The TradeMarke

From Cop to Contractor: How Derek Cormier Grew a $12M HVAC Empire

In this wildly entertaining and value-packed episode of The TradeMarke Podcast, Sarah Ghirardo and Eric Thomas sit down with the one and only Derek Cormier, founder of Climate Experts in Melbourne, Florida. From a single truck to a projected $12M in revenue, Derek shares the exact playbook he's used to scale a multi-trade business covering HVAC, plumbing, and electrical — all while keeping things fun, raw, and remarkably real.
Derek dives into:
Why ductwork is the most overlooked opportunity in HVAC sales
His regimented, quality-first inspection process (complete with attic sweats)
How he's successfully leveraged AI tools like Rilla and Fireflies to improve sales training, operations, and leadership meetings
The marketing strategies that actually work (spoiler: wigs, humor, and anti-boring TikToks win every time)
What it really takes to gain buy-in from your team when introducing new tech
How to differentiate your business in a saturated Florida market with Chuck-in-a-Truck competitors everywhere
Why partnering with Home Depot was a game-changer, and how he made it profitable
You'll also hear about Derek’s unconventional journey from being a Hollywood, FL police officer to building one of the most respected home service brands in the Sunshine State. Plus, his candid thoughts on review culture, SEO providers, and why leadership growth is the key to business growth.
Whether you're looking to grow your trades business, stand out on social media, or just need a reminder that personality is profitable, this episode delivers.

Painting the Pink Door: Ryan Chute on Brand Storytelling That Sells

In this powerhouse episode of The TradeMarke Podcast, hosts Eric Thomas and Sarah Ghirardo sit down with Ryan Chute—Wizard of Ads partner, strategic branding guru, and co-founder of The Difference bourbon with Chris Voss—for a no-holds-barred deep dive into what really makes marketing work in the trades.
Ryan doesn’t just talk strategy—he lives it. From founding an invite-only bourbon society to orchestrating marketing campaigns that punch through the noise, he’s on a mission to help businesses become unforgettable. In this conversation, you’ll hear how Chute breaks down the three essential components of a winning marketing mix: brand messaging, sales activation, and points of entry. He challenges the industry’s obsession with pay-per-click and exposes why cheap tune-up offers are often just gimmicks that lack authenticity and long-term effectiveness.
Key takeaways from this episode include:
Why truck wraps and flashy visuals are only 10% of your brand—and what the other 90% really looks like
How to craft brand messaging that creates emotional resonance and stays top-of-mind until your customers need you
What the “doom loop” is—and how to avoid overspending on marketing that doesn’t move the needle
How audio, frequency, and visual alignment play a bigger role in conversion than most realize
The psychology behind effective advertising (and why being “nuts” might be the best marketing move you can make)
Why words like franchise can become powerful triggers when baked into a strategic campaign
Real-world results from brands that pivoted from performance marketing to emotional storytelling—and tripled their growth
Ryan also shares inside stories from the Wizard of Ads network and why most marketing campaigns fail not because of poor execution—but because they never had a real strategy to begin with.
Whether you’re a seasoned marketing pro, an HVAC business owner, or just a bourbon-lover curious about branding, this episode will reshape how you think about advertising.
🎧 Listen now to hear why the best brands don’t wait until people need them—they own the conversation long before that moment arrives.

From Chaos to Clarity: Jess & Kim Talk ServiceTitan Setup, Marketing Pro & Memberships

In this episode of The TradeMarke Podcast, hosts Sarah Ghirardo and Eric Thomas sit down with the brilliant duo behind Titan Advisor Gurus – Jess Kralemann and Kim Rahn – to dive deep into the hidden power (and common pitfalls) of ServiceTitan.
Jess, the marketing systems expert, and Kim, the operations and accounting wizard, share their insider tips on how contractors can unlock the full potential of ServiceTitan. From Marketing Pro setup, SMS automation, and underused tools like postcards, to the complexities of membership billing, data cleanup, and price book overload, this conversation covers it all.
If you're struggling with unsold estimates, buried campaign numbers, or accounts flooded with duplicate customer records, Jess and Kim break down how to streamline your processes, organize your CRM, and finally start seeing ROI from your ServiceTitan investment.
You’ll also hear:
Why most contractors fail to fully implement Marketing Pro
The real cost of poor accounting setup
How data hygiene is just as important as personal hygiene
Why onboarding the right way saves you time and money later
And how to start winning with automation – one button at a time
Whether you're just onboarding with ServiceTitan or looking to optimize your current setup, this episode is packed with practical advice you can take action on today.
🎧 Tune in, laugh a little (yes, even about taxes), and walk away with the clarity you need to level up your business operations.

The Truth About Refrigerant Shortages with ACCA Chairman Eddie McFarlane

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.
👉 Don’t forget to subscribe, leave a review, and follow us for more unfiltered conversations on the intersection of trades and marketing.

