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Published Apr 20, 2023

How to 2x Sales in a Service Business You Buy | Adrian Pinto Interview

Adrian Pinto reveals how he doubled Georgia Scapes' sales in just 18 months through strategic customer outreach and organic growth, while addressing the competitive challenges in the landscaping industry. He shares his experiences navigating high-risk decisions, staffing transitions, and the advantages of commercial landscaping over residential projects.
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Episode Highlights

  • High Risk

    Adrian Pinto shares insights into the high-risk decisions he made while acquiring his business. He highlights the significant risk of conducting an asset sale without prior customer engagement, which led to losing a major client due to personal ties with the previous owner. Adrian reflects on this experience, acknowledging the gamble he took:

    I understand why I took the risk, but like, I don't know if I would take that risk again.

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    Additionally, he discusses the underestimated asset quality, where he trusted the prior owner's assurances about equipment conditions, resulting in unexpected repair costs post-acquisition 1.

       

    Hiring Risks

    Hiring key personnel posed another significant challenge for Adrian. He recounts hiring a high-level manager unexpectedly, which impacted the business's financials. Adrian admits that the business's growth allowed them to support this new hire, but he recognizes the risk involved:

    There's definitely some areas where I look back and I'm like, wow, that was a risk that I took.

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    He emphasizes the importance of thoroughly evaluating a business's staffing needs before acquisition to avoid unforeseen financial burdens 2.

       

    Acquisition Challenges

    Adrian discusses the transitional challenges faced post-acquisition, particularly the unexpected responsibilities left by the previous owner. He realized early on that he couldn't replace the owner's role without hiring additional staff, which affected the business's earnings. Adrian reflects on the importance of understanding the full scope of the owner's involvement before purchasing a business:

    It was apparent from literally hour like two that the prior owner did everything for a part of the business.

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    Additionally, he highlights the value of acquiring a business with an established client roster, which provided a foundation for growth despite the low barriers to entry in the landscaping industry 3 4.

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