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In this episode, Ed Smith and Eric Fitz, co-founders of Amply Energy, speak with Christopher Nichols, COO of HomeWorks Energy, about the challenges and strategies behind scaling a home performance business. Chris shares how HomeWorks Energy grew from 10 people to a 750 person company generating $150 million in revenue all while maintaining a strong focus on energy efficiency, heat pumps, and customer service.
Chris explains how to build a talent machine in the HVAC industry, the importance of training, and the role of technology in scaling operations while maintaining quality. He also shares key lessons from his own career journey, including the mistakes and successes that shaped HomeWorks into the thriving company it is today.
Whether you're in heat pumps, weatherization, home energy efficiency, or just looking to scale a service-based business, this episode is full of valuable tips on growth, leadership, and operational efficiency.
Expect to Learn
-How HomeWorks' focus on "energy efficiency simplified" helped drive its rapid expansion.
-How critical it was to “crack the code on marketing” over and over as the company grew
-The critical role of training in the HVAC industry and why HomeWorks created its own hands-on training program.
-How HomeWorks grew to 750+ employees and $150M revenue without outside investment.
-Lessons learned from building an HVAC team and why expertise matters.
-How HomeWorks leverages software to streamline solution-design, quoting, scoping, and quality control.
-Why HomeWorks still gets 30% of its leads from direct mail in a digital-first world.
-When to partner vs. bring services in-house and why sometimes you have to do it yourself.
-Why factoring in callback costs upfront can improve service quality and team morale.
-The importance of respecting HVAC technicians' expertise when scaling a business.
-Why you can’t be everything to everyone and should focus on mastering a few key services.
In Today’s Episode:
[00:00] - Introduction
[03:22] - Understanding HomeWorks & Its Mission
[05:48] - Chris Nichols’ Career Path & Early Influences
[09:13] - Scaling HomeWorks & Building a Talent Machine
[14:07] - Adding HVAC Services & Overcoming Initial Challenges
[10:54] - The Framework for Scaling Multiple Service Lines
[22:11] - Cracking the Code on Marketing & Lead Generation
[26:33] - Leveraging Technology to Scale Skilled Labor
[31:42] - Streamlining Sales & Comfort Advisor Roles
[32:42] - Key Advice for HVAC Entrepreneurs
[36:49] - The Future of HomeWorks & Industry Expansion
[40:53] - Closing Thoughts & Final Advice
Connect with Christopher Nichols:
LinkedIn: https://www.linkedin.com/in/christopher-nichols-b3819bab/
Website: https://www.homeworksenergy.com/
Follow the Hosts:
Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716
Eric Fitz: https://www.linkedin.com/in/ehfitz/
Amply Energy Website: https://www.amply.energy/
Amply Energy YouTube: https://www.youtube.com/@amplyenergy
Amply Energy Facebook: https://www.facebook.com/amplyenergy
Amply Energy Instagram: https://www.instagram.com/amply_energy/
Listening Links:
Spotify: https://open.spotify.com/show/3pJxxoC8fS0HZEf22FQwDX
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-heat-pump-podcast/id1747806243
Podcast Site: https://info.amply.energy/blog/tag/heat-pump-podcast
Subscribe now for more information and join us for the latest on heat pump sales, design, and more. 💯