HVAC On Air

What Sales Engineers Do in the Engineering Career Path with High Growth and Income - Isaac Simpson

In this episode of the HVAC On Air podcast, host Tony Mormino [https://www.linkedin.com/in/tony-mormino/] sits down with Isaac Simpson [https://www.linkedin.com/in/isaac-simpson-dmg/], Sales Director for the DMG Bay Area [https://www.linkedin.com/company/dmg-north/], part of Ambient Collective [https://www.linkedin.com/company/ambient-enterprises], to discuss the role of sales engineers and what it takes to succeed in the HVAC industry. Isaac explains how sales engineers balance technical knowledge with communication skills, the importance of building trust with customers, and how young engineers can grow in their careers. They also cover recruiting challenges, industry relationships, and how electrification and decarbonization are shaping the future of HVAC systems. KEY TOPICS: * What a sales engineer does & how the role combines technical knowledge with communication skills. * The importance of building trust, solving problems, and supporting customers in HVAC projects. * Challenges in recruiting and training new engineers in a lesser-known career path. * Career growth, networking, and the value of showing up and learning from others. * How electrification and decarbonization are shaping modern HVAC system design. EPISODE HIGHLIGHTS AND TIMESTAMPS: * [00:00] - Teaser * [00:58] - Tony introduces Isaac Samson, First LA episode * [01:31] - Ozone layer healed itself * [04:45] - Hard to recruit women with no visible peers * [07:14] - Rep firms are the invisible middleman * [10:18] - Launching Ambient Edge training program * [15:46] - Run toward problems, not away * [19:19] - Showing up during a crisis builds trust * [23:54] - Pride in seeing buildings you worked on * [26:26] - New hires skip networking outside work * [31:26] - Unlimited income, flexible hours * [35:30] - Customers become personal friends * [38:12] - Decarbonization vs. electrification explained * [41:47] - Heat pumps are 3-5x more efficient * [43:16] - Take a phased approach to electrification 📢Disclaimer: The information in this video is provided for general informational purposes only. It is not intended to be, and should not be relied upon as, professional HVAC training or instruction. All HVAC work should be performed by qualified technicians in accordance with local codes, manufacturer specifications, and applicable safety standards. Ambient Enterprises LLC, its affiliates, and their respective employees are not responsible for any injuries, damages, or losses that may result from the use or misuse of the information or techniques demonstrated in this video. 🔗 Follow the Guest: 👉 Isaac Simpson: https://www.linkedin.com/in/isaac-simpson-dmg/ [https://www.linkedin.com/in/isaac-simpson-dmg/] 🔗 Follow His Company: 👉 DMG Bay Area: https://www.linkedin.com/company/dmg-north/ [https://www.linkedin.com/company/dmg-north/] 👉 DMG Bay Area - Website: http://www.dmgn.com/ [http://www.dmgn.com/] 👉 Ambient Collective: https://www.linkedin.com/company/ambient-enterprises [https://www.linkedin.com/company/ambient-enterprises] 👉 Ambient Collective - Website: https://ambient-enterprises.com/data-centers/ [https://ambient-enterprises.com/data-centers/] 🔗 Follow our Host: 👉 LinkedIn Profile - Tony Mormino: https://www.linkedin.com/in/tony-mormino/ [https://www.linkedin.com/in/tony-mormino/] 👉 Instagram: https://www.instagram.com/tony_mormino [https://www.instagram.com/tony_mormino] 👉 Facebook:https://www.facebook.com/profile.php?id=100009129420767 [https://www.facebook.com/profile.php?id=100009129420767] 👉 TikTok: https://www.tiktok.com/@tonymormino [http://tiktok.com/@tonymormino] 🔗Follow The Podcast: 👉 LinkedIn: https://www.linkedin.com/company/hvac-on-air/ [https://www.linkedin.com/company/hvac-on-air/] 👉 YouTube: https://www.youtube.com/@HVACOnAir [https://www.youtube.com/@HVACOnAir] 👉 Spotify: https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693 [https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693] 👉 Apple Podcast: https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292 [https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292] 🎙️ Hosted by Tony Mormino, tune in to HVAC On Air for the technical insights, engineering breakdowns, and professional development tools that drive our industry forward.

