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Busy trucks. Ringing phones. Where's the profit?

Stop Chasing Jobs. Start Building Your Business.

Book the $100K ConversationTake the Business Assessment

Live every Thursday, 11 AM to noon Central. Register and get the book free.

If you own an independent HVAC company doing $3 million to $20 million a year, more work may not be what you need. You need more profit from the work you already have, more time to lead, and managers you can trust to follow through.

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That's where The $100,000 Conversation begins.

BGS Strategies offers HVAC and plumbing business coaching that helps owners uncover where money slips away between the first call and the final payment, and build a blueprint to keep more of it. Guided by Kerry Webb, an expert MBA instructor from Lantana, Texas, we work with owners across the United States and Canada to improve call booking, strengthen sales performance, and develop management teams that take responsibility.

You get to start off with valuable tools: a free book, a pricing tool, and a business profit assessment that helps you see your business more clearly. An owner community provides a place to ask questions and stay connected. A focused training process turns those insights into first steps. For owners ready to go further, coaching and live training help install the operating systems and accountability that make improvement stick.

You can figure out how to increase profits yourself, but how long will that take? Or, you can do it "with" an expert to guide you and get to the profits faster and easier.

The $100,000 Conversation is a starting point for examining your opportunity, not a promise of a specific return. We look at your numbers, identify what needs attention, and measure progress inside your company.

Book the $100K Conversation and get the Blue Collar Blueprint to personal and financial freedom. Live every Thursday, 11 AM to noon Central. Register and get the book free.

Take the Business Assessment. For owners still working out where the problem actually is.

Kerry Webb
Kerry WebbCoaching HVAC and plumbing owners since 2008

01 / The real problem

You Do Not Have a Revenue Problem

Why am I doing more revenue but making less money? Kerry has been asked that question in enough conference rooms that he named a talk after it. The answer is almost never what the owner believes. Revenue went up. Profit did not. That is not a sales problem, and it is not a marketing problem. It is a systems problem.

The leaks show up in the same handful of places in nearly every company. Calls come in and do not get booked, so the advertising you paid for turns into a voicemail nobody returns. Technicians run their jobs different ways, so what the customer gets depends on which truck pulls up. Managers manage activity instead of coaching performance, because nobody ever taught them how to coach for performance. Nobody is held to a number, so the week ends the same way it started. And culture develops by accident, which means it develops in whichever direction the loudest person on the crew is pointing.

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Every one of these issues quietly eats the extra revenue you worked all year to earn. None of them is fixed by selling more. The first question Kerry asks you as an owner is a simple one: where is the money leaking, and what are we going to do about it?

  1. 1Calls not bookedThe advertising you paid for turns into a voicemail nobody returns.
  2. 2Inconsistent techniciansWhat the customer gets depends on which truck pulls up.
  3. 3Managers who do not coachNobody ever taught them how to coach for performance.
  4. 4Weak accountabilityNobody is held to a number, so the week ends the same way it started.
  5. 5Culture by accidentIt develops in whichever direction the loudest person on the crew is pointing.

Revenue kept

02 / The flagship

The 90-Day Plan

The 90-Day Plan is the flagship at BGS Strategies. It is where every client starts.

We run a set of checks across the business: a Profit Leak Analysis, a Labor Efficiency Review, a Service Health Check, a Sales Analysis, a Customer Experience Journey and an Enterprise Value Score.

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What comes out is not a binder. It is a short list of things to fix, in the order they will pay off, with somebody accountable for each one and a number attached that everyone can see. An operating system, not advice.

Kerry puts the reason for it bluntly: "What worked at $1M breaks at $5M. What worked at $5M collapses at $15M." A company this size does not need a harder year. It needs a system. See how the 90-Day Plan works.

Check 01 of 06

Profit Leak Analysis

Find where revenue stops turning into profit.

What we look at and what you getHide the detail

What we look at

  • We examine labor, pricing, discounts, materials, callbacks, drive time, conversion rates, and average ticket to identify where margin is being lost.

What you get

  • You'll see which issues deserve attention first and where changes could have the greatest financial impact.

Check 02 of 06

Labor Efficiency Review

Understand what your paid hours actually produce.

What we look at and what you getHide the detail

What we look at

  • A full schedule doesn't always mean a productive operation. We compare labor costs with output to uncover unused capacity, scheduling gaps, and work patterns that reduce profitability.

