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There are two numbers almost every contractor knows by heart: last month's sales and next month's backlog. Ask how much profit they actually made, though, and the conversation often gets a little quieter. Some don't know. Some have an idea. Others probably know the answer but would rather not say it out loud. After spending more than two decades in this industry—as a contractor, in distribution, and now through nearly 200 conversations on the HVAC R&D Podcast—I've realized we spend an awful lot of time talking about sales and almost no time talking about what [...]