Better Together: The Trade Specialists Behind Confident Proposal Reviews

Behind every smart operational decision is someone who knows the actual cost of getting the job done right; someone who can scan a work order or invoice and tell, almost immediately, when something’s off. That kind of know-how comes from years spent creating proposals, and installing, repairing, and troubleshooting. 

At ServiceChannel, the Trade Specialist team brings that experience to every proposal review. They look at hundreds each day, reading them the only way former technicians can: line by line, testing every assumption against the realities of the work to help clients save time and money. 

The result is a measurable impact.  

In 2025, the Trade Specialist team generated more than $2.3 million in potential savings for ServiceChannel Managed clients. This includes about $1.7 million in direct savings from proposals that the expert team negotiated down or rescoped, plus an additional $560,000 in indirect savings. (Indirect savings represent the value of hours spent on proposal reviews, calculated using the industry average hourly rate for a seasoned facility or program manager.) 

Here’s the experts who bring years of field experience to every review. 

Tony Johnson, Trade Manager, Facility Services 

When Tony Johnson talks about protecting client budgets, he makes it clear that he is focused on meaningful value. As he puts it, “We go after the big wins — the ones that really move the needle for our clients.” 

Johnson built his career in the trades — first as a technician, then as a franchise owner — before moving into leadership. Today, he leads a small team focused on HVAC, refrigeration, electrical, and kitchen equipment, where decisions tend to carry real financial weight. 

One recent review for a national restaurant chain with aging HVAC units is a great example of what that looks like. His team reviewed a proposal for a major repair and realized the equipment was nearing the end of its useful life.  

“They were about to spend $8,000 on a repair,” Johnson says. “We advised replacement instead, and they got a new unit under warranty. That saved them money immediately and prevented more repairs down the line.” 

That recommendation didn’t come from a single opinion. Johnson’s team regularly brings multiple specialists into the same review, weighing assumptions before anything moves forward. “We’ve all been on the other side of the tool bag,” he says. “We know what ‘fair’ looks like.” 

Michael Stone, Trade Specialist, Electrical, Fire Life Safety, and Lighting 

Michael Stone reads proposals the way an electrician reads a panel — carefully, methodically, and with an eye for detail. An electrician with 15 years of construction experience, Stone has worked on everything from drawbridges to high-voltage systems. Today, he applies that knowledge to checking what’s being proposed and how it’s priced.  

“I’m kind of customer-obsessed,” he says. “We look at every proposal and ask, ‘Would I personally pay for this?’ If the answer is no, it doesn’t get approved.” 

Stone specializes in electrical, lighting, and fire life safety work — trades where small errors or inflated labor estimates can quickly add up. Recently, he prevented a $15,000 pricing issue caused by a data entry error — catching it before it ever reached the client. “Details matter because they protect everyone.” 

Whether he’s reviewing a routine lighting repair or a six-figure electrical upgrade, Stone gives each the same careful attention. “Every job deserves an honest look,” he says. “Our work builds trust across the board, and that’s what keeps programs running smoothly.” 

Millard Wilson, Senior Trade Specialist, HVACR and Commercial Kitchen Equipment 

With more than 30 years in HVACR and commercial kitchen equipment, Millard Wilson has seen nearly everything. A former technician who’s worked in gas, electric, steam, and refrigeration systems, Wilson brings deep technical expertise to every review. 

“I always tell people we’re like Switzerland. We don’t side with the client or the provider. We side with what’s right.” 

Wilson is often brought in on the most complex proposals, where the cost — and the consequences — are higher. “Every major job gets at least two sets of eyes,” he explains. “It’s all about confidence. We want clients to know they’re getting the best recommendation possible.” 

Wilson is also a strong advocate for preventive maintenance (PM) and using data to inform that PM strategy. “You can see the impact of PM in the numbers,” he says. “Dirty filters or clogged coils might seem small, but they lead to breakdowns and wasted energy. If we see too many reactive repairs in the data, that tells us something’s off in the PM plan.” 

Allen Carpenter, Trade Specialist, General Trades and Construction 

When Allen Carpenter says his team runs like a “refined unit,” he means it. A 20-year military veteran and lifelong builder, Carpenter brings the same discipline he learned in the Marines and National Guard to every proposal he reviews.  

Carpenter oversees the everyday essentials that keep facilities safe and functional — flooring, roofing, painting, locks, and parking lots. He reads every work order, studies photos and/or videos, and compares labor and materials. “A gallon of paint covers about 400 square feet. So, when someone quotes six hours for one gallon, I start asking questions.” Carpenter pressure‑tests labor and material assumptions against real‑world production standards, always accounting for prep work and site conditions. 

He’s particularly focused on transparency. Clear line‑item detail helps both clients and providers align faster and avoid rework later.

When new clients bring in their own contractors, Carpenter often takes the time to help them get up to speed with ServiceChannel’s standards. “It’s really about building partnerships. Once they understand how we review, everything moves faster.” 

After years in construction and engineering, Carpenter describes his approach simply: “We’re here to make sure the work is right, the pricing’s fair, and the client can move forward with confidence.” 

Rick Verow, Trade Specialist, HVAC, Refrigeration, and Plumbing 

A third-generation sheet metal worker with more than 30 years in HVAC and plumbing, Rick Verow brings both technical mastery and a keen sense of fairness to the team. “I’ve been around this trade my whole life,” he says. “My dad and grandfather were both sheet metal workers. It’s just in my blood.” 

Verow focuses on large-scale HVAC, refrigeration, and plumbing proposals where one decision can add or save thousands of dollars. “We’re not here to nitpick,”  Verow explains. “We just want transparency. The client should know what they’re paying for, and the provider should get paid fairly for solid work.” 

That balance shows in his day-to-day decisions. “Sometimes a vendor recommends replacing a $10,000 ice machine when a $1,200 repair will do,” he says. “We verify the serial number, check the manufacturer’s data, and see if it’s still within its mechanical life. That’s how we make sure clients get the right fix for the right price.” 

Verow also enjoys the collaborative aspect of his job, frequently coordinating additional reviews when reviewing proposals. “If I’ve got a flooring question, I’ll call Allen. If it’s refrigeration data, I’ll check with Millard,” he says. “Between us, someone has faced that exact situation in the field before. That collective knowledge is what makes our recommendations so reliable.” 

One team, one mission 

Each Trade Specialist brings deep individual expertise, but the real impact comes from how they work together. By collaborating with providers, guiding facilities teams, and ensuring clarity at every step, they help strengthen the trust that keeps the ServiceChannel ecosystem working smoothly. 

For the Trade Specialist team, that’s what success looks like.