ServiceTrade and the Heavy Metal Summer Experience: The Next Generation of Techs Won’t Settle for Just a Wrench
The skilled trades are facing a demographic cliff. With five workers retiring for every two entering the field, the stakes are high. In the U.S., nineteen open positions remain unfilled for each new skilled technician that is hired. Manufacturing alone is projected to have 2.1 million unfilled jobs by 2030, and nearly half of current skilled trades workers are over 55. Without a new generation entering the trades, the shortage will strain the economy and threaten the infrastructure communities rely on. The skilled labor shortage is critical.
This summer, we rolled up our sleeves and partnered with the Heavy Metal Summer Experience (HMSE). HMSE introduces students to the real value of a trade career through hands-on experiences and mentoring. Through the experience, it became clear that the next generation of techs is looking for more than a steady job. They want a meaningful career supported by modern tools. HMSE is helping to solve the skilled labor shortage by introducing young people to the trades.
HMSE shows young people that a career in the mechanical industry is a smart choice. We learned why technology is key to attracting and keeping them.
Students at a Heavy Metal Summer Camp
Getting a close-up view by getting involved
At first glance, a software company might seem out of place at a trades camp. But as we explained over lunch with the students, today’s technicians need more than wrenches and gauges—they need digital tools to plan, document, and communicate their work. ServiceTrade helps contractors do just that, making service more efficient, visible, and valuable to customers.
It’s a critical time to reach young people. Rising tuition, student debt, and a shifting job market are leading young people to look for alternatives to four-year degrees. Since 2011, college enrollment has dropped by about two million students. A Harris Poll found that 50% of the Gen Z population is considering alternative careers. And, 77% say the idea that a degree is essential is outdated.
Trade careers offer good pay, meaningful work, and job security. Many trades start around $70,000 annually without the burden of college debt. And, unlike some careers that fluctuate with the economy, service work is steady. Broken equipment must be fixed no matter what. Because every day brings a different facility, system, or challenge, service careers offer variety and growth potential.
Showing the Human Side of Service Work
At HMSE, Billy Marshall and I joined students for meals and conversations about how the skilled trades keep people safe, comfortable, and productive. We emphasized that maintenance is the most valuable type of service. It prevents breakdowns, saves money, and builds trust with customers.
Using examples—like how Amazon keeps customers informed through tracking updates—we explained that good service isn’t just about fixing problems; it’s about showing customers the value of your work.But, like the riddle of a tree falling in a forest, work that goes unseen can be taken for granted. Documenting and sharing that work through smart technology is key to how modern service companies build a reputation and a business.
Hands-On Learning
At one camp, students ran diagnostics on a working HVAC system. At others, where equipment wasn’t available, we vividly described a service technician’s day: problem-solving in new environments, meeting different people, and using both physical and digital tools to get the job done.
The message was clear: service technicians are essential to keeping businesses running. They save customers money, avoid costly disruptions, and provide security and comfort that impacts everyone.
Why It Matters
The skilled trades are the backbone of our economy. The skilled labor shortage affects everyone. Without technicians, hospitals couldn’t guarantee safe air, schools couldn’t keep classrooms comfortable, and countless industries would grind to a halt. Solving the labor shortage isn’t just the responsibility of trade schools and contractors—it requires the involvement of the entire industry, including technology partners like ServiceTrade.
By supporting programs like HMSE, we can open more eyes to the opportunities in the trades, provide a realistic picture of the work, and equip the next generation with the tools they’ll need to succeed.
Bottom line: The skilled trades aren’t the fallback—they’re the foundation. And with the right awareness, training, and support, they can offer a fulfilling, stable, and well-paid career for years to come. ServiceTrade is proud to be part of that message.
Learn more about ServiceTrade’s support of HMSE on the recent SMACNA podcast featuring William Chaney, ServiceTrade CEO, and Angie Simon, Co-Founder/Executive Director of HMSE and SMACNA National Past President
Top Exit Strategies for Mechanical Service Businesses
After years of building a successful commercial mechanical service business, many owners eventually face the question: “What’s next?” Whether you’re looking to retire, pursue new ventures, or simply cash in on your hard work, if selling your business is the right choice for you, having a clear exit strategy is crucial for maximizing your business value and ensuring a smooth transition.
Why Exit Planning Matters
It’s time your hard work pays off after the long hours you’ve put in making sure the team is busy year-round and that each customer is happy. With the right strategy, you can increase your company’s value, protect your legacy, and create options for the future.
The key to a successful exit isn’t just about finding a buyer. It’s about positioning your business to be as attractive and valuable as possible when the time comes to sell or make the next big move.
The Most Common Exit Paths for Mechanical Service Contractors
Understanding the top exit paths and which one fits your goals is essential for mechanical service business owners planning their future.
SELL to a Larger Strategic Buyer or Competitor
This involves selling your business to another company in the mechanical service industry—whether it’s a larger industry player seeking to enter your geographic area, or a competitor looking to expand their market share through a merger or acquisition (M&A). Strategic buyers or mechanical service acquirers often pay premium prices because they can realize synergies through combined operations, expanded customer bases, and operational efficiencies.
Advantages:
Typically commands the highest valuation
Buyers understand the industry and business model
Faster due diligence process
Considerations:
May result in significant changes to company culture
Potential job losses due to redundancies
Less control over the transition process
Financial Buyer or Private Equity Acquisition
Private equity firms and financial buyers purchase commercial service businesses based on their cash flow potential and growth opportunities. They’re less concerned with industry synergies and more focused on financial returns.
