Steven Milnes is the distribution and installer sales manager for Airzone in UK and Ireland, where he supports partners in delivering innovative HVAC control solutions. Working closely with distributors and installers, Steven helps customers identify the most effective solutions for their projects while providing technical guidance and support. His focus is on building relationships ensuring successful product implementation and helping partners maximise the benefits of Airzone's technology. Through commitment to customer success and a passion for innovation, Steven plays an important role in expanding Airzone's presence in the UK and Ireland, promoting smarter, energy efficient, climate control solutions that deliver value for distributors, installers and end-users alike.
How did you become involved in the smart building Industry?
To be completely honest, it was by accident. I’d just finished university, where I did a degree in Business Information Systems, and didn’t have a job lined up. I fell into the builders’ merchant’s world, starting off driving a van before moving into sales, selling tiles and bathrooms. I then went travelling around Australia and came back to a similar job. Through a colleague, I landed a role at TF Solutions, which is really where my HVAC career began - despite knowing very little. At the time, the company was also new to air conditioning, and it just grew and grew, and I was fortunate enough to grow with it. I was then given the opportunity to manage the northern region, which I did until 2022.
From there I reconnected with someone who’d just joined Haier. This was the beginning of my involvement in smart buildings, because Haier is such a progressive manufacturer and very much at the forefront of technology and IoT. That was really the first time I'd been properly introduced to that side of things. I then followed him over to Fujitsu, and later an opportunity came up with Airzone.
I'd actually seen Airzone before at the Installer Show while I was at Fujitsu and been introduced to the product. I thought it was brilliant concept. So, when the opportunity came along, I was genuinely interested, and that's where I am now. There was never some grand plan to work in smart buildings. It just kind of happened. I think the reality is, ten years ago nobody set out to work in smart buildings because the industry didn't exist yet. Most people in this industry are in it because it grew up around them. They worked for a fridge manufacturer, or in HVAC, or in lighting, or whatever it might be, and smart buildings have organically grown around them.
What excites you about the smart buildings Industry?
Being in the HVAC industry right now, especially with the push towards net zero, feels like a genuinely important place to be. I still want to be working in this industry for at least the next 15-20 years, and it’s exciting being part of something that’s growing when so many other industries are shrinking.
You only have to look at the weather we're having in the UK at the moment to see the demand for HVAC increasing. There's still a lack of awareness that heating, cooling and ventilation can work together as one solution, rather than just "heating, heating, heating." People assume it's expensive to heat or cool a building, but done smartly, it doesn’t have to be because the system can use all the data it’s gathering to make those decisions itself. You don’t have to manually set “turn on at 7, turn off at 5, keep it at this temperature”, the system is clever enough to work that out and run efficiently on its own.
That’s what genuinely excites me about working for a company like Airzone - being part of a business that’s so heavily invested in solving what could be a pretty significant problem.
Are there any technologies we should be aware of?
Zoning systems are a big one. Historically, each zone would be controlled individually, with no communication between them. Now, each zone can be managed accordingly to user preference and occupancy, so you can get better comfort and better efficiency at the same time. And that can all be integrated into smart homes and buildings, and other platforms too. That’s really where things are heading – ecosystems, not just isolated systems. At Airzone, our products can already talk to over 145,000 units, and that number keeps on growing.
It’s not necessarily brand-new technology as such; it’s more of a constant evolution. But the integration side of things is what people really need to pay close attention to. That’s where the real solutions lie in terms of balancing comfort with energy use.
What are the benefits of a smart building?
Smart buildings are all about making spaces healthier and more comfortable for the people to live and work. A big part of that comes down to keeping indoor temperatures right and paying attention to air quality – something that’s easy to overlook in a bright, open offices for example, with windows you can open. But this becomes much more important in smaller, tighter spaces where fresh air isn’t as easy to come by.
That’s where smart systems make a real difference. Rather than being a separate bolt-on, they work directly with your existing HVAC setup, giving you real-time visibility through an app and letting you tweak conditions whenever needed. Best part is, it does all of this while staying energy efficient, so you’re getting better air, better comfort, and lower energy use all at the same time.
Who has been the biggest influence in your career?
I wouldn’t say there’s one single person I can pinpoint – more like four people who’ve all influenced me in different ways. In my first role as a sales rep at Nicobond, I had a manager called Julian Workman. We still keep in touch now, nearly 20 years on. His work ethic was unbelievable. I was young and he was relentless in the best possible way, always first in and last out at the end of the day. It was my first proper career job, and he gave me the chance I needed.
At TF Solutions, I worked with a sales director called Derek McMaster. He taught me that sales is more about mindset than anything else and showed me the bigger picture. He was incredible at spotting opportunities and was a fantastic leader. I learned a huge amount from him.
Also at TF Solutions, I met another man called Andy Reed. He was calm and measured in everything he did and I looked up to that. He was extremely knowledgeable and really helped shape the company into what it is today.
And finally, Dean Flint. He’s been in the industry for years, and once he starts speaking, you just listen. He’s so switched-on, both from a business and technical perspective, genuinely inspiring and just a brilliant manager.
What are the best and worst things about your job?
The best thing about my job is that I’m always busy, but it’s the best kind of busy. There’s a lot going on, we get a lot of enquires and it’s genuinely very exciting. The UK is a huge growth area for Airzone, which means we have the autonomy to help shape the business here. The leadership team in Spain really listen to me and my colleague James. I’ve worked in the HVAC industry for nearly two decades, and they appreciate the experience and knowledge I have of the UK market. Our head office is in Spain too, so getting to jump on a plane to Malaga every couple of months is a great perk.
The worst part – or let’s say the more challenging part – is that we have to take our time. We need to grow the UK business in a measured way. There are certain protocols to follow and targets to hit before we can be a standalone business here like our counterparts in Spain, France, Italy and US. I know that we can do it, and do it quickly, but it needs to be done in the right way for sustainable growth.
What advice would you give to someone starting out in the industry?
The best advice I would give someone starting out is to make as many friends as you can. Meet as many people as possible - go to events, socialise, attend webinars, that sort of thing. The industry is relatively small, and you never know when your paths might across again, or whether you’ll end up working together in some capacity later down the line. The industry is constantly evolving, so build good relationships early as they tend to come back around.
Where would you most like to live?
I love Liverpool, it’s the best city in the world. It’s my home. There’s always something happening, everywhere you go. I also loved living in Sydney when I was younger, so that would be a close second.
How do you relax?
I really enjoy swimming and try to go most days, but if I’m honest, the steam and sauna afterwards is probably my favourite part. I’m also into the gym, going on walks and I play a fair bit of golf too. My son’s 11 and big into football and cricket, so I love spending my weekends playing with him.
What sports team do you support?
Liverpool Football Club is my main team. I watch St Helens in the Rugby League, and I love cricket too, whether that’s Lancashire or England playing. I’m a big sports fan across the board, but Liverpool will always be my number one.
What is your desert island mix?
If I look on my phone right now it’s Neil Diamond, Paul Young, Billy Joel, Beautiful South and Steve Winwood. I don’t have playlists as such, so anything could come on shuffle. I’ll listen to most things really.
What’s your ideal holiday?
Spain with the family. We get out there a couple of times a year and we absolutely love it. We’re not the type to be up at the crack of dawn hiking or scuba diving. We love doing nothing, just relaxing by the pool. My wife owns her own business too, so when we’re away we really just want to switch off and recharge.
That said, I’d love to take my family to Australia one day and show them around some of the places I travelled when I was younger. It’s a bit tricky right now as there’s a seven-year age gap between my daughter and son, and they’re into completely different things at the moment. But it’s definitely somewhere I’d love to go back to as a family in the future.