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Matt Michel headshot on a white background.

About the Column

Matt Michel offers practical business insights for plumbing service contractors. He is an award-winning writer and CEO of the Service Roundtable, an organization dedicated to helping service contractors improve their business.

Want proven strategies to help your plumbing business grow? Connect with Matt Michel.

]]> https://www.pmmag.com/rss/6396-matt-michel-service-plumbing-pros en-us 12 steps to improve home show results from plumbing contractors matt.michel@serviceroundtable.org (Matt Michel) Too many plumbers overlook the opportunities presented by home and garden shows. Attendance at shows has been increasing every year since the pandemic. Up to 90% of attendees are homeowners. Attendees are typically 35-64 years old and affluent. They attend the show because they want to make improvements in their homes and yards.

]]> http://www.pmmag.com/articles/106692 Mon, 21 Jul 2025 00:00:00 -0400 https://www.pmmag.com/articles/106692-12-steps-to-improve-home-show-results-from-plumbing-contractors Two dozen ways to be easy to do business with: part II matt.michel@serviceroundtable.org (Matt Michel) Are you easy to do business with? You might think so, but there's always room for improvement. Here are twelve ways to make it easier for others to work with you. How many do you practice?

]]> http://www.pmmag.com/articles/106622 Thu, 19 Jun 2025 00:00:00 -0400 https://www.pmmag.com/articles/106622-two-dozen-ways-to-be-easy-to-do-business-with-part-ii Two Dozen Ways to Be Easy to Do Business With: Part I matt.michel@serviceroundtable.org (Matt Michel) Are you easy to do business with? You probably think that. Everyone thinks that. Chances are you can become easier to do business with. Everyone can. Here part one of 24 ways you can be easy to do business with.

]]> http://www.pmmag.com/articles/106632 Fri, 30 May 2025 00:00:00 -0400 https://www.pmmag.com/articles/106632-two-dozen-ways-to-be-easy-to-do-business-with-part-i Can women help plumbers solve labor shortage matt.michel@serviceroundtable.org (Matt Michel) Jane Withers' character, “Josephine the Plumber,” in Comet commercials was popular in the 1960s and 1970s. However, women remain underrepresented in plumbing, which faces a shortage of service plumbers. Recruiting more women could help address this shortage.

]]> http://www.pmmag.com/articles/106428 Thu, 27 Mar 2025 00:00:00 -0400 https://www.pmmag.com/articles/106428-can-women-help-plumbers-solve-labor-shortage 10 tips to make running a small business easier matt.michel@serviceroundtable.org (Matt Michel) No one claims that running a small business is simple. However, there are ways to make it easier, starting with how you begin each day.

]]> http://www.pmmag.com/articles/106342 Tue, 18 Feb 2025 00:00:00 -0500 https://www.pmmag.com/articles/106342-10-tips-to-make-running-a-small-business-easier 8 ways to stand out from your competitors matt.michel@serviceroundtable.org (Matt Michel) Most plumbing companies tend to look alike, making it difficult for them to stand out. The challenge for owners is to identify a unique difference from competitors and promote it effectively.

]]> http://www.pmmag.com/articles/106291 Fri, 10 Jan 2025 00:00:00 -0500 https://www.pmmag.com/articles/106291-8-ways-to-stand-out-from-your-competitors Best practices for moving up the hierarchy and improving relationships matt.michel@serviceroundtable.org (Matt Michel) Consumers choose plumbing companies based on a hierarchy of relationships, from unfamiliarity to direct personal experience, with community involvement and networking enhancing credibility and visibility at higher levels.

]]> http://www.pmmag.com/articles/106234 Mon, 09 Dec 2024 00:00:00 -0500 https://www.pmmag.com/articles/106234-best-practices-for-moving-up-the-hierarchy-and-improving-relationships 9 things to make your trucks more effective in your plumbing business matt.michel@serviceroundtable.org (Matt Michel) Your vehicles are a projection of your brand into the market.

]]> http://www.pmmag.com/articles/106161 Fri, 08 Nov 2024 00:00:00 -0500 https://www.pmmag.com/articles/106161-9-things-to-make-your-trucks-more-effective-in-your-plumbing-business The psychology of plumbing pricing matt.michel@serviceroundtable.org (Matt Michel) We all know about pricing, right? Hopefully, we know the difference between markup and margin. We know how to calculate break even. Here are eight things you should know about the psychology of pricing.

]]> http://www.pmmag.com/articles/106053 Tue, 15 Oct 2024 00:00:00 -0400 https://www.pmmag.com/articles/106053-the-psychology-of-plumbing-pricing Six things that matter about your branding matt.michel@serviceroundtable.org (Matt Michel) Developing a strong brand can significantly impact your plumbing company by making it more familiar and less intimidating to consumers. This can lead to more calls and reduced marketing costs. Here are six important factors to consider when building a brand and brand image in your market.

