Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast How He Built a $40M Home Service Business from the Ground Up
Oct 16, 2025
In this conversation with Christian Rattin, CEO of Five Star Home Services, listeners discover how he transformed a small HVAC business into a $40M powerhouse across multiple markets. He shares insights on the 'profit on purpose' philosophy, revealing how they donate 10% of revenue while focusing on sustainable growth. Christian emphasizes the importance of leadership development for all employees, even those without traditional backgrounds. He discusses the impact of adopting the Scaling Up system and the challenges of scaling with integrity and community support.
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From Local HVAC Shop To $40M Business
- Five Star grew from a 1972 mom-and-pop HVAC shop to ~$10M by 2018 using digital ads and small acquisitions.
- Christian joined as they scaled to $40M through big acquisitions and ServiceTitan adoption in 2022–23.
Slow Down To Strengthen Foundations
- After hypergrowth, Christian prioritized strengthening foundational systems over chasing more revenue.
- He shifted focus from service tactics to business processes, leadership, and quarterly priorities.
Teach Managers To Own The P&L
- Make P&L transparency part of manager training so managers can act on gross margin.
- Teach gross-margin levers and align pay so managers share responsibility for profitability.