AI and You: How Jonathan Mast Maps the Future of Marketing

In this episode of The TradeMarke Podcast, we sit down with Jonathan Mast from White Beard Strategies, an AI enthusiast and automation expert, to explore how artificial intelligence is reshaping the marketing landscape. Jonathan breaks down the tools and strategies that can help businesses of all sizes thrive in this new era of data-driven decision-making and automation.
Discover the latest trends in AI-powered marketing, the opportunities many businesses are missing out on, and how to integrate these innovations into your brand-building efforts. Jonathan also shares his vision for the future of marketing roles and the skills you need to stay ahead in a rapidly changing industry. Whether you’re a seasoned marketer or just getting started, this episode is packed with actionable insights to help you harness the power of AI for your personal and professional brand.

Be Good. Do Good. Sell Better: The Jerry Rollins Philosophy

In this episode of The TradeMarke Podcast, hosts Sarah Ghirardo and Eric Thomas sit down with legendary sales trainer Jerry Rollins—the founder of the Be Good Do Good Group and one of the most respected voices in home service sales coaching. From managing restaurants and opening 14 Longhorn Steakhouse locations to training thousands of technicians and CSRs across 27 states, Jerry shares the mindset, systems, and stories that have helped him transform sales teams and grow businesses nationwide.
You'll hear:
How Jerry uses real-life ride-alongs and AI tools to refine team performance
Why consistent processes beat talent alone
The story behind the $8,000 sale that made it all worth it
The importance of building trust in the home
His thoughts on mindset, leadership, and giving back to the trades
Whether you're a business owner, service manager, or frontline salesperson, this episode is packed with tactical advice and inspiration to help you grow your business—and your people.
📲 Connect with Jerry: jerryrollins@bgdggroup.com

From Startup to $15M: Trio Heating & Air’s Growth Blueprint

Join hosts Sarah Ghirardo and Eric Thomas on The TradeMarke Podcast as they dive into an inspiring conversation with Michael and David Katz from Trio Heating, Air, and Plumbing. In just three and a half years, the Katz brothers transformed their HVAC business from startup to a projected $15 million in revenue, thriving in the competitive San Jose market. Discover their actionable strategies for overcoming slow seasons, leveraging AI for customer engagement, and mastering door-knocking campaigns that drive leads without breaking the bank. From incentivizing technicians to building customer loyalty through memberships, this episode is packed with practical tips for trade professionals and marketers alike.
Key Takeaways:
Proven slow-season tactics, including outbound campaigns and quality control check-ins.
How to use platforms like Thumbtack and Yelp to boost lead conversion.
The power of shop tours and learning from industry peers to scale your business.
Creative ways to motivate your team with bonuses and competitions.
Why speed to implementation is the key to staying ahead in the trades.
Whether you're a trade business owner, HVAC professional, or marketing expert, this episode of The TradeMarke Podcast will equip you with the tools to grow your business and dominate your market. Tune in now for game-changing insights and don’t miss out on connecting with Michael and David for a shop tour at Trio Heating and Air!

Michelle Myers’ Secrets to Building a World-Class CSR Team

In this episode of The TradeMarke Podcast, hosts Sarah Ghirardo and Eric Thomas dive deep into the world of customer service with Michelle Myers from The CSR Academy. Discover why Customer Service Representatives (CSRs) are the backbone of your trade business and how investing in their training can transform customer experiences and boost your bottom line.
Michelle shares actionable insights on navigating consumer expectations, building resilience, and creating a culture of growth through innovative training programs like The CSR Academy. From ride-alongs with technicians to mastering empathy on tough calls, this episode is packed with strategies to empower your CSRs and elevate your brand. Tune in to learn how to turn every customer interaction into a win for your business! Visit csracademy.com for more on their game-changing events and community.

Healthy Teams, Healthy Profits: Donovan Ryckis on Better Benefits

In this episode of The TradeMarke Podcast, we’re joined by Donovan Ryckis, founder and CEO of Ethos Benefits, to uncover how trade businesses can revolutionize employee healthcare. Donovan explains how smarter healthcare strategies can reduce costs, improve employee satisfaction, and ultimately boost profitability.

Saving You 70% in Taxes? Melissa from Busy Bee Advisors is the Real Deal

In this stress-free and wildly insightful episode of The TradeMarke Podcast, Eric and Sarah sit down with the brilliant and unapologetically bold Melissa Broughton, founder of Busy Bee Advisors. Melissa is not your average tax professional—she’s a strategist, a myth-buster, and an advocate for small business owners who are tired of overpaying in taxes and underplaying their profits.
Melissa shares how a leap of faith (and a freak accident) led her to launch Busy Bee Advisors and build a boutique tax firm that actually gives a damn. From debunking outdated tax advice to sharing real strategies that help clients save 30–70% in taxes, Melissa brings the heat—and the receipts.
You’ll learn:
Why most CPAs are glorified order takers (and how Melissa is changing that)
How to actually write off that business trip to Mexico
The power of proactive tax planning year-round—not just in April
Tips for when to DIY your bookkeeping vs. when to hire help
Her philosophy behind "The 4-Hour Bookkeeper" and how you can get a free copy
Strategies to boost profitability and take control of your financial future
Plus, we talk feelings (yes, feelings) around money, taxes, and why women often approach financial conversations differently—and how Melissa is creating a space where everyone can feel confident and informed.
If you’ve ever felt overwhelmed by your business finances or like your tax pro speaks a language you don’t understand—this episode is for you.