Ever feel like you’re working harder than ever but your business isn’t going anywhere?
You’re not alone. Al Fagundes, owner of Fagundes Plumbing & Heating in Massachusetts, found himself in that exact spot after 10 years in business. He was the go-to guy, doing all the jobs, answering the calls, and working nights and weekends. Sound familiar? But it doesn’t have to be that way.
In this episode of Titans of the Trades, Al shares the powerful story of how he turned things around and what you can learn from it.
From Flat Rate Frustration to Profit Power
Like many contractors, Al initially used off-the-shelf flat rate pricing books. They seemed like a shortcut, but they were a trap. The generic templates didn’t reflect the actual costs of his business, and endless customization drained time without delivering results.
The turning point? Throwing them out and building his own pricing model from scratch. It wasn’t easy. But it worked. And more importantly, it worked for his business.
That change alone improved profitability. But he didn’t stop there.
The EBITDA Mindset
Al stopped chasing top-line revenue and started focusing on EBITDA (earnings before interest, taxes, depreciation, and amortization). It’s a mouthful, but understanding it changed everything.
When you build a business based on real profitability, not vanity revenue numbers, you create the breathing room to hire, grow, and scale. Al’s pricing model, paired with a smart performance pay structure, allowed his techs to take ownership of their work without turning everything into a commission game.
Curious how he built the model? You’ll have to listen to the episode for the full breakdown.
Culture Over Everything
If there’s one theme that comes through loud and clear, it’s this: culture matters.
Al’s team trains together. They role-play customer scenarios. They run weekly all-hands meetings where even the company’s financials are shared. That kind of transparency builds trust and drives performance.
It also keeps trucks clean, job sites organized, and callbacks low. Culture isn’t just a feel-good buzzword. It’s a competitive advantage.
Growing the Next Generation
Al is passionate about bringing new talent into the trades. He partners with local vocational schools and sits on advisory boards to stay connected to the next generation.
But his advice is simple: stop chasing the “perfect hire” and start looking for young people with the right values. Skills can be taught. Values can’t.
Ready to Take Action?
This episode is packed with actionable advice you won’t get from a textbook. Whether you’re a contractor with one truck or a growing crew, the insights Al shares will transform how you think about leadership, hiring, and profitability in construction.
Tune in now and hear it straight from the source.
Connect With Al:
Website: https://www.afphpro.com/
LinkedIn: https://www.linkedin.com/in/al-fagundes-77ab2244/
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