Latest / Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies
How a Niche HVAC Firm Scaled Past 25 Million by Fixing Service Contracts
In episode 169 of Scaling Up, Lucas and Luna dig into a case that most business advisors would tell you to avoid: a small HVAC company that decided to stop chasing new installations and instead rebuild its entire model around maintenance contracts. We follow how this firm, based in Columbus, Ohio, hit about 8 million in revenue with a classic install-heavy model, then hit a wall when bigger competitors undercut them on every bid. The founder's fix? Flip the pricing, bundle preventive maintenance with a guaranteed response time, and change how the sales team gets paid. By 2025, that same…
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