripts and learn how to tailor financing options for different types of buyers. Packed with real-world anecdotes, insightful strategies, and expert tips, this is a conversation you don't want to miss.

Join the conversation, get inspired, and see why financing might just be the secret weapon in the HVAC sales arsenal. Share with fellow HVAC enthusiasts, subscribe for more groundbreaking episodes, and let's make HVAC Full Blast the buzz of the industry. Don't get left behind—tune in now and turn up your sales game to full blast!