In this episode of The TradeMarke Podcast, hosts Sarah Ghirardo and Eric Thomas welcome industry legend and current Chairman of ACCA, Eddie McFarlane, for a candid, insightful, and inspiring conversation on the future of the trades.

With over 25 years of experience in HVAC—from starting as a helper in the field to co-founding Schedule Engine, and now leading Sealer Services and shaping national HVAC standards at ACCA—Eddie brings unmatched perspective on what it takes to lead and thrive in today’s rapidly evolving industry.

Together, we dig into the big issues contractors are facing today: the refrigerant transition (R-454B vs R-32), regulatory uncertainty, inflation-driven pricing shifts, and the real consequences of misinformation spreading through Facebook groups and online forums. Eddie outlines why now, more than ever, HVAC leaders need to step up, seek real answers from trusted sources, and lean into their communities for support—not panic.

He shares ACCA’s evolving mission to equip contractors with the education, engineering standards, and advocacy they need to stay ahead, including updates on load calc protocols, quality installation guidelines, and refrigerant handling best practices. You’ll also hear why contractors must shift from reactive mode to proactive leadership, and how to do it.

Plus, the episode explores SalesPro, a new human-first training platform built by industry veterans like Eddie, Sarah, and Jerry Rollins. Far from your typical sales course, this tool is rooted in empathy, mental health, real-life experience, and the idea that your best salespeople aren’t born—they’re built.

Whether you’re running a $2M or $20M shop, managing a growing team, or just want clarity during uncertain times, this episode is packed with takeaways:

• How to forecast smarter and communicate better with your distributors

• What contractors should be telling customers right now

• Why collaboration, not isolation, is the key to future-proofing your business

• The power of quality installations and third-party validation in today’s market

• The difference between healthy conflict and toxic relationships—in sales and leadership

If you're in the trades, this is a must-listen. And if you’re not yet plugged into ACCA, now’s the time.

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