How Sewers Took this Plumbing Business from $6M to $25M

📅 December 2, 2025 ⏱️ 48:41 🎤 John Wilson, Isaac Zimmerman

Chapters

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0:00

High-Margin Drain Business

Isaac discusses the high-margin nature of the drain business and their strategy to be a high-volume, mid-price point option for sewer lining.
0:00

J Blandon's Growth

Isaac details J Blandon Plumbing's rapid growth from $6M to a projected $25M-$30M run rate, largely driven by their sewer business.
0:39

The 'Dogs' Promotion

Isaac explains their 'unclogs for dogs' promotion, offering $93 camera inspections and unlcogging with a donation, as a lead generation strategy.
0:06

Sales Process: Salesman with Camera

The discussion focuses on their unique sales process where a diagnostic technician (salesman with a camera) is sent directly to $93 calls.
0:10

Lining as a Cost-Effective Solution

Isaac explains how their trenchless lining service is positioned as a cost-effective alternative to traditional digging, saving customers money.
0:13

High-Volume, Mid-Point Pricing

Isaac emphasizes their strategy of high-volume, mid-point pricing for lining, aiming to be cheaper than competitors while offering superior service.
0:20

Educating the Customer

The sales process involves two hours of educating customers on the trade-offs of waiting and why cleaning is often a waste of money.
0:40

Challenges and Adaptations

Isaac addresses the challenges of their sales process, including a 30% close rate on initial calls, and their strategy to hire HVAC salespeople.
0:44

The Economics of Lining

John and Isaac break down the economics of sewer lining, including material and labor costs, and the high profit margins.
0:46

KPIs and Future Growth

Isaac shares key performance indicators for their sewer business and their future plans for scaling, including prep departments and prefab.

Speakers

John Wilson

Host

Isaac Zimmerman

Owner of J Blandon Plumbing

Key Takeaways

✦

Identify and double down on high-margin services: Focus on services like sewer lining that offer high gross margins (60-70%) to drive significant revenue growth.

✦

Challenge industry pricing norms: Offer premium, innovative solutions (like trenchless lining) at a competitive, mid-point price to attract high volume and differentiate from competitors.

✦

Streamline the sales process by sending skilled sales professionals directly to initial calls: Instead of multiple appointments with different technicians, send a salesperson equipped with diagnostic tools to increase close rates for high-value jobs.

✦

Educate customers on the long-term value of comprehensive solutions: Frame temporary fixes (like routine drain cleaning) as 'paying interest to the problem' and emphasize the cost savings and peace of mind of permanent repairs.

✦

Leverage direct mail and membership programs for lead generation: Utilize targeted marketing channels like direct mail (aiming for 0.35% response rates) and integrate high-value services into membership programs to generate consistent leads.

✦

Hire salespeople from adjacent, more competitive industries: Recruit HVAC salespeople who are accustomed to complex sales processes and lower close rates, as they may find the drain business more lucrative and less competitive.

✦

Invest heavily in specialized equipment and training: While expensive, investing in advanced technology like UV curing lining setups can lead to faster job completion, higher efficiency, and better service delivery.

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