Kenny Chapman and Chris Crew discuss why pricing is one of the most powerful—and misunderstood—drivers of profitability in home service businesses.

They break down common pricing mistakes, the importance of price integrity, and why efficiency, experience, and knowing your true costs all play a role in sustainable success. Tune in to learn how to shift your pricing mindset, stop undercharging, and build a pricing model that actually works.

• Kenny starts the conversation by explaining why pricing is the foundation to profitability.
• Chris reveals that pricing is not set-it-and-forget-it. Like gas prices, it moves constantly, and businesses that fail to adjust rarely succeed.
• Even with advanced software and real-time data, most business owners still struggle with pricing. Kenny and Chris dig into why the home service space still struggles to price correctly.
• Chris shares a simple truth: if you don't react to rising costs, it eats directly into your margins.
• Kenny urges a mindset shift from service provider to retailer. Retailers adjust pricing based on cost, supply, and demand—and so should you.
• According to Chris, smart pricing means you don’t need to be constantly selling. Get your pricing right, and you relieve the pressure to chase endless volume.
• When you price based on your fixed and variable costs, you build a strategy that lasts. Chris breaks down how to price from your numbers, not your emotions.
• Kenny highlights that while everyone has a pricing strategy, the math is simple: you must charge more than it costs to operate daily. Anything less is a loss.
• Kenny shares how he designs pricing to stay profitable and still appear affordable. It’s not about being the cheapest, it’s about looking like the best value.
• Chris explains that in every business, you're selling time and materials. But when you package that with a powerful customer experience, you can (and should) charge more.
• Chris warns that if your customer experience is weak, your customer will be forced to judge you on price, and that’s never a good thing.
• Kenny believes the easiest way to raise prices is to create an unforgettable experience. Memorable service buys you higher pricing power.
• Raising prices unnecessarily isn’t sustainable. According to Kenny, customers today are spoiled for choice. The way to achieve long-term profit is to build value and trust.
• Chris and Kenny cover how inefficiency raises your cost of operation and therefore your prices. When you're efficient, you're more profitable and more competitive.
• Chris doesn’t look at competitors when setting prices. He builds pricing around his own model and goals, not market noise.
• Chris talks about price integrity and why it’s important in the modern business landscape.
• The foundation of pricing integrity: customers should pay only for what they’re responsible for—nothing more, nothing less.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/s2e12

The Blue Collar Success Group

Kenny Chapman and Chris Crew discuss profitability and why it should be the driving force behind every decision you make in business. They break down the hidden costs that sneak into your operation, why most contractors misunderstand their income statements, and how fixing—not cutting—expenses is the smarter play.

By the end, you’ll walk away with a clearer understanding of what it really takes to run a profitable home service business.

• Kenny starts the conversation with a reminder most business owners need to hear: the goal of every business is to make a profit, unless you’re a non-profit.
• For Chris, the simplest path to profitability is selling more than you spend.
• In most service businesses, Chris says nearly 50% of your revenue goes into two things: labor and materials. If you can’t control these two things, the rest will take care of itself.
• According to Kenny, business, at its core, is a system of relationships. Your success is a reflection of how well you manage your relationships with clients, employees, and vendors.
• Chris shares his thoughts on expenses and explains why you have to know the difference between fixed and variable expenses.
• If you’re struggling with revenue, Chris believes you shouldn't just raise prices. That’s a lazy fix. Raising prices without a strategic reason is making life harder for your sales team and driving revenue further away.
• Chris explains why compensation plans should incentivize behaviors that drive long-term success.
• Chris and Kenny see this all the time: contractors who never look at their income statements. If you’re not regularly reading the financials, you’re guessing. And guessing is the most expensive habit in business.
• According to Chris, you can’t cut your way to business success. Smart cost-cutting is about eliminating the baggage that isn’t driving your ROI.
• For Kenny, there's no such thing as a small business and there's no such thing as a large business. There's only a business and where you are on that journey.
• Chris explains the difference between an investment and a cost in a business. Investments move the business forward, costs drain it.
• One of Chris’ most practical tips: categorize your expenses into buckets. When you know what’s being spent where, you can start leading by numbers instead of emotions.
• He further breaks down the five key buckets every business should track: marketing, facilities, vehicles, employees, and admin. You don’t need to overcomplicate it; just bucket it, track it, and review it often.
• Kenny pushes back against the mindset that profit is a dirty word. Profit is what allows you to take better care of your team, reward excellence, and take some money home.
• Kenny and Chris agree that alignment matters. Success comes when everyone knows the goal is to run a profitable business and everyone is working towards the same objectives.
• Chris warns against cutting costs just because you can’t measure their ROI. For example, that billboard you want to take down might be the invisible force keeping your phones ringing.
• Instead of asking what to cut, Chris says, ask what to fix. Look at every expense through one lens: is this helping us make money today or tomorrow? If the answer’s no, then you look at cutting.
• Kenny believes the best investment a business can make is in its people. When you pour into them, they pour back into the business—and that’s how you become profitable.
• According to Kenny, your business goal shouldn’t be about getting bigger, it should be about getting better. And the fastest way to level up your company is by leveling up the people inside it.
• Training isn’t a box to check, it’s a key part of company growth. The businesses that win in the next five years will be the ones that take training seriously and commit to making their people better.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/s2e11

