HVAC Masters of the Hustle - Episode #312: Josh Davis of Mail Shark

Release Date: June 16, 2025
Host: Jacob Moneymaker
Guest: Josh Davis, Representative from Mail Shark

Introduction

In Episode #312 of HVAC Masters of the Hustle, host Jacob Moneymaker delves into the world of direct mail marketing tailored for the HVAC industry. Joining him is Josh Davis from Mail Shark, a leading full-service print and direct mail marketing company specializing in serving trade businesses. The episode explores Mail Shark's strategies, success stories, and insights into effective marketing practices that can propel HVAC businesses into the top 1% of their field.

Overview of Mail Shark

Mail Shark positions itself as a comprehensive solution for HVAC and other trade businesses seeking to enhance their marketing efforts. Josh Davis provides an in-depth look into the company's offerings and unique selling points.

• Full-Service Direct Mail: "We design, print, and mail all different sorts of pieces to help the trades businesses acquire and retain more customers." (04:06)
• Product Variety: With over 18 direct mail products, Mail Shark ensures that clients can stand out in any mailbox through innovative formats like postcards with magnets, scratch-offs, and plastic mailers.

Josh highlights the importance of strategy in direct mail campaigns, emphasizing flexibility and budget alignment: "Our clients really love that flexibility because it gives them the ability to create the exact strategy that fits their budget and how quickly they want those mailers going out." (08:30)

Strategic Mailing Approaches

A key discussion revolves around the weekly mailing strategy offered by Mail Shark, which allows clients to distribute their mailers over extended periods rather than blasting a large quantity all at once.

• Example Strategy: Sending 10,000 postcards over 10 weeks, mailing 1,000 homes each week, thereby managing budget and maintaining consistent market presence. "This is our weekly mailing strategy where we allow our clients to choose, instead of mailing all at once, to drip them out weekly." (08:00)

• Client Success: Jacob shares Royalty's experience with Mail Shark, noting the effectiveness of creative artwork in standing out: "The graphics from the Millers, they said it really stood out... it was funny, it looked really inviting." (10:10)

Measuring ROI and Data Transparency

One of the standout features of Mail Shark is their ROI Dashboard, which provides transparent, real-time tracking of marketing performance.

• Transparency: "Direct mail that works... It brings complete transparency to your marketing, showing exactly how your direct mail is performing so you can make smarter, data-driven decisions." (04:00)

• Data Integration: By integrating with platforms like Service Titan and Housecall Pro, Mail Shark accurately measures the impact of mailers on customer acquisition. "We are able to compare the new customers who received your mailer to see the direct impact." (20:40)

Josh emphasizes that while exact ROI predictions are challenging due to various factors, the transparency of Mail Shark's system allows businesses to make informed adjustments: "You can track it, tweak it, repeat it, and scale it as you go." (13:30)

Onboarding Process and Turnaround Time

Understanding the urgency of marketing during peak seasons, the episode outlines Mail Shark's efficient onboarding and execution process.

• Timeline: Approximately one week for gathering materials and another three and a half weeks from artwork approval to mailing. "The onboarding process from the time you decide to move forward is about a week, and then about three and a half weeks until the mailers are sent out." (21:10)

• No Upfront Costs: Clients don't need to pay until the first mailer is sent, reducing financial risk. "You don't have to pay us anything until the mailers are sent out for the first time." (22:45)

Future Innovations and Data Utilization

Looking ahead, Josh unveils exciting developments aimed at enhancing Mail Shark's offerings.

• Variable Content Mailers: Introducing highly targeted mailers with personalized content triggered by specific events to increase relevance and response rates. "We're working on targeted, highly variable mailers with variable content, hyper-targeted messaging to very specific homes." (25:54)

• Aggregated Data Insights: By collecting data from over a thousand home service companies, Mail Shark plans to identify trends and provide average ROI benchmarks, aiding clients in setting realistic expectations. "We're going to be able to aggregate that data together, start noticing trends and becoming much more savvy about what's happening in certain parts of the country." (26:10)

Networking and Industry Events

The importance of industry events is underscored as Josh shares the benefits of face-to-face interactions and continuous learning.

• Customer Engagement: "You get to meet your customers face to face... it's just awesome." (29:15)

• Knowledge Sharing: Learning from keynote speakers and industry leaders helps Mail Shark stay ahead in innovative marketing strategies. "Listening to the keynote speakers and the people there... is amazing." (29:15)

Closing Insights and Call to Action

As the episode concludes, both Jacob and Josh reinforce the value of direct mail when executed correctly and encourage listeners to consider Mail Shark for their marketing needs.

• Persistence in Marketing: "Give it a shot. Doing it the right way... it doesn't cost anything to do a demo." (31:00)

• Partnership Philosophy: "We're very focused on winning for our customers because they are the reason we're in business." (32:53)

Listeners are invited to visit Mail Shark's website at themailshark.com or contact them directly to learn more and schedule a demo.

Notable Quotes

• Josh Davis: "Direct mail that works... It brings complete transparency to your marketing." (04:00)

• Jacob Moneymaker: "This platform right here is absolutely amazing across the board." (15:07)

• Josh Davis: "You have to have a plan and you can't just do it once." (12:43)

• Josh Davis: "We really, really try to make it happen for our customers." (32:53)

Conclusion

Episode #312 provides HVAC professionals with valuable insights into leveraging direct mail marketing through Mail Shark. With a focus on strategic planning, data transparency, and innovative mailing solutions, Mail Shark offers tools and expertise to help HVAC businesses thrive in a competitive market. Whether you're a startup or an established company, the strategies discussed offer actionable steps to enhance your marketing efforts and drive business growth.

Timestamps

• 04:00 - Overview of Mail Shark's Services
• 08:00 - Weekly Mailing Strategy Explained
• 10:10 - Client Success Story: Royalty's Experience
• 12:43 - Importance of a Marketing Plan
• 13:30 - Flexibility and Scaling Marketing Efforts
• 20:40 - Measuring ROI with Mail Shark's Dashboard
• 21:10 - Onboarding Process Timeline
• 22:45 - No Upfront Costs for Clients
• 25:54 - Future Innovations in Mail Shark
• 26:10 - Aggregating Data for Insights
• 29:15 - Benefits of Industry Networking Events
• 31:00 - Encouragement to Try Direct Mail Marketing
• 32:53 - Commitment to Customer Success

This summary captures the essence of Episode #312, highlighting the key discussions between Jacob Moneymaker and Josh Davis. For a deeper understanding and actionable strategies, listening to the full episode is recommended.