Q&A with Jim B and Bryan Orr

By Jim Bergmann Bryan Orr Joe Medosch Ben Reed

February 21, 2024

In this engaging Q&A session from the 5th Annual HVAC/R Training Symposium, Bryan Orr moderates an insightful discussion with Jim Bergmann, President of MeasureQuick. Also featuring are Ben Reed and Joe Medosch. Jim provides updates on MeasureQuick and the HVAC industry, sharing his vision for transforming the trade through technology and proper system commissioning.

Key topics covered include challenges with MeasureQuick adoption, balancing process vs flexibility for technicians, the importance of business maturity beyond technical skills, carving out specialized roles, embracing humanity in processes, and looking ahead at the electrification transition. Jim and Bryan engage with audience questions, offering wisdom on cultural enablement, attracting the right people, and profitable service models amidst industry shifts.

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In this short Q&A podcast episode, Bryan answers a listener-submitted question and gives some of his tips for moving to HVAC sales from field technician/installer roles. The world of sales has a different pay structure, which makes it an appealing option to many technicians.

Salespeople need to be able to have money conversations with confidence and not be afraid to talk about pricing. You can practice these conversations with friends or fellow technicians, including answering questions and responding to objections.

Sales confidence is another key to success in sales. Many successful sales techs go into sales with the assumption that the client wants to work with them and aren’t timid because they’re confident they’ll make the sale. Great salespeople also seek out feedback to learn and grow from.

Many great salespeople in the HVAC industry also benefit from learning about load calculations, equipment selection, and duct design, particularly via the ACCA manuals and software like Wrightsoft and Kwik Model 3D. The HVAC Grapevine, NCI, and TEC all have great educational resources about building science. Deploying test instruments, including blower doors, duct blasters, and thermal imaging cameras, also gives you vital information about the structure and shows clients that you’re going above and beyond for their comfort; you’re delivering quality and doing so with integrity.

Communication skills are a crucial part of sales, and the best thing you can do to start honing your communication skills is to ask good questions and listen for valuable answers. Empathy is also important in sales, and it’s most effective when you can understand your client’s priorities.

Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.

Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium.

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