Smart Pricing Strategies to Help Grow Your AC Company

18 snips

Jan 14, 2025

In a riveting conversation, Patrick Kelley, President of Sano Heating & Air Conditioning and a decorated Marine veteran, shares his inspiring journey in the HVAC industry. He highlights how military discipline and adaptability shape his leadership approach. Patrick emphasizes focusing on quality over quantity, raising prices responsibly, and investing in the right team to ensure success. He also explores thriving in a competitive market through innovative marketing and a strong company culture, all while sharing personal anecdotes that resonate with ambition and resilience.

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ANECDOTE

Landing a Job at Service Champions

Patrick Kelley found his job at Service Champions through a Craigslist ad.
He attended a large group interview, initially feeling insecure due to his attire and the number of applicants.

ANECDOTE

The UV Light Hustle

Patrick Kelley increased his income early in his career by selling UV lights.
He offered a portion of his commission to a senior technician in exchange for leads.

ADVICE

Listen to Customers

Listen to customers to understand their needs and preferences.
Tailor service packages to address specific concerns and offer relevant options.

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In this episode of To The Point – Home Services Podcast, Chris Yano and his co-hosts, Chad Peterman and Travis Rinke welcome Patrick Kelley, President of Sano Heating & Air Conditioning , to discuss his inspiring journey from Marine Corps service to founding a successful HVAC company in Anaheim, CA. Patrick shares how his military background, competitive mindset, and a commitment to quality have shaped his leadership style and business strategies. Packed with actionable insights, this episode is a must-listen for professionals seeking to balance growth, culture, and excellence in the highly competitive HVAC industry.

Key Takeaways:

Lessons from Leadership and Service:

Patrick highlights the importance of discipline, adaptability, and teamwork gained from his military background, which translates to effective business management. Building a company culture that values collaboration and celebrates team success drives long-term growth and employee satisfaction.

Focus on Quality Over Quantity:

Early challenges taught Patrick the value of raising prices and focusing on delivering top-notch service, ensuring profitability without compromising on quality. A commitment to exceptional installations and personal client care helps Sano HVAC stand out in a competitive market.

Invest in the Right People:

Hiring a General Manager who complements Patrick’s strengths has been pivotal in refining operations and tracking performance metrics. Empowering employees through clear goals, maintenance memberships, and sales trackers increases motivation and boosts overall company performance.

Stay Competitive in Saturated Markets:

Emphasizing personal customer relationships and leveraging local advertising channels like community magazines help Sano HVAC remain competitive against larger players. Patrick’s mindset—focusing on what’s within the company’s control—is key to staying ahead.

Work-Life Balance:

Balancing a demanding career with personal interests like golf and family time reinforces Patrick’s philosophy that a well-rounded life contributes to professional success.

Noteworthy Quotes:

“Good things take a lot of work. You have to put in the effort to see the results.” – Patrick Kelley
“Your success comes from your team’s success. It’s about showing them how to win and grow.” – Chad Peterman
“Stay in your lane and focus on delivering the best for your customers. That’s how you build trust and longevity.” – Patrick Kelley