How Roofing PE Acquisitions End Badly
from Hook Better Leads: Home Service + Roofing Marketing Hosted by Tim Brown
If you’re a roofing or home service owner thinking about selling in the next 1–5 years, this is required viewing. Tim and Gregg Schonhorn (Business Development Advisor, SF&P Advisors) unpack the real story behind platform roll-ups, the Minnesota Rusco / Nucco situation, AirPros, and why roofing is still 5+ years behind HVAC, plumbing, and electrical on the private equity curve. You’ll hear why some buyers are rock-solid long-term partners… and others are ticking time bombs built on ugly debt structures and bad covenants. In this conversation, you’ll learn: How roofing PE platforms are actually structured (and where they make their money) Why deals like Minnesota Rusco and AirPros went sideways – and what warning signs you can spot early How storms, demand cycles, and “one huge year” really factor into your valuation The difference between real platforms and “let’s bundle 10 shops and flip” con jobs How to vet a buyer’s debt, covenants, and capital stack so you don’t get wiped out by their financing Why integration (systems, CRMs, chart of accounts, handbooks, compensation) is what creates real enterprise value How culture, community reputation, and referrals quietly drive higher multiples for roofing businesses Practical steps to add 3–5% net and hundreds of thousands of EBITDA before you go to market If you want to protect your people, your brand, and your upside when you sell, this episode will give you the questions to ask and the traps to avoid.
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