Sell or Scale with John Bartlett

Adam Rich and Lindsay Fulton from Rich Ideas reveal why most home service businesses struggle with marketing and what it takes to scale from $3M to $10M+. They break down the 3:1 ROI rule (every marketing dollar should generate $3 in revenue), why the $3M revenue mark is the sweet spot for investment, and the four essential documents every business needs. Most importantly, they explain why marketing is often blamed when the real problems are in sales and operations, and how to fix the disconnect. A must-listen for HVAC, plumbing, electrical, and home improvement company owners ready to grow strategically.

Are your books a mess? John Bartlett of Brentwood Growth talks with Christopher Mallery, CEO of Top 2 Bottom Business Solutions (serving 1,300+ clients), and consultant Gretchen Johnson about the critical foundations of bookkeeping. They discuss common mistakes in revenue segmentation and COGS categorization, when to use cash versus accrual accounting, how often to review financials, and the pros and cons of outsourcing bookkeeping. Learn why you should review your P&L weekly, close books by the 5th-7th of each month, and why proper revenue segmentation can transform your financial clarity. Perfect for business owners struggling with their books or considering outsourcing.

Anuj Khandelwal from The Rooted Ventures shares what family offices look for when acquiring $1-3M EBITDA service businesses. With private equity experience from Ares Management and 40+ years of family business operations, Anuj reveals his investment criteria for B2B services and home services companies. Learn about deal structures, due diligence timelines, red flags like customer concentration, and why seller notes create better alignment. Discover which sectors excite buyers most—from standby generators to restoration services—and get practical advice on preparing your business for sale—essential insights for service business owners considering an exit strategy.

Griffin Rotman of Roystone Capital Management LP shares insights into investing in commercial service businesses like HVAC, roofing, and plumbing. Learn about the family office investment approach, platform-building strategies, and how business owners can prepare for a partnership that creates value for all stakeholders. Perfect for business owners considering their exit options or growth partnerships.

In this episode of Sell or Scale, John Bartlett interviews Dave Lewis, who leads acquisitions at PipeDreams, a home services roll-up focused on residential HVAC, plumbing, and electrical businesses. Dave shares what makes businesses attractive acquisitions and insights into deal structures, rollover equity, and post-acquisition integration. Discover their approach to preserving local brands while implementing growth strategies through targeted marketing investments, service line expansions, and strategic tuck-in acquisitions. Dave also offers candid advice for business owners considering a sale.

In this episode of Sell or Scale, host John Bartlett of Brentwood Growth talks with Mike Blumenfeld of BZR Advisors about private equity investments in the roofing industry. Mike shares insights into BZR's growth strategy, what they look for in potential partners, and the surprising trend of younger business owners seeking private equity partnerships. Learn about acquisition criteria, deal structures, and how partnering with private equity can transform a roofing business.

Mike explains how BZR has completed 11 acquisitions since 2023 and grown to over $300 million in revenue. He discusses why they focus on company culture, the minimum EBITDA requirements, and how they design deals to benefit both parties. If you're a roofing company owner considering selling or seeking investment, this episode provides valuable insights to prepare your business and find the right partner.

John Bartlett interviews Trey McWilliams and Joe Fox of Blue Cardinal Home Services Group about the emotional and practical aspects of selling a home service business. Trey shares his journey from third-generation HVAC business owner to platform creator, while Joe offers insights into acquisition strategy and deal structures. Learn about the importance of understanding your "why" before selling, what makes a successful transition, and how to evaluate potential partners for maximum returns on your rollover equity—essential viewing for home service business owners considering their exit options in the HVAC and plumbing sectors.

In this episode of the Sell or Scale podcast, host John Bartlett interviews Josh Ford of Engage Group Partners about his extensive experience acquiring and scaling residential HVAC, plumbing, and electrical businesses. Josh shares valuable insights into what makes a business attractive for acquisition, how he evaluates companies, his approach to deal structuring, and strategies for successful transitions. Learn how most service businesses get "stuck" at the $2-3M revenue mark and what it takes to break through this plateau. Whether you're a business owner considering an exit or an investor looking to enter the trades market, this conversation offers practical wisdom from someone who's successfully navigated multiple acquisitions.

In the Sell or Scale podcast episode, John Bartlett interviews Jonathan Babcock of Compass Group Equity Partners about navigating private equity partnerships in the lower middle market. Jonathan shares insights into what makes businesses attractive acquisition targets, how owners should prepare for a sale, and the importance of finding partners who align with your goals. Learn how Compass Group’s thesis-driven approach and operational support team help businesses break through growth plateaus and create value. Whether you're considering an exit in the near future or planning years ahead, this conversation provides valuable guidance for business owners evaluating their options.