Similar businesses sell at 1.2x to 5.3x SDE. Compare live listings and connect with sellers.
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*****Please check your SPAM folder for NDA**** For more than 35 years, AJ Heating & Cooling has been a trusted name throughout the Michiana region, serving homeowners across Northern Indiana and Southwest Michigan. This established residential HVAC company has built a loyal customer base of approximately 3,200 customers and a reputation for quality service, reliability, and long-term customer relationships. The business provides a diversified mix of heating and cooling installations, service and repair, water heater replacement, maintenance, indoor air quality solutions, and emergency HVAC services. A balanced revenue mix and highly fragmented customer base create stable year-round demand with no significant customer concentration risk. Financial performance has demonstrated strong momentum. Revenue has grown from approximately $634,000 in 2023 to more than $1.09 million on a trailing twelve-month basis. Seller's Discretionary Earnings (SDE) have increased to approximately $372,000, providing a compelling earnings profile for an owner-operator or strategic buyer. The company has earned strong local recognition, including a BBB A+ rating, and benefits from decades of referral-driven growth. Its established brand, extensive customer database, and reputation within the community create a strong competitive advantage that would be difficult and costly to replicate today. The current owner is preparing for retirement and is committed to providing a smooth transition. Continued involvement during the handoff period can help preserve customer relationships, operational continuity, and institutional knowledge, positioning a new owner for long-term success. Growth opportunities remain substantial. A buyer could expand the service territory, add technicians, implement maintenance membership programs, increase marketing efforts, pursue commercial opportunities, or broaden service offerings. The business provides a strong platform for both organic growth and strategic expansion. This opportunity is ideally suited for an HVAC operator, industry buyer, search fund entrepreneur, independent sponsor, or SBA-backed owner-operator seeking an established, profitable business in a recession-resistant industry where heating and cooling services remain essential regardless of economic conditions.
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8-year-old HVAC business located in Northwest Indiana with a 4.9-star Google rating and 5.0-star Facebook rating. Year over year revenue and profit growth have followed their business model primarily focused on Residential and Light Commercial HVAC Replacement, Installation and Repair. They have a substantial number of clients on installation labor contracts with spring and fall tune-ups, which leads to additional service work. 98% residential No refrigeration No new construction
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35-year-old residential heating and air company serving Northern Indiana and Southern Michigan. 35-year track record of providing quality service to long term customers. Well trained staff in place. The business currently has 80 active maintenance agreements in place and has completed 204 HVAC system change-outs over the past 12 months. Approximately 95% of revenue is generated from residential customers, with little to no refrigeration work performed. Less than 10% of the company's revenue is derived from new construction projects, resulting in a business model that is primarily focused on service, repair, and replacement work. The company primarily offers equipment from Amana and Rinnai and maintains a database of more than 3,100 active customers. Included in the sale is approximately $40,000 of inventory. Financial records are maintained using QuickBooks, and payroll administration is outsourced through ADP. The business does not currently utilize a CRM system, presenting an opportunity for operational enhancements and customer relationship management improvements. Additionally, there are no pending lawsuits or workers' compensation claims, providing buyers with confidence in the company's legal and operational standing.
National transaction benchmarks for hvac business businesses.
Under $500K
$500K to $2M
Over $2M
A variety of factors can cause businesses to trade outside this range, including earnings quality, operational transferability, key-person risk, growth trajectory, and geography, so a listing priced above or below the typical multiple usually reflects real differences in the underlying business.
Cofounder & CEO
Key diligence, valuation, financing, and transition considerations for buyers evaluating HVAC business acquisitions.
The most reliable indicator of HVAC business quality is the size and retention rate of its maintenance agreement (MA) base. Each MA typically generates $150-$300 in annual recurring revenue and produces 3-5x more replacement leads than non-agreement customers. Ask for MA count, renewal rate, and how long agreements have been in place. A business with 500+ active MAs and 80%+ renewal rate commands a significant premium over one without.
Businesses using flat-rate pricing are substantially more transferable than time-and-material shops. Flat-rate systems remove individual technician pricing discretion, making revenue more predictable, margins more consistent, and the business easier for a new owner to manage. When reviewing listings, flat-rate pricing is a positive signal. Time-and-material shops can be converted, but budget for a 6-12 month transition period.
Every state requires HVAC contractors to hold a valid license, and most are tied to a specific qualifying individual - typically the owner or a designated employee. When a business sells, the buyer must hold their own license, hire a licensed qualifier, or negotiate a transition period. Confirm the license situation early in diligence. Businesses where the owner is also the qualifier carry key-person risk that will directly affect valuation.
Residential HVAC businesses tend to be more transferable - customer relationships are distributed across thousands of households rather than concentrated in a few commercial accounts. Commercial-heavy businesses (50%+ commercial) warrant deeper diligence on contract terms, renewal dates, and whether contracts are assignable to a new owner. A residential business with a strong MA base and diversified customer geography is typically the most straightforward acquisition.
HVAC businesses are highly seasonal - revenue peaks in summer (cooling) and winter (heating), with shoulder months in spring and fall. Ask for monthly revenue breakdowns across at least two full years to understand the true seasonal pattern. Buyers who close during peak season may not see trough cash flow until months later. SDE calculations should normalize for seasonal working capital and owner compensation timing.
The presence of a modern field service CRM - ServiceTitan, FieldEdge, Housecall Pro - indicates the business has been run systematically rather than from the owner's memory. CRM-equipped businesses have documented customer histories, job costing data, and technician metrics that support a clean transition. Businesses without a CRM are not disqualified, but plan for 3-6 months of systems implementation post-close.
Answers to common buyer questions for this market.
