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What happens when someone who built a successful HVAC company steps to the other side of the industry?
We’re bringing back this conversation with Brett Fletcher, Partner and VP of Sales at FASco Distribution, because his perspective on the HVAC industry is just as valuable today. Brett knows what it feels like to be in the contractor’s seat. He helped build an HVAC company from one technician to a 40-person team, learning through the messy reality of selling, hiring, installing equipment, managing vehicles, building systems, and keeping customers happy.
Now on the wholesale distribution side, Brett gets to see the industry from a completely different angle. That experience has changed the way he thinks about the relationship between contractors and suppliers, and about what actually helps HVAC businesses become stronger and more profitable. He shares what contractors often misunderstand about wholesalers, why the best supplier relationship goes far beyond price, and what he wishes he had understood when he was running a contracting business himself.
This encore conversation also explores what happens when the market changes and the opportunities contractors once relied on begin to slow down. Brett talks about rebate shifts in Atlantic Canada, the importance of technician training and operational systems, and why service, referrals, and existing customer relationships can create a more resilient business.
It’s a conversation about seeing the industry from both sides and using that perspective to build better businesses, better partnerships, and stronger teams.
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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