Data Centers 101: AI Boom, Cooling Demand & Power Challenges with Kevin Gray

In this episode of the HVAC On Air podcast, Host Tony Mormino [https://www.linkedin.com/in/tony-mormino/] sits down with Kevin Gray [https://www.linkedin.com/in/kevin-gray-mba-13547356/], Senior Account Manager at Ambient Data Centers [https://www.linkedin.com/showcase/ambientdatacenters], part of Ambient Enterprises [https://www.linkedin.com/company/ambient-enterprises], to discuss data center cooling and how these facilities are designed and operated. Kevin explains what data centers are, why they require constant uptime, and how increasing AI demand is driving rapid growth. They cover key cooling methods such as air cooling, liquid cooling, and the role of chillers and CDUs in managing heat. Kevin also shares insights on equipment challenges, system efficiency, and the importance of redundancy and strong industry relationships. KEY TOPICS: * Data center basics and why they require constant uptime. * How air cooling and liquid cooling systems remove heat from servers. * The role of chillers, CDUs, and heat rejection methods in system design. * Challenges with power, equipment availability, and growing AI demand. * The importance of redundancy and strong relationships in data center projects. EPISODE HIGHLIGHTS AND TIMESTAMPS: * [00:00] - Teaser * [01:18] - Kevin jokes about the podcast being a lifelong dream * [02:54] - Kevin's background: Ohio State mechanical engineering, Copeland intern * [06:53] - What is a data centre? Facility designed to host servers 24/7 * [10:05] - Major players: Meta, Microsoft, Amazon, Oracle, CoreWeave, colo providers * [14:32] - Nearly all electricity converted into a chip converts to heat * [18:14] - Air-cooled chillers are most common today; 500-ton limit due to truck shipping * [22:48] - Dry coolers use no water but are less efficient than cooling towers * [28:12] - Direct-to-chip liquid cooling uses a cold plate mounted on the GPU/CPU * [31:04] - CDU (Coolant Distribution Unit): heat exchanger, pumps, and valve for precise temperature control * [35:50] - Redundancy is critical; generators + batteries keep servers running during outages * [39:39] - Lead times now drive purchases; POs issued before designs are finished * [43:27] - Mag bearing chillers: oil-free, extremely efficient; some owners skip economizers * [49:06] - Relationships with owners are #1; many deals are not bid out, just given to trusted partners 📢Disclaimer: The information in this video is provided for general informational purposes only. It is not intended to be, and should not be relied upon as, professional HVAC training or instruction. All HVAC work should be performed by qualified technicians in accordance with local codes, manufacturer specifications, and applicable safety standards. Ambient Enterprises LLC, its affiliates, and their respective employees are not responsible for any injuries, damages, or losses that may result from the use or misuse of the information or techniques demonstrated in this video. 🔗 Follow the Guest: 👉 Kevin Gray: https://www.linkedin.com/in/kevin-gray-mba-13547356/ [https://www.linkedin.com/in/kevin-gray-mba-13547356/] 🔗 Follow His Company: 👉 Ambient Enterprises: https://www.linkedin.com/company/ambient-enterprises [https://www.linkedin.com/company/ambient-enterprises] 👉 Ambient Data Centers: https://www.linkedin.com/showcase/ambientdatacenters [https://www.linkedin.com/showcase/ambientdatacenters] 👉 Ambient Enterprises - Website: https://ambient-enterprises.com/data-centers/ [https://ambient-enterprises.com/data-centers/] 🔗 Follow our Host: 👉 LinkedIn Profile - Tony Mormino: https://www.linkedin.com/in/tony-mormino/ [https://www.linkedin.com/in/tony-mormino/] 👉 Instagram: https://www.instagram.com/tony_mormino [https://www.instagram.com/tony_mormino] 👉 Facebook: https://www.facebook.com/profile.php [https://www.facebook.com/profile.php?id=100009129420767] 👉 TikTok: https://www.tiktok.com/@tonymormino [http://tiktok.com/@tonymormino] 🔗Follow The Podcast: 👉 LinkedIn: https://www.linkedin.com/company/hvac-on-air/ [https://www.linkedin.com/company/hvac-on-air/] 👉 YouTube: https://www.youtube.com/@HVACOnAir [https://www.youtube.com/@HVACOnAir] 👉 Spotify: https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693 [https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693] 👉 Apple Podcast: https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292 [https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292] 🎙️ Hosted by Tony Mormino, tune in to HVAC On Air for the technical insights, engineering breakdowns, and professional development tools that drive our industry forward.

