Jacksonville's David Gray Electrical, Plumbing, Heating & Air Acquired
A well-known Jacksonville-based provider of electrical, plumbing, heating and air solutions has been acquired according to a company press release this morning.
David Gray Electrical, Plumbing, Heating & Air has been acquired by Southern Home Services, a Maitland-based acquirer and operator of established home services businesses in the Southeast, Mid-Atlantic and Midwest.
Like many successful HVAC business owners, David Gray started his business four decades ago with one truck and the desire to have a “hands on” occupation serving his community.
While David and his team focused on providing plumbing services to First Coast customers for the first 25 years, the company would expand to offer HVAC solutions in 2010 and eventually electrical services in 2015.
Over time, the company would become a true one-stop home services provider operating out of offices in both Jacksonville and neighboring Palm Coast and covering a territory that includes Duval, Clay and St. Johns counties.
Wright Heating, Cooling and Electrical Celebrates 50 Years
Moving across the border into Georgia and just northeast of Macon, another trusted full-service provider of HVAC and electrical solutions is celebrating a major milestone serving local homeowners.
Milledgeville-based Wright Heating, Cooling and Electrical announced this week that the company is celebrating 50 years in business. Like David Gray in Jacksonville, the Wright story is testament to the passion and vision of a humble founder who sought to serve his community with one guiding philosophy.
Wright HC&E owner Jay Wright says his father, Jack Wright Jr., always sought to exceed his customers’ expectations. From its “one man and a truck” roots in 1974, Wright HC&E has experienced 700% growth under Jay Wright who has his own guiding philosophy posted on the company website:
“Work with Enthusiasm, as though you were working for the Lord rather than for the people.” – Ephesians 6:7
CAAG Names Georgia's Top 20 HVAC Rising Stars
We stay in the Peach State for the next trending topic which shines the spotlight on Georgia’s rising stars in the HVAC arena. Just like David Gray and Jack Wright in the 70s and 80s, these young men and women are leading and growing great HVAC and HVAC support businesses here in the Southeast.
The Conditioned Air Association of Georgia (CAAG), a statewide, non-profit trade association, has announced their “Top 20 Under 40” List, a collection of “rising stars and influencers under 40 who are shaping the future of the HVAC industry.”
The CAAG’s “Top 20 Under 40” initiative aims to recognize and celebrate the exceptional contributions of young professionals, technicians, and leaders who have demonstrated innovation, excellence, and commitment within the HVAC sector. Members of the Inaugural “Top 20 Under 40” Class include:
- Chris Allen, Partner at Buy Comfort Direct (Winder)
- Jenny Brown, Aftermarket Marketing Manager at Mingledorff’s (Brunswick)
- Andrew Caraway, Digital Programs Manager at Mingledorff’s (Brunswick)
- Nathan Coker, General Manager at Stanfield Air Systems (Athens)
- Ashley Davis, COO at Lawson Air Conditioning & Plumbing (Gainesville)
- Steven Galbreath, GM at Galbreath Heating and Air (Richmond Hill)
- Mason Hoover, CFO at Empire Heating and Air Conditioning (Decatur)
- BJ Littlejohn, President at Ware Mechanical (Rome)
- Nathan Meija, Comfort Consultant at Trinity Air (Peachtree City)
- Jeff Mingledorff, VP-Customer Engagement at Mingledorff’s
- Rigo Mojica, Owner at Georgia Air Control (Gainesville)
- Kristen Munn, Implementation Coach at Nexstar Network
- Alex Orvick, Branch Manager at Daikin Comfort Technologies
- Joe Peavey, Owner at PV Heating, Cooling & Plumbing (Atlanta)
- Jason Peavey, Owner at PV Heating, Cooling & Plumbing (Atlanta)
- Emily Poole, Brand Ambassador at Resideo
- Kyle Prentice, Regional Parts Manager at Daikin North America
- Theo Stathakis, Director of Marketing at Mingledorff’s
- Hillary Watkins, CEO at American Comfort (Winder)
- Jessie Weaver, Partial Owner at Weaver Heating & Air (Cartersville)
For more information about the “Top 20 Under 40” program and the CAAG’s other advocacy efforts to promote Georgia’s HVAC-R industry, visit the CAAG website.
ACHR News Webinar Shares Sales & Financing Tips For HVAC Pros
ACHR News recently hosted an informative webinar for HVAC pros who may not be so comfortable when it comes to sales and financing discussions.
Aimed at installers, techs and owners looking to up their sales game, the one-hour webinar with invited speakers from FTL Finance focused on the difference between transactional selling and solutions selling, while using Star Wars analogies to explain how you can become a HERO for your customers.
Before delving into the meat of the presentation, the hosts asked the HVAC pros in attendance from around the country an important question: How many decisions do we as humans and consumers make on any given day? The answer: About 35,000. And 226 of those decisions revolve around our food decisions alone. Why? Because we like having options. They give us a feeling of control over our lives.
The next question for the HVAC pros in attendance was meant to gauge their general comfort level with sales and financing discussions with customers. Perhaps not surprisingly, less than one-third of those in attendance professed a genuine love of sales, while the vast majority expressed reluctance while acknowledging a need to improve.
The focus then shifted to a better understanding of two primary selling methods, and why HVAC pros should prioritize the latter to build better long-term relationships with your customers.
In short, the FTL reps explained that, “Transactional Selling fails to build loyalty and can lead to a high pressure situation for the customer with last minute deals and offers that they must make decisions on immediately. These are empty transactions. The customer is relieved the problem is fixed but maybe doesn’t feel so good about the whole process.”
In contrast, “With Solutions Selling, our relationship with the customer is more of that of a guide who transfers knowledge and expertise to the homeowner, gives the customer options and trusts them to make the right decision.”
Rather than using high pressure sales tactics, give the customer 3 options: Repair, Repair and Maintenance, or Repair, Maintenance and Fix a Potential Issue. This way the homeowner feels valued and appreciated. You are possibly saving them money, because they might not have to pay for a service call down the road.”
They also used daily retail analogies we all encounter to help hammer this point home: “When was the last time you were not given an option? At the gas station, Starbucks, Dunkin Donuts, fast food restaurants…all of the questions and options presented give us a sense of control.”
You can empower your customers by providing them with options. Give your customer Good, Better, Best options for both services and payment options.
In closing, the FTL Finance reps shared a helpful acronym which may help you or your non-sales team members get into the mindset of Solutions Selling and becoming a trusted HERO for your HVAC customers:
- H (Hear) Listen to your customer. Ask questions and problem solve.
- E (Evaluate) Empathize with the customer. What would you want?
- R (Recommend) Use your expertise, guide the customer, be proactive
- O (Options) Give the customer Good, Better, Best options. Exceed their expectations.
Contact CII Today
If you own an established HVAC business in Florida or Georgia and would like to get a better understanding of the current market value of your company and important steps you can take today to maximize that value, get in touch with a CII business advisor today.