Advantages:
Often allows existing management to stay in place
May provide opportunities for continued growth and expansion
Can offer equity participation for future upside
Considerations:
Typically involves significant debt financing
Pressure for aggressive growth and cost management
May require partial seller financing
Management Buyout or Employee Stock Ownership Plan (ESOP)
This path involves transferring ownership to your existing management team or employees. For owners who want to preserve their business legacy, maintain company culture, and transition the business to trusted hands, an internal transfer (either to key managers or a family member) can be a compelling option.
This exit strategy can be structured as a traditional buyout, an ESOP, or a gradual transition over time. An ESOP allows employees to become owners over time by purchasing shares through a trust, often financed by the company or a loan.
Advantages:
Rewards loyal employees
Preserves company culture and values
Allows for gradual transition and mentoring
Potential tax advantages with ESOP structure
Considerations:
May not achieve maximum valuation
Requires strong management team
Financing can be complex
Seller often needs to provide financing or guarantees
Buyers highly value predictable, recurring revenue from maintenance contracts and service agreements. This provides cash flow stability and reduces customer acquisition costs.
Operational Excellence
Well-documented processes, efficient operations, and strong field service management systems demonstrate that the business can run successfully without the owner’s daily involvement.
Diversified Customer Base
A broad customer base reduces risk and shows market stability. It demonstrates that the value of a commercial services business is not over-dependence on any single customer or industry sector.
Strong Financial Performance
Clean financial records, consistent profitability, and strong cash flow are fundamental requirements for any serious buyer.
Skilled Workforce and Management Team
A competent team that can continue operations post-sale is essential, especially if you plan to step away completely.
Preparing Your Business for Exit
Taking steps to boost recurring revenue, optimize operations, and increase your valuation should begin years before you plan to sell. Buyers are looking to see how your mechanical service business closes more sales and retains a strong customer base for sustainable growth.
Build Recurring Revenue
Focus on expanding your maintenance contract base and developing long-term service relationships. This creates predictable cash flow that buyers value highly.
Optimize Operations
Implement systems and processes that reduce your personal involvement in day-to-day operations. Document procedures, cross-train employees, and establish clear management hierarchies.
Strengthen Financial Management
Ensure your financial records are accurate, up-to-date, and professionally prepared. Consider working with a CPA to optimize your financial presentation and identify areas for improvement.
Develop Your Team
Invest in training and developing your management team. Strong leadership that can operate independently increases your business value significantly.
Clean Up Legal and Compliance Issues
Address any outstanding legal matters, ensure all licenses and certifications are current, and resolve any compliance issues that could complicate a sale.
Financial and Team Preparation
Preparing your finances and team for a smooth, profitable transition is essential for a successful exit strategy.
Financial Preparation
Organize and audit financial statements for the past 3-5 years
Identify and address any unusual or one-time expenses
Optimize working capital management
Consider tax implications of different sale structures
Engage qualified advisors including attorneys, accountants, and business brokers
Team Preparation
Develop succession plans for key positions
Create retention incentives for critical employees
Communicate appropriately with your team about transition plans
Ensure knowledge transfer and documentation of key processes
Contractor Exit Plan FAQ
How do you know when it’s time to sell your mechanical services business?
Consider selling your mechanical service business when you’ve achieved these key indicators:
Business Readiness:
Built sustainable recurring revenue through maintenance contracts
Operations run independently without your daily involvement
Documented processes and trained management team in place
Strong financial performance with clean, auditable records
Market Timing:
Current M&A market shows strong buyer demand and favorable valuations
Industry consolidation creating premium pricing opportunities
Your personal financial and retirement goals align with exit timing
Performance Metrics:
High technician productivity and operational efficiency
Streamlined processes from proposal to billing
Profitable service agreements with clear margins
Strong customer retention and satisfaction scores
Warning Signs You’re Not Ready:
Declining revenue or shrinking margins
Over-dependence on key personnel (including yourself)
Weak financial systems or accounting processes
Operational inefficiencies that need addressing first
The best time to sell is when you’ve built a valuable, efficient business that demonstrates consistent growth and can command premium pricing in today’s active M&A market.
When should I start planning an exit strategy for my mechanical service business?
Start planning your exit strategy now—regardless of when you plan to sell. The best time to begin exit planning is when you’re building a stronger, more valuable business, whether you’re “years away from selling or just starting to think about your next chapter”
Key reasons to start exit planning early:
Build long-term value: Exit planning isn’t just about selling—it’s about creating a business that can increase your company’s value, protect your legacy, and create options for the future
Understand your options: Learn about “the most common exit paths—and which one fits your goals before you need to make decision
Prepare systematically: You’ll need time to boost recurring revenue, optimize operations, and increase your valuation
Smooth transitions require preparation: Getting your finances and team ready for a smooth, profitable transition” takes years, not months
Whether you’re planning to exit in 2 years or 20 years, the strategies that make businesses more valuable—recurring revenue, operational efficiency, and strong financial systems—are the same ones that make businesses more profitable today.
The mechanical service contractors who maximize their hard work, protect their legacy, and sell on their terms are those who build exit-ready businesses from day one.
What should I consider when planning an HVAC exit strategy?
