Mark Denning: Secrets to Success in Home Services

Hey, it’s Jason Andrew here.

Today, I'm joined live in the studio by Mark Denning. 

He’s the owner and managing director of Fallon Solutions, a Brisbane-based home services business that provides trade services to customers in South East Queensland. 

I actually used their services myself, and let me tell you, it was one of the best customer experiences I’ve ever had with a tradesman. So, I made it my mission to track down the owner, and here we are.

In this chat, I talk to Mark about the story behind Fallon Solutions, how he grew the business from $2M to $50M in revenue by investing in talent, customer experience and tech.

Alright, let’s get into it.

Links:

To keep up with Mark, follow him on LinkedIn. 

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Show Notes:

(03:10) - Introduction to Fallon’s Services

(04:50) - Mark’s career before Fallon’s

(06:06) - The decision to buy 

(11:20) - 60% growth in year one: cash flow model of residential vs commercial

(14:33) - Customer acquisition strategies

(16:07) - Revenue growth: $2M to $50M in 20 years

(18:17) - Capacity and staffing model

(23:39) - Competitive difference and advertising strategy

(25:50) - Attracting and retaining talent in a service-based business

(32:49) - Capacity management software

(35:16) - Private equity interest in the HVAC industry

(40:03) - The future of Fallon’s

(41:08) - Mark’s experience with private equity: US vs Australia 

(43:54) - The motivation behind building businesses