I used to think that the answer to every business problem was more hours, more work, weekends and 24/7 availability. I was wrong. That approach negatively affected everything from my health and relationships to the expectations piled on me.
So, let's fast forward.
I worked with a plumbing business owner who embodied that same mindset. Seven days a week, grinding. 100% of his profits consumed by his expenses. $15,000 in personal credit card debt and zero savings. His tools were aging, with no plans to upgrade. His wife and daughter were worried about his health and time. He was stuck in a cycle of thinking that only working longer and harder could get him out of the financial hole that he had dug.
Here's what actually turned his business around:
He changed his perspective and started working smarter; focusing on things he could immediately make an impact; Pricing, Systems, Optimization.
- Revamped Pricing Model – Shifted from low hourly rates to set pricing for most jobs, maximizing his profits and saving time on quick jobs.
- Smart Parts Markup System – Introduced a tiered pricing model for any customer direct billing (starting higher for low-cost items and scaling down for high-cost ones).
- Tool & Equipment Charges – Standardized charging specialty tool fees (e.g., $75 for special use machines) to capture overhead costs when used.
- Service Contracts for Recurring Revenue – Introduced annual maintenance contracts to create consistent income and pre-scheduled repeat business.
- Inventory Optimization – Stocked his truck with the right parts, funding with returned excess inventory and bulk buying discounts.
The Game-Changing Results:
6 months later:
- Lowered his credit card debt from $15K to just $2.5K and saved $7,500 (first time ever!)
- Cut workweek from 7 days to 5.5, finally having time for his family
1 year later:
- Purchased a second truck and hired a part-time mechanic to help with growing service contracts and job demand
- Happier, less stressed and has time to attend his daughter's sporting events
The Lesson:
Hustle culture sells you the lie that more hours guarantees more success. But, systems and optimization are what bring results and effectiveness. When you optimize your game plan and resources, you can free up time, money and expend less physical and mental energy.
Client details have been generalized to protect confidentiality while preserving the key business lessons and outcomes.