"Too many of the older guys in this trade tell us younger guys to get out of it," he said. "They constantly complain their aches and pains are not compensated by the pay.

"To reverse the graying of our trade will take education. Not only education at the trade school level, but education at the business level also."

Nick said uneducated people tend to bring down the reputation of the HVAC business, contributing to the aging process of the trade. "The industry needs to have better schooling with more standards and licensing to weed out all the people who make it harder for the knowledgeable people to make a living," he said. "We need younger generations to see that office jobs do not always bring big bucks and that the trades can provide a good living."

Family Tradition Lives

Many small businesses got their start with a vision by a single member, which was passed down through future generations. It is not unusual to see HVAC companies run by third-, fourth-, or fifth-generation owners. There have to be reasons for longevity, e.g. pride in workmanship, love for the trade, or an obligation to carry on the family name. All of these are factors in the Pompetti business.

"It is important for us to keep this business alive not only because it helps us to provide for ourselves and our families, but also because it gives us a comfortable and self-fulfilling place to do so," said Nick.

Keeping the family business alive is also important to the extended families - the employees and the people who depend on them. "It is extremely important to keep the family business alive," said Jamie. "It is a lifeline to everyone in the company. It provides so much to so many families within the company. It pays all our bills and provides security to our lives.

"We certainly do uphold tradition in our company. The business plan set by my dad 17 years ago has proven to be a successful one."

Tradition is important to business founder James Pompetti too, as long as tradition means quality workmanship. "If you consider upholding tradition as meaning to provide good service, a strong work ethic, and a training ground for the future technicians, it is more than enough," he said. "New tradition grows with new people, blending what they were given by those who trained them and what they will give to those they train."

But upholding the family tradition is not always the norm among small businesses across the United States. Sadly, according to Jamie, the tradition is disappearing.

"I do think that the HVAC industry is losing family businesses in this day and age," he said. "It seems as if the HVAC industry is following the business plan of large corporate America. Family businesses all around us are being purchased by large companies and being dissolved into new corporate names - not to mention the big boxes now trying to get in on the action also."

It's All About Developing A Niche

How contractors approach their market and the quality of their work often are enough to set them apart from the competition, which can be very intense.

"We are in an area with an extreme amount of competition," said Nick. "I can only hope others provide the quality, knowledge, and confidence behind their work as we do. And if we have a kind of niche at all, I believe that is what it is."

Jamie added this about creating a niche. "In all honesty, everyone providing HVAC service is our competition, be it another company, the big box itself, or a homeowner going into the big box to purchase an HVAC product and doing it themselves," he noted. "We have geared our company towards using finer products to try and establish a difference from the next guy.

"The majority of our forced-air jobs (above 90 percent) are multi-stage heating and cooling equipment with many of the bells and whistles. For example: zoning, fresh air exchangers, humidification, and air quality control through high-efficiency filtration. We also have a strong focus on hydronic heating, particularly radiant and steam heating."

Uniqueness also creates a niche, according to James. "Our uniqueness is that we care about what we do," he said. "Each member of our team brings to the table skills, insights, and willingness to go the extra mile. This reflects in the end result."

The Future Of Pompetti

Will there be third and fourth generations to carry on the tradition started by James Pompetti 17 years ago?

"I have one son who is two-and-a-half years old and one daughter who is one," said Jamie. "It would be such an honor to work with one or both of my children someday. The family business experience for me has been great.

"I have developed such a great relationship with my father through it, not to mention the countless hours I spend with my cousin. I have watched him grow from a scattered teenager into a very organized and talented young man. We also have another cousin (Nick's younger brother) who will be starting with us in the summer next year."

James can't help but beam with pride as he talks about the company today, hoping that it continues into future generations.

"Being the ‘dad' in the business, I have watched - with pride - how Jamie and Nick have grown over the years. They know their business and what it takes to produce a masterpiece."

Publication date: 10/24/2005