The Air Conditioning Contractors of America (ACCA) has released its 2025 Contractor of the Future Study, delivering timely, data-driven insights into the habits, challenges, and strategies of high-performing HVACR contractors across the country.
Developed in partnership with Farmington Consulting Group, the study reflects ACCA’s role as the national leader in contractor intelligence—shaping conversations, guiding innovation, and helping the entire HVACR ecosystem better understand the evolving needs of contractors.
“This study was shaped by contractors, for contractors,” said Barton James, ACCA president and CEO. “We listened to our members, built questions around their biggest challenges, and worked with our partners at FCG to make sure the data would lead to action—not just analysis. ACCA is proud to lead the industry in delivering insights that help contractors, manufacturers, and distributors move forward together.”
The study is the result of deep collaboration with ACCA’s engaged volunteer leaders, who helped design the survey framework. It uncovers key behaviors of successful contractors, including how they approach workforce development, technology, customer service, and partner relationships.
“We set out to answer one core question: What are the best contractors doing differently?” said TJ O’Connor, president of FCG. “This study delivers clear, evidence-based answers—giving the entire industry a window into the strategies that are shaping the future of HVAC.”
A few key highlights from the study include data points such as:
A larger investment into marketing and advertising leads to high profitability: Contractors who allocate at least 12 percent of their revenue towards marketing and advertising have a net profit of +9 percent, compared to just +5 percent net profit for contractors who allocated less than 12 percent of their revenue towards marketing and advertising.
The most successful and progressive contractors are adopting different technologies to improve their businesses: More contractors are adopting different softwares and technologies (Field Service Management Software, Flat Rate Pricing Software, Load Calculation Software, and AI) to streamline processes and become more efficient.
Installing and supporting one equipment brand is becoming a thing of the past: More contractors now have a dual-branded strategy and are supporting multiple unitary equipment brands to diversify their business and be more adaptable to supply chain challenges.
The move to press fittings in the HVAC industry is faster than most expected: By 2027, 62 percent of the HVAC industry will have adopted press fittings and moved completely away from traditional brazing.
The contractor of the future must have a strong focus on training and education: Both product / technical training (A2L, minisplit and VRF install/service, load calculation and duct sizing, air flow, wiring and electrical components, system zoning, etc.), as well as business training (job costing, sales and marketing, consumer financing, warranty and service plans, employee management and leadership, creating and understanding financial statements, etc.) are more important now than ever before for contractors to have a heightened focus on.
ACCA contractor members have complimentary access to the full study results. Non-member contractors may join the association to access the full study results.