What you get

  • The focus is on helping your team produce more value from the hours you already pay for.

Check 03 of 06

Service Health Check

Strengthen the path from the first call to the final payment.

What we look at and what you getHide the detail

What we look at

  • We examine how your service department books, dispatches, performs, and completes work. That includes handoffs, customer communication, invoicing, and the measures managers use to track performance.

What you get

  • You'll gain a clearer view of what supports profitable service, and what gets in the way.

Check 04 of 06

Sales Analysis

See what happens between the opportunity and the sale.

What we look at and what you getHide the detail

What we look at

  • We review how your team presents options, communicates value, follows up, and closes work. We look beyond total sales to understand differences in individual performance, close rates, and margins.

What you get

  • The findings guide coaching and a more consistent sales process.

Check 05 of 06

Customer Experience Journey

Make every customer interaction support the next one.

What we look at and what you getHide the detail

What we look at

  • From the first phone call through service completion and follow-up, we examine what customers experience when they do business with your company.

What you get

  • We identify communication gaps, inconsistent handoffs, and missed opportunities to build trust, encourage repeat business, and earn referrals. The trade associations an owner already knows, the Air Conditioning Contractors of America on the heating and cooling side and the Plumbing-Heating-Cooling Contractors Association on the plumbing side, spend a great deal of effort on the technical standard. This check is about the standard the customer experiences.

Check 06 of 06

Enterprise Value Score

Build a business with value beyond your daily involvement.

What we look at and what you getHide the detail

What we look at

  • We assess the operating factors that influence company value, including profitability, leadership strength, consistency, and dependence on the owner.

What you get

  • The Enterprise Value Score helps guide improvement priorities. It is an internal planning tool, not a formal business valuation for a sale, loan, or other transaction. BGS Strategies refers formal valuation work to qualified providers.

The guarantee

“We will help you find $100,000 that's hiding in your business in 90 days or less, or we work with you until you're satisfied.”

That is why the first ninety days are spent looking for money rather than talking about vision. Clarity beats ideas. Discipline beats intensity.

Book the $100K ConversationTake the Business Assessment

03 / Services

Three Ways the Work Gets Done

The 90-Day Plan tells you where the money is going, and it is the way BGS Strategies helps you get it back.

Two men standing in an office, going over a printed report together

Way 01

Coaching for Results

So that decisions stop coming back to the owner's desk.

What is includedShow less

In addition to a proven plan, you get 1-on-1 coaching for the owner, and coaching for the leadership team that reports to them. The training covers revenue and margin, the service department, close rates, how the company is organized, and what has to change structurally for it to scale without breaking. The 90-Day Plan will show how the owner's role has to change or growth stalls: problem solver to system builder, operator to the person making only the decisions nobody else can make. Sessions run on a weekly rhythm, because the point is implementation, not conversation. It is the engagement built to carry on once the first ninety days are done. Read what coaching for results covers.

A man going over a clipboard with three coworkers in work uniforms

Way 02

Leadership Training

It covers the four conversations that decide most of a company's year.

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Live training with weekly reinforcement, aimed at the people who actually touch the customer and the money: technicians, salespeople, customer service representatives and the managers over them. It covers sales calls, converting service work into memberships, communication between the office and the field, and holding people to a number without turning the place into a police station. We believe in practice and role play rather than a conversation or a lecture. A script nobody has said out loud is a script nobody uses. Stop firefighting, start coaching, is a talk Kerry has given to rooms full of contractors. This is that message installed in your company. See how effective leadership training really works.

A man and a woman reviewing charts on a flip chart stand in an office

Way 03

Systems and Tools for Growth

Ten numbers tell an owner whether an independent HVAC or plumbing company is actually healthy.

What is includedShow less

Service call conversion and pricing discipline, daily capacity planning for dispatch and scheduling, and leadership dashboards that show what is actually happening instead of what everyone hopes is happening. You cannot fix what you do not measure, and most companies at this size measure revenue and very little else. The scorecards are deliberately plain: what is working, what is broken, and where the team should put its attention this week. Repeatable systems work at the volume you are running now and at the volume you are trying to reach, which is the entire point of building them before you need them. Explore the systems and tools work.

04 / Tools

Start On This Yourself This Week

You do not have to hire a coach to start. You can get the same playbooks, scripts and scorecards that BGS Strategies builds inside client companies. They are packaged so you can put them in front of your own people without waiting for anybody to guide or help you if this is what you prefer.

