The Boost

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 impact business valuations. Finally, Brian emphasizes the necessity of having knowledgeable representation during business transactions to maximize outcomes.
 
Key Takeaways :
The Value of Expertise in Business Transactions: Partnering with professionals who understand private equity can significantly enhance the value of your deal. Business owners in the HVAC space often struggle to understand the complexities of EBITDA, which professionals can navigate more effectively to maximize deal value.
The Importance of Choosing the Right Partner: Whether opting for a private equity buyout or a buy-and-hold strategy, selecting a partner whose goals align with your business ambitions is crucial. Understanding different models like strategic private equity partnerships versus buy-and-hold strategies can help owners make informed decisions.
Economic and Market Factors: COVID-19 played a significant role in reshaping the HVAC and home services market. It highlighted the resilience of these businesses and increased their attractiveness to private equity due to high usage and demand spikes during the lockdown periods.
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Brian Cohen
LinkedIn: https://www.linkedin.com/in/brian-david-cohen/
Facebook: https://www.facebook.com/briandavidcohen
Website: https://sfpadvisors.com
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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, including Eugene's victory in a pull-up contest at Rocket X.
 
Key Takeaways  
Embrace Change: The journey of running a business requires constant adaptation. Be prepared to hire people, build processes, and deal with challenges head-on. 
Seek Expertise: Recognize that you can't do everything alone. Finding skilled people who are better than you in certain areas is crucial to building a successful business. 
Networking and Mentorship: Engaging with various experts and leaders in the industry can provide valuable insights and guidance on your business journey. 
Start Small: Putting a small amount of money aside for initial expenses and not being afraid to take the leap can pave the way for success. 
Legacy Plans: For those looking to take over or buy a family business, open communication and trust are important
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Eugene Geis
Facebook: https://www.facebook.com/eugene.geis.90
Instagram: https://www.instagram.com/eugene_geis/
Website: https://www.flexairtx.com/
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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 he faced while trying to maintain family relationships intact. 
Cody's exit and subsequently starting Utility Plumbing Services highlights his resilience and determination. Finally, Cody provides insights into starting a new business from scratch, emphasizing the importance of securing funding and making smart financial decisions.
 
Key Takeaways:
The challenges Cody faced in his personal life that ultimately led to his exit from the family business
Cody's advice for securing funding before making major investments in a new business
The importance of letting attorneys handle negotiations to avoid emotional entanglements
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Cody McLeod
Instagram: https://www.instagram.com/codymcleod_88/
Website: https://utilityplumbingservices.com
Instagram: https://www.instagram.com/utilityplumbingservices/
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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 insights into what buyers look for and how sellers can prepare their businesses for sale.
 
Key Takeaways:
Patrick discusses the benefits of using a broker and how they can guarantee a seamless transaction.
The key factors buyers look for, such as customer base, employees, and brand reputation
Trends in the industry including an increase in private equity acquisitions and younger entrepreneurs re-entering the market
The importance of having a clean financial record and how that helps a seller negotiate a higher sale price
Strategies for increasing the value of a smaller HVAC business, like implementing a CRM system
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Patrick Lange
LinkedIn: https://www.linkedin.com/in/patrick-lange-businessbroker/
Website: https://businessmodificationgroup.com/
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.
 

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 Takeaways:
Industry Insights: Addressing technician shortages and advocating for better treatment within companies.
Personal Journey: How passion drives success; from learning under his father to becoming a leader in the home service industry.
Overcoming Adversity: A touching recount of family struggles with cancer that shaped personal perspectives on life and work.
Building Culture: Developing a workplace environment where technicians feel valued, respected, and well-compensated - an 'All-Star' team approach at Beltway AC & Heating.
Empowering Technicians: Encouraging workers to seek employers that offer fair pay, benefits, and respect – highlighting there are great companies out there waiting for them.
Trade Advocacy: Promoting vocational careers as viable paths to financial success without necessarily pursuing traditional college pathways.
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Gil Cavey Jr.
Instagram: https://instagram.com/hvacuncensored
Facebook: https://facebook.com/hvacuncensored
YouTube: https://www.youtube.com/c/HVACUncensored
TikTok: https://www.tiktok.com/@hvacuncensored
Website: https://beltwayhvac.com/
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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 importance of managing debt, and operational efficiencies in growing a business.
 
Key Takeaways: 
Legacy Service Partners' Model
Succession Planning and Growth Strategy
Financial and Operational Preparation for Sale
Market Variability and Value Multiples 
Advice for Potential Sellers
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Ben Hummel
LinkedIn: https://www.linkedin.com/in/bhhummel/
Website: https://legacyservicepartners.com/
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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 grocery job can help you develop useful skills that can be useful later in life  
Balancing profitability with fair pricing for customers
The impact of private equity firms entering the home service industry
Maintaining a personal connection with employees while holding them accountable
Advice for aspiring entrepreneurs on the realities of starting a business
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Texas Medley
Instagram:  https://www.instagram.com/texasmedley
Facebook: https://www.facebook.com/justintexas.medley.5
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👉 Connect with Medley Heating, Air Conditioning & Plumbing
Website: https://www.callmedley.com/
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The Boost, a podcast for home service contractors.
We explore leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession. Lokal works closely with HVAC, roofing, plumbing, garage door companies, and many other HS companies to conquer their local turf and grow exponentially.
 
 

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 deposits, sweat equity, and potential early payoff penalties
The importance of documenting everything and setting clear action items during negotiations
The value of bringing in a third-party evaluator to provide an objective assessment
The benefits of leasing vehicles instead of purchasing them outright as the company scales
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Mike Prencavage Jr.
Website: http://www.thefamilyplumber.com
Instagram: https://www.instagram.com/socalplumbguy/
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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 beyond geography
How Classic Air Care evaluates potential acquisition targets and the challenges of replicating their culture across locations
The importance of having a defined leadership structure and streamlined processes when expanding to new markets
Valuable lessons learned from successful and derailed acquisition attempts
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Ryan Kletz
LinkedIn: https://www.linkedin.com/in/ryan-kletz-33775329/
Website: https://www.onehourcomfort.com
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.

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 importance of clear communication and setting expectations upfront
Plans for future growth through acquisitions, including expanding into plumbing and electrical
Lessons learned and advice for others considering buying an existing company
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Additional Resources
➡️ Schedule a FREE Marketing Assessment today: https://lokalhq.com/marketing-assessment/
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👉 Connect with Tom Lucas
LinkedIn: https://www.linkedin.com/in/tom-lucas-a62257174/
Website: https://daycosystems.com
Instagram: https://www.instagram.com/dayco_systems/
Facebook: https://www.facebook.com/daycosystems/
LinkTree: https://linktr.ee/dayco_systems
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.
Lokal digital marketing works exclusively with contractors specializing in HVAC, roofing, plumbing, and garage door companies to conquer their local turf and grow exponentially.
All Aboard the Longship! Powered by Vikings™.
For marketing tips, follow Zach Wilson on Instagram, TikTok, or Facebook.