When planning your HVAC exit strategy, focus on building long-term business value through strategic planning and operational excellence. Key considerations include:
Business Foundation:
Clear, measurable goals: Establish revenue targets, customer satisfaction levels, growth projections that align with your overall mission and provide a roadmap for success
Financial health: Implement ratio analysis to evaluate key metrics like gross profit margin, debt-to-equity, and return on investment
Contingency planning: Develop strategies to handle unforeseen events that could impact your business’s financial health, such as a decline in sales or economic downturn
Operational Excellence:
Professional team development: Build a reliable team that represents your brand, as team members are the backbone of your business
Strategic partnerships: Consider partnering with other businesses that compliment your services” to create new revenue streams and strengthen your client base
Performance tracking: Establish key performance indicators (KPIs) to track progress and measure success using metrics like customer retention rate and revenue growth
Market Positioning:
Competitive differentiation: Understand your competitors’ strategies, strengths, and weaknesses to position your business effectively
Customer focus: Prioritize customer service and satisfaction as exceptional service builds long-term relationships and positive word-of-mouth referrals
Continuous improvement: Continuously review and update your plan to adapt to market changes and industry trends
Long-term Value Creation: Remember that building an HVAC business plan is not a one-time activity. Successful exit planning requires ongoing investment in education, strategic partnerships, and operational efficiency that positions your business for maximum value when you’re ready to transition.
How do I maximize the sale of my mechanical services business?
Build a Large, Diversified Customer Base
Develop many customers rather than relying on a few large accounts, as having few is risky for the future owner
Establish direct, persistent, and meaningful connection with the end customer rather than depending on third-party referrals
Avoid over-dependence on manufacturers or management companies, as this business generally does not count as value
Maximize Customer Lifetime Value (CLV)
Create lots of predictable repeat business from each customer through maintenance agreements and service contracts
Provide exceptional customer service so customers would never think of using any other company for any service that you can provide
Manage and mine customer data vigorously for new service call opportunities” to increase revenue per customer
Minimize Customer Acquisition Costs (CAC):
Build a strong brand reputation that attracts customers through referrals and positive reviews rather than expensive advertising
Create digital service experiences that customers can review and recall and easily share with others
Avoid fighting a trove of negativity in the market associated with poor customer service” which creates expensive acquisition costs
Key Success Factors:
Implement digital systems that create shareable online digital components rather than paper invoices that find the trash quickly
Focus on customer experience and service quality, as price is important for each service but the overall experience drives loyalty
Make it easy for customers to “rave about you and forward your digital service artifacts onto others or post them online
By focusing on these principles daily in your business decisions, you’ll increase your payday when you cash out, whether that cash is a financial transaction or simply a passing of the torch to the next generation.
Maximizing Your Mechanical Service Business Value
The most successful exits don’t happen by accident—they’re the result of careful planning and strategic improvements made over several years. If you want to maximize your hard work, protect your legacy, and sell on your terms, developing and executing a comprehensive exit strategy is essential.
Start by honestly assessing your current business value and identifying areas for improvement. Focus on building the recurring revenue streams, operational systems, and management capabilities that buyers value most. And remember, the best time to start planning your exit is well before you’re ready to leave.
Whether you’re years away from selling or just starting to think about your next chapter, taking action now to strengthen your business will pay dividends when it’s time to make your exit. Your mechanical service business represents years of hard work and dedication—make sure your exit strategy reflects that value.
Break Through and Scale Faster: Why DWC25 is a Must-Attend Event for Commercial Service Contractors
Every year, ServiceTrade hosts the Digital Wrap Conference, our signature event designed specifically to empower commercial service contractors. This year, DWC25, happening November 4-6, 2025, at the beautiful Wild Dunes Resort in Isle of Palms, South Carolina, promises to be our most impactful yet.
Why should you attend? Because today’s commercial service industry is changing faster than ever. Contractors are facing unprecedented challenges and opportunities—from skilled labor shortages and economic headwinds to the rapid evolution of technology. DWC25 is specifically curated to help you break through these barriers, servicing smarter, scaling faster, and building a high-value business in the face of accelerating mergers and acquisitions activity.
Unlocking Growth and Innovation
Our theme this year—”Break Through. Service Smarter. Scale Faster.”—captures precisely what you’ll experience. Attendees will gain actionable insights on:
Attracting and Retaining Technicians: In-depth sessions will offer solutions for navigating labor shortages by creating workplaces technicians love.
Boosting Efficiency and Productivity: Experts will discuss technology-driven workflows designed to streamline your operations, enhance productivity, and optimize profitability.
Winning the Right Customers: Learn to modernize your sales and marketing processes, increase your pull-through revenue, and build lasting relationships with the most profitable customers.
Increasing Business Value: Understand the keys to preparing your business for private equity, mergers and acquisitions, or next-generation leadership.
Insightful Keynotes and Expert-Led Breakouts
At DWC25, you’ll engage directly with industry leaders and peers, diving into practical solutions across several keynotes and targeted breakout sessions, including:
Navigating Today’s Commercial Service Landscape
Leveraging Technology Innovations to Drive Growth
Transforming the Technician Experience
Optimizing Efficiency and Customer Experience
Driving Business Value Through End Customer Success
We’ve tailored multiple tracks to your role—whether you’re a business leader, service manager, sales or account executive, or front-office administrator. From mastering operational excellence to becoming a ServiceTrade power user, each session is packed with actionable content.
Building Community and Collaboration
Beyond the insights and technology, DWC25 is about community. It’s a unique opportunity to meet other industry leaders facing similar challenges, share best practices, and build supportive networks that extend beyond the event.
I firmly believe the future belongs to commercial service contractors who can adapt quickly, innovate constantly, and build relationships that matter. DWC25 is where you’ll find the ideas, inspiration, and practical tools to achieve exactly that.
Reserve Your Spot Today
Space is limited, and we expect DWC25 to reach capacity quickly. Join me, the ServiceTrade team, and hundreds of your industry peers as we unlock the next chapter of growth and innovation together.
The busy season for HVAC contractors brings a familiar chaos – phones ringing non-stop, emergency calls flooding in, and schedules packed beyond capacity. While many teams scramble to keep up, the industry’s top performers are handling this rush with remarkable efficiency. These leading HVAC companies complete 15% more work per technician, spend half as much time on dispatching, and earn 10% higher gross margins by implementing strategic operational improvements.
