Joe Gitto joined David Schlitt of Synergy Exit Advisors and Marni Spence of CLA (CliftonLarsonAllen LLP) on the presenter panel for EPI Orlando’s September chapter meeting, “Exit Planning Case Study: A Real-World Approach to Building Value and Exit Readiness.” The panel worked through how profitable businesses build long-term value, reduce owner dependence, and get ready for a future transition. Nelson Mullins hosted the evening.
See George Stefanou’s full recap and event photos on LinkedIn.
Our latest industry spotlight examines Security Software Publishing in the US — an $82.6 billion industry that has grown at an 11.6% annual rate since 2021, carrying a 24.9% profit margin and drawing accelerating M&A activity. Browse the full presentation below, or download the PDF.
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Pest Control Industry Spotlight
Sabrina Riback
4 days ago
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A Great Night with GrowFL
Joe Gitto
Mar 2
Updated: Mar 3
Congratulations to Patrice & Kern and the
Ingenious Culinary Concepts Team at https://www.ingeniouscc.com/
for being recognized as one of Florida’s fastest growing companies!
The Ingenious team touches the lives of so many students across the country every day. We are grateful to be part of your journey.
Thank you to Tammie, Melissa, and the Team at GrowFL for such a powerful program to recognize Florida’s fastest-growing second-stage companies.
These entrepreneurs are creating jobs and changing communities!
Blog
Before you bring your company to market, you need to take a long, hard look at what it’s actually worth. This can be hard for business owners to do. You want the best price, but you may be thinking emotionally—what it MEANS to YOU—rather than what it is actually worth to a buyer who has no emotional attachment.
The method of valuation used can depend on the type of business, why you are selling, and the buyer.
There are many ways to assess the value of a company:
Asset-Based – what are the company’s current assets and liabilities
Market-Based – what is the value of other similar companies on the market
Income-Based – what is the profitability of the company currently and projected for the future.
If you are looking to liquidate your business, the Asset-Based Approach is the most straightforward. This is the hard value of what the business currently owns:
Equipment
Inventory
Property
Intellectual property
A prospective buyer will weigh what the assets are worth vs. the liabilities.
If you are looking to sell quickly or in a tough market, the Market-Based Valuation will position you in the buy/sell environment. It is similar to selling a house or other property based on local property values. You can only get what people are willing to pay.
Most sellers are interested in the third approach–Income-Based. This evaluation is based on not just the bare bones of the company, or its basic market value, but on its FUTURE value as a thriving and growing business under the helm of the new owner.
A buyer is going to want full transparency and truthfulness (which you should be providing in any case) about the current state of your business as well as its prospects. Is your industry as a whole thriving, or is it teetering? What is your current customer base, and who are the prospective clients? Will they be able to continue that trajectory?
While there are a number of metrics used in valuing your business, it is essential to do your own due diligence: going over your accounting carefully and making sure that it is all in order, including both revenue and outlays.
Earnings Before Interest, Taxes, Depreciation, and Amortization or EBITDA for short, is a good place to start. Note, the SEC requires public companies to reconcile EBITDA with net income for a more accurate picture of a company’s worth. It is also important to consider Seller’s Discretionary Earnings (SDE), particularly for small businesses.
To save yourself a lot of heartache, be honest with yourself, and gather all of your documents and advisors including a good exit planning firm, to determine your company’s value.
Here at Blue Sky Exit Planning, we are committed to helping businesses sell their businesses at the highest value to the right buyer. A veteran entrepreneur, Joe Gitto has started, run and ultimately sold five businesses in a broad range of industries.
Schedule your consultation today.
Blog
The remediation and environmental cleanup services industry in the United States is dedicated to restoring contaminated sites, removing hazardous materials, and ensuring environmental safety across a wide range of projects. Companies in this sector work on cleaning up buildings, soil, and groundwater, as well as abating toxic materials and undertaking mine reclamation activities. These services include federally funded cleanup projects, though they exclude direct federal agency budgets for their own cleanup operations. Clients span government agencies, private corporations, and industrial operators seeking compliance with environmental and safety regulations.
