By Terry Smith

Life is unpredictable, and running an air-conditioning business comes with its fair share of surprises — some exciting, others challenging.

Terry Smith.

Terry Smith. Image supplied by Terry Smith

Whether it’s navigating a global pandemic, facing personal health challenges or adapting to changes in the industry, preparation is the key to ensuring your business survives and thrives.

As owner-managers of businesses, we’re trained to solve problems on-site. But how often do we think about the bigger picture of our business and our lives? Let’s explore how to plan for the unforeseen and secure a sustainable future for yourself, your family and your business.

 

  1. Planning for unpredictable events

When COVID-19 hit, technicians in South Africa were only allowed to respond to emergencies during the hard lockdown.

Many businesses struggled due to a lack of income streams or contingency plans. What can we learn from this?

  • Diversify your services: offering a mix of emergency, maintenance and advisory services can keep income flowing even during restrictive circumstances.
  • Build a financial safety net: maintain an emergency fund to cover expenses for at least 3–6 months. I know this is easier said than done!
  • Stay informed and flexible: monitor industry trends and legislation to adapt quickly. Everyone wants to save on their electricity bills, with air conditioning being the most expensive part. What products are available? What services can you offer?

 

  1. Preparing for personal challenges

Life events like a critical illness or injury can be devastating for any business owner. Are you prepared for such challenges?

Your health: This goes without saying, but how healthy are you? And when last did you go for a check-up and tune-up of your body? Gents, thinking that you are okay, and ‘built tough’ like a Ford is not a good strategy. It’s a positive mindset, yes! But it’s not a fail-safe.

Insurance is essential: While having public liability insurance for your business is one thing, you need to have insurance on yourself. Speak to a trusted advisor to find out about the different types of insurance available, such as:

  • Disability insurance: protects your income if you’re unable to work
  • Critical illness cover: provides financial support during recovery
  • Key person insurance: ensures your business can continue operating even if you’re unable to contribute

Delegate and build a team:

  • Train staff or trusted colleagues to handle operations in
  • Create clear processes for tasks like quoting, invoicing and customer communication
  • Consider hiring an office manager or outsourcing admin and finances

Plan for the worst:

  • Draft a succession plan – who will take over your business if you can’t run it anymore?
  • Keep all essential business information – like contracts and passwords – organised and accessible to your trusted team or family.

 

  1. Rethinking your business as you age

  • Air conditioning is a physically demanding job. As you gain experience, you may find that your priorities, energy levels and goals shift. How will your business evolve as you grow older? Here are a few examples of how you could leverage your expertise in the years ahead:
  • HVAC consultant: works with architects, builders or homeowners during the planning stage of renovations and new builds
  • Home inspector: helps clients ensure their HVAC systems meet regulations
  • Project manager: oversees HVAC projects, co-ordinate teams and ensure work is completed to standard and on schedule
  • Trainer or educator: teaches apprentice technicians or run training workshops
  • Specialist roles in niche areas: advise businesses and homeowners on energy-saving technologies; focus on the installation and maintenance of energy-efficient systems
  • Equipment rental or retail business: rents out specialised tools or open a shop to sell HVAC materials
  • Sales: work with suppliers to sell HVAC products backed by your hands-on knowledge.
  • Industry advocate or adviser: works with trade associations, advisory boards or government agencies to influence HVAC standards and policies
  • Franchise owner: licenses your business model if there is something unique and valuable about the specific work that you do
“As owner-managers of businesses, we’re trained to solveproblems on-site.”

“As owner-managers of businesses, we’re trained to solve problems on-site.” Image by DC Studio | Freepik

  1. Building your legacy

In between managing day-to-day life, at some point, you might ask yourself: What will I leave behind? Whether it’s for your family, staff or the industry, building a legacy is a meaningful way to ensure your impact endures. Consider this framework and add your own points.

For your family:

  • Establish a financially stable business that can be passed down or sold to support loved ones
  • Share your values and lessons with your children, even if they don’t enter the plumbing trade

For your staff:

  • Offer training and development opportunities to help employees grow
  • Create a positive work environment with fair pay and recognition

Your clients:

  • Set the bar on what quality workmanship looks like
  • Keep striving to leave a positive impression on those you work with

For your industry:

  • Join or contribute to professional organisations
  • Advocate for better training, standards and opportunities for future technicians

Final thoughts

Running a successful air-conditioning business is about more than just fixing pipes – it’s about preparing for the unknown and building a sustainable future. The art of preparation involves foresight, adaptability and a clear vision of what truly matters to you.

Take the time to reflect on your business, your life and your goals. Work on your game plan to protect yourself, your loved ones and your legacy. After all – just like in business – a little prevention goes a long way.

 

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