The key difference? They don’t wait until they’re drowning in service calls to optimize their operations. The most successful contractors prepare their systems, teams, and processes well before the temperature spikes. With summer approaching rapidly, the time to implement these efficiency strategies is now – not when you’re already in the thick of the busy season rush.
Focus on Your Most Valuable Customers
When every customer is demanding immediate service during peak season, you need a clear system for prioritization. The most successful HVAC teams rank their customers by revenue, margin, and ease of doing business. This strategic approach ensures your limited resources are allocated to the accounts that truly drive your business growth.
Start by analyzing your customer data to identify your A, B, and C-tier clients. Your A-tier customers likely represent 80% of your profit from just 20% of your customer base. During the busy season, these accounts should receive priority scheduling, your best technicians, and proactive communication.
Quick Win: Create a simple spreadsheet ranking your top 20 customers by annual revenue, profit margin, and a 1-5 score for “ease to work with.” Use this list to guide your dispatch decisions when schedules get tight.
Let Techs Focus on What They Do Best
Industry surveys show that 47% of technicians report significant frustration with customer communication issues and administrative burdens. Every minute your technicians spend hunting for information, chasing paperwork, or making phone calls is time they’re not turning wrenches and generating revenue.
Successful HVAC operations provide technicians with comprehensive information before they arrive on site. This includes equipment history, access instructions, customer preferences, and all necessary documentation. Mobile tools that put this information at technicians’ fingertips eliminate the back-and-forth calls to the office that waste valuable time.
Quick Win: Create standardized job packets with all site information, equipment details, and customer history that technicians can review before arriving at each job. Even a simple digital document shared via text can dramatically improve efficiency.
Schedule Smarter
During peak season, 42% of technicians report experiencing significant scheduling challenges that reduce their productivity. Smart scheduling isn’t just about filling technicians’ days with appointments – it’s about strategic routing, matching skills to jobs, and building in appropriate buffers.
Leading HVAC companies use intelligent scheduling systems that consider technician location, expertise, and traffic patterns. This approach minimizes drive time between jobs and ensures the right technician arrives with the right skills and parts. The result is more completed jobs per day and higher customer satisfaction.
Quick Win: Start each week by mapping your scheduled jobs geographically and rearranging assignments to minimize cross-town travel. Even manual optimization can save hours of drive time each week.
Catch Problems Before They Cost You
The HVAC industry experiences 50% higher employee turnover than other trades, and this challenge intensifies during busy season when stress levels peak. Daily team coordination becomes essential to maintain morale and operational efficiency.
Top-performing companies implement daily kickoff meetings where teams align on priorities, discuss potential challenges, and share important updates. These brief, focused meetings help identify and resolve issues before they escalate into costly problems or customer complaints.
Quick Win: Implement a 15-minute morning standup meeting with a consistent agenda: today’s priorities, team changes/updates, and open questions. Keep it brief and action-oriented to respect everyone’s time while ensuring alignment.
Keep Customers Happy, Automatically
During peak season, your office staff can easily become overwhelmed with customer calls requesting updates or information. Smart HVAC businesses implement customer portals and automated communication systems that provide proactive updates without requiring staff intervention.
Automated appointment reminders, technician arrival notifications, and follow-up surveys not only improve the customer experience but dramatically reduce the volume of inbound calls your team must handle. This allows your office staff to focus on revenue-generating activities rather than routine status updates.
Quick Win: Set up automated email appointment reminders that go out 24 hours before scheduled service. This simple automation can reduce no-shows by up to 30% while decreasing the call volume to your office.
in summary
The difference between HVAC companies that thrive during busy season and those that merely survive comes down to preparation and systems. Implementing these five strategies now – before the summer rush hits – will position your team to handle higher call volumes with less stress and greater profitability.
By focusing on your most valuable customers, empowering your technicians with the right information, optimizing your scheduling, implementing daily coordination, and automating customer communications, you’ll create an operation that can scale efficiently during peak demand.
Want to learn how ServiceTrade helps mechanical contractors thrive in the busy season? Book a demo today.
How Commercial Contractors Are Making Every Day Earth Day
Commercial contractors who specialize in fire inspections, HVAC, and mechanical equipment maintenance play a crucial—yet often overlooked—role in protecting the planet. Their daily decisions and practices not only ensure building safety and comfort but also drive significant environmental benefits. Here’s how these professionals are making a positive impact on Earth Day and beyond.
Preventing Refrigerant Leaks: Protecting the Atmosphere
Refrigerant contractors are on the front lines of climate action. Refrigerants, if leaked, are potent greenhouse gases that can have a devastating impact on the ozone layer and contribute to global warming. By maintaining, repairing, and reclaiming refrigerants from commercial HVAC systems, contractors prevent these harmful substances from escaping into the environment. Reclamation services, in particular, allow used refrigerants to be cleaned and reused, drastically reducing greenhouse gas emissions and energy consumption compared to simply destroying the refrigerant. This approach not only conserves resources but also aligns with global efforts to reduce the carbon footprint of heating and cooling systems.
Optimizing HVAC Efficiency: Lowering Energy Use and Emissions
Mechanical contractors ensure that commercial HVAC systems operate at peak efficiency. Regular maintenance—such as cleaning coils, sealing ducts, and calibrating controls—reduces energy consumption, lowers utility costs, and extends equipment lifespan. Energy-efficient HVAC systems consume less electricity, which is often generated from fossil fuels, resulting in lower greenhouse gas emissions and reduced strain on natural resources. Contractors also help businesses adopt smart thermostats, programmable controls, and improved insulation, further enhancing energy savings and sustainability.
