Interview with Trevor Flannigan - How He Helped Grow a $20M Plumbing HVAC Comany

by Plumbing Marketing Profits on July 19, 2018

On this episode of the Plumbing & HVAC Marketing Podcast I interview Trevor Flannigan from Home Service Chats & former operations manager at Bob Hamilton Plumbing & HVAC. While he was there he helped grow the business to over $20M per year in annual revenue.

Listen in as I pick his brain on what they did to keep their phones ringing, trucks running & BUSINESS BOOMING.

In this episode of the Plumbing and HVAC podcast, we get to hear from a guy who’s been part of the business from both the service provider side and the industry side. Trevor Flannigan got started in the plumbing and HVAC business by taking on an administrative position for a plumbing company in Kansas City. He worked his way up quickly through what he describes as “going for easy promotions.” Now he’s part of the team at “HomeServiceChats” - a company that provides chat functionality and services for service industry professionals. Listen to hear how Trevor’s team grew their plumbing/HVAC company to $20M. He shares clear and tactical advice, so be sure you listen.

Do You Know How To Identify Your Ideal Plumbing and HVAC Customer?

One of the most important parts of the work Trevor and his team did to refine the marketing of their plumbing business was to determine their ideal target customer. For them, it was women between the ages of 21 and 51 who also possessed a number of other characteristics. Trevor stresses the importance of knowing WHO you are marketing to. It impacts what you say and how you say it - and in many cases even WHERE you say it. Learn how to take this foundational step in developing a powerful marketing plan for your business, on this episode.

Your Customers Are Comparing You To Every Other Business Interaction

It’s easy to think that all you need to do is to be better than the other plumbers or HVAC companies in your market. While that’s true, it goes further than that. Customers these days are comparing their experiences with companies across industries. So when it comes to the experience and service your customers receive from you, you’re not only going up against the other HVAC and plumbing companies in your market, you’re also going up against Chick-Fil-A, Apple, and others. How are you doing? In this conversation, Trevor gives many tips for how you can set yourself apart from the moment your technician walks into a customer’s door. Don’t miss it.

Your Plumbing and HVAC Business MUST Have An Annual Marketing Plan

No business can expect to succeed if it is lacking strategy. You’ve got to determine exactly how you’re going to get your message in front of your ideal customer, how you’re going to attract them, and how you are going to remind past customers that they could use your service again. Nothing happens by accident. Trevor explains the steps his team went through to create their own annual marketing plan, how it benefited them in the long run, and how you can do the same thing using nothing more than a spreadsheet. Find out how, on this episode.

The Biggest Hindrance To the Growth of Your Plumbing and HVAC Business Is Ego

As Trevor and Josh spoke about the importance of education and growth for business owners and managers in the service industry, Trevor shared a number of organizations that have helped him grow as a professional. His belief is that all of us need to grow and learn and that it’s foolish to try to go it alone. Find out why Trevor believes that the biggest growth obstacle to most plumbing and HVAC businesses is the ego of their leaders. But also, learn what you can do to ensure you’re not putting unnecessary obstacles in your company’s way. It’s all on this episode.

Outline of This Episode

  • [1:21] Starting with a Plumbing HVAC company and lobbying for easy promotions
  • [6:27] Marketing techniques to keep the phones ringing and trucks running
  • [13:21] Providing an amazing experience and planning a year’s worth of marketing
  • [26:25] The milestones of business growth on the way to $20M
  • [34:24] Social media implementation strategies that work for Plumbing and HVAC
  • [38:04] Training programs that have had a big impact on Trevor
  • [42:19] What is Service Chats and how does it work for Trevor’s customers?
  • [50:00] Advice for those looking to move their Plumbing and HVAC business to the next level

Resources & People Mentioned

Connect With Josh


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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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