Tom DiGregorio shares his entrepreneurial journey and the growth and sale of AquaGuard Foundation Solutions.

Key Takeaways

– Tom built AquaGuard from a small waterproofing business to a $45 million company over 25 years before selling to Groundworks in 2020

– Implementing EOS/Traction was crucial for scaling the business and empowering employees

– Building a strong brand and company culture focused on core values was key to AquaGuard’s success

– The sale to Groundworks resulted in a very high multiple due to AquaGuard’s strong systems and brand

Topics

Founding and Early Days of AquaGuard

– Founded in 1995 after Tom left a previous partnership in waterproofing

– Initially focused on new construction waterproofing for home builders

– Shifted to more profitable residential repair market in second year

– First year goal was simply to survive and learn the business

Growth and Scaling Challenges

– Grew to working with over 100 home builders at peak

– Made difficult decision to exit new construction (~40% of revenue) to focus on repairs

– Implemented EOS/Traction system around 2016 to help scale

– Grew from ~$8 million to $45 million revenue from 2012-2020

– Focused on hiring, training and empowering the right people

Leadership Philosophy

– Emphasis on being a “cheerleader” and motivator for employees

– Maintained personal connections through birthday/anniversary calls

– Encouraged open communication and addressing issues directly

– Fired even top performers if they didn’t align with company culture

Brand Building

– Heavy investment in marketing – radio, TV, SEO, etc.

– Tom became the face/voice of the company in advertising

– Built strong brand recognition in Atlanta market

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