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In this episode, host Ed Smith sits down with Sarah Moscatello, owner and general manager of The Heat Pump Store, to talk about what it really takes to build and grow a successful heat pump-focused HVAC business.This conversation takes us through Sarah’s path from the corporate world to co-founding one of the first businesses in the U.S. built entirely around heat pumps. As electrification picks up and more contractors enter the field, Sarah talks about what it really takes to stay true to your mission, build a strong, values-driven team, and lead a company with heart and purpose.
Sarah Moscatello leads one of the most respected heat pump contractors in the country. With over 20,000 installs, locations in Oregon and Colorado, and 15+ years in the business, her story is a masterclass in how to grow without compromising on quality, trust, or mission.
Expect to Learn
- The untold story of the first ductless heat pump pilots in the U.S.
- How Sarah scaled her business across states while staying true to her mission
- Why she hires people without HVAC experience — and how that’s a strategic advantage
- The real-world costs and benefits of heat pump rebates and incentives
- What makes a heat pump sales team truly trustworthy — and how to build one
Timestamps
[00:00] – Episode Teaser
[02:25] – Meet Sarah Moscatello & The Heat Pump Store Origin Story
[09:02] – Jan Pratt: Sales Legend With a Servant’s Heart
[10:47] – Sarah’s Journey from Corporate to Contractor
[13:13] – Balancing Marriage, Family & Business Ownership
[19:25] – Staying Pure: Why They Focus Only on Heat Pumps
[25:30] – Expansion to Colorado: Business Meets Family
[29:53] – Training From Scratch: The Apprentice Model That Works
[32:40] – Making the Job “Fun” Again: Growth, Teams & Profits
[38:05] – Rebates Are Not the Business Model (But They Help)
[41:51] – Building a Sales Team Based on Trust, Not Hard Sell
[48:00] – Final Thoughts & Advice to New Entrepreneurs
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