Fire Prevention: Reducing Pollution and Resource Waste
Fire inspection and prevention contractors do more than protect property and lives—they also safeguard the environment. Fires in commercial buildings release toxic smoke, greenhouse gases, and harmful pollutants, while firefighting efforts can lead to water contamination from chemical runoff. By ensuring fire protection systems are up to code and functioning properly, these contractors help prevent fires before they start, reducing air and water pollution and minimizing the consumption of building materials and resources in reconstruction. Environmentally friendly fire suppression systems, such as those using inert gases or water mist, further reduce the ecological impact of fire protection.
Smart Routing and Digital Operations: Cutting Carbon Footprints
Modern contractors leverage technology to plan efficient service routes, reducing drive times and fuel consumption. Software like ServiceTrade enable technicians to dispatch directly from home, eliminating unnecessary trips to the office and cutting vehicle emissions. By optimizing technician schedules and routes, companies not only boost productivity but also shrink their carbon footprint.
Additionally, digital business operations—such as electronic work orders, digital inspection reports, and cloud-based documentation—reduce dependence on paper, saving trees and minimizing waste.
Other Ways Contractors Support Sustainability
Recommending Green Upgrades: Contractors often advise clients on sustainable equipment choices, such as solar-powered HVAC systems, geothermal heat pumps, and low-GWP (Global Warming Potential) refrigerants, supporting long-term environmental goals.
Supporting LEED and Green Building Certifications: Many contractors have experience designing and maintaining systems for LEED-certified buildings, ensuring that fire protection and HVAC systems meet stringent environmental standards.
Continuous Monitoring: Using building automation and smart monitoring tools, contractors help clients track system performance, quickly address inefficiencies, and maintain optimal energy use.
Commercial contractors who maintain HVAC, mechanical, and fire protection systems are unsung environmental stewards. Through diligent maintenance, smart technology adoption, and sustainable business practices, they help reduce emissions, prevent pollution, and conserve resources—making every day a little more like Earth Day. Their work is a testament to how practical, behind-the-scenes decisions can have a lasting positive impact on the planet.
FROM PROPOSAL TO RENEWAL: A UNIFIED SOLUTION FOR MANAGING THE FULL LIFECYCLE OF AN ASSET
SalesManager + ServiceTrade Integration Now Available
In commercial service, the handoff between sales and operations is often where momentum breaks down. That’s why we’re excited to announce a new integration between SalesManager and ServiceTrade, giving mechanical contractors a purpose-built solution for managing every stage of the asset lifecycle—from proposal to renewal.
With your entire operations under one platform, you can now streamline the transition from sold work to scheduled service—without duplicate data entry or delays.
Closing the Gap Between Sales and Service
Most mechanical contractors still operate with disconnected systems for estimating and service delivery. Sales teams build proposals in one system, while the operations team has to recreate that work in another. That often means:
Re-entering customer, asset, or contract details manually
Losing critical pricing, scope, or scheduling context
Delays in getting work on the calendar
Disconnected asset and service history
The result? Slower job starts, more room for error, and lost margin on what should be predictable recurring work.
A Connected Workflow, Purpose-Built for Mechanical Contractors
With this integration, approved proposals in SalesManager can now be pushed directly into ServiceTrade, automatically carrying over all the information your operations team needs to act—fast and accurately.
Here’s how it works:
Sales teams build proposals in SalesManager using built-in pricing models tailored to equipment inventory.
Once approved, those proposals can be exported into ServiceTrade in just a few clicks.
All relevant customer, location, asset, contract, service, and invoice details are synced automatically.
Tasking information from SalesManager is included—so you can apply the right maintenance schedules from day one.
Now you can operationalize every contract with accuracy and speed.
What It Unlocks
Together, SalesManager and ServiceTrade create a fully connected workflow for managing the full lifecycle of an asset.
Faster service starts: Get recurring services on the calendar immediately after proposal approval.
Accurate handoffs: Eliminate the risks of rework, confusion, or missing information.
Margin protection: Ensure labor hours and tasking plans are aligned with what was scoped during the sales process.
This alignment ensures every part of your organization is working from the same source of truth—enabling faster delivery, better service, and more profitable contracts.
Who It’s For & How to Get Started
The integration is available to all SalesManager customers and ServiceTrade Premium or Enterprise customers. It’s ideal for contractors who:
Manage recurring maintenance agreements
Rely on structured, asset-based service proposals
Want a faster, cleaner path from sales to service
To get started, reach out to an Account Manager or check out the Help Center article for more details and setup instructions.
8 Ways to Sell Commercial HVAC Service Contracts in 2025
Service contracts and maintenance agreements are a core focus for commercial HVAC businesses. They reduce your need to drum up constant business by allowing you to rely on steady income from existing, long-term clients.
The benefits are therefore pretty clear, but the means are a little more opaque—namely, how can you convince people to sign a contract with you?
The good news is, there are a few different ways to package such agreements to make them attractive to clients; you just have to do it in a way that clearly demonstrates value to the client. If you’re wondering how to sell HVAC service contracts in 2025 and beyond, look no further.
Elements of Commercial HVAC Service Contracts
Before we discuss ways to sell mechanical and commercial HVAC service contracts, it’s beneficial to understandwhat commercial HVAC contracts include.
Service agreements come in many forms, with many variable terms, depending on your business and customers. The main variables are similar across the board, though, and should include:
How often the service will occur
Whether the service will happen on a regular basis, or a set number of times as needed
Which services are covered under the contract
How often full preventative maintenance on HVAC equipment will occur (versus, say, quick routine inspections)
The Value of Commercial HVAC Maintenance Agreements
HVAC service contracts are hugely beneficial, and not just for the service provider in terms of monthly revenues.
