Memorial Day weekend always holds a special meaning for Duane Horst. Not only does he remember those who have served in the military and honors those who gave their lives fighting for their country, he also celebrates a host of business milestones.
“I grew up on a cattle farm near Archbold. Because I had serious allergies, I couldn’t help on the farm so, at age 14, I started working with a neighbor who was in the heating business. My first day at work was the Tuesday following Memorial Day weekend in 1973, 50 years ago,” Horst recalled. Horst’s neighbor was well versed in all things electrical and was most happy to share his knowledge with him.
“We were also just getting the geothermal concept off the ground and I was able to help and be a part of that too. I learned so much about this industry from him,” he said.
Coincidentally, Frank Overcashier had started his company on the Tuesday following Memorial Day weekend in 1957, 66 years ago. During those early years, Horst met several other heating contractors, including Overcashier, who left open offers of employment to Horst.
The Tuesday following Memorial Day weekend, in 1983, 40 years ago, Horst made the move and joined the Overcashier family business after completing his degree in business. Armed with his 10 years of heating knowledge and his experience with sales and marketing, Horst quickly met and surpassed the national sales averages. He became one of only three heating and air salespeople in the country to exceed $1 million in sales, tripling the national average of $350,000 per year.
Horst attributes his success to the no-pressure sales process he created by asking the right questions, listening attentively to hear potential customer expectations, taking notes, showing options, and working with each customer to help them match their needs and budget, and then following up consistently. “You really have to understand all of the challenges of each project and then design a system to meet those challenges,” he said.
From the time he started working with the Overcashier family, Horst knew he wanted to buy the company when the time was right and the Overcashier family was in agreement.
Naturally it was on the Tuesday following the Memorial Day weekend, 1993, 30 years ago, that Horst became the owner of the business. Now known as Overcashier & Horst, the company primarily serves heating and cooling needs with Trane products for residential customers. “When I first started with the company, winter was our peak season. The record-hot summer of 1988 completely changed our business. Before that, air conditioning was an option in new construction and was rarely used in older homes. After that summer, everyone wanted air conditioning. Now, June is our busiest month and air conditioning is the reason,” he shared.
Horst and his team of 25 employees install new HVAC systems and provide service for customers in northwest Ohio and southeast Michigan. “While we provide service outside of these areas, we keep very busy with work in Sylvania and Sylvania Township,” Horst stated.
He credits the company’s long history of success to the principles that have always been its guideposts. “Honesty and integrity is the mantra my staff has been instilled with and they hear those words from me all of the time,” Horst said.
“We also take pride in the fact that we all stay on top of our game, continually learning about new products and trends. We do not get complacent or cut corners,” he promised. “We also emphasize sizing equipment correctly to ensure correct airflow, which results in efficient and reliable heating and cooling, resulting in happy customers.”
The Overcashier & Horst team is very eco-friendly, recycling all scrap materials possible. “We also encourage eco-friendly heating systems,” Horst emphasized.
For the past several years, Horst has hired University of Toledo football team members for summer positions. Included in those positions is an internship for a player to organize Overcashier & Horst’s Joe Dowdell Memorial Summer Solstice Golf Marathon. While the workers are on the job helping the staff with products and more, the intern plans this one-day charity golf outing at Highland Meadows that is held in late June. “I have found that June is my most hectic month. When I learned that the UT football players were having a difficult time finding an appropriate internship, I saw an opportunity to help me as well as the players. Since this was approved, the intern is responsible for the entire project and really learns the business of golf. They learn about budgeting, marketing, implementation and so much more. While none of the interns I have had over the years, knew anything about golf, they have managed to raise more money each year. For 2023, our goal is $10,000 and, as I tell intern David Nwaogwugwu, failure is not an option,” Horst said.
Being involved in this project and working with the young men who have interned over the years brings Horst great joy. He is also thrilled to see happy customers there along with watching his company and employees grow and prosper.