Walmart Employee's Journey to Billion-Dollar MEP Empire

Business Startup Story

Steve Carroll's journey from a Walmart employee to the founder of a billion-dollar business is a compelling tale of resilience, strategic thinking, and a unique approach to business acquisition. Carroll's story highlights the challenges and opportunities in the fragmented world of mechanical, electrical, and plumbing (MEP) services, and how his innovative strategy turned a failed attempt at passive income into a massive success.

Context / Why this matters

The MEP industry is complex and often fragmented, making coordination between different contractors a significant challenge. Carroll's experience working in construction at Walmart HQ revealed these issues, inspiring him to find a solution. Instead of starting a new company from scratch, which would require quitting his job and taking on substantial risk, Carroll chose a smarter path: acquiring an existing business. This decision set the stage for his eventual success in the industry.

Main discussion

The Initial Plan

Carroll's plan was to acquire an existing MEP business, maintain the current management, and scale the operation while continuing his corporate role at Walmart. Initially, he and his childhood friend Steve Nicholson, who worked in private equity, found a small HVAC business in Fayetteville, Arkansas. They lined up an SBA lender, toured the shop, and negotiated terms. However, just days before closing, everything fell apart.

The bank backed out, the general manager quit, and costs surged while sales fell. Despite these setbacks, Carroll and Nicholson did not abandon their quest. They pivoted and found a commercial HVAC company in Phoenix, Arizona, doing $17 million in revenue. This time, they built a deck outlining their plans for growth post-acquisition and pitched it to Peterson Partners, who responded immediately.

The Breakthrough

The breakthrough came when Carroll and Nicholson realized that their target Phoenix-based HVAC business required millions in working capital beyond their SBA loan capacity. They raised capital from Peterson Partners over a single weekend, which fundamentally changed their acquisition trajectory. This shift from lifestyle business to private equity-backed consolidation enabled them to hit $10 million EBITDA within eighteen months through seven strategic acquisitions.

The Acquisition Model

Carroll’s acquisition model centers on partnership rather than integration. Sellers roll 20-40% equity into the deal while maintaining operational autonomy. This decentralized approach preserves the entrepreneurial energy of the acquired businesses while capturing economies of scale through shared services, technology implementation, and cross-selling opportunities across the portfolio.

Scaling the Business

Today, Kelso Industries operates in over 30 states, has acquired over 30 businesses, and generates over a billion dollars in annual revenue. The company’s strategy involves acquiring established, cash-flowing commercial HVAC companies, keeping great operators in place, and rolling them into equity partners. This approach has proven to be the fastest and safest way to build something massive in the MEP industry.

Practical tips

1. Start with Due Diligence

Before making any acquisition, it’s crucial to conduct thorough due diligence. This includes financial, operational, and legal assessments to ensure the business is a good fit and can be stabilized post-acquisition.

2. Seek Professional Capital

Access to professional capital can significantly accelerate the growth of an acquisition platform. Using institutions like Peterson Partners has enabled Carroll to rapidly expand his business.

3. Maintain Operational Autonomy

Keeping the current management in place and giving them equity ensures that the business continues to operate efficiently. This decentralized approach preserves the entrepreneurial culture and operational expertise of the acquired companies.

4. Focus on Strategic Growth

Centralize capital, strategy, and support, and scale through disciplined acquisitions. This approach allows for economies of scale, cross-selling opportunities, and improved operational efficiency.

5. Embrace Failure as a Learning Experience

Carroll’s initial failure taught him valuable lessons about the importance of thorough preparation and the need for professional capital. Embracing these setbacks as learning opportunities is essential for long-term success.

Important takeaways

The Power of Private Equity

Access to private equity can accelerate M&A velocity and enable rapid growth. Institutions like Peterson Partners saw the potential in Carroll’s vision and provided the necessary capital to turn his ideas into reality.

Maintaining Founder-Led Culture

By keeping the existing management in place and rolling them into equity partners, Carroll was able to maintain the entrepreneurial energy and operational expertise of the acquired businesses. This approach has been crucial to Kelso Industries' success.

The Value of Strategic Acquisitions

Carroll’s strategy of acquiring established, cash-flowing businesses and scaling through disciplined acquisitions has proven to be a successful model. This approach allows for economies of scale, cross-selling opportunities, and improved operational efficiency.

Conclusion

Steve Carroll's journey from a Walmart employee to the founder of a billion-dollar MEP consolidation platform is a testament to the power of strategic thinking, resilience, and the right approach to acquisitions. By learning from his failures, seeking professional capital, and maintaining operational autonomy, Carroll has built a massive, decentralized business that operates in over 30 states and generates over a billion dollars in annual revenue. His story serves as an inspiration for entrepreneurs looking to make a significant impact in the MEP industry.