Every call for HVAC service presents an opportunity to win new revenue. And now, you can equip your field techs and sales reps with the right tools to make closing the deal easier than ever.
Meet Conduit Tech, the newest innovation from ServiceTitan designed to transform how your team sells in the field. Powered by LiDAR (a Light Detection and Ranging remote sensing method that uses light in the form of a pulsed laser to measure ranges), this design and sales platform for HVAC professionals automates HVAC load calculations and proposal creation, helping techs quote faster, eliminate manual errors, and close jobs with confidence—all in one seamless experience.
In this webinar recap, we explore how Conduit Tech integrates into your workflow and turns complex field calls into profitable sales opportunities.
First, Shelby Breger, Co-Founder of Conduit Tech and Head of Conduit Success at ServiceTitan, walks through a live demo, then two sales leaders at Zephyr and Blue Valley Heating & Cooling share practical insights and revenue wins with Conduit Tech out in the field.
What is Conduit Tech?
Conduit Tech automates HVAC design and proposals to save hours per job. With Conduit, HVAC field reps can:
Collect photos, notes, and homeowner concerns in-app
Run instant LiDAR load calculations with room-by-room sizing and recommendations
Use 3D visuals to highlight problem zones and airflow imbalances
Document sensitivities (like allergies) and link them to design choices
“We enable you to scan the home, build out a 3D model, a 2D floor plan, and a load calculation, as well as sales presentation materials, in about 11 minutes, on average,” Breger says.
>>Want to see Conduit Tech in action? Watch Breger’s live demo in the full webinar on-demand.
Here’s a brief step-by-step look at Conduit Tech:
Conduit is an application your techs and sales reps open using an iPad Pro.
Click on “New Job,” which opens a tool called “Job Wizard.” Job Wizard allows you to add an address or import one from ServiceTitan to pre-populate some information about that address using property data.
Techs and sales reps then use the Job Wizard to scan the home to inform more accurate HVAC system designs. They use their iPad Pro to scan the top of the wall down to the bottom as they make their way through each room.
The scans measure walls, doors, and windows, as well as the number of above-ground stories, whether it’s a slab, basement, or crawlspace, the primary wall type (frame or block), the primary window type, and the number of fireplaces.
Based on those scans, Conduit Tech automatically generates the proper load calculations, Manual Js, and a 3D model for the type of HVAC system needed in the home. It also creates a 2D floor plan based on all of your dimensions.
“You scan a home, you walk through it, you generate automatically those load calculations, the Manual Js and a 3D model. You can then present throughout this entire experience what you're doing as you're doing it,” Breger says. “And you can also show different materials custom to that exact customer.
“Conduit is going to pre-fill defaults for you based on what we know is most common, and you're able to adjust them from there,” she adds. “The goal is, we're able to create something precise right off the bat for you that you can then react to and change as you see fit.”
Conduit adds predefined building materials to the 3D model, the initial load calculation that can be adjusted or leave as is, and a range of tools to help customers visualize the design.
“I can pull up a mini split head and show them, ‘here's what it's going to look like if I add a mini split to this room.’ You can show them what it might look like to add additional airflow. Perhaps you're adding a register, perhaps you're adding a smart thermostat. Whatever it is, you can show them that change, so they can visualize what it's going to mean for them,” Breger explains.
Techs and sales reps can also mark up the images to provide clear handoff guidelines to their company’s HVAC installers.
In addition, Conduit provides five reports to help customize the design, including:
Equipment selection and load calculation
Airflow per room assessment
ACCA (Air Conditioning Contractors of America)-certified Manual J residential calculation for permit or rebate
Homeowner report
Installer report
“Some of them, you'll just hand off to your installers. Some of them, you’ll use to just design those right systems,” Breger says. “The main process of scanning and taking photos and visualizing equipment is all about bringing the homeowner along on that journey with you.
“We build out an automatic presentation that you can share with the customer. It shows their home in 3D, but also anonymized [all personally identifiable information has been removed or obscured to protect privacy]. It shows the floor plans for their space that you can annotate.
It shows room-by-room loads, the comfort survey notes, information from the photos, or any homeowner education materials you want to include—so they understand what you’re doing and why you might be proposing a different size system or new duct work,” she adds.
How techs confidently sell in the field with Conduit Tech
Zephyr, a multi-market HVAC company, signed on with Conduit Tech early on and became one of its first development partners to help shape and mold the platform.
“They've been so critical to helping us build a better and better product every step of the way with incredible feedback,” Breger says of Zephyr.
Larrin Johns, Head of Sales at Zephyr, says his job is to create a solid sales process that’s scalable, and Conduit Tech helps him do just that.
“It really takes what we were already doing to the next level as far as load calculation and providing value to our clients,” Johns says.
Conduit Tech is now part of every Zephyr technician’s or sales rep’s process, giving them confidence, consistency, and structure to their sales process.
“It builds a tremendous amount of value whenever you're going room to room with your homeowner, building rapport, asking questions, scanning the home together, getting that engagement,” Johns says. “It really makes a huge difference.”
