The Heat Pump Podcast

Join us for our upcoming training!  STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom.  The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2pm ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- In this episode of the Heat Pump Podcast, host Ed Smith, co-founder of Amply Energy , is joined by three innovators in the HVAC and heat pump space at the US Heat Pump Summit. Mark Kasdorf (Forge), Grant Gunnison (Zero Homes), and Evan Anderson (Pearl Edison) share their unique business models and approaches to accelerating the adoption of heat pumps. Guest Introductions: Mark Kasdorf - Founder & CEO of Forge. Mark brings a background in software development and an entrepreneurial approach to HVAC, focusing on high-quality heat pump installations with a heavy emphasis on training and technology integration.Grant Gunnison - Founder & CEO of Zero Homes. With a background in general contracting and small satellites, Grant focuses on building a tech-forward home upgrade marketplace with a primary focus on heat pumps and energy efficiency.Evan Anderson - Co-founder of Pearl Edison. Evan has a background in automated driving and focuses on supporting homeowners in energy efficiency and electrification retrofits through a network of high-performance contractors. Key Takeaways: Every model dies if installs fail. All three CEOs — remote, hybrid, and in-person — built quality controls into their process. Cutting corners on design might win the sale, but callbacks and bad reviews will kill the business.Software can let junior salespeople do expert-level work. Forge uses embedded tools so 27-year-olds can run load calcs that would normally require a master electrician — and they're hitting revenue-per-salesperson numbers well above industry standard.Remote design works in some markets, not others. Forge tried it in New England and called it "a disaster." Zero Homes makes it work elsewhere. Experiment to see if it can cut down on your soft costs for acquiring a customer. Ducted systems still need someone in the home. Evan Anderson is pessimistic — short, medium, and long-term — about getting airflow and static pressure data remotely. If you're touching ductwork, plan on a site visit.Utility and municipal partnerships can cut acquisition costs to near zero. All three companies get leads through partners instead of paying for Google ads. Timestamps: [03:44] – Introduction To The Panelists [06:44] – Discussing Challenges And Their Solutions In The Hvac Industry [14:20] – How Each Company Uses Technology To Improve Processes [23:37] – Sales Process And Customer Engagement [26:55] – Lead Qualification To Closing The Deal [32:29] – Scaling The Businesses, and Conversion Rate Success [39:04] – Discussion On Financing Options And Their Impact On Affordability [47:17] – Closing Thoughts: Reflections On Electrification And The Future Of The Market Connect with the Guests: Mark Kasdorf LinkedIn: https://www.linkedin.com/in/markkasdorf/Website (Company): https://www.forgeco.com/ Grant Gunnison LinkedIn: https://www.linkedin.com/in/grantgunnison/Website (Company): https://www.zerohomes.io/ Evan Anderson LinkedIn: https://www.linkedin.com/in/evananderson313/Website: https://www.pearledison.com/ Check out The US Heat Pump Summit: Website: https://www.usheatpumpsummit.com/ Follow Brent Davidson: LinkedIn: https://www.linkedin.com/in/brentdavidson/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergy