Shows
The BoostNavigating the Post-Summer HVAC Cliff: Strategies for Consistent RevenueIn this week’s episode, we chat with Derrek Hofrichter and we discuss strategies for HVAC companies to avoid the post-summer business slowdown by implementing effective marketing, operations, and pipeline management techniques.
We also discuss the importance of planning in June and July to impact the off-season positively. Key points include the necessity of selling maintenance agreements, proper pricing, and spiffing of techs to ensure a high close rate, understanding and using customer databases for targeted marketing, and correctly dispatching techs based on their skills and customer needs. Throughout the episode we emphasize the importance of being pr...2025-06-2540 minThe BoostFrom Professional Fighter to Honing Profit Margins with Bryce LawrenceIn this week’s episode, we chat with Bryce Lawerence, Founder of Vanguard Partners.
Bryce shares his journey, revealing his background as a professional fighter who transitioned into the trades due to life circumstances. He explains how he got involved in multiple home service businesses in Florida and Texas.
The discussion delves into the unique branding of Bryce's business 'Goat Air,' especially the influence of local culture on their marketing strategies.
Bryce talks about the pivotal moment when he decided to focus on improving the financial and operational efficiencies of small businesses. He...2024-09-0643 minThe BoostHVAC Acquisition Strategies: Converting New Construction Jobs into Lifetime Residential Customers with Matt BallardIn this week’s episode, we chat with Matt Ballard, CEO at Sunrise Mechanical.
Matt shares his personal journey, starting from his exposure to the air conditioning service business at a young age through his father’s company in Las Vegas. He recounts his experience in various roles, ranging from sweeping warehouses to sales, and eventually operations. Matt highlights his time in the private equity sector and his return to the family business, emphasizing the challenges and lessons learned along the way.
The discussion includes an analysis of the acquisition of Sunrise Mechanical and Sunrise Serv...2024-08-3145 minThe BoostFrom Teacher to General Manager With Jessica WeaverIn this week’s episode, we have Jessica Weaver, General Manager of Weaver Heating and Air.
Jessica shares her journey into the family business, which began with her father's rule to work outside the family business to gain experience. She discusses her varied career path, including stints at Georgia Power, Shaw Industries, and a brief period as a high school teacher.
Jessica details her eventual decision to join the family business, her initial experiences working directly in the field, and the challenges she faced, including dealing with internal corruption. She emphasizes the importance of hard wo...2024-08-2333 minThe BoostBuilding a Home Services HoldCo while being an FTE Without a W-2 with Dominick BlueIn this week’s episode, we chat with Dominick Blue, Founder and Chief Executive of Nostra Group.
Dominick discuss his entrepreneurial journey and the evolution of his business model. Dominic shares his background, starting from a small town in North Carolina with early ventures like a lawn mowing business and a paper route, to his time in the Marine Corps, and eventually transitioning into the tech industry. He talks about founding Nostra Group with a focus on acquiring small family-owned businesses in the home services industries.
Dominic dives into his first acquisition in the air duc...2024-08-0949 minThe Boost5 Methods of Funding an Acquisition with Dillon CarawayIn this week’s episode, we chat with Dillon Caraway, Loan Officer at Live Oak Bank.
We talked about Dillon's work as a loan officer and how he helps home service contractors, specifically in the HVAC, plumbing, and electrical industries, reach their business and financial goals.
We also discussed different types of financing, such as acquisition financing, commercial real estate purchases, working capital, debt refinancing, and specific products like the SBA 7(a) program.
Dillon also talks about the importance of good cash flow, succession planning, and the unique lending approach of Live Oak Ban...2024-08-0130 minThe BoostThe power of a roll-up growth strategy with John CerasuoloIn this week’s episode, we chat with John Cerasuolo, CEO of The Leap Partners.
John shares his experience in conducting roll-ups and the strategy behind LEAP Partners, emphasizing the company's approach to integrating small businesses while preserving their local brands, owners, and employees.
The conversation touches upon the importance of internal call centers over outsourcing, and how LEAP Partners focuses on improving leadership and operations at the branch level. John also highlights the typical financial metrics they look for when acquiring businesses and discusses the strategies for value creation post-acquisition.
Finally, John shar...2024-07-2647 minThe BoostHow to Help Lower-Middle-Market Contractors Win Big During a Sale with Craig WendelToday we chat with Craig Wendel, Managing Director of Align Business Advisory Services.
In this episode, we explore various aspects of mergers and acquisitions within the home services industry, focusing on HVAC, plumbing, electrical, and exterior businesses. Greg shares invaluable insights into business valuations, transaction structures, and the current market landscape that you don’t want to miss.