Inside a Full‑Scale Demo Surgery Suite: Healthcare HVAC with Gil‑Bar Health & Life Sciences

In this episode of the HVAC On Air podcast, Tony Mormino [https://www.linkedin.com/in/tony-mormino/] sits down with Jack Conway [https://www.linkedin.com/in/jackfconway/], Vice President at Gil-Bar Health & Life Sciences [https://www.linkedin.com/company/gbhls/], to discuss modular operating room design and how these systems are built and used. Jack explains how operating rooms depend on strict temperature and humidity ranges, controlled airflow, and proper equipment layout to support safe procedures. They talk about how modular construction helps reduce build time, improve installation, and support renovations with less downtime. Jack also shares lessons from past projects, the value of early planning, and how detailed coordination helps teams handle complex healthcare environments. KEY TOPICS: * Operating room temperature and humidity ranges and how they are maintained. * How laminar airflow systems help protect the sterile field during procedures. * Benefits of modular operating rooms for faster installation and easier upgrades. * The importance of planning, coordination, and understanding room requirements. * Using past project experience to solve problems and improve project outcomes. EPISODE HIGHLIGHTS AND TIMESTAMPS: * [00:00] - Teaser * [01:15] - Tony comments on the modular O.R. demo site's building exterior * [02:36] - Jack Conway introduces Gil-bar's modular O.R. division * [05:03] - ASHRAE 170 requirements: 68 - 72°F and 20 - 60% humidity * [06:57] - Why is reheat necessary in operating room HVAC design * [11:31] - Rotating the table 90° changes sterile field requirements * [16:22] - Structural plenum supports booms and imaging equipment * [17:55] - One feasibility study can enable a $40M hospital project * [21:22] - Four-week O.R. renovation vs. traditional three months * [28:50] - O.R. revenue ~$100k/day; modular premium pays for itself in 1 - 2 days * [31:32] - First three years were rough; lessons learned now applied to every project * [33:14] - Shout-out to support team * [35:33] - Modular operating room setup and airflow simulation * [36:15] - Air valves vs traditional systems for pressure control * [38:54] - Custom air handlers, filters, and UV system explained * [45:28] - Humidification and airflow control in O.R. * [57:49] - Ceiling plenum, HEPA filtration, and airflow design * [01:07:46] - Laminar airflow and contamination control * [01:13:03] - Closing thoughts and contact info for Jack’s team 📢Disclaimer: The information in this video is provided for general informational purposes only. It is not intended to be, and should not be relied upon as, professional HVAC training or instruction. All HVAC work should be performed by qualified technicians in accordance with local codes, manufacturer specifications, and applicable safety standards. Ambient Enterprises LLC, its affiliates, and their respective employees are not responsible for any injuries, damages, or losses that may result from the use or misuse of the information or techniques demonstrated in this video. 🔗 Follow the Guest: 👉 Jack Conway: https://www.linkedin.com/in/jackfconway/ [https://www.linkedin.com/in/jackfconway/] 🔗 Follow His Company: 👉 Gil‑Bar Health & Life Sciences - LinkedIn Profile: https://www.linkedin.com/company/gbhls [https://www.linkedin.com/company/gbhls] 👉 Gil‑Bar Health & Life Sciences - Website: https://gb-hls.com/ [https://gb-hls.com/] Visit the Gil-Bar Health & Life Sciences Demo Surgery Suite in Brooklyn to experience their modular OR solutions firsthand: 📍 382 McGuinness Blvd, Brooklyn, NY 11222 Book a visit with Jack Conway and the team. 🔗 Follow our Host: 👉 LinkedIn Profile - Tony Mormino: https://www.linkedin.com/in/tony-mormino/ [https://www.linkedin.com/in/tony-mormino/] 👉 Instagram: https://www.instagram.com/tony_mormino [https://www.instagram.com/tony_mormino] 👉 Facebook: https://www.facebook.com/profile.php [https://www.facebook.com/profile.php?id=100009129420767] 👉 TikTok: https://www.tiktok.com/@tonymormino [http://tiktok.com/@tonymormino] 🔗Follow The Podcast: 👉 LinkedIn: https://www.linkedin.com/company/hvac-on-air/ [https://www.linkedin.com/company/hvac-on-air/] 👉 YouTube: https://www.youtube.com/@HVACOnAir [https://www.youtube.com/@HVACOnAir] 👉 Spotify: https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693 [https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693] 👉 Apple Podcast: https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292 [https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292] 🎙️ Hosted by Tony Mormino, tune in to HVAC On Air for the technical insights, engineering breakdowns, and professional development tools that drive our industry forward.

