Contents
In this episode of The Site Shed, host Matt Jones sits down with Scott Irwin, founder of Network Plumbing, to discuss the biggest challenges facing plumbing and home services businesses today.
Scott shares lessons from his journey, including how he navigated economic downturns, staff retention issues, and pricing mistakes while growing a $25M+ trade business. If you’re a trade business owner looking to increase profitability, build a resilient team, and avoid common pitfalls, this episode is packed with actionable insights.
Key Takeaways
Adapting to Market Changes & Economic Downturns
- Business revenue can drop overnight due to external factors—having a backup plan is crucial
- Pivoting to residential work helped Scott’s company recover after losing 50% of revenue
- Success is about mindset—believe in what you’re doing and outwork everyone
“We lost 50% of our revenue overnight. We had to pivot fast, move into residential work, and rebuild from there.”
Building & Retaining a Strong Team
- Staff retention is one of the biggest challenges - invest in your team for long-term stability
- A strong company culture helps attract and retain top talent
- Training & mentorship programs create a clear career path, keeping employees engaged
Pricing for Profitability – Stop Undercutting Yourself
- Know your numbers - Scott shares how a single pricing mistake cost his business £400K in one month
- Aim for at least 20% net profit - don’t compete on being the cheapest
- Expanding services (e.g., HVAC, electrical) should be done strategically
Scaling the Right Way – Avoiding Growth Pitfalls
- Not all expansion is good—Scott shares how diversifying too fast led to challenges
- Customer service is the foundation - repeat clients and referrals drive business
- Onboarding & training new staff is critical when scaling
Conclusion
Scott Irwin’s journey offers practical lessons for any trade business owner looking to overcome industry challenges and build long-term success.
The key takeaways:
- Know your numbers - track revenue and profit margins to make informed decisions
- Invest in your team - a strong company culture leads to retention and productivity
- Charge what you’re worth - stop discounting and focus on value
- Build strong foundations before expanding - don’t chase growth at the cost of profitability
Need Help Growing Your Trade Business?
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