In this episode of the Beer Can Cold Podcast, we sit down with Derrek from SBE Odyssey to break down what is really happening inside HVAC companies and where most owners are getting it wrong.

SBE Odyssey was built from a real residential HVAC company that scaled from zero to over $50 million, and Derrek shares what they have learned from coaching contractors across the country. This conversation dives deep into the fundamentals that actually drive profitability, growth, and long-term value.

We cover the three phases every HVAC company must go through—profitability, scalability, and sustainability—and why skipping steps leads to chaos. We also unpack one of the biggest blind spots in the industry: service departments that are quietly losing money while installs cover it up.

If you are trying to grow your HVAC business, improve your margins, or build something that can run without you, this episode is packed with practical insight.

Topics include:

• The 3 phases of HVAC business growth: profitability, scalability, and sustainability
• Why service departments are often the biggest profit leak
• How to structure pricing, COGS, and margins the right way
• The difference between EBITDA and real net profit
• Why most contractors do not actually know their numbers
• The right way to train technicians without turning them into salespeople
• Customer-first service vs. pushy sales tactics
• SOPs, systems, and getting processes out of the owner’s head
• Leadership, accountability, and why tracking drives performance
• When to add new trades like plumbing (and when not to)

Whether you are a small shop or scaling past $10M, this episode will challenge how you think about your business and give you a clearer path forward.

Subscribe for more conversations on HVAC, leadership, pricing, and building real value in your company.

#HVAC #HVACBusiness #ContractorLife #ServiceBusiness #HomeServices #HVACProfit #SmallBusiness #Entrepreneurship #Trades #BlueCollar #HVACTraining #BusinessGrowth #COGS #Leadership #EOS #SixSigma

In this episode of the Beer Can Cold Podcast, we hit the road and record live from the ACR Supply Expo at the Raleigh Convention Center.

This episode is packed with insights for HVAC contractors, distributors, and business owners who want to build stronger companies through culture, leadership, and proven systems like EOS (Entrepreneurial Operating System).

We sit down with leaders from ACR Supply, including their President, COO, and Sales Director, to talk about:

• The incredible story behind ACR Supply’s growth since 1977 • How a faith-based company culture can shape a thriving business • Why relationships still matter in HVAC distribution • The real value a distributor should bring to contractors • How EOS (Entrepreneurial Operating System) transformed their organization • Lessons on leadership, accountability, and communication • Why companies like Chick-fil-A and ACR succeed through culture and process

If you're an HVAC business owner, technician, or industry leader, this episode is full of real-world lessons about building a company that lasts.

From the truck to the boardroom — this is shop talk that matters.

Grab a cold one and enjoy.

This episode is sponsored by Praxis HVAC Sales & Pricing Software, helping HVAC companies build consistent pricing, stronger sales processes, and confident teams.

Learn more: https://praxisgroupinc.com

Beer Can Cold Podcast Hosted by JG Van Graan & Will Merritt

New episodes featuring HVAC leaders, contractors, and industry experts.

Subscribe for more conversations about HVAC business, leadership, culture, and growth.

#HVAC #HVACBusiness #HVACLife #HVACContractor #Entrepreneurship #BusinessLeadership #EOS #EntrepreneurialOperatingSystem #TradesBusiness #HVACIndustry #ContractorLife #BeerCanColdPodcast

Building HVAC Company Value: EBITDA, Maintenance Agreements & Exit Strategy

Description:

What actually builds value in an HVAC company?

In this episode of the Beer Can Cold Podcast, JG and Will sit down with Patrick Lange, business broker and M&A expert in the trades, and Marty, recurring revenue specialist and maintenance agreement champion, to break down what really drives valuation in a heating and air company.

Is value about revenue? EBITDA? Seller discretionary earnings? Or is it recurring revenue and leadership depth?

We cover:

• Why EBITDA matters and how private equity really values HVAC businesses

• The truth about “multiples” and why profitability matters more

• Maintenance agreements as the foundation of recurring revenue

• Monthly vs annual maintenance plans and how buyers view them

• Owner dependence and why you don’t have a business if you can’t leave for 60 days

• Clean books, tax strategy, and how hiding profit destroys exit value

• How culture, systems, and EOS-style leadership increase enterprise value

• The post-COVID valuation correction and what buyers are asking now

• Service and repair vs new construction strategy

• How to increase your company’s value by 30% in three years

The takeaway is simple: Maintenance agreements. Maintenance agreements. Maintenance agreements.

If you want to build a profitable HVAC company that you don’t have to sell—but could—this episode is your roadmap.

#HVACBusiness #HVACContractor #HeatingAndAir #HVACService #HVACSales #MaintenanceAgreements #RecurringRevenue #EBITDA #BusinessValuation #SellYourBusiness #TradeBusiness #HomeServices #ServiceIndustry #Entrepreneur #BeerCanColdPodcast