In fact, they give the customer peace of mind, demonstrating to them that they don’t need to be on alert for problems or breakdowns in the system. Instead, they can rely on you to ensure that doesn’t happen – and to take care of things pronto if it does. Plus, in a slow or unpredictable economy, many facility owners and managers will move toward maintaining their current equipment (rather than replacing it).
What does that mean for you? Well, if you’re a business that relies largely on installs and/or construction projects, you may find leaning into service a good strategy for the year and beyond. If you’re a company who already focuses primarily on selling service contracts, then this is a good time to sell bigger contracts to better customers.
8 Ways to Increase Service Agreement Sales for Your Commercial HVAC Business
There are numerous ways that commercial HVAC companies can increase sales of service agreements, and we’ve covered 8 here. Note that you don’t need to try and implement each of these ways of selling HVAC service contracts all at once. That will quickly lead to overwhelm and a disorganized business strategy – and no one wants that.
Instead, read through this list and choose two or three you think could mesh pretty well with your current business development strategy. Start with tips 1-4 to ensure a solid foundation of service contract value and sales strategy. As you successfully weave those into your routine, add a few more.
With patience, you will transform your commercial HVAC business into one that is not only lucrative but resilient against economic changes.
1. Get Your Team On Board
It may seem unnecessary to say, but sometimes you need to start with the basics and make sure everyone on your team understands the value of selling maintenance contracts to commercial HVAC clients. If the people who work for you don’t see why a maintenance contract is of value, then you can’t expect them to jump on board readily.
More than knowing what’s in it for them, though, your staff need to comprehend what’s in it for prospective customers. Only then can they effectively sell it while they’re on the phone or in the field. And since your staff are often the face of your company – you can only be in so many places at once, after all – you need to trust them to get the job done.
If you haven’t already, make sure you sit down with your team and talk through service contracts: why they matter, how to tell customers about them, and how to follow through.
2. Sell What Your Prospect Needs
Don’t oversell your prospect on a ton of services that you know they don’t need yet — that’s no way to instill confidence and keep your customer long-term. On the same token, you shouldn’t undersell them in order to get them to a lower monthly rate, either. They need the services they need in order to keep equipment running and by providing fewer services than necessary, you may end up neglecting some equipment, leading to breakdowns and decreased customer trust.
The best way to respect your customer base is by providing detailed proposals that explain exactly what, when, how, and why each service is recommended. If you are proposing a package or contract, you’ll need to give a good reason why they should pay you more money upfront, or over a period of time, rather than as needed for maintenance visits. In fact, that’s one reason selling service agreements can be difficult.
However, if they see a lot of value in your explanation, they will perceive it not as a money grab but as a good-faith effort on your part to help them. Getting granular in your agreement reasoning and performance details can help not only get their business, but ramp up your referral traffic as well.
3. Reach the Decision Makers
The building engineer might seem like the smart person to reach out to, and in some cases, maybe they are – if only to get in the door. But you’ll learn real quick who the actual decision maker is in the situation, because you simply cannot sell a long-term agreement to gatekeepers or maintenance personnel.
When you call or contact the company to discuss your contracts and services, ask clearly for the person who can give the go-ahead. Don’t be afraid to say “Are you the one who makes these decisions? Are you able to greenlight a deal if you’re happy with what I can offer you? Great! When should we meet?”
4. Sell the Program
It’s not enough to sell the idea of maintenance. Your customers understand why a company wants to get them on a contract. Instead, make them understand what’s in it for them.
Don’t sell promises. Instead, sell examples that show them exactly what you provide and where you’ve provided it in the past. Explain how service lowers costs, reduces risk, and increases protection. Additionally, show them the program you use to track their visits and check in on their system. Make yourself out to be a benevolent Big Brother who knows what’s best so they don’t have to think about it.
If you don’t know how to do this, read up on some companies that are doing it well and thetakeaways from their success.
5. Offer Flexible Maintenance Plans
Business owners know they need regular maintenance, but they’re wary of signing up for something they might not need as often as they pay for. This is especially true if the only maintenance plan you offer includes a ton of the bells and whistles that your customer knows they won’t need.
Combat this with a range of tiered, flexible maintenance plan options. Perhaps one plan provides the absolute bare minimum, while the next offers a few nice-to-have services, and the top-tier plan pulls out all the stops. Or, think about creating an a-la-carte maintenance plan option to provide the ultimate in flexibility. Whichever structure you go for, make customers understand that your plans keep warranties in effect and ensure every HVAC unit receives the timely maintenance it needs, all without having to spend unnecessary funds.
6. Make Your Business Visible and Reputable Online
A leading study by Podium says that 93% of consumers pull up online reviews and rely on them when making purchase decisions. So, if you’re not already putting a sizable effort into maintaining your online presence, you’re a bit behind the game.
That said, you can catch up. You’ll need a website with a local SEO presence, and good reviews for prospects to find. Create a Google My Business account if you haven’t already, and encourage each and every customer to leave positive reviews about their experience with you.
7. Improve Retention by Providing Exceptional Customer Experience
Customer experience is just as important as your online presence. It’s important that you know what customers go through at every phase so that you can adjust your process to hit the highest possible satisfaction marks. Request feedback, take surveys, and maintain open lines of communication at all times, even after they sign on the dotted line. Especially after they sign on the dotted line.
Maintaining a great customer experience and securing those online reviews will bring customers to you organically, majorly reducing the amount of work you have to put in.