]]> http://www.pmmag.com/articles/105898 Wed, 11 Sep 2024 00:00:00 -0400 https://www.pmmag.com/articles/105898-six-things-that-matter-about-your-branding How should you handle merchant service fees? matt.michel@serviceroundtable.org (Matt Michel) Some customers prefer using credit cards, but accepting them means paying merchant service fees. Contractors may offer cash discounts or add an upcharge, so consider how to handle merchant services.

]]> http://www.pmmag.com/articles/105638 Fri, 09 Aug 2024 00:00:00 -0400 https://www.pmmag.com/articles/105638-how-should-you-handle-merchant-service-fees 6 groups every plumber should join matt.michel@serviceroundtable.org (Matt Michel) Plumbers are typically independent and work alone from a service truck, but there are significant benefits to joining groups. These can include learning from peers and expanding your customer base. Consider joining these six groups as a plumber.

]]> http://www.pmmag.com/articles/105583 Wed, 10 Jul 2024 00:00:00 -0400 https://www.pmmag.com/articles/105583-6-groups-every-plumber-should-join 4 things you must do to justify a higher price matt.michel@serviceroundtable.org (Matt Michel) In every market, some companies offer low-priced products, while others offer high-priced premium products. If you want to justify a higher price, here are four things you must do.

]]> http://www.pmmag.com/articles/105544 Mon, 10 Jun 2024 00:00:00 -0400 https://www.pmmag.com/articles/105544-4-things-you-must-do-to-justify-a-higher-price Networking for commercial plumbers matt.michel@serviceroundtable.org (Matt Michel) Larry Taylor, a renowned contractor, believed that networking is the key to commercial sales. Business is built on relationships, and networking helps build them. Here are nine ways to network effectively.

]]> http://www.pmmag.com/articles/105480 Tue, 07 May 2024 00:00:00 -0400 https://www.pmmag.com/articles/105480-networking-for-commercial-plumbers Beating the scalding and legionella paradox matt.michel@serviceroundtable.org (Matt Michel) Scalding remains a hidden danger lurking in homes across the United States, particularly impacting the vulnerable. The plumber can avoid the unintended consequences of simply lowering water temperatures.

]]> http://www.pmmag.com/articles/105418 Tue, 02 Apr 2024 00:00:00 -0400 https://www.pmmag.com/articles/105418-beating-the-scalding-and-legionella-paradox 7 reasons manufacturers advertise in the trade press matt.michel@serviceroundtable.org (Matt Michel) Every now and then I talk with a plumber who gripes about manufacturer ads in the trade press. Usually, the plumber believes the money could be better spent elsewhere, such as consumer advertising to make it easier for the plumber to sell the manufacturer’s products. Here are seven reasons why manufacturers advertise in the trade press.

]]> http://www.pmmag.com/articles/105376 Fri, 08 Mar 2024 00:00:00 -0500 https://www.pmmag.com/articles/105376-7-reasons-manufacturers-advertise-in-the-trade-press 5 steps to building a strong banking relationship matt.michel@serviceroundtable.org (Matt Michel) A strong banking relationship is critical for securing loans and for establishing and maintaining lines of credit. Relationships are not built overnight. Here are the steps you need to build a good relationship with a bank.

]]> http://www.pmmag.com/articles/105281 Mon, 08 Jan 2024 00:00:00 -0500 https://www.pmmag.com/articles/105281-5-steps-to-building-a-strong-banking-relationship 4 reasons to hire apprentices and grow them into plumbers matt.michel@serviceroundtable.org (Matt Michel) Should you hire apprentices instead of journeymen and master plumbers? Some contractors are finding more long-term success by building their team from the ground up.

]]> http://www.pmmag.com/articles/105230 Wed, 06 Dec 2023 00:00:00 -0500 https://www.pmmag.com/articles/105230-4-reasons-to-hire-apprentices-and-grow-them-into-plumbers 9 ways to out-recruit the competition matt.michel@serviceroundtable.org (Matt Michel) It only takes a little effort to out-recruit the competition. Here are nine ways to become a better recruiter.

]]> http://www.pmmag.com/articles/105187 Thu, 09 Nov 2023 00:00:00 -0500 https://www.pmmag.com/articles/105187-9-ways-to-out-recruit-the-competition Tips for managing problematic personnel matt.michel@serviceroundtable.org (Matt Michel) You know him (or her). He is the irrational employee. The irrational employee is usually a good producer or an essential person. Here is how to manage him, instead of letting him manage you.

]]> http://www.pmmag.com/articles/105137 Thu, 05 Oct 2023 00:00:00 -0400 https://www.pmmag.com/articles/105137-tips-for-managing-problematic-personnel Questions plumbing business owners should be asking themselves matt.michel@serviceroundtable.org (Matt Michel) Here are 46 business proverbs or truths that apply to the plumbing profession, presented in no particular order. Accompanying each is a question every plumbing company owner should ask about his company.

