You hear me talk a lot about the huge opportunity for HVAC contractors moving into home performance (and solar!).
Here’s a great clip from Ken Justo of ASI Hasting, a leading HVAC contractor out of San Diego, CA.
While ASI is the big dog HVAC contractor in their market, they’re not resting on their laurels. They understand that the HVAC industry has been missing the boat by focusing on just “the box”, the HVAC equipment, and not paying attention to the whole house when it comes to heating, air-conditioning, and ventilating homes.
Now, the HVAC industry has its share of laggards and shills. Some of them will never step up their game. Others won’t until they’re forced to. By those who do have a great opportunity to do more good for their customers, and do well in the process.
Doubters take note. Home performance can scale if you run your business well. Elements of that include buy-in across the board, a long-term commitment to quality and the expensive continual training that involves for all staff (not just the owner); recognition that training on technical matters alone is necessary but not sufficient—training in marketing, sales, management and more is needed; an understanding that you can do better if you pay attention and keep an open mind, and a willing to do so; aggressive pursuing operational efficiencies that provide value for your customers and profits for your business; and a relentless pursuit of customer satisfaction across its many facets; and a program of serving those customers for a long, long time.
Those I see making a great go of “home performance” share those characteristics. And that’s true regardless of what particular trade angle they come up from.
Now, you’ll see a lot of HVAC companies very quickly emerge among the top of the home performance field. That’s not speculation. It’s happening with increasing consistency over the past few years. See ABC Cooling, a great company out of Fresno and Hayward, CA, who was the leading contractor in PG&E’s EUC program last year. Check out what’s happening in NY and NJ. There are a lot of great reasons for this which have been covered elsewhere. But it’s not the HVAC industry doing this—it’s the smaller subset of HVAC companies who know how to succed. Most don’t.
The same will continue to apply for companies that come to home performance from different angles. Some are getting the job done. Many are not. Where do you want to be in 2014?