Scaling to Success: 5 Acquisitions and 600% Growth with Kevin Henderson

Electrical, HVAC, Plumbing, Roofing

February 15, 2026

Revenue is a vital target for any business, but as Kevin Henderson, owner of Home Comfort Systems, explains, it’s not the only measure of success. While hitting a $20 million revenue goal is impressive, achieving it without efficiency can lead a company straight to bankruptcy. In a recent interview on The Successful Contractor podcast, Kevin shared his journey of growing his South Carolina-based residential heating, cooling, and plumbing business through strategic acquisitions and a commitment to systems.

From Technician to Business Owner

Kevin Henderson didn’t start at the top. He began his career in 1996 as an apprentice technician with no prior experience. Over 17.5 years at the same local company, he evolved from a “green” technician into a service manager and, eventually, a top-performing salesperson.

His transition to ownership came in 2013 when a former colleague offered him the chance to take over a small side business. Despite being comfortable in his previous role, Kevin realized he wasn’t getting any younger and decided it was time to put his years of experience to the test.

The Power of Strategic Acquisitions

One of the primary drivers of Kevin’s rapid growth has been his approach to acquisitions. Since 2013, he has acquired five local businesses. Kevin characterizes these as “fire sales”—businesses in duress where the owners were ready to exit and simply wanted their customers taken care of.

By acquiring these companies, Kevin was able to:

Expand his customer base quickly without relying solely on organic marketing.
Scale operations by integrating existing client lists into his growing service model.
Diversify services, eventually growing the plumbing side of the business into a million-dollar trade alongside HVAC.

Implementing Systems for 600% Growth

When Kevin took over in 2013, the business was small; today, it’s targeting $6.5 million in revenue. This 600% growth wasn’t accidental. A major turning point was Kevin’s decision to join Certain Path in 2017 to implement professional business systems.

Key Growth Strategies:

Dispatching for Profit: Kevin identifies call taking and dispatching as critical first steps for profitability.
Data-Driven Marketing: By working with coaches to analyze lead costs and return on investment (ROI), Kevin shifted his marketing spend to more effective channels.
Reputation Management: In 2013, the company had zero Google reviews; today, they have nearly 1,700, more than anyone else in their market.
Focusing on “Club Sales”: Leveraging maintenance agreements helps soften the “shoulder seasons” and keeps technicians busy year-round.

Evolving as a Leader

As the company grew from $1 million to over $6 million, Kevin had to change his leadership style. Initially, he was extremely involved in every detail, which led to significant stress and health problems.

To reach his next target of $20 million, Kevin has focused on:

Building a Strong Management Team: He hired key managers, including a dedicated HVAC manager and a general manager he had worked with previously.
Empowering Others: Kevin now pulls back to let his managers lead their own teams rather than “stepping on toes”.
Continuous Learning: Describing himself as a “forever learner,” Kevin continues to study the business from the outside to identify areas for improvement.

Final Advice for Contractors

For other contractors struggling to scale, Kevin emphasizes the importance of community and systems. Knowing that there is a network of people who have faced the same struggles can make the journey toward $20 million much less daunting.