The Contractor of the Future: What the Data Reveals
What separates today’s top HVAC contractors from the rest of the pack?
In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross are joined by TJ O’Connor, President of Farmington Consulting Group, to explore insights from the Contractor of the Future Study—a nationwide research project surveying HVAC contractors across all sizes and markets.
Together, they break down:
- Why consumer financing significantly improves close rates and equipment mix
- How offering more proposal options leads to higher profitability
- The real impact of marketing investment on long‑term success
- Why pricing, job costing, and technology adoption matter more than ever
- How contractors can take practical, step‑by‑step actions to improve their business
This conversation goes beyond opinions and trends, grounding HVAC best practices in real data and real contractor behavior—offering a clear look at what’s working today and where the industry is headed next.
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Creators and Guests
Host
Mary Carter
Mary Carter is a seasoned sales and marketing leader with over six years at Trane Technologies, currently serving as Regional Sales Manager. With a strong foundation in RHVAC, consumer finance, and strategic account management, Mary brings valuable insights and real-world experience to every conversation.
Host
Stephen Ross
Stephen Ross is a dynamic sales trainer and leadership coach with over nine years at Sandler Training. A former HVAC business owner, Stephen combines his technical knowledge with proven sales expertise, offering a unique perspective on what it takes to succeed in the RHVAC industry.
Producer
Jessica Blair
Jessica Blair is a Senior Learning Manager at Trane Technologies' Residential HVAC unit. With 20+ years of experience in learning and development, she designs and markets blended learning programs to enhance customer learning and align with business goals.
Editor
Kerianne O'Donnell
Kerianne O'Donnell is the Digital Learning Manager at Trane Technologies and serves as the editor of the HVAC Full Blast podcast. With a background in graphic design and a strong passion for developing digital learning experiences, Kerianne brings her creative expertise to the podcast, delivering engaging and impactful content to listeners.
Guest
TJ O'Connor
TJ O’Connor is the President of Farmington Consulting Group and one of the HVAC industry’s most trusted voices on contractor performance, market intelligence, and business best practices. For more than 17 years, he has led nationwide research across HVAC, plumbing, and electrical industries, including the widely respected Contractor of the Future Study. TJ works closely with contractors, distributors, and manufacturers to translate real‑world data into practical strategies that drive profitability, better customer experiences, and long‑term growth. A sought‑after speaker and industry advisor, he brings a rare combination of research expertise and deep field insight to every conversation.
