How Sales Pros Use B2B Networking to Build Trust with Warm Introductions with Danielle & Holly

How Sales Pros Use B2B Networking to Build Trust with Warm Introductions with Danielle & Holly

In this episode of the HVAC On Air [https://www.linkedin.com/company/hvac-on-air/] podcast, host Tony Mormino [https://www.linkedin.com/in/tony-mormino/] is joined by Holly Montrose [https://www.linkedin.com/in/holly-montrose/], Senior Vice President of Sales Operations at Ambient [https://www.linkedin.com/company/ambient-enterprises/], and Danielle Gill [https://www.linkedin.com/in/danielle-gill-3849901a6/], Sales Engineer at Gil-Bar [https://www.linkedin.com/company/gil-bar/] and Associates, to discuss the importance of professional networking in the commercial HVAC industry. They share real experiences about building trust, creating warm introductions, handling difficult situations, and developing strong relationships with customers, coworkers, and industry partners. The conversation also highlights how authentic communication, mentorship, and teamwork can help professionals grow their careers and build lasting connections in a relationship-driven industry. In this conversation, Holly Montrose and Danielle Gill explain why professional networking is important in the commercial HVAC industry and how strong relationships help build trust and long-term success. They discuss warm introductions, communication skills, mentorship, and how personal connections can create new opportunities throughout a career. Holly, Danielle, and Tony also share real experiences about networking events, handling difficult situations, and working with both customers and coworkers to build lasting professional relationships. KEY TOPICS: * The value of networking and building trust in the commercial HVAC industry. * How warm introductions and mentorship help create strong professional relationships. * Real experiences from networking events, customer interactions, and team environments. * Why communication, authenticity, and teamwork support long-term career growth. EPISODE HIGHLIGHTS AND TIMESTAMPS: * [00:00] - Teaser * [01:00] - Tony admits networking is not in his top 50 skills * [01:54] - Recognizing networking as a skill is the first step * [02:49] - Warm introductions are five times more effective than cold calls * [05:54] - Never walk into a room asking for something right away * [07:45] - Your reputation spreads fast in this small industry * [09:20] - New salespeople can't just call phones anymore * [11:41] - Great networkers learn to introduce other people well * [14:03] - Hand off accounts warmly instead of owning them forever * [16:42] - Use LinkedIn and name tags to read a room quickly * [20:32] - Build a personal toolkit if networking doesn't come naturally * [23:32] - Natural settings work better than forced speed-networking * [27:03] - Look for the nervous person and bring them in * [29:02] - Don't copy someone else's style – be yourself * [32:08] - Play to your strengths with different customer types * [34:24] - How people handle problems reveals the real relationship * [37:00] - Solving a crisis can turn into a lasting connection * [41:18] - Assigned seating forces you to grow your network * [48:46] - A simple compliment beats awkwardly staring at name tags * [52:15] - Know people inside your company to get warm intros outside * [54:56] - Office and ops staff are just as important as salespeople 📢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 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 Guests: 👉 Danielle Gill: https://www.linkedin.com/in/danielle-gill-3849901a6/ [https://www.linkedin.com/in/danielle-gill-3849901a6/] 👉 Holly Montrose: https://www.linkedin.com/in/holly-montrose/ [https://www.linkedin.com/in/holly-montrose/] 🔗 Follow their Companies: 👉 Gil-Bar: https://www.linkedin.com/company/gil-bar/ [https://www.linkedin.com/company/gil-bar/] 👉 Ambient: https://www.linkedin.com/company/ambient-enterprises/ [https://www.linkedin.com/company/ambient-enterprises/] 🔗 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 Ignoring The Manual on Piping, Wiring and Purging Is Destroying VRF Systems - Andrew Gray

In this episode of the HVAC On Air podcast [https://www.linkedin.com/company/hvac-on-air/], host Tony Mormino [https://www.linkedin.com/in/tony-mormino/] sits down with Andrew Gray [https://www.linkedin.com/in/agray2125/], a VRF Product Champion at DMG [https://www.linkedin.com/company/dmg-north/], Part of Ambient Collective [https://www.linkedin.com/company/ambient-enterprises], to discuss common challenges in VRF system installations. Andrew shares insights from his field experience, including the importance of proper training, accurate system design, and following installation rules. They also cover issues like piping mistakes, communication wiring, pressure testing, and how attention to detail can prevent costly problems and ensure long-term system performance. In this conversation, Andrew explains the key challenges in VRF system installations and how proper setup supports performance and reliability. He describes how small mistakes in piping, wiring, and airflow can lead to major system issues if not corrected early. Andrew and Tony discuss the importance of accurate design tools, field training, and following installation rules to avoid failures. KEY TOPICS: * Common VRF installation issues and how following design rules prevents system failures. * The importance of accurate piping, proper flare fittings, and correct system layout. * Why training installers in the field is critical for long-term system success. * Best practices for pressure testing, evacuation, and avoiding refrigerant leaks. * How controls, wiring, and airflow impact system performance and reliability. EPISODE HIGHLIGHTS AND TIMESTAMPS: [00:00] - Teaser [01:00] - Andrew introduces himself as the VRF product champion [02:16] - VRF has been popular in the US for the last 20 years [05:25] - Andrew offers to train contractors at the job box [08:41] - LATS is the #1 priority for VRF success [11:23] - Inverted traps missed half the time [16:40] - Still seeing black oil from no nitrogen purge [22:48] - Communication wire must be 18/2 twisted shielded [24:06] - Pink wire helps spot correct wiring instantly [28:36] - 550 psi pressure test must hold for 24 hours [33:06] - R-32 heat recovery units have capacitor boards [37:15] - Slow down, train installers, schedule site visits 📢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: 👉 Andrew Gray: https://www.linkedin.com/in/agray2125/ [https://www.linkedin.com/in/agray2125/] 🔗 Follow His Company: 👉 DMG: https://www.linkedin.com/company/dmg-north/ [https://www.linkedin.com/company/dmg-north/] 👉 DMG - 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 [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

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.