The Relationships Are the Only Thing That Matters in HVAC with Rob Tanner

In this episode of the HVAC On Air [https://www.linkedin.com/company/hvac-on-air/] podcast, Tony Mormino [https://www.linkedin.com/in/rgtjr/] sits down with Rob Tanner [https://www.linkedin.com/in/rgtjr/], Marketing Director, Applied Equipment at Johnson Controls [https://www.linkedin.com/company/johnson-controls/]. to talk about the importance of relationships in the HVAC and construction industry. Rob explains how sales engineers work closely with regional sales managers to connect with manufacturers and support projects. They discuss the many moving parts involved in building projects, why teamwork is critical, and how strong communication helps solve problems when things go wrong. Rob also shares advice for new sales engineers on building trust, handling challenges, and using their network to succeed over time. KEY TOPICS: * The importance of strong relationships across the construction team. * How sales engineers rely on regional sales managers for guidance and support. * Why coordination between many people is needed to complete projects successfully? * How to handle job challenges with clear communication, patience, and empathy. * Building trust over time through consistency, teamwork, and follow-through. EPISODE HIGHLIGHTS AND TIMESTAMPS: * [00:00] - Teaser * [01:07] - Tony and Rob Tanner talk about the NYC Installer show * [01:36] - Don't burn bridges: long-term relationships matter * [04:02] - Sales engineer's conduit to the factory * [07:05] - The miracle of complex HVAC equipment working * [10:18] - Relationships need good times and bad times (marriage analogy) * [13:36] - How you handle problems defines your character * [15:32] - Validate the customer's feeling, don't deflect * [20:36] - Use your RSM early, not just when you're in trouble * [23:19] - Bring RSMs in at the project's earliest stages 📢Disclaimer: The information in this video is provided for general informational purposes only. It is not intended to be, and should not be relied upon as, professional HVAC training or instruction. All HVAC work should be performed by qualified technicians in accordance with local codes, manufacturer specifications, and applicable safety standards. Ambient Enterprises LLC, its affiliates, and their respective employees are not responsible for any injuries, damages, or losses that may result from the use or misuse of the information or techniques demonstrated in this video. 🔗 Follow the Guest: 👉 Rob Tanner: https://www.linkedin.com/in/rgtjr/ [https://www.linkedin.com/in/rgtjr/] 🔗 Follow His Company: 👉 Johnson Controls: https://www.linkedin.com/company/johnson-controls/ [https://www.linkedin.com/company/johnson-controls/] 🔗 Follow our Host: 👉 LinkedIn Profile - Tony Mormino: https://www.linkedin.com/in/tony-mormino/ [https://www.linkedin.com/in/tony-mormino/] 👉 Instagram: https://www.instagram.com/tony_mormino [https://www.instagram.com/tony_mormino] 👉 Facebook: https://www.facebook.com/profile.php [https://www.facebook.com/profile.php?id=100009129420767] 👉 TikTok: https://www.tiktok.com/@tonymormino [http://tiktok.com/@tonymormino] 🔗Follow The Podcast: 👉 LinkedIn: https://www.linkedin.com/company/hvac-on-air/ [https://www.linkedin.com/company/hvac-on-air/] 👉 YouTube: https://www.youtube.com/@HVACOnAir [https://www.youtube.com/@HVACOnAir] 👉 Spotify: https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693 [https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693] 👉 Apple Podcast: https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292 [https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292] 🎙️ Hosted by Tony Mormino, tune in to HVAC On Air for the technical insights, engineering breakdowns, and professional development tools that drive our industry forward.

