How Leadership, Training, & Systems Took Ongaro & Sons to $40M | with CGO Nick Hartman

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What does it take to grow a home service business to $40 million—without chasing headcount or cutting corners?

In this episode, Nick Hartman, CGO at Ongaro & Sons, shares how a relentless focus on leadership, training, and accountability helped the company scale across HVAC, plumbing, and electrical. From record-breaking margins to life-changing employee outcomes, this is a playbook for contractors who want to grow the right way.

Whether you're leading a $2M shop or managing multiple trades, you’ll walk away with clear, proven strategies to elevate your team, improve operations, and build a people-powered company that lasts.

🚀 What You’ll Learn in This Episode:
• How Ongaro & Sons grew to $40M by developing leaders at every level
• The systems behind 25% net profit and $1.7M+ months in HVAC
• Why growing your people can unlock exponential company growth
• The impact of growth plans—from new homes to reunited families
• How to lead managers so they lead their teams
• What it looks like to scale HVAC success into plumbing & electrical
• The role of trust, training, and communication in high-performing teams
• How culture drives results—and breaks sales records

💡 This is how you scale with intention. This is how you build something that lasts.
💡 Want insider strategies from operators like Nick Hartman?

CertainPath members get access to leaders like Nick at our twice-annual Expos—where contractors come to learn, level up, and lead.

Chapters
00:00 – Intro: How Ongaro & Sons Hit $40M Without Headcount Bloat
02:08 – Meet Nick Hartman: From Warehouse to Chief Growth Officer
06:31 – Growth Without Chaos: Scaling People Before Profit
10:04 – The Power of Accountability at Every Level
14:26 – Building $1.7M Months and 25% Net Profit in HVAC
19:15 – Leadership Training: The True Growth Lever
24:02 – Systems Thinking: Why Processes Beat Hustle
28:43 – How to Grow HVAC, Plumbing, and Electrical Simultaneously
33:19 – Holding Managers Accountable—The Right Way
37:51 – Developing Field Leaders Who Drive Culture & Performance
42:13 – From Headcount to Outcomes: Why Ongaro Chose Quality Over Quantity
47:48 – Culture as a KPI: Driving Results Through Core Values
52:11 – Creating Career Paths That Transform Lives
56:39 – Getting Teams Bought In: Training, Trust & Consistency
1:01:28 – The Art of Holding the Line Without Micromanaging
1:05:45 – Scaling With Intention: Avoiding Growth Traps
1:09:54 – Training Managers to Train Others
1:14:08 – The Role of Morning Meetings & Field Coaching
1:18:39 – Reuniting Families Through Career Growth
1:23:11 – What’s Next for Ongaro & Sons?
1:26:27 – Final Advice for Contractors Who Want Sustainable Scale

Show Notes
The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.

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