Fueling Organic Growth: An Interview with Roger Nayle

When Roger Nayle joined Service Logic in 2017, the Strategic Accounts division was a team of one — himself. Today, the group (which is part of Service Logic’s Nationwide Services) has grown to over 50 professionals dedicated to providing seamless HVAC solutions for national purchasing managers and facility directors overseeing large commercial properties.

With 30 years of sales, management and executive leadership experience, Roger has played a critical role in the division’s rapid expansion, ensuring that Service Logic delivers consistent, high-quality service across its national footprint. As President of Strategic Accounts, he focuses on business development, team growth and — perhaps most importantly — driving organic revenue for Service Logic’s network of business units.

We sat down with Roger to discuss how the Strategic Accounts team is transforming HVAC service delivery for commercial clients and fueling growth for Service Logic’s partner companies.

You’ve been instrumental in growing the Strategic Accounts division. What was the initial vision, and how has it evolved?

Roger: When I joined Service Logic, the vision was clear: to provide a single, seamless point of contact for national purchasing and facility managers. Many of these professionals oversee HVAC needs across multiple properties nationwide, often dealing with the complexities of managing numerous vendors, invoices and pricing structures. We saw an opportunity to simplify this process by leveraging Service Logic’s network of business units to self-perform work — eliminating the need for third-party aggregators, as many competitors rely on.

Over the past several years, our team has grown to more than 50 professionals, all dedicated to supporting clients with consistent service, transparent pricing and streamlined account management. Today, we manage HVAC services for approximately 100 large commercial accounts spanning a wide range of industries, including:

• Commercial Facility Management
• Data Centers
• Healthcare Facilities
• Hospitality Management
• Manufacturing

Beyond serving clients, this model has also been a game changer for Service Logic’s business units. By directing work through our own network, we’ve created a sustainable pipeline of maintenance, upgrades and equipment replacements — helping our business unit partners grow organically.

How does the Strategic Accounts model benefit customers with large national footprints?

Roger: For facility managers overseeing multiple locations, juggling different service providers, pricing models and invoices can be a major challenge. Our model removes that complexity. Clients know that whether they need HVAC maintenance, system upgrades or full equipment replacements, they have a single, reliable point of contact who understands their portfolio and can deliver consistent service nationwide.

By self-performing the work, we also ensure that the pricing remains consistent and transparent — without the unnecessary markups that come with an aggregator model. This makes budget forecasting easier for our clients while also ensuring high-quality service.

What sets Service Logic’s approach apart from competitors in the industry?

Roger: One of the biggest differentiators is that Service Logic self-performs work through its network of business units across the country, rather than relying on third-party aggregators as many competitors do.

This provides several key advantages:

• One point of contact for all HVAC needs across multiple locations
• Streamlined invoicing to simplify accounts payable
• Cost efficiency by eliminating the markups that typically come with third-party aggregators
• Quality control by ensuring service is performed by trusted, in-house teams rather than outsourced vendors
• Revenue growth for our business units, creating opportunities for expansion and investment in local markets

How does this model benefit HVAC businesses that are considering joining Service Logic?

Roger: HVAC business owners looking to sell often want to know that their company will continue to grow after acquisition. Through Strategic Accounts, we help our business units grow organically by filtering work directly to them. That means they gain access to national accounts that they may not have been able to secure on their own.

Instead of worrying about where the next job is coming from, our business units can focus on delivering great service and growing their teams, knowing that we’re helping drive revenue through national partnerships.

What’s next for the Strategic Accounts division?

Roger: We’re continuing to expand our national footprint and deepen our relationships with facility managers in key industries. We’re also tapping new technology and data insights to provide even better service and proactive maintenance solutions for our clients.

Recognizing the evolving needs of our customers, we’ve created a project team dedicated to managing large-scale HVAC system replacement projects and another team that continues to evaluate new products coming on line that can benefit our customers. The latter is increasingly important as our commercial clients continue to focus on improving energy efficiency and implementing solutions that meet sustainability building goals.

Ultimately, our mission remains to simplify HVAC service management for national clients while supporting the long-term growth of our business units across the country.

Simplify Your HVAC Service Needs

With a focus on expanding reach, leveraging technology and meeting evolving customer needs, Roger Nayle and the Strategic Accounts team are poised to continue their mission of simplifying HVAC service management for commercial companies across a range of industries. Their dedication to quality and efficiency ensures that clients receive the best possible service, every time.

Contact us to learn more about how our Strategic Accounts team can benefit your organization.