In 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 databas...
Jun 25, 2025•41 min•Ep. 31
In 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 ...
Sep 06, 2024•43 min•Ep. 30
In 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 t...
Aug 30, 2024•46 min•Ep. 29
In 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 ...
Aug 23, 2024•34 min•Ep. 28
In 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 busine...
Aug 09, 2024•50 min•Ep. 27
In 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...
Aug 01, 2024•30 min•Ep. 26
In 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 ty...
Jul 26, 2024•48 min•Ep. 25
Today 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 ...
Jul 18, 2024•46 min•Ep. 24
In 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 effic...
Jul 11, 2024•45 min•Ep. 23
In 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 metric...
Jul 04, 2024•46 min•Ep. 22
In 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,...
Jun 27, 2024•59 min•Ep. 21
In 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 ...
Jun 20, 2024•54 min•Ep. 20
In 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, inc...
Jun 13, 2024•34 min•Ep. 19
In 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...
Jun 05, 2024•45 min•Ep. 18
In 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 in...
May 30, 2024•47 min•Ep. 17
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 ...
May 22, 2024•40 min•Ep. 16
In 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 i...
May 17, 2024•47 min•Ep. 15
In 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 grocer...
May 09, 2024•36 min•Ep. 14
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 deter...
May 02, 2024•50 min•Ep. 13
In 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 b...
Apr 25, 2024•50 min•Ep. 12
In 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 im...
Apr 17, 2024•44 min•Ep. 11
In 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...
Apr 10, 2024•45 min•Ep. 10
In 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...
Apr 03, 2024•39 min•Ep. 9
This 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 ...
Mar 28, 2024•37 min•Ep. 8
This 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. Distin...
Mar 20, 2024•55 min•Season 2Ep. 7
Join 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 ...
Mar 12, 2024•45 min•Ep. 6
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. W...
Mar 08, 2024•53 min•Ep. 5
In 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 Se...
Feb 28, 2024•46 min•Ep. 4
In 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 sha...
Feb 21, 2024•34 min•Ep. 3
In 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 sto...
Feb 14, 2024•36 min•Ep. 2
