#148: Can the Trades Take You Farther Than a Degree // Dustin Van Orman, Ismael Valdez // Next Level Pros
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What are the benefits of private equity in the trades?
Are you afraid that private equity will ruin your trades business? Think again. We'll reveal how top pros like Dustin Van Orman and Ishmael Valdez turned private equity into a powerhouse, scaling to $500 million and beyond. Learn how to spot real opportunities and avoid the scammers in the best practice and coaching groups. Don't miss this insider's guide to winning with private equity in the trades. All right, welcome to another episode of Next Level Pros. Super excited. We have incredible guests in the studio today. It's a unique experience. All four of us have been involved in private equity in one way or the other in the trades. And so super excited. We've got Mr. Ishmael Valdez, and we've got Dustin Van Norman here on the show. Welcome to the show, boys. Thank you. Excited to have you. Thanks, guys. Yeah, dude. Thanks for traveling up. It's been a good time. So let's get a quick brief synopsis. If you can give me like just the 60 second version of your story. I know you came from different backgrounds in the trades. If you can go into that.
How did Ismael Valdez achieve rapid business growth?
My name is Ishmael Valdez. I've been in the trades for about 15 years. Just had a successful exit on a plumbing and air conditioning company about four years ago. Grew probably the fastest air conditioning and plumbing business in the nation. It took us six years and four months to exit that business.
So what are we talking from zero to what were you doing in revenue?
We did zero to $108 million in revenue in six years and four months. All plumbing. We started with 8-track and then bolted on the plumbing side on it. We're about to get electric over.
You know, that's probably the closest to competing with us, Daryl. Is that right? Yeah. I mean, zero to 233 in four and a half years. Let's go, baby. Just got to give you some crap. No, that's sweet, man. In the HVAC, you said you were in plumbing as well?
Yes, sir.
Nice. That's awesome. So all three of the main trades going on with that.
Question for you real quick. When you were growing your business, did you build that to sell? No. What point did you see that as an exit?
Um... I think in 2020, 2021, the noise started, right? And when I say the noise started, we started hearing, hey, you know, I think Santa Roque was one of the first private equities that came into our industry. And they bought a company out like in North California. And, you know, they were talking about some ridiculous multiples, right? And then champions went right after that service champions right by, which is 15 minutes away from me. There were a 27 year old business, you know, was doing about a hundred million dollars at the time. And, um, and then we started hearing more and more. And then, then I started getting approached. I'm sure just like you guys through emails and calls and people showing up to my shop, just saying, Hey man, you know, you got something valuable here. And at the time I, you know, I thought they were kidding around. I was like, you guys know we're plumbers, right? Like, You guys don't, like we do plumbing, air conditioning, and we're getting into electrical. Do you guys know that?
They're like, yeah, yeah, yeah. We just, you know, we're really interested. And at the time, I think I had like 400 employees, right? And that's when they started knocking on the door. And that's when I started educating myself because I was ignorant to, you know, I didn't even know what the term private equity was at the time. Yeah, yeah.
Yeah, we actually had a little bit different of an experience. Like when we launched, we fully intended to sell. That's dope, man. And, well, I mean, we had a career going up into that point that was like, you know, the hard knocks. I mean, was this your first business that you launched? Second business.
So Home Comfort was my first business. We did about 21 mail in four years, and then I did NextGen right after that.
Okay, awesome, awesome. Yeah, ours was a little bit different. We ended up running a process with like to get private equity knocking on the doors. We were in a little bit, obviously, different line of the trades with, you know, fully solar and electric. But yeah, a little bit different. Now you, on the other hand, come from a little bit different background.
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Chapters
8 chapters
1
What are the benefits of private equity in the trades?
0:00–1:04
2
How did Ismael Valdez achieve rapid business growth?
1:04–15:49
3
What challenges exist in California's trades market?
15:49
4
How can trades attract top sales talent?
6:49
5
What role does sales culture play in business growth?
5:15–19:19
6
How can we address the labor shortage in the trades?
19:19
7
What is the significance of accountability in coaching?
10:22–13:57
8
How does technology impact the future of trades?
13:57–56:47
Speakers
3 identifiedMore from Next Level Pros
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