NAME, TITLE
Roger Fouche, president

COMPANY NAME, CITY, STATE
Schall Heating & Cooling
Des Moines, Iowa

HOW LONG IN BUSINESS
60-plus years

BIGGEST CHANGE TO THE BUSINESS
“I think the biggest hurdle is finding good, quality employees. A lot of people come to the door, but their driving records, criminal backgrounds, DUIs disqualify them. We look for the best of the best, and the work ethic that goes along with that.”

KEY MARKETS
Residential and light commercial, service and replacement; no new construction at all. “We’re actually up a little bit in sales.”

ASSOCIATIONS AND AFFILIATIONS
ACCA (Air Conditioning Contractors of America); Aeroseal; Better Business Bureau; Blue Flame Gas Association; Carrier Authorized Dealer (Central Iowa’s first); Comfort Institute; Greater Des Moines Heating and Cooling Association; Iowa State Fair award winner; Mid-American Energy Financing and Rebate Program partner; Plumbing, Heating, Cooling Contractors National; PHCC of Iowa; Quality Service Contractors; Top 40 Under-40 award recipient; Training Center for Sales

HOW DO THESE AFFILIATIONS HELP YOU
As a two-time recipient of Carrier’s President’s Award and a Contractor of the Year for QSC, “It gives our customers peace of mind, knowing that they’re dealing with a company that’s really trying to be the best that we can be. These awards are given to us because we’re trying to do things right. It’s a nice reward for doing what we already do. Customers have heard the horror stories about the unreputable contractors out there. If they’re unhappy, we’ll do what we need to do to make them happy.”

BIGGEST CURRENT HURDLE TO OVERCOME
“From a current perspective, the biggest hurdle is the economy. There are people spending money, and we appreciate them, but there’s not as many people out there buying furnaces and air conditioners. In years past, there have been a certain number of people who would do it because they know it needs to be done. In Iowa if it breaks, you have to fix it, so we still have those people who are emergency buyers. We’re trying to come up with rebates and tax credits to get things going.” This has benefitted bigger-ticket sales, like Hybrid Heat (combo gas-electric), and it has generated more interest in geothermal. “We’re seeing people spend $20,000-$30,000 where they would have spent $2,000-$3,000 before.”

COMPANY STATISTICS
• 25 total employees: 10 service, six installation, three sales, full-time sales manager, five administrative

• Trucks on the road: 24

FAVORITE THING ABOUT THE INDUSTRY
“It goes back to the QSC organization and getting involved with that. I’ve really learned a lot. These contractors from around the country are focused on the service side, and they’re sharing ideas. It’s not a franchise; we are driven to help each other and become better business people. In the future I want to get out and help other contractors, especially with the things I’ve already gone through - help others go through all those business nightmares that all contractors go through. I now have what I enjoy in business.”

SUMMING IT UP
“I think our industry is heading in the right direction. There are a lot of things out there that are now forcing people to become better contractors. In the next 10 years, I think the level of quality installations will go up dramatically. If the equipment’s done right and installed properly, you really don’t have a lot of failure in the equipment. The manufacturers that have a high failure rate don’t sell to the best contractors. What we do today is different from what they did 10, 20 years ago.”

Publication date: 06/29/2009