Contents
In this episode of The Site Shed, Matt Jones sits down with Kathryn Howard, co-owner of Lee’s Air, Plumbing & Heating, to discuss how she helped scale a trade business from $30M to $100M in just one year.
Kathryn shares her incredible journey, from facing personal struggles to becoming a powerhouse in the trades industry. She reveals the strategies behind rapid organic growth, successful acquisitions, and building a high-performance culture that attracts top talent.
If you’re looking to scale your trade business sustainably, increase profits, and build a winning team, this episode is packed with practical, real-world advice.
Key Takeaways
Scaling Fast – Organic Growth vs. Acquisitions
- Lee’s Air grew from $30M to $100M in one year, with $40M coming from acquisitions and $30M+ from organic growth
- The secret to organic growth? Streamlining processes, cutting inefficiencies, and creating a culture of high performance
- Acquisitions are not a shortcut—they require strong leadership, culture integration, and financial strategy
The Power of a High-Performance Culture
- Growth starts by removing underperformers and replacing them with driven, high-value team members
- A winning culture attracts the best talent—people want to be part of a company that sets high standards and rewards excellence
- The focus should be on technician empowerment, with daily huddles and recognition for top performers
Pricing & Profitability – The 10%+ Net Profit Rule
- Know your numbers—Kathryn ensured Lee’s Air increased net profits from 7% to 17% during rapid scaling
- Charging more isn’t enough—you need to focus on efficiency, reducing overheads, and maximising technician productivity
- Kathryn’s team achieved 300% more installs with fewer technicians by refining processes and training
Training & Recruiting – Finding the Right People
- Stop hiring just anyone—low-hanging fruit in recruitment leads to high turnover costs
- Skilled labor is the bottleneck—the best way to scale is to train and develop your own technicians
- Implement structured training, career progression, and performance-based incentives
Preparing for an Exit – The Final Stage of Scaling
- Scaling isn’t just about revenue—it’s about making the business valuable to potential buyers
- Kathryn’s focus now is on ensuring Lee’s Air is a standalone, profitable business that can thrive post-sale
- Exiting is a long-term strategy, requiring the right leadership in place before stepping back
Conclusion
Key takeaways for trade business success:
- Streamline operations—cut inefficiencies and focus on high-performance processes
- Build a winning culture—hire the right people and reward top performers
- Know your numbers—track revenue, profit, and performance metrics daily
- Plan for the future—scaling should increase value, not just revenue
Ready to dive deeper into these topics? Don’t miss out on our full podcast episode with Ellen Rohr. Click the button below to start listening!
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