In recent years, steady growth in chemical manufacturing and waste production has increased the demand for remediation services. Anticipated growth in public sector funding—particularly for environmental initiatives—will further boost opportunities for industry operators. Higher federal investments in environmental cleanup and defense spending are expected to generate substantial demand for qualified remediation services. Regulatory oversight is extensive, with federal and state licensing requirements mandatory for operation. Agencies such as the Environmental Protection Agency (EPA) play a pivotal role, especially through programs like Superfund and Brownfields, which provide significant demand and resources for industry projects.
Financially, the industry generated $24.2 billion in revenue in 2024, with growth expected to remain steady through 2029 before moderating to around 0.7% annually. The sector employs nearly 94,000 workers, with employment projected to grow by 1.3% per year over the same period. There are approximately 5,141 businesses in operation, with each generating an average annual profit of about $442,900. Profit margins have averaged 9.4% from 2019 to 2024, with total industry profit over that period reaching $2.3 billion.
Industry performance is influenced by infrastructure investment, mining activity, and environmental regulation. The Biden administration’s Infrastructure Investment and Jobs Act has allocated $55 billion to drinking water quality improvements and $21 billion for Superfund and Brownfield site cleanups, while the Inflation Reduction Act further expands funding for air and water quality projects. These initiatives, alongside large and often lucrative government contracts, are expected to bolster revenue and profit growth.
The sector’s prospects are also tied to developments in the energy market. Increased domestic oil and gas production, uncertainty in global energy markets, and the decommissioning of nuclear power reactors create steady demand for cleanup services. While the future of nuclear energy remains uncertain, decommissioning activities represent a growth opportunity for many firms in this space.
Looking ahead, remediation and environmental cleanup companies are well-positioned to benefit from both public and private sector demand, particularly as environmental regulations tighten and sustainability goals expand. Businesses that secure government contracts, invest in compliance capabilities, and maintain strong technical expertise will be best positioned to capture opportunities. Partnering with advisory firms like Blue Sky Exit Planning can help operators benchmark their performance and plan for long-term, sustainable growth.
For a deeper dive into the key takeaways and to see how your business compares to industry benchmarks, contact Joe at Joe@blueskyexitplanning.com.
Citation:Govdysh, A. (2025). 23 Remediation & Environmental Cleanup Services in the U.S. IBISWorld Industry Reports. https://my.ibisworld.com/
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Industry Spotlights
The pool services industry in the United States encompasses the installation, maintenance, repair, and renovation of swimming pools, spas, and related aquatic equipment. Contractors work across a range of settings, including residential backyards, commercial complexes, hotels, community centers, and recreational facilities. Services span new installations, additions, alterations, routine maintenance, and emergency repairs, making the industry a blend of both construction and long-term service work.
The COVID-19 pandemic, combined with low interest rates, fueled a boom in single-family home construction and, by extension, pool installations as consumers invested in home-based recreation. However, recent interest rate hikes have slowed this trend, particularly in the single-family housing market. Growth in multifamily construction has helped offset some of the decline, and anticipated interest rate cuts in 2025 are expected to rejuvenate demand for single-family pools.
Pool service contractors operate in a highly regulated environment that requires state licensing and adherence to strict safety codes. While government support is limited, private organizations such as the National Spa and Pool Institute and the Master Pools Guild offer resources, training, and networking opportunities for industry professionals. Compliance with safety and quality standards is critical to ensuring both customer satisfaction and operational legitimacy.
Financially, the industry generated an estimated $13.9 billion in revenue in 2024, with growth projected through 2029 before slowing to around 2.2% annually. The sector employs over 58,700 workers, with employment expected to grow 2% annually during the same period. There are roughly 16,841 businesses in operation, each generating an average profit of about $56,317 annually. Profit margins have remained steady at around 6.8%, with total industry profits from 2019 to 2024 reaching $948.4 million.
Market demand is driven by construction trends, discretionary consumer spending, and the ongoing need for maintenance and renovations as pools age. Renovations and upgrades, such as resurfacing, equipment replacement, and energy-efficient retrofits, are key revenue streams for many contractors. Seasonal factors also play a role, with demand peaking during warmer months in most regions.
