Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast

#217 We Hit $1M Profit — Here’s Exactly How We Did It

Jul 1, 2025

Discover the secrets to hitting the coveted $1 million in EBITDA in the HVAC industry. The hosts share their journey of overcoming operational challenges and maximizing sales efficiency. Learn about the importance of technician retention and how strategic automation can cut costs while boosting output. They break down the significance of data-driven decisions and the art of refining sales processes. Plus, explore how to create a thriving environment for top talent and the roadmap to achieving a $10 million revenue goal.

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INSIGHT

EBITDA Defines Business Value

EBITDA is the true measure of business value, not revenue.
Profitability is crucial when selling or partnering in a business.

ANECDOTE

Managing Heat Wave with Mature Teams

John describes how their HVAC business handled scorching heat with more infrastructure enabling easier high-volume weeks.
Their manager noted a record week felt normal due to team maturity and procedures.

ADVICE

Scale Leads with Pay-Per Programs

Use pay-per programs like Service Scalers to scale lead generation effectively.
Leverage multiple lead channels to create steady sales pipeline growth.

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In this episode of Owned and Operated, John and Jack return to the studio to tackle the real-world challenges of running a successful HVAC business during peak summer heat. They dive into how weather-related service demand, infrastructure upgrades, and a mature home service team contribute to record-breaking weekly revenues and improved operational efficiency.

Discover how HVAC businesses can scale profitably by investing in technician retention, labor-saving automations, and strategic overseas staffing. John and Jack break down the processes that drive high performance—from sales training to data-driven decisions—all on the path to hitting their first $1 million in EBITDA and a $10 million annual revenue goal.

🔹 In This Episode, We Cover:
How scorching weather exposes weak HVAC infrastructure
Building mature teams and repeatable procedures for scale
Tracking metrics weekly to hit revenue and EBITDA milestones
Streamlining sales processes & technician training for efficiency
Leveraging data, automations, and overseas staff to cut costs
Creating an environment that keeps top technicians around
The roadmap to $10 million in revenue—next-year outlook

🌐 More resources

💼 Special Thanks to Service Scalers!

We’ve been partnering with Service Scalers to maximize our Local Service Ads (LSAs) and optimize our Google My Business profiles, and the results have been incredible. With hundreds of thousands in sales and 900+ calls in a single week, GMBs are now our top-performing organic lead channel.

Want to learn how Service Scalers can do the same for you?

🔗Check Them Out Here

💡 Special Thanks to Modernize!

We've been using Modernize for our water quality leads, and it's been a game-changer. If you’re serious about growing your business with better water quality leads, HVAC leads, or home improvement leads, check them out:

🔗 Get Quality Leads Here

👤 Hosts:
John Wilson

Jack Carr

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John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC

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