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The Heat Pump Podcast

The Heat Pump Podcast

By: Amply
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The Heat Pump Podcast discusses all things related to heat pumps. We cover: HVAC entrepreneurship, business operations, technology innovations, building science, how policy impacts both contractors and homeowners, and more.

Our goal is to ensure that the transition to heat pumps for heating and cooling is a win for everyone – homeowners, contractors, and the planet – by sharing insights, learnings, and best practices.

2024 Amply Energy Economics Leadership Management & Leadership
Episodes
  • #46 What It Takes to Scale Heat Pumps: A Roundtable with Carrier, Daikin, and LG

    #46 What It Takes to Scale Heat Pumps: A Roundtable with Carrier, Daikin, and LG
    Jan 21 2026
    Like what you heard in this episode? We're doing a live training on exactly this. STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom. The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2 PM ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- What does it actually take to install millions of heat pumps? We asked the people who would know. Lindsey Dorman (Carrier), Kevin DeMaster (LG), and Jonathan Moscatello (Daikin) work with utilities and rebate programs across the country. Their job: make heat pump adoption actually work for contractors, homeowners, and the grid. We cover quality vs. volume tensions in rebate programs, the future of connected commissioning, why equipment data is still too hard to access, and what each would change with a magic wand. This is the behind-the-scenes view of heat pump programs most contractors never see. Key Takeaways: Why inverter-driven heat pumps are essential for future energy efficiency and grid stability.The importance of proper sizing, installation, and contractor training in heat pump success.How utility programs can avoid “heat pump cowboys” and perverse incentives.What “connected commissioning” is — and why it’s a game-changer for installation quality.The one policy change each guest would make to accelerate responsible heat pump adoption. Timestamps: [00:00] - Introduction to the Episode [04:20] - Meet the Guests [05:13] - What Do You All Do? Guest Roles Explained [11:19] - Where Heat Pumps Are Thriving and Where They're Fragile [19:18] - What Makes a Good Utility Partner? [24:54] - Tackling Heat Pump Incentive Abuse [32:02] - Connected Commissioning: The Next Evolution [37:32] - Data, Diagnostics & Manufacturer Feedback [43:30] - The Case for Better Equipment Data Access [51:12] - Magic Wand Question: One Change to Accelerate Adoption [56:52] - Final Thoughts & Wrap-Up Connect with the Guests: Lindsey Dorman LinkedIn: https://www.linkedin.com/in/lindsey-dorman-142364117/Website (Company): https://www.corporate.carrier.com/LinkedIn (Company): https://www.linkedin.com/company/carrier/Facebook (Company): https://www.facebook.com/CarrierGlobal/Instagram (Company): https://www.instagram.com/carrier/X (Company): https://x.com/carrier Jonathan Moscatello LinkedIn: https://www.linkedin.com/in/jonathan-moscatello-b5345346/LinkedIn (Company): https://www.linkedin.com/company/daikin-comfort-technologies/ Kevin DeMaster LinkedIn: https://www.linkedin.com/in/kevin-demaster-77647a/Website (Company): https://lghvac.com/LinkedIn (Company): https://www.linkedin.com/company/lg-air-conditioning-systems/Facebook (Company): https://www.facebook.com/lgusahvacInstagram (Company): https://www.instagram.com/lghvacusa/#X (Company): https://x.com/LGHVACUSA Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/
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    59 mins
  • #45 How to Win on Trust: A Step-by-Step Heat Pump Sales Masterclass with Paul McHugh