Looking ahead, the pool services industry will need to adapt to shifting housing market conditions while capitalizing on long-term service contracts and renovation opportunities. Companies that diversify their offerings, maintain compliance with evolving safety standards, and build strong relationships with builders and property owners will be well-positioned for success. Partnering with advisory firms like Blue Sky Exit Planning can help pool service businesses benchmark performance and identify strategic growth paths.
For a deeper dive into the key takeaways and to see how your business compares to industry benchmarks, contact Joe at Joe@blueskyexitplanning.com.
Citation: O’Malley, M. (2024). 23899B Swimming Pool Construction in the U.S. IBISWorld Industry Reports. https://www.ibisworld.com/
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Industry Spotlights
The plumbing industry provides essential services that are critical to both construction and ongoing building maintenance across the United States. Plumbers install, maintain, and repair piping systems in a variety of settings, with nonresidential construction—such as office buildings, hospitals, factories, power plants, retail stores, and schools—representing the largest market segment. Residential services, while smaller in share, remain a steady source of demand given the essential nature of plumbing for repairs, renovations, and system upgrades.
In recent years, the nonresidential construction market has rebounded strongly after a challenging period, driven in part by federal policies and rising e-commerce activity. While warehouse construction has slowed from previous highs, demand from data center projects in 2024 has helped fill the gap. Federal legislation, including the CHIPS Act, has contributed to increased activity in commercial and industrial building projects, providing new opportunities for plumbing contractors. However, high mortgage rates have weighed on residential demand, with the market slowing significantly until rate cuts in 2024 began to ease conditions.
Plumbing remains a regulated industry with barriers to entry that include required training, licensing, and experience. These requirements vary from state to state, reinforcing the localized nature of the business. Industry associations and unions support plumbers through training programs, advocacy, and job opportunities. The sector also benefits from the constant need for repair and maintenance work, which helps stabilize demand even during construction downturns.
Financially, the plumbing industry generated an estimated $158.6 billion in revenue in 2024, with growth projected through 2029 before leveling at around 2.6% annually. The industry employs over 736,000 workers, with employment expected to grow at 2.9% annually over the next five years. Approximately 132,000 plumbing businesses operate nationwide, generating an average annual revenue per business that supports profit margins of 4.3%. This translates to about $51,685 in profit per business, with total industry profits from 2019 to 2024 reaching $6.8 billion.
Key performance drivers include nonresidential construction trends, interest rate movements, and the ongoing need for system repairs and replacements. The replacement of aging or hazardous piping materials also supports consistent demand. Companies that can adapt to changing market conditions, diversify their service offerings, and leverage strong relationships with general contractors will be well-positioned to capture opportunities across multiple sectors.
Looking ahead, plumbing contractors will need to balance the cyclical nature of construction with the steady base of maintenance and emergency repair work. Those who invest in workforce development, embrace emerging technologies, and align with high-growth market segments such as data centers and sustainable building projects will have an advantage. Partnering with advisors like Blue Sky Exit Planning can help plumbing businesses benchmark performance and position for long-term success.
For a deeper dive into the key takeaways and to see how your business compares to industry benchmarks, contact Joe at Joe@blueskyexitplanning.com.
Citation:Pigott, M. (2024). 23 Construction in the U.S. IBISWorld Industry Reports. https://my.ibisworld.com/
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Industry Spotlights
The pest control industry in the United States provides essential services for both residential and commercial clients, helping to manage and eliminate pests ranging from rodents and termites to mosquitoes and other insects. Providers offer a variety of solutions, including bird control, fumigation, and heat treatments, tailored to protect property, health, and safety. By addressing infestations and preventing future occurrences, pest control companies play a critical role in maintaining healthy living and working environments.
In recent years, volatile housing markets have influenced industry performance, as higher interest rates and fluctuating home prices have slowed residential transactions—a key source of demand for pest control services. The industry experienced more favorable conditions during the pandemic, but growth has since moderated. As interest rates normalize and economic stability improves, renewed consumer spending on home improvements and maintenance is expected to create fresh opportunities for pest control providers.
Climate change is also reshaping the industry’s operational scope. Warmer and wetter conditions are expanding pest activity into regions that previously experienced minimal demand, creating growth potential in formerly underserved, colder areas. At the same time, environmental regulations and licensing requirements remain strict, with pest control providers needing to meet rigorous federal and state standards to operate legally and effectively.