Finally, Greg shares with our listeners anecdotes about some of the best and worst transactions he's been involved in and offers advice for business owners looking to sell. He highlights the need for proper documentation, maintaining business pe...2024-07-1845 minThe BoostHusband & Wife’s 37 Month Journey from $0 - $10MM: Building, Buying, and Selling a Plumbing / HVAC Shop to P.E. with Kristen & Justin DeeseIn this week’s episode, we chat with Kristen & Justin Desee.
The pair has been described as ‘down to earth’, ‘low-key’, ‘no drama’, ‘fun’, ‘caring’, ‘attentive’, ‘logical’, and ‘smart’. They co-authored “When Your Business Partner Is Your Spouse"
We discuss their experiences in building, buying, and selling multiple home service businesses. They also share lessons learned from their business ventures, including handling transitions, maintaining company culture, and the critical role of efficient customer service representatives (CSRs) in driving business success.
Finally, we discuss their recent partnership with Leap Partners, the process of selling their business while ensuring a seamles...2024-07-1145 minThe BoostThe Last Big Double Digit Multiplier Exit with Chuck StaszkiewiczIn this week’s episode, we chat with Chuck Staszkiewicz, aka Chuck the Plumber, Co-Founder, Opus and Golds Group.
Chuck shares his journey of building a plumbing company from the ground up, detailing how he and his sister managed to grow it into a successful venture. They delve into the challenges faced during the COVID-19 pandemic and how it influenced their business decisions. The conversation highlights the importance of exit planning, having a solid strategy, and knowing your business metrics. Chuck also talks about his post-exit venture, Opus and Golds Group, where he helps other businesses. Through hi...2024-07-0445 minThe BoostScaling HVACs to $50MM as a Minority Owner with Josh KellyIn this week’s episode, we chat with Josh Kelly, owner of Clover. We discuss the exciting transformation happening in the home service industry, marketing strategies, and the personal journey of Josh from working in a large family-owned business to establishing Clover. Our conversation covers topics such as the importance of setting proper pricing, building scalable systems, and the role of customer experiences in driving business growth. Josh also shares insights on working with private equity, his methods for assessing and partnering with potential businesses, and tips for contractors looking to grow their companies. This episode is packed with val...2024-06-2858 minThe BoostSuccessful Partnerships when Selling your HVAC with Brian CohenIn this week’s episode, we chat with Brian Cohen, a business strategist at SF&P Advisors. Dive deep into the complex world of deal-making, private equity transactions, and business growth in the home service industry.
Brian explains how the market evolved during and after COVID-19, leading to unprecedented deals and valuations. He also shares his experiences and insights on advising clients, the importance of professional guidance when selling an HVAC business, and the critical factors that impact business valuations. Finally, Brian emphasizes the necessity of having knowledgeable representation during business transactions to maximize outcomes.
2024-06-2053 minThe BoostLet Your Intentions Be Known When Buying with Eugene GeisIn this week’s episode, we chat with Eugene Geis, Owner of Flex Air. Eugene talks about his love and interest in football, his transition from plumbing to HVAC, and the various challenges he faced along the way. Then he opens up about his plans to buy his wife's family HVAC business from her grandparents, which ultimately failed. But Eugene is not one to get discouraged, and he pushed ahead and started his own business, Flex Air. Finally, the conversation ends with some lighthearted moments, including Eugene's victory in a pull-up contest at Rocket X.
Key...2024-06-1334 minThe BoostMinority Shareholder Voted Out of The Family Business with Cody McLeodIn this week’s episode, we chat with Cody McLeod, President and Founder of Utility Plumbing Services.
In our conversation, we explore his journey from working in his family's plumbing business to starting his own company. Cody also opens up about the personal adversities he faced during the COVID-19 pandemic, which significantly impacted his professional life and led to his departure from the family business. Cody also talks about his tumultuous exit, including the legal and financial challenges he faced while trying to maintain family relationships intact.
Cody's exit and subsequently starting Utility Plumbing Services hig...2024-06-0545 minThe BoostUnderstanding the Landscape of HVAC Transactions between $1MM & $10MM with Patrick LangeIn this week’s episode, we chat with Patrick Lange, Managing Partner at Business Modification Group.
We talk about the complexities of purchasing and selling a company in the heating, air, and plumbing industry. Patrick emphasizes the importance of clean financial records, the advantages of maintenance agreements, and the value of proper business documentation. We also touch on the emotional aspects of selling a business and the trends in private equity acquisitions. Our conversation provides insights into what buyers look for and how sellers can prepare their businesses for sale.
Key Takeaways:
Patr...2024-05-3046 minThe BoostStarting at the Bottom: From Apprentice to Minority Owner with Gil Cavey Jr.In this week’s episode, we chat with Gil Cavey, General Manager of Beltway Air Conditioning & Heating. Gil is also the very popular host of one of the industry’s biggest podcasts, HVAC Uncensored.
