Industry-Specific Playbooks
Exact blueprints for 12 high-profit service industries
HVAC Services Playbook
Industry Overview
- Average EBITDA: 12-18%
- Typical Multiple: 3-5x EBITDA
- Revenue per truck: $400-600k
- Sweet spot size: $2-5M revenue
Key Performance Metrics
| Metric |
Poor |
Average |
Excellent |
| Service agreement % |
<20% |
30-40% |
>50% |
| Gross margin |
<45% |
50-55% |
>60% |
| Average ticket |
<$300 |
$400-500 |
>$600 |
| Callback rate |
>5% |
2-3% |
<1% |
Growth Acceleration Tactics
- Service Agreement Push: Convert 50% of repair customers
- Shoulder Season Strategy: Indoor air quality, duct cleaning
- Commercial Mix: Target 30-40% commercial
- Energy Efficiency Rebates: Partner with utilities
- 24/7 Emergency Premium: 2x rates after hours
Acquisition Pro Tip: Buy in March-April when sellers are exhausted from winter emergency season and before summer rush. Valuations drop 10-15%.
Plumbing Services Playbook
Industry Specifics
- Recurring revenue potential: Lower than HVAC
- Emergency premium: Highest in trades
- Average job value: $350-450
- License requirements: Master plumber critical
| Revenue Stream |
% of Revenue |
Gross Margin |
Growth Strategy |
| Emergency repair |
40-50% |
65-70% |
SEO/PPC dominance |
| Remodel/renovation |
25-30% |
45-50% |
Contractor partnerships |
| Service contracts |
10-15% |
70-75% |
Annual inspection program |
| Water heaters |
15-20% |
40-45% |
Financing offers |
⚠️ Plumbing Red Flags
- No master plumber on staff (deal killer)
- High workers comp mod rate (>1.3)
- Old galvanized pipe specialist (dying market)
- No emergency service offering
Commercial Cleaning Playbook
The Recurring Revenue Machine
- Contract retention: 85-90% annual
- Gross margins: 25-35% (labor intensive)
- Revenue per employee: $35-45k
- Payment terms: Net 30-60 typical
Value Creation Opportunities
- Route Density: Cluster contracts geographically
- Daytime Cleaning: Premium pricing, better labor
- Specialty Services: Medical, data centers, clean rooms
- Supply Buying Power: Join buying co-op
- Technology: Time tracking, quality apps
Key Insight: Buy competitors and keep only profitable contracts
Landscaping Services Playbook
Seasonal Management Critical
| Season |
Revenue % |
Service Mix |
Margin |
| Spring |
35% |
Cleanup, mulch, planting |
45% |
| Summer |
40% |
Mowing, maintenance |
35% |
| Fall |
20% |
Cleanup, aeration |
40% |
| Winter |
5% |
Snow (region dependent) |
50% |
Profit Maximization Strategies
- Upsell Path: Mow → Fertilize → Full service
- Route Efficiency: No drive time >10 minutes
- Equipment Strategy: Lease mowers, buy trucks
- Labor Solution: H-2B visa program
- Winter Revenue: Holiday lighting installation
Pest Control Playbook
The Perfect Boring Business
- Recurring revenue: 80-90%
- Customer lifetime: 7-10 years
- Gross margins: 50-60%
- Route density key: 100+ stops per tech daily
Acquisition Sweet Spot: $750k-2M revenue at 4-5x EBITDA
| Service Type |
Initial Sale |
Monthly Recurring |
Margin |
| General pest |
$150-250 |
$35-50 |
65% |
| Termite |
$800-1500 |
$30-40 |
70% |
| Mosquito |
$0 |
$70-90 |
60% |
| Wildlife |
$300-800 |
$0 |
45% |
Painting Services Playbook
Project-Based Challenges
- No recurring revenue model
- Weather dependent scheduling
- Labor shortage acute
- Material costs volatile
Profit Optimization
- Commercial focus: Larger jobs, repeat clients
- Cabinet refinishing: High margin specialty
- Property management: Steady work source
- Warranty program: Annual touch-ups
Electrical Services Playbook
High Barrier, High Reward
- License moat: Master electrician required
- Average ticket: $500-800
- Emergency rates: 2-3x normal
- Commercial mix ideal: 60/40
Growth Vectors
- EV Charger Installation: New revenue stream
- Smart Home Integration: High margin add-on
- Generator Sales/Service: Recurring maintenance
- Energy Audits: Lead generation tool
- Service Agreements: Annual panel inspections
IT Services (MSP) Playbook
The Recurring Revenue King
- MRR percentage: 70-85%
- Gross margins: 40-50%
- Revenue per employee: $150-200k
- Typical multiples: 4-6x EBITDA
| Service Tier |
Per User/Month |
Margin |
Retention |
| Basic monitoring |
$50-75 |
70% |
85% |
| Full managed |
$100-150 |
50% |
90% |
| All inclusive |
$150-250 |
45% |
95% |
Auto Repair Playbook
Industry Disruption Risks
- EV transition reducing service needs
- Dealer warranty requirements
- Parts availability challenges
- Tech shortage acute
Defensive Strategies
- Fleet focus: Contracts with local businesses
- Specialty niche: European, diesel, hybrid
- Tire sales: Higher margin add-on
- Subscription model: Unlimited oil changes
Property Management Playbook
Fee-Based Stability
- Management fees: 8-10% of rent
- Leasing fees: 50-100% first month
- Maintenance markup: 10-20%
- Typical margins: 15-25% EBITDA
Scale Play: Buy and combine for efficiency
Home Services Roll-Up Playbook
Multi-Service Strategy
Combine complementary services under one brand:
- HVAC + Plumbing + Electrical = Full mechanical
- Landscaping + Pest + Pool = Outdoor services
- Cleaning + Handyman + Organizing = Home care
Roll-Up Math
Buy 3 companies at 3x = $3M invested
Combined EBITDA with synergies = $1.5M
Sell at 5x platform multiple = $7.5M
Return: 150% in 3 years
Quick Reference: Industry Comparison
| Industry |
Recurring % |
Margins |
Multiple |
Best Month to Buy |
| HVAC |
30-50% |
15-20% |
3-5x |
March-April |
| Plumbing |
10-20% |
15-20% |
3-4x |
February |
| Pest Control |
80-90% |
20-30% |
4-6x |
November |
| Landscaping |
60-70% |
10-15% |
2.5-3.5x |
October |
| IT Services |
70-85% |
15-25% |
4-6x |
January |
| Commercial Clean |
95% |
8-12% |
2.5-3.5x |
December |
© The Blueprint System™ - Industry-Specific Playbooks
Part of the Complete Blueprint System (Document #24 of 32)