HVAC Masters of the Hustle – Episode #318

Guest: Shelby Breger, Co-Founder of Conduit Software
Host: JDubMoneyMaker
Recorded: September 8, 2025

Overview: Shaping the Future of HVAC Sales & Design

In this episode, host JDubMoneyMaker welcomes Shelby Breger, co-founder of Conduit Software, to explore how technology—specifically Conduit’s LiDAR-powered platform—is transforming residential HVAC contracting. This wide-ranging conversation delves into the evolution of heat load calculations, how to engage customers by showing your work, and why embracing new tools is essential for HVAC companies striving to differentiate and grow.

Key Discussion Points & Insights

1. The Evolution of Heat Load Calculations and HVAC Sales

• Old School vs. Tech-Driven Process

  • JDub shares experiences with "old school" manual J heat load calculations— measuring windows, insulation, ceiling heights, etc. (05:09)
  • Shelby explains that Conduit automates these labor-intensive steps, using iPad Pro’s LiDAR scanner to walk through homes, build 3D models, and perform certified calculations.
  • “What we wanted to do was take what is a crap ton of work and transform it into a sales experience...” (05:51, Shelby)

• Why Energy Efficiency is Hard to Sell

  • Homeowners rarely buy energy-efficient equipment; it’s tough to explain—and sell—the lifetime value and up-front premium within a brief sales call.
  • Contractors often perform valuable, invisible work (permits, paperwork, handoffs) that customers don’t see or appreciate. (07:20)
  • Conduit’s genesis: Make that value visible and streamlined for both contractor and homeowner.

2. Conduit’s Technology: LiDAR and On-Site Experience

• How LiDAR Works (09:48)

  • Shelby breaks down LiDAR: “Light Detection and Ranging,” now built into many iPad Pros, captures room dimensions by bouncing light beams and measuring return times.
  • The scan process captures critical details—walls, windows, doors, their sizes and orientations—without recording personal home contents.
  • This data lays the foundation for precise load calculations, essential for proper system sizing and energy efficiency.

• Customer Engagement as a Sales Tool

  • The act of scanning becomes a conversation starter with homeowners: “What are you doing? That’s really cool!” (11:51, JDub)
  • Having the homeowner walk along, or even hold the iPad, gives them ownership of the process and builds buy-in.
  • “Do it together… that’s the key to a great sale.” (12:51, Shelby)

3. Building Value by "Showing Your Work"

• Differentiation in a Competitive Market

  • “The bigger the show, the bigger the dough.” (08:11, JDub)
  • Manual J calculations on-site set contractors apart. Not doing them (or not discussing them) raises doubts about the quality of the rest of your work. (14:30)

• Educational Dialogue with Customers

  • Explaining the process—airflow, duct sizing, comfort considerations—establishes credibility and enables upsell opportunities.
  • “It’s about weaving it together and showing your quality across all those pieces. It’ll make a huge difference.” (16:15, Shelby)

4. Adopting New Processes: Practicalities & Best Practices

• What Do Contractors Need to Start?

  • An iPad Pro with LiDAR (12.9" 4th gen+ or 11" 2nd gen+)—these became available in late 2020. (18:49)
  • Financing is often available through cellular providers.

• Onboarding, Training, and Company Buy-In

  • Learning curve: It takes about six uses (“practice six times before you feel fully confident”) to internalize new processes. (20:41)
  • Roleplay and in-office practice are critical before taking new tech on sales calls.
  • “You have to allow them to be uncomfortable in the office and thrive… then when they are out in the field, they're comfortable and thriving on their own.” (22:02, JDub)

• Integration with CRMs & Service Platforms

  • Data can be exported as PDFs or integrated directly with ServiceTitan and similar tools. (23:52)

5. Expanding Features and Continuous Improvement

• Current and Upcoming Features

  • Beyond load calcs: photo documentation, augmented reality equipment visualization, floor plan markups, line set path drawings, and annotated instructions for installers. (25:30)
  • Floor plan annotation—coming soon—enables clear, visual hand-offs between sales and install teams.
  • The future: Direct equipment recommendations and further integration with quoting to streamline the sales-to-install cycle.

• Reliability Took Time

  • Extensive field testing and reliability were prioritized: “The minimum for this industry is actually quite high… What you need is for [the app] to work every time in the field.” (27:28, Shelby)
  • Only came out of beta in March 2024—user trust was critical before scaling.

• Offline Capability

  • Scanning works offline (for out-of-cellular locations), with calculations completed once reconnected. (30:47)

6. Final Words: The Human Side of Technology in HVAC

• Why the Industry Matters

  • Shelby and her co-founder Marissa were inspired by contractor generosity and willingness to help, which shaped Conduit's customer-first ethos.
  • “If I can do anything to make this industry better, I want to.” (17:16, Shelby, reflecting on the industry’s reception)

• Broader Takeaway for Listeners

  • “There is so much opportunity to really show the customer what you’re doing and why you’re doing it. Work on both your processes and integrating technology as part of it.” (32:35)

Notable Quotes & Memorable Moments

• On Customer Engagement:
  “The key is building buy in. What’s the best way to build buy in? Do it together.”
  —Shelby Breger (12:51)

• On Differentiation:
  “The bigger the show, the bigger the dough.”
  —JDubMoneyMaker (08:11)

• On Reliability & Adoption:
  “The minimum for this industry is actually quite high… You need it to work every time in the field.”
  —Shelby Breger (27:45)

• On Training and Buy-in:
  “If you’re not having them practice in house, they’re not going to do it in the client’s house. I promise you.”
  —JDubMoneyMaker (22:02)

• On Building Value:
  “Homeowners only buy when value exceeds price. So what are you doing to make sure that you have the right tools to exceed value?”
  —JDubMoneyMaker (24:14)

Important Timestamps

| Timestamp | Segment | |-----------|---------| | 05:09 | Shelby Explains Origin/Goal of Conduit | | 09:48 | Technical Deep Dive: How LiDAR Works in HVAC Context | | 11:51 | Engaging Homeowners and Building Value During the Scan | | 14:30 | Differentiation: Manual J as a Key Selling Point | | 18:49 | What Kind of iPad Needed (Hardware Requirements) | | 20:41 | Onboarding Insights: “Six Jobs to Master” | | 23:52 | Integration with CRMs & Workflows | | 25:30 | New and Upcoming Features (AR, Annotation, Reporting) | | 27:28 | Shelby on Development Challenges and Reliability Expectations | | 30:47 | Offline Scanning Capability | | 32:35 | Shelby’s Main Takeaway for Listeners |

Conclusion: Why Embrace Technology in HVAC?

JDub’s Final Word: Manual J calculations and showing your work are key to differentiation, not only to protect the homeowner but to build trust and justify your value. Conduit enables this more effectively than ever.
Shelby’s Challenge: Use technology to make your value visible. Whether you use Conduit or another tool, commit to process, practice, and customer buy-in for industry-leading results.

Contact & Next Steps:

• Book a demo via the link in the show notes or email Shelby directly: shelby@conduit.com
• Practice, roleplay, and integrate new tools into your full team process to stand out.

End of Summary.