    #45 How to Win on Trust: A Step-by-Step Heat Pump Sales Masterclass with Paul McHugh
    Jan 8 2026
    Like what you heard in this episode? We're doing a live training on exactly this. STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom. The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2pm ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- Paul McHugh has been in HVAC for 35 years and handles 350 installs per year at Ray O. Cook Heating and Air in California. In this episode, he walks us through his complete 8-step sales process—from first contact through commissioning—including the $200 video he sends customers before every appointment. What we cover: The comfort survey that protects you and surfaces real problemsThe 90-second pre-visit video (Paul plays it during the episode)Why Paul calls every customer before arriving"The Big Three": load calculation, duct assessment, equipment selectionHow to demonstrate airflow and pressure problems in front of homeownersUsing extended performance data to select equipmentInstallation handoff documentation that ensures predictable resultsACCA QI certification and third-party verificationHow to handle "you're more expensive" objections Timestamps: [00:00] – Introduction to the Episode [03:11] – Paul's Career and Industry Evolution [08:47] – Defining the Core Problem [10:40] – How the Process Was Developed [19:03] – The Comfort Survey: Understanding the Homeowner [25:00] – Leveraging Technology and Customer Education [30:10] – Initial Appointment: Setting the Stage [36:34] – Load Calculation and Air Leakage Detection [47:55] – Diagnosing Room-Level Comfort Issues [55:52] – Equipment Selection Using Extended Performance Data [01:02:31] – Commissioning and Final Thoughts Follow Paul McHugh: LinkedIn: https://www.linkedin.com/in/paul-mchugh-93830430/Instagram: https://www.instagram.com/lespaulmac/Website (Company): https://www.rayocook.com/Facebook (Company): https://www.facebook.com/rayocook/Instagram (Company): https://www.instagram.com/rayocook1947/YouTube (Company): https://youtube.com/@rayocookheatingandair Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/
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    1 hr and 7 mins
  • #44 Test, Don't Guess – How Mitch Bailey Built a Profitable HVAC Business Without Chasing Every Lead

    #44 Test, Don't Guess – How Mitch Bailey Built a Profitable HVAC Business Without Chasing Every Lead
    Dec 24 2025

    Want to win on trust, not price?

    Start with our Trust Checklist to see if your business is doing the things that truly set you apart.

    👉 https://bit.ly/the-heatpump-business-model-matrix

    Then, head to our latest article to learn how the top contractors protect their margins and stay competitive.

    👉 http://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix

    -------------------------------------------------

    When leads are scarce, most HVAC contractors chase everything. Mitch Bailey does the opposite—and it's working.

    The second-generation owner of Bailey's Air Heroes downsized from 50 employees to 12, turns down work that doesn't fit, and built a $3M business around one principle: test, don't guess.

    Mitch just won the 2024 Jim Davis Technical Excellence Award from NCI. He trains contractors across California. And he's all-in on heat pumps—even when the economics are tricky.


    In this episode, we dig into:

    → Why he refused to budge $5 for a builder (and got fired for it)

    → How he shifted from 3-6% margins to 30% by switching to “retail work”

    → His "$2 high-tech selling tool" that closes engineer customers

    → The balance point COP spreadsheet that shows when heat pumps pencil out

    → Why he trains his competition (and why it's strategic)

    → His advice: start with load calculations and static pressure testing

    If you're wondering how to build a sustainable HVAC business without burning out, this one's for you.


    Timestamps:

    [00:00] - Introduction

    [02:44] - Mitch’s Early HVAC Roots

    [04:21] - Learning Through Experience & California’s Training Programs

    [07:25] - Taking Over the Business & Embracing Technology

    [19:49] - Transitioning from New Construction to Retrofit Work

    [26:37] - Lessons from New Construction: Don’t Compete on Price

    [33:47] - High-Performance Contracting in Practice

    [44:13] - Economics of Heat Pumps vs Gas Furnaces

    [55:45] - Advice for Contractors: Where to Start with Performance Work


    Follow Mitchell Bailey:

    • LinkedIn: https://www.linkedin.com/in/mitchell-bailey-b3887948/
    • YouTube: https://youtube.com/@baileysair
    • Email: baileysair@sbcglobal.net
    • Website (Company): https://airheroes.org/company/

    Follow the Hosts:

    • Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716
    • Eric Fitz: https://www.linkedin.com/in/ehfitz/
    • Amply Energy Website: https://www.amply.energy/
    • Amply Energy YouTube: https://www.youtube.com/@amplyenergy
    • Amply Energy Facebook: https://www.facebook.com/amplyenergy
    • Amply Energy Instagram: https://www.instagram.com/amply_energy/
    Show More Show Less
    1 hr and 2 mins
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