HVAC Acquisition Strategies Converting New Construction Jobs into Lifetime Residential Customers

In this week’s episode, we chat with Matt Ballard, CEO at Sunrise Mechanical.

Matt shares his personal journey, starting from his exposure to the air conditioning service business at a young age through his father’s company in Las Vegas. He recounts his experience in various roles, ranging from sweeping warehouses to sales, and eventually operations. Matt highlights his time in the private equity sector and his return to the family business, emphasizing the challenges and lessons learned along the way.

The discussion includes an analysis of the acquisition of Sunrise Mechanical and Sunrise Services, detailing the transition and the strategies implemented for sustainable growth. Multiple aspects are covered, such as operational efficiencies, customer acquisition, and innovative marketing approaches.

The podcast closes with Matt’s thoughts on maintaining a delicate balance between growth and employee well-being, emphasizing the need to sustain high levels of production without overworking the staff.

Key Takeaways:
Customer Acquisition Strategy: by capturing customer information at the time of installation in new homes, the company effectively acquires new customers with minimal costs.

Decoupling Relationships from Owners: The success of Sunrise Mechanical in new construction was attributed to decoupling key relationships from the business owners. This ensured smooth transitions when ownership changed, as the relationships were deeply embedded with various levels of staff rather than just the owners.

Operational Efficiency and Training: The company places a strong emphasis on operational efficiency and rigorous training. This includes establishing stringent processes and ensuring all team members are clear on their roles, contributing to the high performance and profitability of the construction division.

Additional Resources
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The Boost, a podcast for home service contractors.
Join CMO of Lokal, Zach Wilson, as he explores leaders & innovators in home services, their personal journeys, thoughts and experiences with growth, marketing, and succession.

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