It really pays to know what your customer wants and deliver. Just ask Don Valentine, owner of John Moore Services in Houston. The plumbing, HVAC, and electrical contractor recently celebrated its 50th anniversary.

The company started with a single plumbing truck and expanded to include HVAC and electrical services, pest control, lawn care, home security, water damage restoration, carpet cleaning, bathroom remodeling, and more. According to Valentine, expanding into so many service offerings was all about benefiting from “the lifetime value of a customer.”

When John Moore gets a new plumbing or electrical service call, it provides an opportunity to convert that homeowner as a HVAC customer and vice versa. But, as Valentine says, “You must do each one well. If you screw up on one, you lose all their business.”

The company is a great example of a residential contractor understanding that time is a valuable commodity and homeowners enjoy the convenience of having everything offered in one place. The proof is in the numbers — John Moore has grown at a 25 percent average compound annual growth rate (CAGR) since Valentine purchased the company in 2004.

Have you recently expanded your services or thinking about expanding your services? Tell us about it in the comments. To read more about John Moore Services, visit