The Blue Collar Success Group

You Can't Send a Duck to Eagle School: And Other Simple Truths of Leadership by Mac Anderson

Kenny Chapman and Chris Crew answer some audience questions in the second mailbag episode of this season. They break down why the HVAC industry is one of the most reliable spaces to build in, what to watch out for when buying a business, and why doing the basics still solves 90% of your problems. By the end, you’ll walk away with sharper instincts, fewer excuses, and a deeper understanding of what it really takes to grow and exit a profitable business.

• Chris and Kenny start by explaining why HVACs are the heartbeat of the blue collar economy.
• For Chris, whenever something breaks in business, 9 times out of 10, it’s because someone skipped the basics. What feels “too simple” is usually the thing holding everything together.
• There’s this myth that growing a business means making it more complex. But Kenny believes whether you’re going big or staying small, just focus on getting the fundamentals right. Everything else is noise.
• Chris’ advice for all business owners: stop overthinking. So many business owners tie themselves in knots trying to be clever when they just need to double down on the basics, and the rest will take care of itself.
• Thinking about opening a new location? Kenny and Chris break down the real difference between starting from scratch and buying an existing business—and why neither is as easy as people make it sound.
• According to Chris, acquisitions can be enticing until you realize what you bought isn’t what was advertised.
• Do your homework. There’s always a reason someone wants out, and if you don’t dig into that reason before buying, you’re the one who’s going to pay for it later.
• When you’re launching a new location, the #1 rule is: leadership needs to be on the ground. Chris has seen too many businesses die because of poor leadership.
• Chris and Kenny agree that the fastest way to fail in a new business is underestimating how much it will cost. Starting a new location without enough capital is like showing up to a marathon in flip-flops. You might survive—but it’s gonna hurt.
• Chris explains how buying customers can fast-track your growth faster than any marketing strategy—but it only works if your systems are tight.
• For Kenny, if everyone is still on the payroll 90 days after buying a new company, either you struck gold or you’ve got leadership issues that are about to blow up in your face.
• Chris and Kenny discuss the do’s and don’ts of selling your business.
• Your business exit plans will not materialize if you haven’t planned for what comes next. Chris warns that an exit without a vision for life after is just a pivot into confusion.
• Want your business to sell for more? Make it less about you. Chris says the most valuable businesses are the ones that run just fine without the owner.
• For Chris, a business that’s simple, profitable, and stable will always attract the right buyer. You don’t need fancy branding, you just need clean books, clear processes, and a solid team. That’s what closes deals.
• Kenny explains how delegation isn’t about handing off your headaches, it’s about empowering your people. When you delegate well, you’re not just freeing up your time—you’re building leaders who carry the vision with you.
• Chris reminds us: tomorrow isn’t promised—but that doesn’t mean you don’t plan for it. Living in the present is powerful. But you have to think ahead if you want long-term peace. You’ve got to think ahead.
• Kenny on “work/life balance.” There's no such thing as a business and a life. There's life, and business is part of it.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/s2e10

The Blue Collar Success Group