How A $5M Plumbing Operation Dominates Its Market, with Kevin Cohen

by Plumbing Marketing Profits on June 5, 2018

Listen in as I interview Kevin Cohen from Kevin Cohen Plumbing Inc. He's successfully grown his plumbing company to over $5M per year with a 40+ person operation. Discover what he's doing to keep his phones ringing, trucks running & business booming!

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  • Kevin Cohen Plumbing -
  • Based in Eugene, OR
  • Full service Plumbing
  • $5M Revenue

Please post your comments & follow up questions below! Also, be sure to subscribe for the podcast so you don't miss any of the upcoming interviews:

Subscribe for the podcast & get emailed as new interviews are posted 

Every plumbing operation in existence is led by owners and managers who want it to succeed. But it's important to learn from those who have been down the road of success in order for it to happen. In this conversation, Kevin Cohen explains how his plumbing company, based in Eugene Oregon, has risen to the top of its market. He discusses how they target their ideal clients, the types of marketing they do to attract attention and build a reputation, and how they build a team of superstar plumbers and service agents. You won't want to miss this revealing episode.

Targeting a very specific client: Soccer Moms between 30 and 50 years old

Do you know who your ideal customer is? If you don't, you are going to spin your wheels trying to attract everyone in your market. Kevin Cohen says that the ideal client for his company is soccer moms, aged 30 to 50 years old, who own their own home. All of his marketing reflects that knowledge and it has proven to be very successful. Kevin explains why having an ideal customer in mind helps you with your marketing, how you can position yourself better in your market to reach those people, and what results you should expect once you do. It's all on this episode.

Creating the same service and experience every single time

One of the hallmarks of every successful plumbing operation - or every successful business for that matter - is that the quality and experience customers receive is the same every single time they receive it. The team at Kevin Cohen Plumbing strives to pay attention to the details so that every customer's experience is identical to the one before - because when you are providing great service and a wonderful experience, that is what customers come to expect. Learn the kinds of things that Kevin and his team pay attention to in order to set the right expectations with their customers and deliver on the promises that they make as a service provider. These insights alone are worth the time it will take you to listen.

Using home shows to gain exposure and schedule service calls

Since plumbing operations are service businesses, you may not think that paying big money to be part of a home show would be a very profitable use of your marketing dollars. But Kevin Cohen explains how his company sees at least $40,000 worth of revenue come in after every appearance they make at their local home show. But it's not only about the immediate revenue, it's also about gaining broader exposure in the market and becoming the go-to plumber for the area in the minds of those who live in the community. Kevin shares exactly how they go about successfully participating in these home shows and tells you what they do there to attract attention and build great relationships with potential customers. Be sure you listen.

Going after high school students to build a team of quality employees

One of the most difficult parts of any service business, including plumbing operations, is discovering, attracting, and keeping qualified employees. A good plumber is hard to find. In this conversation, Kevin explains how he has found success building cooperative relationships with educators in local high schools. His presence there has enabled him to connect with students who are not considering college or advanced degrees but would rather work in a trade. He's able to establish good relationships with those students, set up internships for some, and move others into apprenticeships, which naturally fuels his employee pipeline for years to come. Kevin doesn't hold anything back in explaining how this process works, so if you were looking for a new way to find qualified plumbers for your business, you've got to listen.

Outline of This Episode

  • [0:24] 16 trucks, 43 full time employees, $5.5 million in revenue, 20 years in business
  • [3:55] The market in which Kevin works: Eugene, Oregon
  • [11:01] The ideal customer Kevin’s company is aiming to serve (market)
  • [15:16] What Kevin does to generate awareness and leads (media)
  • [38:35] Building a healthy and happy company culture
  • [42:33] The digital ninja Kevin hired - and what he does
  • [46:30] Attracting good plumbers and keeping them busy - even in high schools
  • [52:11] Final wisdom Kevin shares from his 20 years in the business

Resources & People Mentioned

Connect With Josh


Josh Nelson is a marketing expert that specializes in helping Plumbing Business increase their sales & grow their business by more effectively MARKETING. He is a recognized speaker, author and regularly presents at PHCC, ACCA and Plumbing Contracting Associations. His articles have been published in Plumbing & Mechanical Magazine, Contractor Magazine and HVAC Insider. He is the author of The Complete Guide To Internet Marketing for Plumbing Contractors.

Plumbing Marketing Profits – who has written posts on Plumbing Marketing Tips, Ideas & Strategies for Plumbers | Plumber Marketing.

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