HVAC Contractors Find Plenty of Opportunity

Air Time

Scott Cernak says customers have long valued air quality, but the pandemic escalated that interest.

Scott Cernak recalls that, during the pandemic, the HVAC company he had just started was doing a lot of work with indoor air quality.

“But it certainly wasn’t a phase,” he said. “I’d say the pandemic probably escalated it a lot faster than it would naturally have. But people valued indoor air quality even before the pandemic — I just think we were paying more attention to it during the pandemic.”

It’s just one way the HVAC field continually morphs — for example, a recent shift toward heat pumps for people who value renewable energy — but essentially has always come down to keeping people as warm or cool as they’d like, and breathing easier, in more than one sense.

Cernak’s first interest in vocational school was plumbing, and he eventually got into HVAC as well. He started working for M.J. Moran Inc. as an intern at age 16 and turned his stay there into a career; he later spun his own company off that firm, opening Western Mass Heating, Cooling & Plumbing in 2020.

“The business has grown a lot — we were 24, 25 employees, and we’re up to 55 now,” he said. “And the revenue has more than tripled since the first year.”

He started the business in Haydenville but grew out of that location and opened a new building in Deerfield. “I always knew I wanted to grow the business. Maybe it was a little faster than expected because demand is high,” Cernak explained, noting that he’s made investments not only in new technology, but in training people who share his growth mindset in a field where there’s plenty of opportunity.

“The business has grown a lot — we were 24, 25 employees, and we’re up to 55 now. And the revenue has more than tripled since the first year.”

Sam Pomeroy, president of Climates by Pomeroy, with locations in Colrain and Deerfield, was also introduced to the HVAC industry in a vocational school setting.

“I was the youngest in a big family, and my brothers and sisters had gone to trade school also, and they were doing pretty well in life. At school, they send you through all the different disciplines, and HVAC was really interesting. Thirty-nine years later, it continues to be interesting.”

Pomeroy worked for a series of other companies before setting out on his own 12 years ago with a venture called Cornerstone Mechanical. He soon changed it to Climates by Pomeroy as a way to honor his father’s name, and said he takes pride in finding low-emission, high-efficiency solutions to customers’ comfort needs — and in sharing his passion for this work with others.

“The trade needs workers, and there are good jobs,” he said. “ Everyone that works here has got a good job, and they’re getting paid good money. And it’s a very specific job — robots won’t be doing our job anytime soon.”

As for still being enthusiastic about the work four decades in, “I guess I’m just wired that way, and I think a lot of us are wired this way,” he told BusinessWest. “And part of what keeps it so interesting is that it’s new all the time. It’s definitely not boring. I’ll work on a farm, on some refrigeration equipment for potatoes, and then go work at a bicycle shop; you see behind the scenes of lots of different businesses, so it’s forever fascinating.”

Heating Up

Pomeroy said his company’s work is typically split 60-40 between commercial and residential, though which comprises 60% can go back and forth. And he’s seen plenty of changes on the residential side, from the rise of mini-splits to much more efficient heating systems.

“When I was a kid, every house was a cookie-cutter, 100,000 BTUs. Now, the construction is so tight, we’re putting 25,000 BTUs in a house to heat it. It’s amazing to me,” he said. “When you change out a furnace in your house, it’s probably going to be smaller because, at some point, you’ve updated the windows, you’ve put a new roof on with another layer of insulation, and now you really have to think about what you’re doing. You can’t just compare apples to apples. If you are, you’re probably making a mistake.”

Sam Pomeroy says he enjoys fixing things for customers, and it feels good to be a “hero” in their time of need.

While the volume of work leans slightly to the commercial side these days, Pomeroy isn’t taking new residential customers right now because he wants to keep service response times quick. “There’s only a certain amount of us, and if I can’t get to your house tonight, that’s not so good for my business brand.”

Cernak’s business at Western Mass Heating, Cooling & Plumbing is currently about half direct-to-consumer residential service repairs, installations, and replacing existing heating, cooling, and plumbing systems; then about 30% residential new construction and renovations, and 20% small commercial customers.

He attributes his company’s growth and talent retention with finding the right people with a growth mindset, noting that skills can be trained, but the right mindset — one that buys in to the company’s ideals, learns from mistakes, and is hungry to grow — is particularly valuable.

“I also surround myself with a lot of the right people — not only employees, but also colleagues and peers throughout the construction and service industries, as well as the right partners: our bank, insurance company, accounting firm, financial advisor. When you surround yourself with enough of the right people, I think it becomes contagious.”

Tim Drost, CEO of Window World of Western Massachusetts (see story on page 23), is looking to add an HVAC service to his small group of ancillary companies, recognizing its importance as part of home design today, whether building or renovating.

“Ultimately they all go together” he said. “If you have a heating and cooling guy having one conversation, and the window and siding guy having a different conversation, and the framer having a different conversation, the customer might get good information, but if we’re all at the table in the morning, we can collaborate together.”

Cool Career

Cernak called recruiting and retention a challenge, but also an opportunity to grow the field.

“It’s not an unlimited pool to pull from, that’s for sure. But we’ve had success doing training programs. We’ve made a good investment in virtual learning and vendor training and then our own in-house trainings. I built a classroom in this new building, where we can do a lot of in-house training.

“It’s an investment we made three to four years ago in younger, talented apprentices,” he added. “They have now become leads, and we’re now hiring more apprentices and helpers, and we hope that they’ll eventually become leads as well. It’s really starting to pay off.”

That said, “anyone who’s patient will be successful in finding good people to work. You’ve got to pay well and provide good benefits, but it’s also about training and making people feel part of something bigger.”

“When somebody calls, they’re without heat, they’re desperate, and they’re grateful. When we go there and fix their heating system when it’s zero degrees, or they have no hot water and you replace the water heater — that’s very satisfying.”

But there’s another aspect of this career he feels is attractive to people who work in it.

“When somebody calls, they’re without heat, they’re desperate, and they’re grateful. When we go there and fix their heating system when it’s zero degrees, or they have no hot water and you replace the water heater — that’s very satisfying.

Pomeroy agreed. “I joke all the time that a lot of the people that are in this industry have hero syndrome. It feels so good to be like, ‘I fixed that,’ and the people are like, ‘yay!’

“I’ve left houses where it was five below zero, and I got the heat going. I was off this past weekend, and a little place I take care of, their walk-in freezer died, and I went down there and fixed it on my day off, and they were super psyched because everything important is in the walk-in freezer at the little store.

“So those kind of things really nourish me. You feel like you’re a hero, and it feels good,” he went on. “That’s one of the gifts of the job — a pat on the back for a job well done. So many jobs don’t have that; it’s just on to the next pile of papers. So it’s a rewarding career.”

New construction projects have their own type of gratification, Cernak said.

“It’s neat going into a new building, seeing it from the ground up, and you put the plumbing and the HVAC underground, and a few months later, when all the finishes are in, you know you put everything in the walls to make that house work and make the occupants comfortable and able to enjoy the modern amenities we have here in America. That’s pretty satisfying for people.”

And then there’s the bottom line view, which is another plus, Cernak added. “It’s actually a pretty high-paying industry with high demand and almost nobody with student debt because we pay for training, and so do many many companies in our industry. So you can make six figures and have no student debt.”

All that and being a hero too? For many HVAC technicians, that’s truly a breath of fresh air.