Playbook

CSR Master Playbook

For the person answering your phone.

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CSR Master Playbook. For the person answering your phone. Twenty-four lessons, from phone etiquette and call control to objection handling and membership enrollment, with weekly scorecards, in a customer friendly style rather than a pushy one.

Playbook

CHOICE Service Call Playbook

For your technicians, on the call.

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CHOICE Service Call Playbook. For your technicians, on the call. Six steps, one for each letter of CHOICE, including building and presenting options, with a checklist and a progress tracker for each step, customer communication scripts and ride-along forms.

Operating system

Elite HVAC Service Manager System

The premium training, for the person who runs your service department.

DetailsShow less

Elite HVAC Service Manager System. The premium training, for the person who runs your service department: twenty modules, from KPIs, scorecards and ride-along coaching to dispatch, pricing and callbacks.

See all of the products and pick the one that matches your loudest problem. Most owners do not buy all of them at once. Implement and master one tool, and then you can come back for the next one.

Kerry Webb
Kerry Webb

05 / Your coach

Who Is Telling You This

Kerry Webb does not run a service company. His clients run highly profitable service companies because of his coaching.

He has been coaching and consulting home-service owners since 2008, and training for contractor associations since 2011.

He created and keynoted the Business Boot Camps for Owners for the Service Nation Alliance in Dallas, four a year from 2011 to 2016, under the title Operational Success Made Easy. He keynoted SMACNA, the Sheet Metal & Air Conditioning Contractors' National Association, in Maui, Hawaii in 2017 with Profit Strategies for Success. He keynoted SNARSCA, the Southern Nevada Air Conditioning Refrigeration Service Contractors Association, in Las Vegas, Nevada in 2018 with Growing Your Business the Easy Way.

Read his storyShow less

He spoke for Trane International in Columbia, South Carolina in March and October 2015 on Profit Strategies for HVAC Owners, gave Creating Customers for Life to the ComforTech National HVACR, Hydronics, & Plumbing Conference in 2016, delivered 12 Keys to Double Digit Net Profits to the South Carolina HVAC Contractors Association in 2020, and was back in front of SCALT, the South Carolina Association of Licensed Contractors, in 2025 with True Breakeven vs. "Brokeven" and Planning Manpower, and Pricing Replacements the Profitable Way.

On stage

  1. 2025 SCALT, South Carolina Association of Licensed ContractorsTrue Breakeven vs. "Brokeven," and Planning Manpower, Pricing Replacements the Profitable Way
  2. 2020 South Carolina HVAC Contractors Association12 Keys to Double Digit Net Profits
  3. 2018 SNARSCA, Southern Nevada Air Conditioning Refrigeration Service Contractors AssociationKeynote, Growing Your Business the Easy Way, Las Vegas, NV
See the full speaking recordHide the full speaking record
  1. 2017 SMACNA, Sheet Metal & Air Conditioning Contractors' National AssociationKeynote, Profit Strategies for Success, Maui, Hawaii
  2. 2016 ComforTech National HVACR, Hydronics, & Plumbing ConferenceCreating Customers for Life
  3. 2011 to 2016 Service Nation AllianceCreator & Keynote, Business Boot Camps for Owners, Operational Success Made Easy, Dallas, (4 per year)
  4. 2015 Trane InternationalProfit Strategies for HVAC Owners, Columbia, S.C., March & October

Books

He has written three books, The Success Guide for Home Services, The Articulation Advantage: Master Every Conversation, Lead Every Relationship, Influence Every Outcome, and Blue Collar Growth Playbook 12.0.

Cover of The Success Guide for Home Services by Kerry S. Webb, PhD

The Success Guide for Home Services

Cover of The Articulation Advantage by Kerry S. Webb, PhD

The Articulation Advantage

Cover of Blue Collar Growth Playbook 12.0 by Kerry S. Webb

Blue Collar Growth Playbook 12.0

His track record: 300+ business owners coached, 1,000+ technicians and leaders trained, and $170M+ in revenue growth for clients across 37 states.

The full record, the team and the credentials sit on the about page, and the speaker and media kit has the talks and the booking details.

06 / Results

What Clients Say

Over the years we worked together, we more than doubled our revenue and grew into a $20-million-plus company.

