You’re Growing Fast… So Why Are You Still Broke?
Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast
Collections culture and payment terms
John emphasizes a culture of collections, down payments and COD to grow cash alongside revenue, not delay it.
In this episode, John Wilson sits down with Patrick Dichter, owner of AppleTree Business Services, to break down what “good accounting” actually looks like inside a growing home service business — and why financial clarity becomes a competitive advantage as you scale.
John opens up about a hard truth: he didn’t get his first clean month-end close until last year, and it made almost a decade of decision-making harder than it needed to be. Patrick walks through the real stages most home service operators go through — from “Checkbook Charlie” to outsourced bookkeeping to in-house controllers — and the exact problems that show up at each stage.
They dig into why growth eats cash even when the business is “doing everything right,” how bad accruals and broken CRM/accounting integrations quietly destroy margins, and what a simple cash forecast can do to keep you out of trouble. John also shares the painful lesson he learned in 2025: you can run a strong P&L and still get smoked on cash if you’re not thinking about the balance sheet.
If you’ve ever asked “where’s my money?” while growing, struggled to trust your gross margin, or felt like your business is flying blind month-to-month — this one is for you.
💼 Extra Special Thanks to Service Scalers!
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🚀 Huge Shoutout to SupplyHouse!
When it comes to fast turnaround times, SupplyHouse has our back! With 250,000+ SKUs covering plumbing, HVAC, and electrical, they make sure we get the right materials—fast and hassle-free.
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🎙️ Hosts & Guest
Host:
John Wilson — x.com/@WilsonCompanies
Guest:
Patrick Dichter — AppleTree Business Services
Website: appletreebusiness.com
Socials: @PatrickDichter (Twitter/X), LinkedIn
More Ways To Connect with O&O
John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC
📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.
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