Скачать или смотреть Blue-Collar Boom: Justin Schaffer on Why HVAC, Plumbing, and Landscaping Command PE Multiples

In this episode of Wise Tech for Wise Money, Gary Wayne interviews Justin Schaffer, Business Development Senior Associate at JTW Advisors—a boutique investment bank specializing in home building, land development, and blue-collar services. From college football to generating $12M+ in success fees at Woodbridge International, then buy-side acquisition integration at William Raveis Real Estate, Justin shares why "boots-on-the-ground" businesses like HVAC, plumbing, roofing, and landscaping are trading at 8-17x EBITDA despite the AI boom—and how owners can maximize exits.​

What we cover:
• Justin's path: 100+ interviews post-college → marketing associate cold-calling 300 buyers/day → leading cradle-to-grave deals at Woodbridge (industry-agnostic, $1-25M EBITDA, 7,500 PE + 30K strategics per deal).​
• Buy-side lessons at William Raveis: acquiring 50+ real estate offices across 9 states, integrating HR/IT/accounting, and balancing buyer/seller interests to retain agents.​
• Blue-collar golden age: HVAC (7th inning roll-ups), landscaping/pest control (15-17x for 80%+ recurring), roofing/electrical—AI enhances marketing/back-office but can't replace technicians.​
• Valuation drivers: quality reporting (pipeline/backlog/customer data) adds 1-2 turns; sophisticated sellers get 8-11x vs. 4-7x for new construction.​
• Deal process: 1-3 months prep (40-slide CIM), 4-8 weeks market (1-2K buyers), 45-90 days exclusivity; bottlenecks = client data pulls, not buyer diligence.​
• Seller pitfalls: selling at peak (profits cliff), self-representing (leave 2-3 turns on table), poor prep (5-year runway ideal for reporting/team/tax planning).​
• JTW niche: "lawn to basement" (HVAC/plumbing/landscaping/roofing/pest control); broad auctions (2K buyers) for double-digit offers; fiduciary: turn away unready clients.


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— Gary Wayne, AI A1 Solutions

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