Johnson & Sons

Phase 1

Valuation Brief

A 45-year-old family business with deep roots in Phoenix's commercial construction market. Johnson & Sons combines proven execution capability with significant untapped potential, positioned at an inflection point where the right buyer can unlock substantial value.

Adjusted EBITDA

$8.54M

Adj. EBITDA Multiple

6.0x

Asking Price

$51.25M

Business Description

Johnson & Sons Heating, Plumbing, & Air is a premier mechanical contractor with a distinguished 45-year history of excellence in the HVAC and plumbing sectors. The company specializes in serving commercial, industrial, and institutional clients across a three-state operational footprint in the southwestern United States.

With a robust portfolio of over 3,500 completed construction units annually and a backlog of $88 million in contracted projects, it has established itself as a trusted partner for some of the largest national owner/builders.

History & Context

Founded by William Johnson in 1979, the company began as a small family operation with a single truck. William's commitment to quality and customer service laid the groundwork for what would become a regional leader in mechanical contracting. The business is now in its second generation, with the same founding principles guiding its expansion and success.

Johnson & Sons

Core Identity

Business Name
Johnson & Sons Heating, Plumbing & Air
Industry
HVAC & Plumbing
Niche
Commercial Mechanical Contractor
Model
Project-Based Construction + Recurring Service
Years Operating
45

Physical Structure

Facilities
Three owned facilities in Phoenix, Salt Lake City, and Denver (75,000 sq ft total)
Condition
Well-maintained
Location Type
Southwest USA

The Seller's Story

"I built something I'm proud of. Now I want to make sure it outlasts me."

Mr. Johnson Sr. started the company in 1979 with a single truck and commitment to quality workmanship.

The "Sons" Mark and David took over in the late 90s. David bought out his brother 10 years ago.

At 64, David is ready to retire with no third generation interested.

— David Johnson

Market Landscape

  • Market Opportunity: Expanding addressable market due to population growth and corporate relocations to the Southwest.
  • Industry Trends: Growing emphasis on green building and energy efficiency creates new service opportunities.
  • Technology Adoption: The company is slow to adopt smart building tech, creating risk of being outpaced by innovative competitors.
  • Regulatory Environment: Compliant with increasing regulations but not a leader, adding to overhead costs.

Customer Base

  • Client Retention: Near-100% repeat business rate from core clients.
  • Contract Structure: Long-term master service agreements provide predictable, recurring revenue.
  • Project Backlog: $88 million in active work provides strong revenue visibility.
  • Concentration Risk: No single client accounts for more than 15% of annual revenue.

Competitive Landscape

  • Southwest Mechanical: Large, PE-backed competitor aggressively expanding and leveraging technology.
  • High Desert Plumbing & HVAC: Smaller, respected firm winning mid-sized projects with strong local ties and lower overhead.
  • Competitive Weakness: Sales and marketing are entirely passive. No formal business development team—growth relies on existing relationships.

Strategic Position

  • Market Position: Dominant regional player positioned to capitalize on continued commercial and industrial development.
  • Competitive Moat: Multi-state footprint, sophisticated systems, and long-term relationships create significant barriers.
  • Barriers to Entry: High capital requirements, licensing complexity, and deep-seated client relationships.
  • Pricing Power: Reputation for quality allows premium pricing versus competitors.

Reputation

45-year history of excellence delivering large, complex, multi-state projects. The Johnson name is synonymous with quality in the Southwest mechanical contracting market.

$88M Project Backlog

Contracted work provides strong revenue visibility for the next 18-24 months, significantly de-risking near-term cash flow projections.

Experienced Leadership

Seasoned, loyal management team with average tenure of 15+ years. The business operates autonomously without day-to-day owner involvement.

Client Loyalty

Near-100% repeat business rate from core clients. Long-term master service agreements with national owner/builders provide predictable, recurring revenue.

Competitive Moat

Multi-state footprint, high bonding capacity, and 45 years of institutional knowledge create substantial barriers for competitors entering this market.

Scalability

Existing infrastructure—facilities, systems, and personnel—supports significant growth without major capital investment.

Assets & Facilities

  • Three owned facilities in Phoenix, Salt Lake City, and Denver (75,000 sq ft total)
  • Well-maintained fleet and equipment valued at ~$5.4M
  • Robust inventory management system minimizes project delays

Technology & Systems

  • Advanced software for scheduling, resource allocation, and budgeting
  • 45 years of proprietary techniques and quality control checklists
  • Highly scalable infrastructure supports significant growth without major investment

Management & Team

  • Seasoned leadership team with average tenure of 15+ years
  • 110+ skilled technicians, project managers, and support staff
  • Business operates autonomously without day-to-day owner involvement

Transaction Structure

  • Deal Type: Anticipated as an asset sale for step-up in basis; stock sale also considered.
  • Financing: Combination of third-party debt and seller financing proposed.
  • Working Capital: Normalized target will be established and adjusted at closing.

Transition Plan

  • Seller Role: 24-36 month transition period, followed by flexible advisory role.
  • Continuity: Existing leadership team (15+ year tenure) will remain post-close.
  • Key Issues: Client consent for contract novation and securing management retention agreements.

Growth Opportunities

  • Geographic: Expansion into Texas market represents significant untapped revenue.
  • Service Lines: High-tech building systems and energy efficiency retrofits.
  • Capacity: Scalable infrastructure supports growth without major investment.

Key Considerations

  • Market Cyclicality: Commercial construction exposure—mitigated by diversified client base.
  • Supplier Dependencies: Key vendor relationships—strong history and backup options exist.
  • Detailed Report: Full valuation analysis available to qualified buyers.