Latest / Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies
How This Plumbing Company Hit 30 Million With a Sales Team
In episode 70 of Scaling Up with Fexingo, Lucas and Luna dive into the counterintuitive story of a residential plumbing company in Phoenix that scaled from $4 million to $30 million in revenue within five years — by building a dedicated sales team. Most tradespeople avoid sales because they see it as pushy or unprofessional. But this company, founded by a former HVAC technician named Dave Merrill, flipped the script. They hired salespeople who were trained to consult, not push, and they compensated them with a base salary plus a small commission on gross profit — not percentage of ticket. The…
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