In this episode of “If Walls Could Talk,” W&C Editor John Wyatt talks with Tom Harris of Tom Harris PUR Consulting. 

As the spray foam industry continues to grow, many contractors focus on improving sales techniques, marketing strategies, and lead generation efforts. While those internal tools are important, long-term success often depends on something many contractors overlook: building a strong external team.

Building Your SPF Team

ohn Wyatt sits down with Tom Harris of Tom Harris PUR Consulting to discuss why strong partnerships are essential for long-term success in the spray foam industry. Harris explains how building relationships with code officials, HVAC professionals, and other industry partners can help contractors reduce liability, improve project outcomes, generate referrals, and grow stronger businesses.

One of the most important relationships contractors can develop is with local code officials. While some contractors may view inspectors as obstacles, Harris encourages a different perspective. In new construction, projects are typically completed according to approved plans and verified through inspections. Retrofit projects, however, often operate without permits or inspections, leaving critical insulation decisions in the hands of the contractor.

That freedom can create risk. When contractors cut corners or fail to meet code requirements, problems such as condensation, mold growth, odors, and structural damage can develop. If those issues arise, homeowners will eventually seek answers, and liability often points back to the insulation contractor.

Harris emphasizes that contractors who understand building codes, install products correctly, and communicate openly with inspectors build trust and credibility within their communities. A reputation for code-compliant work not only protects homeowners but also protects contractors from costly callbacks and liability issues.

Another key partner is the HVAC contractor. Harris points out that spray foam does much more than add insulation. It creates a tighter building envelope, reduces air leakage, and changes how a home performs. While homeowners enjoy lower energy bills, those improvements can also impact the performance of existing HVAC systems.

A tighter home may require updated load calculations, additional ventilation, or humidity control solutions. By encouraging homeowners to consult HVAC professionals after major insulation upgrades, spray foam contractors position themselves as solution providers rather than problem creators.

These partnerships can also become valuable referral sources. Harris has seen many successful contractors develop mutually beneficial relationships with HVAC companies that regularly recommend insulation upgrades to their customers.

For contractors looking to strengthen these connections, Harris recommends educational outreach. Webinars, open houses, online training sessions, and short videos can help educate partners while showcasing expertise.

As this new series on spray foam sales begins, Harris leaves listeners with a simple message: success is a team effort. The contractors who build trusted relationships with code officials, HVAC professionals, and other industry partners often find themselves winning more work, delivering better results, and building stronger businesses.