From $700K to $30M With Multiple Locations!

📅 September 29, 2025 ⏱️ 22:59 🎤 John Wilson, Rich Jordan

Chapters

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0:00

Scaling Through Multi-Location

John Wilson introduces Rich Jordan, who rapidly grew his business through multi-location expansion, and sets the stage for discussing his approach.
3:30

Accidental Multi-Location Growth

Rich explains that his decision to acquire a second business in a different state was not strategic but a serendipitous opportunity to scale beyond a challenging 2.5-5 million dollar revenue range.
6:01

Lessons from Initial Centralization

Rich discusses the early challenges of centralizing services, particularly the call center, and the decision to decentralize before eventually recentralizing with more robust systems.
9:11

High-Touch Integration Strategy

Rich details his 'smash and grab' integration style, emphasizing a high-touch, flexible, and responsive approach to taking over new acquisitions.
12:27

Driving Culture in New Branches

Rich explains how he fosters culture by rapidly acting on employee feedback, rebranding under a single name, and heavily investing in frontline leadership training.
19:58

Sourcing and Developing Leaders

Rich shares his strategies for finding leaders, primarily promoting from within the field and office, and increasingly recruiting from military backgrounds.
22:21

Balancing Speed and Control

Rich highlights his company's bias for action and willingness to move quickly, even if it means breaking things, to address problems and adapt rapidly.
23:42

Wins and Losses in New Acquisitions

Rich recounts a recent acquisition, highlighting the cultural wins from removing a problematic employee and the drastic revenue and margin improvements achieved through price changes and technician training.
28:46

Building Greenfield Competency

Rich discusses the company's new focus on building greenfield locations to complement acquisitions, detailing efforts in leadership development, recruitment, and robust training programs.
34:00

Advice for Multi-Location Expansion

Rich advises listeners to assess non-negotiables versus areas for flexibility in new acquisitions and acknowledges that while multi-location growth is harder, it's essential for significant scaling.

Speakers

John Wilson

Host — Owner, Owned and Operated; Owner, 30ish million dollar plumbing, HVAC electric company

Rich Jordan

Key Takeaways

✦

Prioritize swift, high-touch integration for new acquisitions: Don't wait; get involved immediately to understand and adapt to the new team's needs.

✦

Centralize operations strategically and incrementally: While centralizing can create synergies, ensure your core systems (e.g., call center) are robust enough to handle increased volume before expanding.

✦

Empower frontline leaders: Invest heavily in training and developing your frontline managers, as they are crucial for driving culture and implementing operational changes.

✦

Act on employee feedback rapidly: Listening to and quickly addressing technicians' and staff's ideas can build immense trust and buy-in, accelerating cultural integration.

✦

Be bold with pricing and training: If an acquired business is underpricing, swiftly implement price increases and provide comprehensive training to technicians to confidently sell at new rates, leading to significant revenue and margin growth.

✦

Rebrand for unified culture: Consider rebranding all locations under a single name to foster a unified culture and shared identity across diverse branches.

✦

Develop a greenfield strategy: While acquisitions offer quick growth, build a competency in starting new branches from scratch to diversify growth avenues and mitigate risks.

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