Over the course of the last two years of using ServiceTitan and Conduit Tech, Zephyr has achieved significant growth, including:
Zephyr’s first four acquisitions experienced a 40% lift in revenue growth from 2023-2024.
Residential HVAC sales grew from about $6.6 million in 2023 to $32 million in 2024.
Techs’ average ticket grew from $11,800 in 2023 to $15,000 in 2024.
Sales reps’ average close rate grew from about 22% in 2023 to 35% in 2024.
And those close rates include a good blend of marketed and tech leads, Johns points out.
“One of the things I'm most proud of with our reps is our marketed leads. Marketed-lead close rate hovers around 30%. We can do better at tech leads, and we're working to get better at those, but adopting Conduit and the technology has really helped us stand out on those marketed leads when we're going head-to-head,” he says. “It's a competitive game, and you need some competitive advantage, and having a great process and great tools like this really help you stand out.”
Johns also shared some highlights achieved by Zephyr’s top Conduit Tech power users:
Darnell Scott, a client solution specialist for Nice Home Services LLC (a Zephyr company) in the Washington, D.C., Maryland, and Virginia area, has grown his total sales from $1.26 million a year to over $3 million this year.
Zach Cardillo, a sales rep based in Houston, Texas, grew his sales from $400,000 in the first quarter of 2024 to about $2.5 million this year.
Chad Condon, a comfort advisor for Degree Heating and Cooling in Connecticut (a Zephyr company), grew his sales from $1.7 million to about $3 million this year. Conduit also streamlines the stringent permitting process in Connecticut.
Cameron Ferguson, a sales leader at Blue Valley Heating & Cooling (a Zephyr company) in Colorado, grew his sales from about $2 million to $3.3 million this year. Ferguson actually purchased Conduit Tech on his own and started using it before working with Zephyr.
Ferguson, a Department of Energy-recognized contractor for heat pump design and installation and certified through the National Comfort Institute (NCI) for airflow and duct work optimization, strives to be different from the traditional HVAC salesperson by delivering a design-first approach to home comfort and residential equipment upgrades.
“I was always fighting for price. And as we all know in this business, if we're fighting for price, it's a race to the bottom,” Ferguson says, adding that his need for change led him to Conduit Tech.
“Conduit Tech just makes my job so much easier,” he says. “I'm no longer just the salesperson coming in. I am more ‘that authority’ when you walk in. Conduit is showing the data behind why I'm offering this $20K to $30K heat pump system. That's the big ticket for me… being able to show the ‘why.’ Conduit Tech has just been like the amplifier to take myself to the next level.”
On every call, Ferguson sits down with the customer, outlines his agenda, and shares his background and expertise. Then, he asks the customer to join him as he scans the home with the Conduit Tech tool.
“I’m showing them the LiDAR technology in real time. And then I’m dragging my finger across the screen and making the 3D model spin. And I look at them when I'm doing it, and I can just see their eyes open up. And it's at that moment, where now they see me as a trusted expert in their home, unlike everybody else,” Ferguson says. “Here's what we need to put in this home, here's how we do it. I'm protecting your money with this design.”
Conduit not only improves his sales process, but it also clarifies the job in detail when handing over the scans and load calculations to his install team.
“If I'm not translating that to my install team, everything I said has no value,” Ferguson explains. “So, Conduit Tech has an amazing install handoff feature where you can mark up on your iPad Pro, for instance, if you're doing a few zones for a mini split system, Conduit Tech designs not only a 3D model, but actual floor plans that you can draw on.
“When I started implementing that, I had the installers at my company, they were saying, ‘Man, I wish I had a “Cam job” today,’ or, ‘I'm so glad I have a “Cam job” today.’ They were walking into these homes and they were smiling,” Ferguson says. “Setting their day up with the install handoff has been the absolute game changer.”
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How Conduit Tech+ServiceTitan helps you turn every call into a high-converting sales opportunity
Both Johns and Ferguson recommend offering customer financing on every job to improve your overall sales performance. With ServiceTitan’s Integrated Financing, available on the Field Mobile App, techs can automatically seek a second look on financing when the primary provider rejects a customer’s application.
“We find if 60% of our deals are financed, we're doing well,” Johns says. “It's something that we offer, and my strategy has always been, I don't care what financing you're using, just make sure it's very, very simple and easy for your technicians and your salesforce.
“I recommend ServiceTitan integration. It really has done great things for our technicians, even for financing repairs or system improvement options, like air purifiers or improved filters. Just being able to offer a monthly investment,” he adds. “You have to offer financing. If you're not, your competitors are. And if you're not offering financing, they're going to beat you.”
Showing the data and the visuals of the whole experience through Conduit Tech combined with ServiceTitan monthly financing options also helps Ferguson convert more sales.
“It's no longer I'm fighting on price,” he says. “Now, I'm trying to find the best payment method to line them up with. And strategically implementing the financing early and making it simple is the best thing you can do in your role if you're offering financing.”
>>Want to learn more about ServiceTitan and Conduit Tech? Watch the full webinar on-demand.
