Running a successful HVAC business takes more than knowing your way around a set of tools — it’s about building the right skills, team, and systems to scale. Rob Francis, founder of Sydney-based Air Exchange, didn’t start his career with a clear plan to run one of the most specialised HVAC companies in Australia. In fact, he didn’t even begin with an electrical trade qualification — but within a few years, he was working on massive industrial cooling systems in airports, factories, and high-rise buildings.
Check out the whole interview below!
Low on time? Skip ahead!
Rob started his career through a government-run apprenticeship. He had his heart set on becoming an electrician, but was placed in air conditioning instead — a twist that worked out better than expected. Within weeks, he realised that HVAC work still involves a huge amount of electrical knowledge.
"I didn’t get into electrical, but they offered me air… Unbeknownst to me at the time, about 70% of what you do in air conditioning is actually electrical and electronics.”
That mix of skills gave him a solid technical foundation early on. If you’re entering the trade from a similar angle — learning as you go — having the right systems in place can make the transition smoother. Tradify’s Scope of Work Template is built to help tradies map out complex jobs and keep every part of a project organised from day one.
Rob always thought he’d want to start his own business — but a friend’s funeral made him realise there’s no “perfect time.” That moment of clarity pushed him to finally take the leap.
"The eulogy was about time. They used the analogy of a wristwatch — saying Michael’s watch had stopped at 11:55. All the things he wanted to do, it’s now too late… That really stuck with me. It made me realise: one day that’ll be me too. Hopefully not soon, but still — if I want to do this, I have to start.”
For tradies thinking of going solo, having tools like Tradify’s job tracking, quoting, and invoicing systems already in place makes a big difference when launching your business.
With no client list to call on, Rob leaned on industry contacts, offered reduced rates, and set payment terms like weekly or fortnightly billing — keeping cash flowing and building trust fast.
“They invested in me before I could invest in myself.”
For managing payment cycles effortlessly, Tradify’s invoice management keeps everything visible and on time — especially helpful when you're just getting started.
Air Exchange stood out by offering flexibility and independence—not being tied to manufacturer processes. Clients loved working with a team that could adapt quickly and deliver a full scope.
"A lot of the reason people deal with me is because I’m easy to deal with. I’m small enough to adapt, but still large enough to deliver a full scope.”
Tradify’s customisable Job Sheets help smaller teams maintain professional standards without feeling stiff or impersonal.
Rob didn’t focus on technical skills first. Instead, he hired someone who showed motivation and aligned with his values — knowing skills can always be taught.
"I got a reference check for him... I said yes to everything. Then I thought — hang on, I want to hire this guy... I didn’t ask much about what he knew — because it wasn’t a lot. I was more interested in what he was about.”
To replicate that when you're hiring, use Tradify’s Interview Questions for Apprentices to find those with the right mindset.
6. Should you hire admin staff before more HVAC techs?
Rob made a smart move — hiring an administrative specialist early on. This freed him from compliance tasks and paperwork so he could focus on the trades.
"My next hire was administrative. To run, manage, upload documents, handle safety portals — I was speaking with customers enough already... If I do too much of what I don’t like, I become a deficit in my own company.”
Not ready to hire yet? Tradify’s automated job management can take care of many administrative tasks until you're ready.
Once one-off jobs were under control, Rob pivoted to maintenance agreements and service contracts — turning unpredictable work into a reliable schedule.
"Growth came through maintenance procurement. Monthly, quarterly, and annual work provided the forecast and the labour demand.”
Tradify’s Maintenance Agreement Template lets you set that structure up from the get-go.
Large-scale projects brought big risks. Rob learned early on that you must fully understand the cost of failure before putting a price on paper.
“People want a price — but you need to understand the cost of failure before you give one.”
Tradify’s Profit Margin Calculator and Materials Markup Calculator give you peace of mind by helping you create accurate, profitable quotes every time.
Things go wrong — tradies break parts, access issues pop up. For Rob, the trick is documenting clearly and sorting it fast instead of pointing fingers.
"You have to be prepared for things to go wrong. I’ve had tradies break key components just before the job’s due.”
With Tradify’s job features, every issue is logged and shared with clients or team members in real time. When incidents occur, Tradify's Incident Report Template allows staff to record what happened.
When COVID hit, most projects stopped and parts were delayed by snowstorms halfway across the world. Rob responded by ordering earlier and communicating openly with clients.
"COVID came like a freight train. 85–90% of our work just stopped... We ordered components out of Texas and they were delayed by snow. It was 42°C here — but still, no parts.”
Tradify helped him keep clients updated and projects on track, even as timelines shifted.
For Rob, it's not equipment or branding, it’s trust, organisation, and the environment you build. People need to feel like they matter.
“Air Exchange is just a brand — what matters is that people see how spending time here helps them.”
Tradify keeps teams organised and workflows smooth — so the human side can shine through.
Ready to grow your trade business? Download Tradify for a free 14-day trial or see the app in action during one of our live walkthroughs.