]]> http://www.pmmag.com/articles/105097 Tue, 05 Sep 2023 00:00:00 -0400 https://www.pmmag.com/articles/105097-questions-plumbing-business-owners-should-be-asking-themselves 11 steps to follow to run a sales promotion matt.michel@serviceroundtable.org (Matt Michel) Plumbing contractors are not known for their marketing prowess, yet marketing can drive more calls. The simplest marketing might be the sales promotion. Here are the steps.


]]> http://www.pmmag.com/articles/105027 Mon, 07 Aug 2023 00:00:00 -0400 https://www.pmmag.com/articles/105027-11-steps-follow-to-run-a-sales-promotion Matt Michel: What you should know about selling products made in the USA matt.michel@serviceroundtable.org (Matt Michel) A product with a "Made in America" label is not necessarily made in the United States. It could be made in Canada or Mexico. Do you want products made in America or the USA?

]]> http://www.pmmag.com/articles/104982 Mon, 10 Jul 2023 00:00:00 -0400 https://www.pmmag.com/articles/104982-matt-michel-what-you-should-know-about-selling-products-made-in-the-usa Matt Michel: 5 solid reasons every plumber should offer drain cleaning matt.michel@serviceroundtable.org (Matt Michel) It is always a mystery why more plumbers fail to emphasize drain cleaning — if they offer it at all. Some think it fails to offer enough revenue. Others think it presents too much low-dollar competition. Here are five solid reasons every plumber should offer drain cleaning.

]]> http://www.pmmag.com/articles/104936 Wed, 07 Jun 2023 00:00:00 -0400 https://www.pmmag.com/articles/104936-matt-michel-5-solid-reasons-every-plumber-should-offer-drain-cleaning Matt Michel: 7 ways to know it is time to exit matt.michel@serviceroundtable.org (Matt Michel) There has been a lot of private equity activity in the service trades since the COVID-19 lockdowns. Suddenly, boring old businesses gained monetary sex appeal when they were declared essential and could continue making money while many other local businesses were effectively shuttered. This has led to a land rush for good service contracting businesses and many plumbers have grabbed the brass ring while the grabbing was seen as good.

]]> http://www.pmmag.com/articles/104881 Fri, 05 May 2023 00:00:00 -0400 https://www.pmmag.com/articles/104881-matt-michel-7-ways-to-know-it-is-time-to-exit Matt Michel: Let's talk scalding matt.michel@serviceroundtable.org (Matt Michel) Scalding in the home or burns from hot liquids is dangerous to anyone, but is a particular concern to the youngest and oldest Americans. Plumbers are charged with protecting the health of the nation. Thus, plumbers can play a key role in reducing the risk, starting with homeowner education.

]]> http://www.pmmag.com/articles/104827 Thu, 06 Apr 2023 00:00:00 -0400 https://www.pmmag.com/articles/104827-matt-michel-lets-talk-scalding Matt Michel: 9 simple communication tips to boost review scores matt.michel@serviceroundtable.org (Matt Michel) You may be the best technical plumber in town, but you will earn poor reviews and bad word-of-mouth if you cannot communicate well. Here are nine simple steps you can take to improve your communication skills. Almost all of them are non-verbal.

]]> http://www.pmmag.com/articles/104786 Tue, 07 Mar 2023 00:00:00 -0500 https://www.pmmag.com/articles/104786-matt-michel-9-simple-communication-tips-to-boost-review-scores Matt Michel: Opportunities in the coming recession matt.michel@serviceroundtable.org (Matt Michel) If the country is not already in recession, it appears likely one will arrive in 2023. Here are six ways to turn the downturn into an opportunity.

]]> http://www.pmmag.com/articles/104735 Tue, 07 Feb 2023 00:00:00 -0500 https://www.pmmag.com/articles/104735-matt-michel-opportunities-in-the-coming-recession Matt Michel: 5 traits of winning plumbers matt.michel@serviceroundtable.org (Matt Michel) Why are some plumbers winners, while others struggle? It is not the market, location of the company, the role of government, customers’ attitudes, the availability of manpower or any of the other excuses bandied about. Winning plumbers share a set of intangible traits that affect how they approach the world, how they see the world, and thus, how the world responds to them.

]]> http://www.pmmag.com/articles/104666 Mon, 09 Jan 2023 00:00:00 -0500 https://www.pmmag.com/articles/104666-matt-michel-5-traits-of-winning-plumbers Matt Michel: The aging-in-place opportunity matt.michel@serviceroundtable.org (Matt Michel) Ninety percent of seniors would rather remain in their own homes than move to assisted living, according to AginginPlace.org. Given the costs of assisted living, aging-in-place makes financial sense as well. Yet, many homes are not ready, which presents an opportunity for plumbing contractors.

]]> http://www.pmmag.com/articles/104619 Tue, 06 Dec 2022 00:00:00 -0500 https://www.pmmag.com/articles/104619-matt-michel-the-aging-in-place-opportunity