How One Contractor Transformed a $2M Struggling Business into a 17% Net Profit Machine

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The Breaking Point: When Passion Isn’t Enough

At just 23 years old, this determined business owner bought his first company, full of drive, pride, and skill in the trades. But like many home improvement contractors, he quickly discovered that being good at the work didn’t mean he knew how to run a business.

“I was 27 with all the drive in the world, but no idea what I was doing.”

His business was heavily reliant on custom new construction, projects that brought prestige but unstable cash flow. He juggled heating and air, electrical, and plumbing projects across large custom homes, but the margins were thin, and he was often mortgaging personal assets just to make payroll.

The Turning Point: Profit Day & a Bold Decision

Everything changed in April 2004, on what seemed like a harmless invite to a free “Profit Day” event.

“I wasn’t going to buy anything. I went for the free steak lunch.”

But by noon, the stories shared, the financial insights revealed, and the realization that others faced the same problems struck a nerve.

“How do these guys know so much about my business? Maybe I’m not a unicorn. Maybe everybody does have the same problems.”

Two hours and a blank check later, he joined CertainPath (then SGI), setting the stage for a complete business transformation.

The Transformation: From Chaos to Clarity

Within one year of implementing the coaching and contractor management services he received, his company shifted from $2 million in low-margin new construction to $2 million in high-margin service and replacement.

“We went from losing half a percent to 17% net profit. That was wild-actually having money in the bank.”

Key changes included:

• Saying “no” to new construction

• Narrowing the focus to HVAC services

• Learning how to read a P&L statement

• Departmentalizing financials

• Attending targeted HVAC business training classes

• Letting go of electrical and plumbing divisions

The shift wasn’t just financial. It changed how he led his team and viewed his role as a business owner, not just a technician.

The Power of Coaching & Focused Business Training

What made this possible wasn’t just hard work—it was access to systems, accountability, and expert coaching.

“I had no idea what a general manager was or how to read a balance sheet. Now I live by them.”

He attended a general manager class, sent his team to HVAC sales and comfort advisor classes, and invested in software and processes tailored to HVAC companies.

Instead of running three businesses in one, he became a master of one. The HVAC business flourished—and so did his confidence as a leader.

Lessons for Other Contractors

If you’re running an HVAC business, electrical contracting company, or plumbing business and feel stuck—whether it’s inconsistent cash flow, poor margins, or lack of direction—this story shows that change is possible.

Top takeaways:

• Focus wins. Trying to run HVAC, electrical, and plumbing all at once diluted results.

• Profit comes from service, not just sales. Service and replacement work created sustainable, high-margin revenue.

• Coaching matters. Having access to HVAC coaches and trades business coaching was a game changer.

• Learn the business side. Financial training and software gave him visibility and control over performance.

Ready to Take the Next Step?

Whether you’re looking for business coaching for trades, HVAC business software, or electrical contractor support, the right partner can change everything.

🎧 Hear the full story and more on the CertainPath™ Podcast »