On this episode of "HVAC Chats," Nicole Krawcke speaks with Derek Aarstad, owner of DNA Heating and Cooling in Richmond, Virginia, about building a high-performance HVAC contracting business around diagnostics, building science, and customer education. Aarstad explains how testing, commissioning, heat load calculations, duct leakage testing, and indoor air quality assessments can help contractors address comfort problems that extend beyond the HVAC equipment itself. He also discusses choosing quality over quantity, finding the right customers, generating organic leads, avoiding burnout, and developing the next generation of HVAC professionals.

Key Moments

• 04:28: Building science as a business differentiator: Derek Aarstad explains how recurring comfort complaints after HVAC replacements led him to focus on diagnostics, home performance, duct leakage, and whole-home solutions.
• 08:33: Choosing quality over quantity: Aarstad discusses why he built a business model that prioritizes diagnostic quality and solving real problems rather than chasing every available lead.
• 12:55: Selling the value of performance: Aarstad explains how heat load calculations, home inspections, customer education, and detailed system assessments help differentiate a high-performance HVAC contractor.
• 16:38: More than half of comfort complaints aren't equipment problems: Aarstad explains why contractors need to investigate the home itself—including moisture, duct leakage, and other deficiencies—before blaming the HVAC system.
• 26:43: Knowing when to turn down work: DNA Heating and Cooling vets customers to ensure expectations align with its high-value, performance-focused approach.