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What happens when someone who built a successful HVAC company steps to the other side of the industry?
In this episode, Brett Fletcher, Partner and VP of Sales at Fasco Distribution, shares the journey from launching and scaling an HVAC company from one technician to a 40 person team, to stepping into the wholesale distribution world. Brett opens up about the early days of hustling for leads, installing equipment alongside technicians, and figuring out every part of the business as it grew. Like many contractors, he learned through trial and error while juggling sales, hiring, vehicles, operations, and customer relationships.
Today, as Partner and VP of Sales, Brett works closely with contractors across Atlantic Canada and brings a rare perspective to the role. He understands the pressure contractors face because he lived it for over a decade. From messy shops to highly organized teams, he has seen the full spectrum and now focuses on helping contractors improve efficiency, profitability, and relationships with their suppliers.
The conversation also dives into what contractors are facing right now as the market shifts. Brett explains how rebate changes are affecting HVAC businesses across Atlantic Canada and why companies that relied heavily on those programs are feeling the slowdown. The contractors who will keep growing are the ones doubling down on service, training, systems, and long term customer relationships.
At its core, this episode is about perspective. Brett shares what he wishes he had done differently as a contractor and how stronger partnerships between contractors and wholesalers can help the entire industry move forward.
Listen in and learn about:
- Brett Fletcher’s journey from HVAC contractor to Partner and VP of Sales at Fasco Distribution
- What it was really like scaling a contracting business from startup to 40 employees
- The early mistakes that shaped how Brett approaches business today
- What contractors often misunderstand about the wholesale side of the HVAC industry
- Why strong wholesaler partnerships matter more than price alone
- How the shift in rebate programs is impacting HVAC contractors in Atlantic Canada
- Why technician training and operational systems are critical for long term success
- How contractors can generate more opportunities through service, referrals, and past customers
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