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Tariffs, price increases, and changes … how does an industry legend handle it all? Live from RYNOx 2025, Aaron Gaynor of Eco Plumbers interviews Leland Smith to get his thoughts on all of the big changes happening in the home services world this year.
A Seasoned Vet’s Approach to Price Increases and Change
For Leland, today is no different. Things like tariffs and equipment pricing increases have been around for decades, and it’s not his first rodeo. His team has always had the same line of thinking, which is that when prices increase, it’s universal. Every other contractor is facing that same increase. They try to negotiate prices down as low as they can go, but the real thing is adjusting their prices to ensure their profit margin — and bottom line — stay intact.
As prices go up, you have to increase your pricing to reflect that. For Leland, this is all just part of the journey. Things like Freon changes and equipment increases are changing, and we have to change in a way that reflects that.
- How to plan for equipment pricing increases
- Strategically navigating your own price increases
- Leland’s approach at Service Champions
- The importance of focusing on club memberships
- How training programs can help your business
- Live RYNOx audience Q&A
- And more!
Never Be the Cheapest in Town
Leland’s success in the industry can be attributed to many things, but something he points out is advice he got from the great Jim Abrams back in 1992. First, you have to be the most expensive in your market. Second, you have to focus on club membership to build your business. Last, you have to pay your employees the most in your market and treat them like family. Leland took that advice to heart, implemented it into Service Champions, and laid a blueprint that many others are following today.
No. Zero. Days.
