How a Family HVAC Company Grew to $20M Without Selling to PE - Cody Martinez

Building a $20M HVAC company didn’t start with investors or private equity. It started with a family taking a chance.Cody Martinez joins me from Cowboys Air Conditioning and Heating in San Antonio, a family-owned business that has grown to more than $20 million in revenue. The company began after Cody’s father was laid off on Thanksgiving. Cody’s mom and uncle started the business with his mom cold-calling from the kitchen table while his uncle ran installs. Cody’s father later joined and became the leader who shaped the company’s culture and direction.In this episode, we unpack the decisions that helped Cowboys break through the $4M–$10M ceiling. Cody explains how “call-by-call management” transformed the way they dispatch service calls and why matching the right technician to the right customer can dramatically improve results.We also discuss recruiting competitors’ top technicians and the tough leadership decision to let go of the company’s top four producers in order to protect the culture.Cody credits his father with setting the mission of the company: change people’s lives, create opportunities for employees and their families, and build something that lasts for generations.What You Will Learn in This Episode• How Cowboys Air Conditioning and Heating started from a kitchen-table operation • The role Cody’s father played in shaping the company’s leadership and mission • How the company scaled past $20M while staying family owned • Why call-by-call management can dramatically increase revenue • How dispatching the right technician to the right customer improves outcomes • The leadership decision to let go of the company’s top producers • Why protecting culture can unlock faster long-term growth • How proactive recruiting attracts stronger technicians • Why margins matter more than simply chasing top-line revenue • How family-owned companies can compete against private equity-backed firms • The leadership habits that reinforce culture every day • Why building a legacy can be more powerful than chasing an exitMore From Profit & GritBook your complimentary Financial Insight Session with Tyler Martin, fractional CFO for home services and the trades, here:http://cfointrocall.comLearn more at http://cfomadeeasy.comFollow the show for weekly interviews with HVAC, plumbing, and home service owners and experts who share what it really takes to grow, scale, and profit in the trades.If you listen to any of the following shows, we’re sure you’ll love ours too! To The Point Home Services Podcast, Toolbox for the Trades, Masters of Home Service, Home Service Business Coach With David Moerman, BlueCollar.CEO, The Home Service Expert Podcast, Next Level Pros, Blue Collar Business Podcast, Home Service Millionaire with Mike Andes, The Contractor Fight with Tom Reber, and Blue Collar Success Group.🎙️ Profit & Grit by Tyler Martin Real stories. Real strategy. Real results for service-based business owners.🔗 Website: ProfitAndGrit.com 📍 LinkedIn: linkedin.com/in/thinktyler 📸 Instagram & TikTok: @profitandgritTyler Martin, a fractional CFO for home services and the trades 📅 Want to grow your business with smarter financial strategy? Book a free intro meeting