CASE STUDY
Streamlining Operations
Industry
— HVAC & Plumbing
— Consumer Services
Duration
— 6 Months
Team
— 1 Vice President
— 1 Managing Director
Services
— Sell Side Readiness
— FP&A Support
Streamlining Operations and Marketing Insights for a Successful Exit
A private equity-owned HVAC and plumbing company was preparing to go to market but needed robust data analysis to support the sale process. Potential buyers required in-depth insights across revenue, marketing, and operations, but the company lacked the comprehensive reporting necessary to address these inquiries. We were engaged to develop detailed analyses to support the sale process and provide a clear understanding of the business’s performance and value drivers, helping the company confidently address buyer questions and execute a successful transaction.
The Execution
We conducted a detailed review of the company’s revenue, marketing, and operational performance to build a clear picture of its value proposition:
Revenue Analysis:
Segmented revenue by service offering, type, brand, customer, location (city/county/zip), product type, SKU, and performed a Pricing, Volume, and Mix (PVM) analysis.
Analyzed repeat customer data, maintenance plan renewal rates, and customer retention metrics to showcase customer loyalty and recurring revenue potential.
Marketing & Advertising Analysis:
Evaluated revenue by lead source and channel by brand, providing insights into the most effective marketing strategies.
Analyzed advertising spend and conversion metrics by lead source/channel/brand to understand cost-effectiveness and sales efficiency.
Assessed revenue-generating jobs and their alignment with marketing efforts.
Operations Analysis:
Conducted an employee census, breaking down roles, positions, annual salaries, and bonuses.
Reviewed technician turnover metrics by brand and analyzed revenue per technician and revenue per truck to assess operational efficiency.
Provided a fleet overview, detailing utilization and alignment with revenue generation.
Assessed supplier purchases, material types, and vendor relationships to identify cost-saving opportunities.
Analyzed financing partners to evaluate their impact on customer purchasing and business operations.
The Results
The analysis provided comprehensive answers to buyer questions, allowing the company to navigate the sale process with confidence. Clear visibility into revenue streams, operational metrics, and marketing effectiveness helped the company demonstrate its value and future growth potential. The detailed insights facilitated a successful sale process, ensuring buyers had a full understanding of the company’s strengths and opportunities.
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