Buy-to-grow strategy boosts $60M business

When Theo Etzel took over a Naples-based air conditioning company in 1995, the businessman had no HVAC industry experience.

But his previous expertise in owning and managing retail businesses taught him the value of striving for superior customer service and eliminating pushy sales tactics — which he has used to lead the business, Conditioned Air, to unprecedented growth. In 2018, Conditioned Air had $52 million in revenues, up 6.1% from $49 million in 2017 — and nearly 200% from around $18 million a decade ago. Officials project around $60 million in 2019.