Mike Barnhart

As leaders, we are dealers of hope. And there's this phrase, without hope, the people will perish. And so we have to be providing hope for everybody that's part of our team. And literally, I don't think a week goes by that I don't think about that, is that we as leaders are dealers of hope so that our people don't perish.

As leaders, we are dealers of hope. And there's this phrase, without hope, the people will perish. And so we have to be providing hope for everybody that's part of our team. And literally, I don't think a week goes by that I don't think about that, is that we as leaders are dealers of hope so that our people don't perish.

What's up? I got to fix one of those numbers. We did $73 million last year. We're going for $91 million this year.

What's up? I got to fix one of those numbers. We did $73 million last year. We're going for $91 million this year.

91.

91.

I mean, 15% is a good one. If you can get to 17 or 18, you're doing even better.

I mean, 15% is a good one. If you can get to 17 or 18, you're doing even better.

Under 10.

Under 10.

Our strategy has always been in green fielding. But still, our Cincinnati location, we still lose money in it today. And we're a year and a half in. But our advertising spend is 35% of revenue right now. So you're doing that because when you look at the success story of it, like our Dayton location, we opened up in 2021. This year, we're doing $20 million in Dayton.

Our strategy has always been in green fielding. But still, our Cincinnati location, we still lose money in it today. And we're a year and a half in. But our advertising spend is 35% of revenue right now. So you're doing that because when you look at the success story of it, like our Dayton location, we opened up in 2021. This year, we're doing $20 million in Dayton.

And it's super cash flow positive. It's actually the highest margin in location business right now in our business. So it is a little bit different as you're scaling and how that changes.

And it's super cash flow positive. It's actually the highest margin in location business right now in our business. So it is a little bit different as you're scaling and how that changes.

It is slower, for sure. And you talked to Tom Howard. I remember I asked Tom one time, I was like, tell me about a tuck-in that didn't go well. And he's like, they've all gone well. So maybe some people are better than others. But with greenfielding, it's kind of crazy. Because yes, it does take three to four years to really adopt in the market. But once you've hit that kind of threshold,

It is slower, for sure. And you talked to Tom Howard. I remember I asked Tom one time, I was like, tell me about a tuck-in that didn't go well. And he's like, they've all gone well. So maybe some people are better than others. But with greenfielding, it's kind of crazy. Because yes, it does take three to four years to really adopt in the market. But once you've hit that kind of threshold,

It's like you've always been there. It's like you've been there for 20 years, even though once people do pick up your name. And really, I mean, anything that we've ever – I don't know if you've seen this, but any time I've ever made a change or we used to just be plumbing only and we added excavation and we added HVAC, we added electrical, we added other locations.

It's like you've always been there. It's like you've been there for 20 years, even though once people do pick up your name. And really, I mean, anything that we've ever – I don't know if you've seen this, but any time I've ever made a change or we used to just be plumbing only and we added excavation and we added HVAC, we added electrical, we added other locations.

You have these changing points within your business. And from the minute you make them and you start to enact them, they all seem to take like 36 months to get some traction. Maybe you can make it a little faster than that with as many, as good as you are, but it always has taken me three years to really build something.

You have these changing points within your business. And from the minute you make them and you start to enact them, they all seem to take like 36 months to get some traction. Maybe you can make it a little faster than that with as many, as good as you are, but it always has taken me three years to really build something.