Scaling Secrets: How One Contractor Built a Nationwide Network

Author

Matt Harris
October 21, 2024

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How a small basement waterproofing business grew into a 400+ contractor network and how you can steal this framework to scale YOUR business

Ever wonder how successful businesses scale?

Here's how Contractor Nation did it:

(If you’d prefer video to text click here)

1️⃣ Identify a market gap

Larry Janesky saw a need for professional basement waterproofing in 1987.

Larry Janesky, a contractor himself, noticed a significant problem: there wasn't a reliable solution for wet basements. He realized this was a common issue for homeowners, yet no one was addressing it effectively. This gap in the market presented a golden opportunity.

For example, many homeowners were dealing with:

  • Musty odors in their basements

  • Mold growth on walls and floors

  • Damage to stored items due to moisture

By focusing on this specific problem, Larry positioned himself as a specialist in an underserved niche.

2️⃣ Create a replicable system

He developed a template that other contractors could follow.

Larry didn't just create a business; he built a system that could be taught and replicated. This system included:

  • Standardized waterproofing techniques

  • Proven marketing strategies

  • Efficient operational procedures

For instance, he created step-by-step guides for:

  • Assessing basement issues

  • Installing waterproofing solutions

  • Training new employees

This systematic approach allowed other contractors to quickly adopt his successful methods, reducing their learning curve and increasing their chances of success.

3️⃣ Provide comprehensive support

Offer marketing, sales, production, and service assistance to network members.

Contractor Nation goes beyond just selling products.

They offer a full suite of support services to their network members:

Marketing Support:

  • Custom website design

  • Local SEO strategies

  • Social media management

  • Print and digital ad creation

Sales Support:

  • Sales training programs

  • CRM software

  • Lead generation techniques

Production Support:

  • Installation best practices

  • Quality control measures

  • Equipment recommendations

Service Support:

  • Customer service training

  • Warranty management

  • Ongoing technical support

This comprehensive support system allows contractors to focus on growing their business while Contractor Nation handles many of the complex backend operations.

4️⃣ Foster community

Annual conventions allow contractors to share experiences and learn from each other.

Contractor Nation understands the power of community. Their annual convention is a cornerstone of their success:

  • Networking opportunities: Contractors from across the country meet and share ideas

  • Workshops and seminars: Industry experts provide valuable insights and training

  • Success story showcases: Top-performing contractors share their strategies

  • New product launches: Members get first access to innovative solutions

For example, a contractor from Florida might learn how a colleague in Michigan handles seasonal challenges, or a new member could get advice from a 20-year veteran on scaling their business.

5️⃣ Continuous innovation

Always looking for new ways to help contractors, from online stores to sales software.

Contractor Nation never rests on its laurels. They're constantly innovating to stay ahead of the curve:

  • Online stores: Allowing contractors to easily order supplies and equipment

  • Sales software: Custom-built CRM systems tailored to the waterproofing industry

  • Virtual reality training: Using VR to simulate basement inspections and repairs

  • AI-powered customer service: Chatbots to handle common customer inquiries

By continually introducing new tools and technologies, Contractor Nation ensures its members stay competitive in an ever-evolving market.

The result?

A network of 400+ contractors across multiple divisions, with many original members still active after 30+ years.

Success comes from solving real problems and empowering others to do the same.
Want to learn more?

Check out the video below:

See you next week,
Matt Harris

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To learn more about how we can help you future-proof your business, click here.