David Boer, Co-Owner of Boer Brothers Heating & Cooling, Plumbing David Boer, Co-Owner, Boer Brothers Heating & Cooling, Plumbing

He helped us reach our long term goal of building and selling a great business, and with his help we reached that goal sooner than expected.

Darryl Robinson, Founder of Robinson Air Darryl Robinson, Founder, Robinson Air, Lawton, Oklahoma

It says a lot that years later, now that I'm sitting in the owner's seat and building a company of my own, I still find myself going back to things you taught me.

Steven Tibball, Owner of Exceptional Comfort Home Services Steven Tibball, Owner, Exceptional Comfort Home Services, South Carolina

There are separate pages for what this work looks like inside a heating and cooling company and for what changes inside a plumbing company.

More client results with numbers may be found on the results page.

The Purpose of All of It

The purpose of BGS is to create a better life for the owner and their employees.

Kerry Webb

That is the reason for the scorecards, the playbooks and the ninety days. Not a bigger number painted on a wall. A company that runs properly when you are not standing in the middle of it, staffed by people who want to stay, owned by someone who can take a week off without their phone lighting up.

Not Ready to Talk Yet?

Join the free community of home-service owners on SKOOL.com. Weekly ideas, the tools we reference on calls, and other owners working on the same problems.

Nobody rings you afterwards because you joined. If you would rather work through it on your own first, start with the Blue Collar Blueprint, Kerry's free 7-step method. When you want the conversation, you will know, and it will be on your terms.

Join the Free Community

07 / Questions

Frequently Asked Questions

Who is BGS Strategies for?

Owners of independent HVAC and plumbing companies doing roughly three to twenty million dollars a year who are busy but not as profitable as they want to be.

What does the 90-Day Plan do for an owner?

The 90-Day Plan is the starting point for every BGS Strategies client. It runs checks across profit, labor, service, sales, customer experience and enterprise value, then turns what it finds into a short list of fixes in the order they will pay off.

What happens on the $100K Conversation?

A live session every Thursday from 11 AM to noon Central where Kerry walks through where the money hides in a home-service business. Register and you get The Success Guide for Home Services book free.

What does BGS Strategies guarantee?

The guarantee is one sentence, in Kerry's own words: "We will help you find $100,000 that's hiding in your business in 90 days or less, or we work with you until you're satisfied." It applies to the 90-Day Plan engagement, and it is the only guarantee this company makes.

Can I work with Kerry if my company is not near Texas?

Yes. BGS Strategies works with owners across the United States and Canada. The business is based in Lantana, Texas, north of Dallas and Fort Worth. Coaching, training and the weekly session all run remotely, so where your company sits has no bearing on whether you can work with Kerry.

How much does working with BGS Strategies cost?

The business assessment is free, and Level 1 of the Skool community is free. It contains the 7 Step Method, and the community on Skool is free to join. There is no trial period and no card required.

To get the full set of the 7 Step Tools, serious clients move to Level 2 membership on Skool at $295 a month. If you want to fast-track your growth and success, sign up for the 90-Day Plan at $7,500. To learn more, register for the $100,000 Conversation webinar.

Can BGS Strategies value my company?

No. Formal business valuations are referred out to people who do that for a living. The 90-Day Plan does measure enterprise value, because an owner ought to know what they are building and what it would be worth to somebody else, but the valuation itself is not a BGS Strategies service.

Can I start without hiring a coach?

Yes. The playbooks and the toolkit are built so an owner can put them in front of their own team this week with no coaching attached. Plenty of owners start with the free Blue Collar Blueprint assessment, then pick up whichever playbook fixes the loudest problem in the company.

There are more questions and answers on the FAQ page, and longer written answers to the questions owners ask most in the resources section. Trade associations such as the Air Conditioning Contractors of America and the Plumbing-Heating-Cooling Contractors Association publish operating benchmarks and technical standards for this industry, and the coaching is built to sit alongside that work, not replace it.

Contact us

Two Ways to Start

Prefer to talk to a person first? Call BGS Strategies on 940-441-3231 or email support@bgsstrategies.com. The office hours are Monday to Friday, 7 AM to 4 PM Central, and calls before 10 AM usually reach voicemail because Kerry is coaching. BGS Strategies serves home-service business owners throughout the United States and Canada from its base in Lantana, Texas. You can also send a message instead and Kerry will call you back.

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