How HVAC, Plumbing & Electrical Contractors Can Overcome Today’s Economic Pressures
A New Era for Home Service Contractors: Training, Pricing, and Confidence
In a climate of rising costs, refrigerant shortages, and consumer hesitancy, contractors in the HVAC, plumbing, electrical, and roofing industries are feeling the squeeze. But the solution isn’t panic—it’s preparation.
In a recent episode of the Successful Contractor Podcast, industry experts Estee Jaacovi and Miki Stone from CertainPath™ discussed how home improvement contractors can stay profitable and confident in today’s shifting landscape. If you’re a HVAC contractor, plumbing contractor, electrical contractor, or roofing contractor, this conversation is a must-watch.
Rising Costs, Tariffs & Supply Chain Delays—What Contractors Need to Know
Price increases from refrigerant mandates, international tariffs, and supply chain issues have made it difficult for even the most seasoned HVAC companies to maintain healthy margins. Jaacovi and Stone emphasized one thing: adjust pricing immediately and often.
“One of the quickest profit killers is actually the slow creep,” said Stone. “Overhead, field labor, overtime, return trips for parts—these slowly chip away at your margins.”
To combat this, contractors must:
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Reassess their pricing structures frequently
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Educate their team on why price hikes are necessary
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Use scripting and sales coaching to improve homeowner conversations
Train for Confidence, Not Just Compliance
Today’s HVAC technicians, plumbing sales teams, and electricians need more than technical knowledge. They need communication skills and confidence.
“Scripts should be guides—not memorized scripts,” said Jaacovi. “Teams need to personalize the language, role-play it, and practice until it’s second nature.”
Top contractor management services are investing in daily training and scripting workshops. The focus is helping teams articulate pricing changes and product availability with empathy and clarity.
The Power of Offering Financing Early & Often
Jaacovi reminded listeners that offering financing isn’t just for big-ticket installs. It’s a tool that should be introduced at every level of the call—including service and maintenance visits.
“Even customers who can pay upfront may prefer to borrow your money and preserve their savings. Give them the option.”
Whether you run a large HVAC business or a growing plumbing business, financing should be built into every service proposal over $500–$1,000.
Communication Is Your #1 Operational Tool
In addition to watching profit metrics like closing rates and average tickets, Stone stressed the importance of leadership communication at every level—from the CEO to the call center.
Top-performing contractor management software users conduct:
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Weekly leadership meetings
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Daily huddles with technicians
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Regular KPI reviews
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Ongoing ride-alongs and field training
These contractor coaches know: A well-informed team makes confident decisions and earns homeowner trust.
Inventory Tactics Used by Market Leaders
Larger commercial HVAC operations are:
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Stocking up on 410A units (while still allowed)
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Diversifying with R32 equipment lines
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Using universal parts to avoid OEM shortages
No matter the size of your company, inventory flexibility is key to keeping projects on track.
Don’t Just Train Weekly—Train Daily
If you’re only training once a week, Jaacovi urges you to double it.
“Now is not the time to back off. Training builds skill, confidence, and consistency—and that’s what drives sales, especially when homeowners are hesitant.”
Contractors enrolled in CertainPath™’s HVAC business coaching programs benefit from weekly coaching, downloadable scripting, field-tested tools, and proven training systems.
Ride-Alongs, Huddles, and KPI Focus
Ride-alongs aren’t just for checking performance—they’re for building confidence and offering real-time coaching.
Jaacovi emphasized:
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Use ride-alongs to identify gaps in skill or confidence
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Debrief after each job
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Review call booking, lead generation, average invoice, and club memberships daily
Top operators monitor what Stone calls the “Super Seven KPIs”—metrics that directly affect profitability in every trade business.
Final Word: Pivot, Don’t Panic
Whether you’re running a multi-location roofing business or are a solo electrician contractor, the same truths apply:
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Raise your prices
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Train like your profit depends on it—because it does
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Keep your team informed
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Offer financing early
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Communicate with empathy and facts
“The companies that stay flexible and proactive will not just survive—they’ll grow,” said Stone.
Learn More from the Podcast
🎧 Listen to the full episode of the Successful Contractor Podcast:
👉 Click here to listen now
Need Help Navigating the Current Market?
CertainPath™ has helped thousands of HVAC contractors, plumbing contractors, electricians, and metal roof contractors scale their businesses with expert coaching, software tools, and buying power.