HVAC Masters of the Hustle: Episode #294 – Brandon Brown, Owner of HVAC Plumbing

Released on October 28, 2024

Introduction

In Episode #294 of the HVAC Masters of the Hustle podcast, host JDubMoneyMaker welcomes Brandon Brown, the owner of Brown's Heating and Air Plumbing, to delve into his journey within the HVAC industry. This episode offers valuable insights into building a successful HVAC business, overcoming challenges, fostering a strong company culture, and leveraging marketing strategies to stand out in a competitive market.

Early Beginnings: How Brandon Entered the HVAC Industry

Brandon Brown's foray into the HVAC trades was serendipitous and driven by a passion for hands-on work. Reflecting on his high school years, Brandon shares:

"I knew I didn't, I wasn't going for a four-year degree. I kind of was a C average student. I hated school, but I love working with my hands." (02:27)

Opting for a dual enrollment program, he embraced heating and air conditioning, which set the foundation for his future endeavors. After graduating high school with his HVAC degree, Brandon wasted no time and began working for a local company until he decided to launch his own business in 2006.

Starting Brown's Heating and Air: Challenges and Overcoming Obstacles

Launching Brown's Heating and Air was a significant leap of faith for Brandon. Funded initially by a loan from his father-in-law, his startup journey was marked by resilience and adaptability. Brandon recounts:

"The biggest obstacle was finding work. ... I started riding around with a lawnmower on my back. I'd cut grass, I cleaned gutters. I help, I'd help elderly people change lights." (05:52)

In the early years, establishing trust in a market with established competitors was challenging. Brandon's hands-on approach in the community—offering various services beyond HVAC—helped him build a reputable name, eventually leading to partnerships with builders during the new construction boom.

However, the housing market crash posed significant hurdles. With substantial unpaid invoices, Brandon had to secure additional loans to keep the business afloat. Balancing his role as a volunteer firefighter and a business owner, he navigated these tough times by temporarily working with the Lynchburg Fire Department to stabilize his company's finances.

Building a Trustworthy Brand: Strategies in a Competitive Market

Brandon emphasizes the importance of differentiating his business through exceptional customer service and unique branding strategies. A standout tactic includes personalized gifts for customers:

"If they spend over $8,000 with us, they get custom Oreo cookies with our logo ... All of our guys, we have the best guys I've had ever. We get so many 5-star reviews." (12:18; 16:07)

By providing thoughtful gifts like branded Oreos and seasonal goodie bags, Brandon ensures that customers remember and appreciate the quality of service received. This approach not only fosters customer loyalty but also encourages word-of-mouth referrals, solidifying Brown's reputation as a premium HVAC service provider.

Company Culture: Employee Engagement and Buy-In

A pivotal factor in Brown's success is the strong company culture that Brandon has cultivated. He believes in treating employees exceptionally well, which naturally translates into outstanding customer service. Brandon explains:

"You have to treat your employees better than the owners. ... They automatically feel the love that they show to the customers." (14:04)

Initiatives include regular team events, bonuses, and personalized recognition. From organizing festive gatherings to conducting role-playing sales scenarios, Brandon ensures his team is motivated and aligned with the company's core values. This inclusive and supportive environment leads to high employee retention, with team members choosing to stay despite offers from competitors.

Marketing and Community Engagement: Social Media and Giving Back

Brandon leverages social media and community involvement to enhance his company's visibility and reputation. By actively engaging with the community and showcasing their services, Brown's Heating and Air maintains a robust online presence. Brandon notes:

"We dedicate a lot of time and money to give back to the community because community helped build me." (21:32)

Annual initiatives like free system giveaways for families in need and participation in local events reinforce the company's commitment to the community. These efforts not only build goodwill but also attract potential customers who value businesses that give back.

Financial Insights: Importance of Knowing Your Numbers and Memberships

A critical lesson Brandon learned over the years is the significance of understanding the business's financial metrics. It wasn’t until the company reached about twelve years in operation and expanded to 25-28 employees that Brandon began to focus intensely on the numbers. He states:

"I started really breaking down. ... after the market crash and builders, I didn't have contracts written ... I've learned that early ... just slow it, go slow, get the work you need, but make sure you're profitable." (09:37; 10:55)

Implementing detailed financial oversight allowed Brandon to sustain and grow his business even during economic downturns. Additionally, establishing a robust membership program with over 1,500 service agreements created a steady stream of recurring revenue, providing financial stability:

"If you have recurring loans that are three or four thousand a month, you're already starting off zero. Every month your loans are taken care of by recurring revenue." (19:46)

This strategic focus on recurring revenue ensures that essential expenses are covered, reducing financial stress and enabling further business growth.

Achievements and Future Goals: Growth, Book Release, and Expansion Plans

Brandon's dedication has culminated in significant achievements. His company is on track to reach $6.5 million in revenue by the end of 2024, doubling its revenue within four years. Moreover, in March of the same year, Brandon released his biography, "Cool Success," which became an Amazon bestseller shortly after its release:

"For the month of July, I was named a bestseller on Amazon." (34:51)

Looking ahead, Brandon aims to expand his services by adding electrical to his offerings, targeting a revenue goal of $8 million. Continuous team training, efficient truck management, and strategic partnerships with suppliers are integral to achieving these objectives.

Conclusion

Brandon Brown's journey with Brown's Heating and Air Plumbing is a testament to the power of resilience, strategic planning, and a customer-centric approach. From humble beginnings and overcoming economic challenges to establishing a reputable brand and fostering a supportive company culture, Brandon's story offers invaluable lessons for aspiring HVAC professionals and business owners alike.

As Brandon aptly puts it:

"If you have a dream, go for it. Nothing's impossible, no matter what you do ... Be proud to be a high school student. ... you're accomplishing something, even if it's a small part." (36:48)

Brandon's emphasis on pride in one's work and continuous community engagement serves as inspiration for those looking to excel in the HVAC industry.

Notable Quotes with Timestamps

• Brandon Brown on Choosing the HVAC Trade:

  "I knew I didn't, I wasn't going for a four-year degree. I kind of was a C average student. I hated school, but I love working with my hands." (02:27)

• On Overcoming Early Business Challenges:

  "The biggest obstacle was finding work. ... I started riding around with a lawnmower on my back. I'd cut grass, I cleaned gutters." (05:52)

• On Differentiating the Brand:

  "If they spend over $8,000 with us, they get custom Oreo cookies with our logo ..." (16:07)

• On Company Culture:

  "You have to treat your employees better than the owners. ... They automatically feel the love that they show to the customers." (14:04)

• On Financial Management:

  "If you have recurring loans that are three or four thousand a month, you're already starting off zero. Every month your loans are taken care of by recurring revenue." (19:46)

• On Business Achievements and Future Goals:

  "For the month of July, I was named a bestseller on Amazon." (34:51)

• On Perseverance and Pride:

  "If you have a dream, go for it. Nothing's impossible, no matter what you do ... Be proud to be a high school student." (36:48)

Key Takeaways

• Resilience and Adaptability: Facing economic downturns and initial business challenges with determination.

• Customer-Centric Branding: Implementing unique and personalized customer appreciation strategies.

• Strong Company Culture: Prioritizing employee well-being to enhance customer service.

• Financial Acumen: Understanding and managing business finances to ensure profitability and sustainability.

• Community Engagement: Leveraging social media and community initiatives to build brand reputation and loyalty.

• Continuous Growth: Expanding services and setting ambitious revenue goals to drive business success.

For those inspired by Brandon Brown's story and seeking to excel in the HVAC industry, Episode #294 of HVAC Masters of the Hustle offers a comprehensive blueprint for success.