8. Use a Sales Software Built for Service Contractors
SalesManager is a robust software solution that enables your team to create accurate proposals and manage your sales funnel to win and retain customers.
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Want to learn more? We encourage you tosign up for a free demo and see the full ServiceTrade platform in action. It’s never been easier to use HVAC service agreements to build your business in 2025 and beyond!
How to Improve Technician Efficiency and Reduce Chaos in Your Service Business
The skilled labor shortage remains one of the biggest challenges facing service contractors today. With the commercial HVAC market projected to grow to $15.7 billion by 2029, businesses will need to increase the technician workforce by 8% to meet demand. But hiring more workers isn’t the only solution.
Billy Marshall, founder of ServiceTrade, recently joined ACHR’s The NEWS podcast to share his perspective on the importance of improved technician efficiency, smarter workflows, and planned maintenance.
Here, we highlight some of Billy’s insights alongside findings from the 2025 Technician Insights Report to explore what’s holding techs back and how you can improve efficiency, retention, and profitability in your business.
The Biggest Technician Frustrations (and How to Fix Them)
The 2025 Service Technician Insights Report surveyed 650+ technicians across the industry and revealed one overwhelming truth: Technicians aren’t frustrated by the work itself—they’re frustrated by the chaos surrounding it.
The study found that technicians struggle most with:
Scheduling chaos (last-minute changes and emergency calls).
Customer miscommunications (unclear job details, missing information, and misunderstandings that lead to wasted time and inefficiencies).
Here are some ways to reduce frustration.
Fix #1: Prioritize Planned Work Over Emergency Calls
Focus on customers who invest in preventive maintenance rather than those who only call when something breaks.
When jobs are scheduled in advance, technicians experience less stress, fewer disruptions, and more productivity.
Billy Marshall: “If your customers are always in emergency mode, they’re bad for your business—you can’t optimize anything when you’re just reacting all thetime.”
Fix #2: Use AI and Automation to Eliminate Admin Work
AI-powered transcription and automation can reduce admin work so techs can focus on billable tasks.
The survey study revealed that techs enjoy solving problems and helping customers, but they don’t enjoy paperwork and other administrative tasks.
“Stop asking the technicians to type a bunch of stuff out—just have them talk.”
With AI tools like ServiceTrade’s Smart AI, you can automatically transcribe technician reports and generate customer-friendly documentation, eliminating wasted time.
How to Keep (and Attract) the Best Technicians
Retaining top talent is just as important as hiring new workers. Twenty-six percent of skilled workers in the industry are nearing retirement, and businesses need to focus on keeping their best technicians engaged.
As revealed in the Technician Insights Report, techs want more streamlined days, better work-life balance, and less administrative responsibility.
“The best source of new leads for ServiceTrade is actually when a tech leaves a ServiceTrade shop and goes to a non-ServiceTrade shop and says, ‘What are we doing? This is crazy what I’m being asked to do.’”
Fix #3: Use Technology to Attract Younger Technicians
Companies using modern field service software are more attractive to younger workers.
Younger techs have grown up with smartphones, apps, and automation. They expect efficient workflows, not outdated, manual processes.
“Technicians would rather work for a company that embraces technology than one that makes their job harder with outdated methods.”
Fix #4: Reassign and Automate Administrative Tasks
Technicians should be focused on servicing and repairing equipment, not getting bogged down by unnecessary administrative work.
Office staff should handle admin work like quoting, documentation, and customer communications, freeing up techs to do what they do best.
“The technicians need to be doing productive stuff for the customer, and anything that can be done by somebody else needs to be done by somebody else.”
Final Thoughts: Reduce Chaos, Improve Productivity, and Boost Profits
The future of service businesses depends on technician efficiency, not just hiring more people. Reducing chaos, eliminating wasted work, and embracing technology will lead to:
ServiceTrade Supports Heavy Metal Summer Experience to Build the Future of the Trades
Addressing the Technician Shortage Through Youth Education
The skilled labor shortage continues to be one of the most pressing challenges facing commercial service contractors today. To help address this critical issue, ServiceTrade is proud to announce our silver-level sponsorship of the Heavy Metal Summer Experience (HMSE) program.
What is the Heavy Metal Summer Experience?
HMSE is an innovative career workshop series that introduces students across the U.S. and Canada to rewarding careers in mechanical, electrical, and plumbing trades.
In 2024, the program reached approximately 500 students across 36 locations, and is set to expand to 54 locations serving nearly 900 students in 2025.
During the program, students engage in hands-on learning experiences including:
Operating advanced mechanical equipment
Learning basic electrical and plumbing skills
Participating in real-world problem-solving scenarios
Meeting successful professionals in the trades
Exploring modern technology used in service work
The program stands out for its inclusivity, with 18.7% female participation, helping to break down traditional barriers in the trades.
Why This Matters: Insights from the Field
Our recent 2025 Technician Insights Report reveals that technicians overwhelmingly view their profession as a path to a strong financial future. They particularly value:
Problem-solving opportunities
Helping customers
Competitive pay and benefits
Clear career advancement paths
Breaking Down Barriers to Entry
According to our research, several key factors discourage young people from entering the trades:
Lack of awareness about career opportunities
Misconceptions about pay and benefits
Limited exposure to hands-on technical work
Uncertainty about career advancement
HMSE directly addresses these barriers by providing students with:
Real-world exposure to modern trade work Information about competitive compensation
Clear paths to apprenticeships and career advancement
Connections with local employers and mentors
Looking to the Future
The Heavy Metal Summer Experience program represents a crucial step toward addressing the technician shortage crisis. By introducing students to hands-on learning experiences and connecting them with apprenticeship opportunities, the program helps build a pipeline of skilled workers for the future.