How Trust Builds Long-Term Success in HVAC Sales and Design with Scott Campagna, PE

In this episode of the HVAC On Air Podcast [https://www.linkedin.com/company/hvac-on-air/], host Tony Morimino [https://www.linkedin.com/in/tony-mormino/] speaks with Scott Campagna, PE [https://www.linkedin.com/in/scott-campagna-pe-a954679], Vice President of Housing at IMEG [https://www.linkedin.com/company/imeg-corp/], and host of The Future. Built Smarter. Podcast [https://open.spotify.com/show/5gzxReGsQ9x1JW9qQ1llp7?si=b3c2a315ae014b70], about the importance of relationships in the HVAC industry and how they drive long-term success. Scott shares how trust, responsiveness, and providing real value help build strong partnerships between sales engineers and consulting engineers. They also discuss the role of service, communication during challenges, and the impact of training and mentorship. Scott talks about his experience starting a podcast, overcoming fear, and how technology, including AI, is shaping the future of HVAC design. KEY TOPICS: * Building strong relationships between sales engineers and consulting engineers. * The importance of trust, responsiveness, and long term value in HVAC projects. * How to support clients during challenges and avoid short term sales thinking. * Best practices for lunch and learns and adding value instead of selling. * The role of mentorship, training, and early career development in HVAC. * How technology, AI, and hybrid work are shaping the future of the industry. EPISODE HIGHLIGHTS AND TIMESTAMPS: * [00:00] - Teaser * [01:17] - Tony Introduction and Scott Campagna, PE from IMEG * [01:31] - How Tony and Scott first met at Dave & Busters * [03:23] - Why relationships are the foundation of the industry * [06:07] - Long-term trust over one-off sales * [08:41] - Being responsive when problems arise * [11:57] - How to do effective lunch and learns * [16:57] - Scott's podcast and Tony's inspiration * [24:04] - In-person interaction vs. hybrid work * [30:13] - The value of mentorship early in your career * [33:27] - AI as a tool, not a crutch * [37:52] - Wrapping up and future plans 📢Disclaimer: The information in this video is provided for general informational purposes only. It is not intended to be, and should not be relied upon as, professional HVAC training or instruction. All HVAC work should be performed by qualified technicians in accordance with local codes, manufacturer specifications, and applicable safety standards. Ambient Enterprises LLC, its affiliates, and their respective employees are not responsible for any injuries, damages, or losses that may result from the use or misuse of the information or techniques demonstrated in this video. 🔗 Follow the Guest: 👉 Scott Campagna, PE: https://www.linkedin.com/in/scott-campagna-pe-a954679 [https://www.linkedin.com/in/scott-campagna-pe-a954679] 🔗 Follow His Company: 👉 IMEG: https://www.linkedin.com/company/imeg-corp/ [https://www.linkedin.com/company/imeg-corp/] 🔗 Follow his podcast, The Future. Built Smarter.: 👉Spotify: https://open.spotify.com/show/5gzxReGsQ9x1JW9qQ1llp7?si=b3c2a315ae014b70 [https://open.spotify.com/show/5gzxReGsQ9x1JW9qQ1llp7?si=b3c2a315ae014b70] 👉Apple Podcast: https://podcasts.apple.com/gr/podcast/the-future-built-smarter/id1561051016 [https://podcasts.apple.com/gr/podcast/the-future-built-smarter/id1561051016] 🔗 Follow our Host, Tony Mormino: 👉 LinkedIn Profile: https://www.linkedin.com/in/tony-mormino/ [https://www.linkedin.com/in/tony-mormino/] 👉 Instagram: https://www.instagram.com/tony_mormino [https://www.instagram.com/tony_mormino] 👉 Facebook: https://www.facebook.com/profile.php?id=100009129420767 [https://www.facebook.com/profile.php?id=100009129420767] 👉 TikTok: https://www. [https://www.tiktok.com/@tonymormino]tiktok.com/@tonymormino [https://www.tiktok.com/@tonymormino] 🔗Follow The Podcast: 👉 LinkedIn: https://www.linkedin.com/company/hvac-on-air/ [https://www.linkedin.com/company/hvac-on-air/] 👉 YouTube: https://www.youtube.com/@HVACOnAir [https://www.youtube.com/@HVACOnAir] 👉 Spotify: https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693 [https://open.spotify.com/show/0wcUGyeMOKA7hnkGOy3gbz?si=e0878d4ca08a4693] 👉 Apple Podcast: https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292 [https://podcasts.apple.com/us/podcast/hvac-on-air/id1866894292] 🎙️ Hosted by Tony Mormino, tune in to HVAC On Air for the technical insights, engineering breakdowns, and professional development tools that drive our industry forward.