In our conversation we talk about Gil’s journey as an apprentice working with his dad to becoming General Manager at Beltway. He emphasizes building a company culture that values employees as individuals rather than numbers. He also discusses how social media helps empower technicians and promotes alternative career paths in the trades over traditional college routes.
Key Takea...2024-05-2240 minThe BoostSelling HVAC, Plumbing, or Electrical to a Private Equity Platform with Ben HummelIn this week’s episode, we chat with Ben Hummel, Vice President of Business Development at Legacy Service Partners.
Ben shares insights into Legacy Service Partners, a home services platform investing in HVAC, plumbing, and electrical contractors. Legacy Service Partners offers a unique approach to partnering with owner-operators in the home services sector.
The conversation covers various topics, including strategies for geographic expansion, the valuation of businesses in the market, and the importance of managing debt, and operational efficiencies in growing a business.
Key Takeaways:
Legacy Servic...2024-05-1746 minThe BoostGrocery Store Clerk Teaches a Lot of Great Skills and Lessons with Texas MedleyIn this week’s episode, we chat with Texas Medley, President & CEO of Medley Heating, Air Conditioning & Plumbing.
During our conversation, we discussed his journey from working in a grocery store to successfully establishing and running his own business. Texas emphasizes the value of hard work, learning from every job, and continuously striving to improve business operations while maintaining a focus on customer service and employee satisfaction.
Key Takeaways:
Learn how a simple grocery job can help you develop useful skills that can be useful later in life
Balancing profitability with fair prici...2024-05-0935 minThe BoostTwo Years to Make a Deal with Dad with Mike Prencavage Jr.In this week’s episode, we chat with Mike Prencavage Jr., owner of The Family Plumber. In our conversation, we explore the challenges and complexities of executing a successful succession plan, especially when it involves family members. Mike Jr. provides a candid look at the ties that bind family and business, as well as the unique challenges that they bring.
Key Takeaways:
Navigating the emotional aspects and differing perspectives between a founder and the next generation
Strategies for determining a fair valuation, considering assets, customer base, and growth potential
Structuring payment terms, including upfront depo...2024-05-0250 minThe BoostGrowth as a HVAC Multi Franchisee Owner with Ryan KletzIn this week’s episode, we chat with Ryan Kletz, President of Classic Air Care, Inc. Classic Air Care owns and operates in 3 cities and 5 different offices for One Hour Heating and Air Conditioning.
In our conversation, we discuss the intricacies of acquiring and growing an HVAC business through franchising.
Key Takeaways:
The story behind Classic Air Care joining the 1-Hour Heating & Air Conditioning franchise system in 2004
Hear firsthand how the art of selecting the right locations goes beyond geography
How Classic Air Care evaluates potential acquisition targets and the challenges of rep...2024-04-2549 minThe BoostTransferring Equity while Being the Only License Holder with Tom LucasIn this week’s episode, we chat with Tom Lucas, Service Manager and Part Owner of Dayco Systems, live at CAAG in Savannah.
In our conversation, we explore Tom's journey to becoming a part owner of Dayco Systems and the ongoing negotiations to acquire full ownership from the company's founder, Dean.
Key Takeaways:
Listen how Tom's decision to get the right type of license and speaking Portuguese with his wife in a buffet changed his life
Navigating the challenges of negotiating a fair deal
The importance of clear communication and setting expectations upfr...2024-04-1743 minThe BoostFrom Sweat Equity to Success with Jacob KraussIn this week’s episode, we chat with Jacob Krauss, Content Creator, Koolin’ with Kraus, HVAC Knights Co-Host, and Co-Owner, Bizzy Air.
Jacob discusses the unconventional path to business ownership, the challenges of rebranding and revitalizing a longstanding company, strategies for growth, and ways to engage with the community.
In our conversation, we uncover the ins and outs of acquiring and transforming a longstanding HVAC business into a modern, customer-focused business.
Key Takeaways:
The transition from B&G Air Specialists to Bizzy Air, and the vision behind the rebranding.
The importa...2024-04-1045 minThe BoostNavigating the World of Commercial HVAC and Refrigeration with Adrian GarciaIn this week’s episode, we chat with Adrian Garcia, HVAC content creator, podcaster, owner and partner at Reliable Kitchen Services.
Adrian discusses the challenges and rewards of running a family business and how his father, a skilled electrician, inspired him to enter the world of commercial HVAC and refrigeration in the food service industry. Adrian offers a unique perspective on various subjects like branding, strategies for year-round profitability, the value of HVAC techs, and why quality and expertise are worth every penny.
Key Takeaways:
Adrian’s initial reluctance to take o...2024-04-0339 minThe BoostHow ESOPs are cultural game changers with Loren GardnerThis week, we dive into a conversation with Loren Garder from Bergen Plumbing, Heating, & Cooling, exploring his journey as an educator in the trades.
