By Jim Hinshaw
I recently had the privilege of sitting in on a powerful planning workshop led by John and Vicki LaPlant. If you’re in the trades, you likely know them—they’ve been shaping our industry with financial training for nearly five decades. Beyond their business expertise, they’re also the driving force behind the Joseph Groh Foundation, a nonprofit dedicated to assisting those in the trades who’ve faced life-altering injuries. Whether it’s installing wheelchair-accessible showers, completing critical home repairs, or equipping a van, the foundation steps in to provide much-needed support.
At the recent Service Nation Expo, several events were auctioned to benefit the Joseph Groh Foundation. Tom Peregrino and I offered a couple of days of consulting, and John and Vicki organized a Success Planning Workshop. The workshop brought together ten companies, each invested in their growth, traveling to Dallas at their own expense. The proceeds—$7,500—went directly to the foundation. John and Vicki donated their time, and Tom and I joined to witness the process firsthand.
One of the highlights for me was working with John and Gretchen Wilcox, owners of Sureway Heating, Cooling, and Plumbing. They brought me in to do sales training and to look at maintenance agreements. They’ve recently rebranded from John Wilcox Heating, Cooling, and Plumbing to Sureway—a massive undertaking involving over 200 tasks, from van wraps to coffee mugs. The results are nothing short of spectacular.
The workshop was hosted at Ron Strelke’s Force Home Services in Denton, TX, and participants came from across the country—from the Midwest to the East Coast. What made it exceptional was the effort attendees invested in preparation.
A Deep Dive Into Financials
Participants gathered detailed financials from 2024, breaking down gross margins by business unit—service and replacements—while analyzing costs for equipment, materials, labor, and commissions. Each company shared their strategies for going-to market, whether through selling techs or comfort advisors, and explained their compensation structures.
One newer member shared that he personally handled all sales. When Vicki asked if he included his sales commissions in the financials, he confirmed that he had—following her prior advice. Throughout the session, John, Vicki, and financial experts Buford and Kim Martin challenged participants with probing questions.
Interestingly, a recurring trend emerged: many businesses had strong performance through August, followed by a downturn—until the week after the election, when calls surged. Several companies reported their best December ever, despite the holiday season.
Planning for Growth
Each company presented its goals and budgets for 2025, facing tough but constructive questions. Ambitious growth targets—some as high as 50%—prompted detailed discussions:
- Hiring Plans: Where will new employees come from?
- Marketing Strategies: How will you attract installers, techs, and leads?
- Operational Needs: Have you accounted for new vehicles, wraps, tools, and office staff?
- Emergency Plans: What’s your strategy when the phones stop ringing?
Participants shared insights on targeting specific neighborhoods with aging systems, using direct mail, video content, social media, and referral programs. Everyone came prepared with PowerPoint presentations and handouts showcasing their 2024 results and 2025 plans.
A Challenging but Rewarding Experience
Standing in front of 20 industry peers to present your financials and plans is no small feat. The room demanded specifics, not generalities. For some, it was an emotional experience—especially when following companies reporting 50% growth.
Yet, every participant agreed the workshop was worth the effort. It uncovered areas of weakness, highlighted strengths, and sparked actionable ideas.
While this event supported the Joseph Groh Foundation, similar sessions are a regular part of our industry, especially in the fourth quarter. We’ve hosted them at member locations, sometimes incorporating facility tours, and at our main office.
I’m grateful I had the opportunity to attend this workshop. It deepened my understanding of the process, and I know the companies involved walked away with valuable insights.
Until next time,
Jim