Episode Overview
Baseball taught Justin Blaine how to fail forward, a skill that would prove essential when he transitioned from minor league player to mergers and acquisitions professional to trades business owner.
The former Philadelphia Phillies prospect didn't set out to buy Carter Services. He was simply a satisfied customer of the 52-year-old family business when one of the founding brothers called asking for help selling the company.
By the end of that conversation, Blaine had flipped the script entirely.
"I said, 'Give me a day. I might have some different ideas here,'" he recalls.
What followed was a masterclass in applying business fundamentals to an industry Blaine knew nothing about. Armed with experience from dozens of M&A deals and the even-keeled temperament forged on baseball diamonds, he and partner Tim acquired Carter Services in February 2023.
The transition wasn't smooth. Forty technicians stared back blankly when Blaine delivered what he thought was a rousing ownership speech on day one.
"Zero response. Not your heckler crowd," he says.
The first year brought a revenue drop as the team navigated skeptical employees, negative Yelp reviews, and a softening market. But Blaine's M&A background had taught him that losing momentum kills deals—and businesses.
His solution? Focus on what Carter did uniquely well: serving customers across all four trades—plumbing, electrical, HVAC, and appliance repair.
"Who can give you a membership with four trades? Nobody. Literally nobody," Blaine explains.
That differentiation, combined with a hospitality-first mindset borrowed from restaurant industry leaders, helped Carter achieve a 45% revenue increase in year two. The 600 new members they added now account for 35% of total business.
Blaine's journey illustrates how business fundamentals transcend industry boundaries. Whether managing failure on a baseball field or navigating the emotional complexities of buying someone's life work, the principles remain constant: stay even-keeled, focus on relationships, and never stop moving forward.
"Most people think about what if it goes wrong? I said, what if something goes right?" Blaine reflects.
Justin Blaine recently joined ServiceTitan's Jackie Aubel on the "Toolbox for the Trades" podcast, which included Blaine's thoughts on:
[1:42] Justin’s pivot from minor league baseball to M&A and the trades
[14:58] Transitioning from customer to owner of a home services business
[25:23] Cultivating a growth mindset with your team and “unreasonable hospitality”
[37:25] The future of private equity and why the trades is accessible to everyone
Additional Resources:
Unreasonable Hospitality by Will Guidara
Setting the Table by Danny Meyer
To hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, Google, or anywhere you get podcasts.
Related Videos
About ServiceTitan
ServiceTitan is a comprehensive software solution built specifically to help home service companies streamline their operations, boost revenue, and substantially elevate the trajectory of their business.
Our comprehensive, cloud-based platform is used by thousands of electrical, HVAC, plumbing, garage door, and chimney sweep shops across the country—and has increased their revenue by an average of 25% in just their first year with us.
Ready to learn more about what ServiceTitan can do for your business?
