Owned and Operated Podcast Episode #233: How They Make $7M+ a Year From Their Plumbing Company
Podcast Information:
- Title: Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast
- Host: John Wilson
- Guests: Laura and Brian Beltz
- Release Date: August 14, 2025
Introduction
In Episode #233 of Owned and Operated, host John Wilson welcomes Laura and Brian Beltz, the dynamic married couple behind a thriving plumbing, electrical, and HVAC business. Based in rural Ohio, the Beltzs share their journey from humble beginnings to achieving annual revenues exceeding $7 million. This episode delves into their strategies for business growth, team building, marketing, and navigating the challenges of scaling a multi-trade home service company.
Starting the Business
Brian Beltz recounts his entrepreneurial spark, ignited after a disheartening conversation with his banker who suggested he should "go work for somebody else" (00:00). Armed with experience from the Navy as an electrician, Brian launched his own service company in 2001. Initially offering electrical, plumbing, and HVAC services, the business faced typical startup struggles, including financial instability and the need for diversification to stay afloat (01:20).
Growth and Scaling
The first significant growth phase occurred when Laura Beltz joined the company in 2008. With her background in marketing, Laura transformed the business's approach to growth by implementing structured processes and harnessing effective marketing strategies. Brian emphasizes the importance of collaboration, stating, "Jump in with both feet" (76:45).
The Beltzs initially operated with a small team of three members, including Brian and Laura. Over the years, their team expanded to 49 employees, a testament to their effective scaling strategies in a predominantly rural market (05:07).
Implementing Processes and Systems
A pivotal moment in their growth was the adoption of Nexar's service system and the Entrepreneurial Operating System (EOS) in 2015. Laura highlights, "Nextar has the whole entire process, the whole entire business model. Just do it" (09:58). Implementing these systems provided a structured framework that streamlined operations and facilitated consistent growth.
The Beltzs faced challenges during the initial implementation, particularly balancing daily operations with the adoption of new systems. However, persistence paid off, leading to a more organized and efficient business model (07:40).
Leadership and Team Building
Brian and Laura stress the necessity of investing in people. Brian reflects on a crucial realization: "You can't do everything with yourself and you got to get" (10:15). As the business grew, they recognized the importance of delegating responsibilities and empowering their team members.
The introduction of key roles such as Operations Manager and Implementation Manager was instrumental in aligning internal processes and enhancing customer service. Laura notes, "The way we treat our customers and the way that we treat our employees... sets us apart" (11:34).
Marketing and Lead Generation
Operating in a rural area south of Toledo, the Beltzs employed a combination of traditional and community-focused marketing strategies. They utilized billboards extensively, becoming a familiar sight in their region, which significantly boosted brand recognition (41:11).
Additionally, community engagement through sponsorships of local sports teams and events helped build strong relationships with customers. Laura emphasizes the effectiveness of billboards, stating, "We probably have the most billboards in our area. They seem to be extremely effective" (41:09).
Acquisition and Expansion
In early 2025, the Beltzs made their first acquisition, purchasing a half-million-dollar plumbing business from a retiring owner. This strategic move expanded their customer base and geographic reach. Brian describes the acquisition process, highlighting the importance of due diligence and cultural alignment: "We learned a lot from it... It was a very valuable training experience" (28:00).
The acquisition taught them valuable lessons in operational efficiency and the importance of having robust processes in place before scaling further (32:12).
Navigating Challenges
The Beltzs faced significant challenges during the COVID-19 pandemic. Initially, government subsidies and increased home system installations bolstered their revenues. However, as these subsidies ceased, they had to address underlying operational weaknesses that became glaringly apparent when the revenue influx stopped (13:07).
Implementing EOS provided the structure needed to tackle these challenges head-on. Laura states, "It doesn't allow us to lose focus of what we're trying to accomplish in a quarter or in the year" (16:16). Regular meetings and transparent financial practices fostered alignment and accountability within the team.
Future Plans and Scaling Up
Looking ahead, the Beltzs plan to continue growing through additional acquisitions, focusing on smaller towns where they can replicate their successful model. They are also exploring the development of a franchise model to facilitate expansion while maintaining their core values and operational standards.
Laura mentions, "We're trying to build a franchise model... Expand in a way that works for us" (73:31).
Lessons Learned and Key Takeaways
- Invest in People: "Jump in with both feet" (76:45) and prioritize hiring the right team members who align with your company’s values.
- Implement Structured Processes: Utilizing systems like Nexar and EOS can provide the necessary framework for sustained growth.
- Community Engagement: Building strong local relationships through marketing and community involvement is crucial, especially in rural areas.
- Be Adaptable: Flexibility in operations and marketing strategies allows businesses to navigate challenges effectively.
- Continuous Improvement: Regularly assess and refine business processes to maintain efficiency and support scaling efforts.
Notable Quotes
- Brian Beltz: "You need to invest in the people. Slow to hire, quick to fire. It's not a bad thing." (00:27)
- Laura Beltz: "Nextar has the whole entire process, the whole entire business model. Just do it." (09:58)
- Laura Beltz: "I don't really worry about our competition that much because they don't seem to be as focused as we are." (44:21)
- Brian Beltz: "Follow the process." (76:50)
- Laura Beltz: "Just get rid of them. Slow to hire, quick to fire." (77:55)
Conclusion
Laura and Brian Beltz exemplify how strategic planning, effective team building, and robust marketing can drive significant growth in the home services industry. Their journey from a small, multi-trade operation to a $7M+ annual revenue business offers invaluable insights for aspiring entrepreneurs in the plumbing, electrical, and HVAC sectors. By investing in their people, adhering to structured processes, and engaging deeply with their community, the Beltzs have created a resilient and scalable business model poised for continued success.
For more insights and actionable advice on growing your home service business, visit www.ownedandoperated.com.
Timestamp Reference:
- [00:00] - Brian Beltz discusses initial challenges and motivations.
- [00:27] - Laura Beltz shares key business philosophies.
- [05:07] - Growth from a team of three to 49 employees.
- [09:58] - Implementation of Nexar systems.
- [11:34] - Importance of customer and employee treatment.
- [16:16] - Benefits of EOS in maintaining focus.
- [28:00] - Details on the first business acquisition.
- [32:12] - Lessons learned from scaling operations.
- [44:21] - Competitive advantage through focused efforts.
- [73:31] - Future expansion plans and franchise model.
- [76:45] - Key lesson on investing in people.
- [76:50] - Importance of following processes.
- [77:55] - Quick hiring and firing for maintaining culture.
This comprehensive summary encapsulates the essential discussions and insights shared by Laura and Brian Beltz, providing a valuable resource for listeners and those interested in scaling their home service businesses.