Contractor Series

Topics Covered in the Contractor Series

The series is structured around four core business areas essential for building and scaling an HVAC company.

Marketing & Lead Generation

This section focuses on how contractors attract better leads and avoid wasting money on ineffective marketing.

Topics include:

• Marketing budget allocation for new and growing companies
• Google Ads, Local Service Ads, and lead conversion strategies
• Proven “old-school” tactics that still drive results

Sales, Pricing & Closing More Jobs

This section addresses how contractors can improve close rates and profitability without racing to the bottom on price.

Topics include:

• In-home sales strategies and presentations
• Pricing structure and value-based selling
• Financing tools and close-rate optimization

Hiring, Retention & Team Growth

This section covers how successful contractors build and keep strong teams in today’s competitive labor market.

Topics include:

• Recruiting strategies that attract quality technicians
• Onboarding and training systems
• Retention practices that reduce turnover

Systems, Operations & Scaling

This section focuses on the systems needed to grow a business without chaos or burnout.

Topics include:

• CRM workflows and technology decisions
• Scalable operational processes
• Systems that support multi-truck growth and long-term stability

Featured Industry Speakers

The Contractor Series features respected HVAC business leaders with proven track records of building successful companies.

Lawrence Castillo — Brody Pennell

Lawrence represents one of Southern California’s most recognized HVAC companies, sharing insights into marketing, branding, and operational growth from a large-scale operation.

Dean Gilford — Kilowatt Heating & Electric

Dean provides practical guidance on profitability, pricing discipline, and operational structure to help contractors protect margins while scaling.

Bob Wiseman — MightyServ

Bob focuses on systems, organization, and business structure, helping contractors transition from owner-operator to scalable business owner.

Mitchell Bailey — Air Heroes

Mitchell brings expertise in leadership, culture, recruiting, and building organizations that attract both customers and top talent.

Why the Contractor Series Matters

Many HVAC professionals are highly skilled technicians but lack access to reliable business education tailored to their industry.

The IHACI Contractor Series fills that gap by delivering practical, experience-based guidance from contractors who have already built successful businesses.

This series is designed to help contractors:

• Make smarter business decisions
• Avoid common growth mistakes
• Build long-term, profitable companies

Access Through IHACI Membership

The IHACI Contractor Series is available exclusively to IHACI members.

IHACI membership provides access to:

• The full Contractor Series video library
• Industry-leading training and education
• Tradeshows, networking opportunities, and resources
• Ongoing support focused on contractor success

Becoming an IHACI member unlocks valuable tools and education designed to help HVAC contractors grow, compete, and succeed.