THE REASON FOR THE SEARCH

Confidential replacement due to underperformance of the existing GM. The business, particularly its Fort Collins branch, had seen revenue decline over three years and required immediate leadership intervention to reverse the trend.

THE PRIVATE EQUITY FIRM

LightBay Capital.

THE PORTFOLIO COMPANY

Clarion is a leading HVAC, plumbing, and electrical services provider serving residential customers in growing markets across the Midwest and Central U.S. Established in 1989 and headquartered in Chicago, IL, the company operates as a multi-brand platform across Nebraska, Wisconsin, Colorado, Kansas, Utah, and Ohio. Clarion offers replacement, repair, and maintenance services and has partnered with LightBay since December 2021.

THE SEARCH REQUIREMENTS

• General Manager with full P&L responsibility

• Proven sales and marketing experience with a focus on customer acquisition

• Strong residential HVAC, plumbing, and electrical sector background

• Turnaround experience with EBITDA and revenue growth

• High accountability and KPI management

• Experience leading 50+ person teams and creating new management structures

• Familiarity with ServiceTitan software preferred

CHALLENGES

The Fort Collins branch had experienced a revenue decline from $26M to $20M over three years, coupled with high turnover and weak culture. The existing leadership failed to drive sales and lacked execution. The newly hired sales, HVAC, warehouse, and electrical managers required a capable leader to either guide or replace them. Integrating into the underperforming culture and improving operational efficiency posed significant hurdles.

THOUGHTS ON THE CANDIDATE

“Brian brings extensive experience across HVAC, Plumbing, Drains, and Electrical Services. He has played a pivotal role in driving revenue and EBITDA growth while fostering a positive company culture grounded in accountability and collaboration. From our initial conversation, it was evident that Brian is a driven, goal-oriented professional with a strong focus on aligning team efforts with organizational objectives. His commitment to performance and sustainable growth stands out as one of his core strengths.

Despite holding a leadership role, Brian remains humble and approachable. He leads with empathy and respect, cultivating an inclusive environment where every team member feels valued. This mindset and leadership style made him an ideal fit for the role.

The hiring process with Brian was exceptionally smooth. He communicated openly and thoroughly, which allowed me to support him effectively throughout each stage. Brian provided detailed feedback after every interview and was proactive in sharing his thoughts, questions, and timelines. His transparency regarding other opportunities helped us align our approach and ultimately present an offer that exceeded expectations. His professionalism and clarity contributed to an efficient, collaborative recruitment experience.”

~Mohammed Vali, Vice President, Commercial & Residential HVAC Services