Why ServiceTrade is Invested
As a company dedicated to optimizing field performance and supporting commercial service contractors, ServiceTrade recognizes that solving the technician shortage requires both immediate and long-term solutions. Our support of HMSE aligns with our mission to help contractors build stronger, more efficient service teams while ensuring the future of the trades remains bright.
The program’s expansion from 36 to 54 locations in just one year demonstrates the growing momentum behind this initiative.
Get Involved
Contractors can support this important initiative in several ways:
Host a summer experience program at your facility
Sponsor local HMSE events
Provide mentorship opportunities
Connect with HMSE graduates for apprenticeships
Visit hmse.org to learn more about hosting or sponsoring a program in your area.
Together, we can build a stronger future for the trades and ensure a pipeline of skilled technicians for years to come.
How Top Performing Contractors Achieve 2X Revenue Growth with ServiceTrade
Top-performing contractors don’t just work harder; they work smarter. ServiceTrade empowers these high-growth companies to double their pace by optimizing invoicing, scheduling, and capturing additional revenue through pull-through work. By focusing on efficiency, automation, and data-driven decision-making, ServiceTrade helps contractors increase revenue, improve operational output, and keep customers coming back.
Here’s how ServiceTrade’s powerful platform and recommended actions from our 2024 Benchmark Reports can help your business grow faster.
1. Increase Pull-Through Revenue with Faster Repair Quoting
One of the biggest untapped revenue sources for contractors is pull-through work—additional repairs discovered during routine visits. ServiceTrade enables technicians to document repair opportunities efficiently, quote repairs faster, and make it easy for customers to approve quotes. With photos, videos, and notes captured in real time, customers have the clarity needed to say “yes” to repairs on the spot.
Actionable Steps:
Document repair needs thoroughly with photos and videos, ensuring customers understand the necessity.
Quote repairs promptly to improve approval rates and convert opportunities into revenue quickly.
Provide customers with easy, digital approval options, reducing friction in the decision-making process.
Impact: Contractors increase high-margin pull-through work by demonstrating value and giving clients the information they need to act quickly, maximizing revenue from each service visit.
2. Prioritize Value Over Volume for Sustainable Growth
For contractors aiming to grow 2X faster, it’s not all about doing more work; it’s about doing the right work. By focusing on high-value service agreements, proactive repairs, and prompt invoicing, contractors can ensure that every job contributes meaningfully to their growth goals. ServiceTrade’s insights and tools help contractors identify these high-value opportunities, streamlining operations for sustainable expansion.
Actionable Steps:
Focus on proactive repair work to maintain customer satisfaction and prevent costly emergencies.
Target high-margin contracts that ensure long-term profitability over short-term volume.
Automate routine tasks so your team can focus on value-driven activities rather than administrative work.
Impact: Prioritizing high-value work over volume enables contractors to grow steadily, increasing revenue and customer satisfaction without overextending resources.
3. Maximize Technician Efficiency with Optimized Scheduling
ServiceTrade’s advanced scheduling capabilities help contractors fully utilize their technicians by assigning jobs based on skills, location, and priority. For high-performing teams, this means prioritizing work orders by revenue potential and setting dollars-per-day goals to ensure each technician is operating at peak efficiency. With clear scheduling goals, teams can balance high-value work with daily operational needs.
Actionable Steps:
Fully utilize technician time by reducing travel and downtime between jobs.
Prioritize high-revenue work orders to ensure the most profitable jobs are completed first.
Set measurable dollars-per-day targets for technicians to maximize productivity and profitability.
Impact: By keeping technicians focused on high-value tasks, contractors can achieve faster growth without increasing headcount.
4. Streamline Invoicing to Accelerate Cash Flow
For contractors looking to grow, cash flow is essential for growth and reinvestment. Top performers who use ServiceTrade’s invoicing solutions pre-bill whenever possible and automate pricing and contract management to reduce delays in sending invoices to customers. The platform makes it easy to standardize pricing for contracts, enabling faster invoicing and ensuring that revenue flows steadily.
Actionable Steps:
Pre-bill where applicable to improve cash flow and avoid billing delays.
Automate contract pricing to eliminate manual errors and speed up the billing cycle.
Leverage accounting integrations to quickly transmit accurate work order data without manual data entry.
Show the customer what they’re paying for with online work summaries and invoices that show the customer how you keep their facility safely operating.
Impact: By reducing the time from job completion to payment, contractors can reinvest revenue more effectively, fueling growth .
5. Leverage Data for Strategic, Data-Driven Growth
ServiceTrade allows contractors to measure performance with real-time data and insights, enabling you to make informed, strategic decisions. From tracking technician productivity to understanding which services generate the highest margins, data-driven insights are key to identifying opportunities and refining operations for peak efficiency. Contractors like Guardian Fire Protection have used ServiceTrade’s metrics to set benchmarks and improve profitability systematically.
Actionable Steps:
Monitor technician performance and job profitability to identify high-performing team members and profitable services.
Use real-time data to benchmark results, ensuring every service aligns with growth objectives.
Adjust scheduling and service priorities based on data insights to optimize resource allocation.
Impact: Data-backed decision-making allows contractors to grow with confidence, minimizing risks and maximizing returns with each job.
Ready to accelerate growth with ServiceTrade?
High-growth contractors achieve success not by adding complexity, but by using streamlined operations to maximize output and focus on value. The ServiceTrade platform—from invoicing automation to pull-through revenue capture and scheduling optimization—helps contractors deliver exceptional service while reducing costs and improving revenue consistency.Ready to see how ServiceTrade can help you achieve faster, sustainable growth? Book a demo today and discover the platform that empowers top performers in the industry.