Loren's early collaboration with his brother at Bergen led him to discover his passion for training aspiring tradesmen.
Under his guidance, Bergen's apprenticeship program evolved into the cornerstone of their culture, eventually expanding into the independent Blackhawk School of Apprenticeship, a crucial step for anyone joining Bergen.
The turning point came when Loren’s brother began transitioning the company into an Employee Stock Ownership Plan (ESOP), enabling employees to own...2024-03-2837 minThe BoostWhere you Focus, Where you Grow with Tersh BlissettThis week on our podcast, we recorded live at ACCA 2024 in Orlando. Our captivating conversation with Tersh Blissett, a vanguard in service innovation and co-host of the Service Business Mastery Podcast.
Tersh discusses his early curiosity that led him from tinkering to studying engineering at Georgia Tech, eventually finding his true calling in the trades.
He became co-owner at Tri-Star Heating, Air, and Plumbing before launching his own high-end HVAC company, Service Emperor, in 2019.
Distinct from Tri-Star’s high-volume approach, Service Emperor prides itself on meticulous attention to detail—ensuring technicians are not only...2024-03-2055 minThe BoostMarine turns to M&A Banker Who Dreamt of Life as a HVAC Owner with Nicholas MatosJoin us this week as we talk to Nicholas Matos, owner of Reliable Heating and Cooling in Indian Trail, NC. Nick's path led him from Miami and the Marines to the world of HVAC business ownership. After learning finance at J.P. Morgan, he used his valuation skills to transform a struggling HVAC shop into a seven-figure success within his first year.
Nick closed his first small business deal quickly – and right in the middle of peak season! He skillfully negotiated favorable terms without external financing, recognizing the limited buyer pool and leveraging that to his advantage....2024-03-1245 minThe BoostRight-Hand Man, Operational Genius, and HVAC Minority Owner with Mike Mueller.Ever wondered how a small HVAC company can scale up for big success? This week's guest, Mike Mueller, Head of Product Development, Integrator, and Coach at RocketX, shares the inside secrets.
Mike and Zach discuss lessons learned during COVID, Mike's journey from Absolute Airflow to Delightful Duck, and his comprehensive plan to take the company to the next level.
The Delightful Duck team is revamping their brand, boosting call center efficiency, and implementing strategic growth initiatives.
Want to hear Mike's complete growth strategy? Tune in to the full episode!
T...2024-03-0853 minThe BoostSolving Revenue Attribution for Home Service Contractors with Kevin LesageIn this episode, Kevin Lesage and Zach explore Channel Attribution and how to solve it in your digital marketing channels for home service contractors.
Searchlight Digital connects digital marketing channels to existing customer revenue, allowing easier channel measurement and aiming to improve marketing through successful campaigns.
Kevin and Zach go into details about the relationship between Agencies and Contractors. They discuss how to effectively get marketing channels dialed in with the Searchlight platform and how the platform can find leaks in marketing channels and dial-in spend.
With a last-click attribution model, Kevin tells...2024-02-2845 minThe BoostExploring Smart Dispatching and Inventory Management with JG Van GraanIn this episode, JG Van Graan and Zach explore Smart Dispatching, Inventory Management, and marketing for HVAC contractors.
ThermoGrid’s a field management software helps contractors with smart dispatching and inventory management.
We discuss how Smart Dispatching can help contractors by analyzing technician’s schedules, skills, locations, and performance to make the best suggestion and automatically send the right technician to every job.
JG talks about his 25 years in the HVAC industry and shares some memories of his installer days all the way through his current role as the Director of Sales at Thermo...2024-02-2134 minThe BoostDetails are the difference between wins and loses with Jordan WinarIn this episode, we talk with Jordan Winar, Owner of Zion Outdoors. Jordan started Zion Outdoors after 10 years as Chief Growth Officer at Allied Outdoor Solutions.
Zach and Jordan drift into the days of yore, both former endurance athletes. Jordan was an Xterra guy and Zach an Ironman triathlete, both who ascended to their respective World Championship races and are now business owners.
Jordan talks about his victories and failures, on the bike and in the workplace.
Jordan shares a growth story from his days at Allied, where scaling didn’t work and th...2024-02-1436 minThe BoostUnderstanding your ideal customer profile (ICP) with Dan MaldonadoDan sits down to discuss Native Tree Care’s ideal customer profile (ICP) and how he and Native Tree Care targets new customers and continues to grow.
In this episode, we kick off our podcast with Dan Maldonado, President and founder of Native Tree Care.
Dan tells us it’s important to think about our customers daily.
Key Takeaways:
Navigating your ideal customer profile (ICP)
Getting the phone to ring to keep the crews booked - small home services struggle to find successful channels because they are looking for the quickes...2024-02-0828 min