Episode
New Leadership That Helped Scale Abacus from $30M to $100M
- Published
- Dec 2, 2025
- Duration seconds
- 3353
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Summary
In this episode of To The Point Home Services Podcast , Chris and Chad sit down with Tony Patino , President of Abacus Plumbing, Air Conditioning & Electrical , to unpack one of the most impressive leadership journeys in the home services industry. Tony joined Abacus in 2017 from outside home services . Fast-forward to today, and he’s helped scale the company from roughly $30M to over $100M+ , while expanding service lines, redesigning systems, and building elite teams across multiple trades. This conversation is loaded with practical insights for operators, leaders, GMs, and anyone looking to grow inside (or break into) the home services world. ⭐ What You’ll Learn How Tony transitioned from retail, Aramark, and moving services into plumbing/HVAC/electrical How to earn trust from seasoned technicians when you’re “not from the trades” The mindset that helped Tony scale Abacus through major transitions: new facility ServiceTitan rollout adding electrical building water treatment launching generators Why humility, curiosity, and solving simple technician pain points are core to leadership How Abacus built a unified sales process across trades Why cross-selling and a single “VIP Membership” structure transformed their business Lessons from working with industry legends like Alan O’Neill, Kevin Comerford, Darryl Bingham & others The biggest hiring mistakes—and the one sales hire that changed everything What contractors consistently overlook when building new verticals Whether you’re at $3M or $300M, Tony breaks down the frameworks that actually move the needle. ⏱️ Timecodes 00:00 – Intro: gloomy weather, fat-face jokes, and basketball trash talk 01:16 – Introducing guest: Tony Patino 02:00 – Tony’s background: retail → Aramark → moving → recruited to Abacus 05:00 –…