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The Big Five Numbers Every Trades Owner Should Track - Mark Paup
At 24, Mark Paup bought a plumbing company from a newspaper ad with four trucks, five employees, and no real plan. More than 25 years later, that decision has grown into Golden Rule, a multi-location, multi-trade business with over 150 employees.
In this episode, Mark shares how he went from working two jobs to growing a company across Des Moines, Omaha, and Salt Lake City. He talks about the lessons that came from early setbacks, adding new trades, expanding into new markets, and learning to lead through systems, numbers, and consistency.
We also discuss the KPIs Mark watches every week, why cash flow should guide business decisions, and how Golden Rule is using AI in dispatching, call handling, and speed to lead without losing the human side of the business.
What You Will Learn in This Episode
- How Mark bought his first plumbing company at 24 years old
- Why quitting was never an option, even after the seller competed against him
- How Golden Rule grew from a small plumbing company into a multi-trade business
- Why leadership should drive expansion more than location
- What to know before opening a greenfield location
- Why Mark says new locations may require a few million dollars in reserve
- When it makes sense to add another trade like HVAC or electrical
- Why your first division should be stable before expanding into another service line
- The KPIs Mark tracks weekly to keep the business profitable
- Why cash flow should guide spending decisions
- How Mark uses a financial “quick check” to adjust before the month ends
- How AI is being used and why AI implementation needs a clear thesis, strategy, and internal communication
More From Profit & Grit
Book your complimentary Financial Insight Session with Tyler Martin, fractional CFO for home services and the trades, here:
http://cfointrocall.com
Learn more at http://cfomadeeasy.com
Follow the show for weekly interviews with HVAC, plumbing, and home service owners and experts who share what it really takes to grow, scale, and profit in the trades.
If you listen to any of the following shows, we’re sure you’ll love ours too! To The Point Home Services Podcast, Toolbox for the Trades, Masters of Home Service, Home Service Business Coach With David Moerman, BlueCollar.CEO, The Home Service Expert Podcast, Next Level Pros, Blue Collar Business Podcast, Home Service Millionaire with Mike Andes, The Contractor Fight with Tom Reber, and Blue Collar Success Group.
🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.
🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit
Tyler Martin, a fractional CFO for home services and the trades
📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting
View all episodes
By Tyler Martin
4.8
66 ratings
At 24, Mark Paup bought a plumbing company from a newspaper ad with four trucks, five employees, and no real plan. More than 25 years later, that decision has grown into Golden Rule, a multi-location, multi-trade business with over 150 employees.
In this episode, Mark shares how he went from working two jobs to growing a company across Des Moines, Omaha, and Salt Lake City. He talks about the lessons that came from early setbacks, adding new trades, expanding into new markets, and learning to lead through systems, numbers, and consistency.
We also discuss the KPIs Mark watches every week, why cash flow should guide business decisions, and how Golden Rule is using AI in dispatching, call handling, and speed to lead without losing the human side of the business.
What You Will Learn in This Episode
- How Mark bought his first plumbing company at 24 years old
- Why quitting was never an option, even after the seller competed against him
- How Golden Rule grew from a small plumbing company into a multi-trade business
- Why leadership should drive expansion more than location
- What to know before opening a greenfield location
- Why Mark says new locations may require a few million dollars in reserve
- When it makes sense to add another trade like HVAC or electrical
- Why your first division should be stable before expanding into another service line
- The KPIs Mark tracks weekly to keep the business profitable
- Why cash flow should guide spending decisions
- How Mark uses a financial “quick check” to adjust before the month ends
- How AI is being used and why AI implementation needs a clear thesis, strategy, and internal communication
More From Profit & Grit
Book your complimentary Financial Insight Session with Tyler Martin, fractional CFO for home services and the trades, here:
http://cfointrocall.com
Learn more at http://cfomadeeasy.com
Follow the show for weekly interviews with HVAC, plumbing, and home service owners and experts who share what it really takes to grow, scale, and profit in the trades.
If you listen to any of the following shows, we’re sure you’ll love ours too! To The Point Home Services Podcast, Toolbox for the Trades, Masters of Home Service, Home Service Business Coach With David Moerman, BlueCollar.CEO, The Home Service Expert Podcast, Next Level Pros, Blue Collar Business Podcast, Home Service Millionaire with Mike Andes, The Contractor Fight with Tom Reber, and Blue Collar Success Group.
🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.
🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
📸 Instagram & TikTok: @profitandgrit
Tyler Martin, a fractional CFO for home services and the trades
📅 Want to grow your business with smarter financial strategy?
Book a free intro meeting