Financially, the industry is on solid ground. In 2024, revenue was estimated at $24.2 billion, with projected annual growth of 1.7% through 2029. The sector employs over 159,000 workers, with employment expected to grow 2.2% annually over the same period. The number of businesses—currently about 33,385—is forecast to rise by 3% in five years. Profit margins remain healthy at around 13%, translating to approximately $96,417 per business, with total industry profits reaching $3.2 billion from 2019 to 2024.
Key performance drivers include housing market trends, climate-related pest proliferation, and heightened consumer awareness of pest-related health risks. Seasonal weather variations also influence service demand—for example, termite treatments tend to drop during droughts or milder seasons. Companies that can adjust their operations to these shifts while maintaining compliance with environmental standards are best positioned to succeed.
Looking ahead, the pest control industry’s growth will depend on its ability to adapt to evolving climate patterns, economic shifts, and regulatory landscapes. Firms that diversify their service offerings, invest in environmentally friendly pest management solutions, and leverage technology for improved efficiency will be best equipped to capture market share. Strategic planning with advisory partners like Blue Sky Exit Planning can help pest control companies benchmark their performance and position for long-term growth.
For a deeper dive into the key takeaways and to see how your business compares to industry benchmarks, contact Joe at Joe@blueskyexitplanning.com.
Citation:Jozkowski, E. (2024). 56171 Pest Control in the U.S. Industry Report. IBISWorld Industry Reports. https://www.ibisworld.com/
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Industry Spotlights
The landscaping services industry enhances residential, commercial, and public spaces by designing, installing, and maintaining outdoor environments. Landscaping firms provide services ranging from lawn care, irrigation, and tree maintenance to hardscaping and outdoor renovations. These professionals work across diverse projects, improving private homes, corporate campuses, municipal parks, recreational facilities, and urban green spaces. By combining aesthetic appeal with functionality, the industry plays a significant role in shaping communities and supporting property values.
The COVID-19 pandemic initially spurred a boom in residential construction, driving higher demand for landscaping services as homeowners invested in outdoor living spaces. Low interest rates supported strong housing market growth, but as rates have risen, residential construction has slowed. Nevertheless, affluent households have continued to drive demand, seeking premium landscaping solutions such as high-end hardscaping, water features, and custom outdoor designs. These services command higher prices, boosting revenue for companies that cater to the upper market segment.
The industry has also faced challenges, particularly related to labor. Stricter labor regulations, increased restrictions on employing foreign workers, and closer monitoring of undocumented workers have constrained the available workforce. As a result, landscapers have had to adapt their hiring and retention strategies while maintaining service quality. Weather conditions also influence performance, with extreme wet, hot, or snowy seasons driving demand for specialized services like pest control, sprinkler installation, and snow removal.
Financially, the landscaping services industry remains strong. In 2024, annual revenue reached $158.9 billion, with growth projected to continue until 2029 before slowing to around 2.2%. The sector employs over 1 million workers, with employment growth expected to average 3.4% per year through 2029. There are approximately 657,000 businesses in the space, generating average annual revenue of $235,300 per company. Profit margins have remained steady at 9.5%, translating to around $22,354 in profit per business, with total industry profit from 2019 to 2024 reaching $15.1 billion.
Growth drivers for the industry include the outsourcing of landscaping by residential, commercial, and government clients, rising disposable incomes, and the expansion of high-earning households. In addition, the trend toward sustainable and environmentally friendly landscaping—such as native plantings, water-efficient irrigation, and pollinator-friendly gardens—presents opportunities for companies to differentiate themselves and appeal to eco-conscious consumers.
Looking ahead, the landscaping industry’s success will depend on its ability to balance demand for premium services with operational challenges, especially in labor availability. Firms that invest in skilled labor, embrace sustainable practices, and diversify service offerings are likely to capture market share and maintain profitability. Strategic support from advisors like Blue Sky Exit Planning can help landscaping companies benchmark performance, identify growth opportunities, and prepare for long-term success.
For a deeper dive into the key takeaways and to see how your business compares to industry benchmarks, contact Joe at Joe@blueskyexitplanning.com.
Citation:
Diment, D. (2024). 56173 Landscaping Services in the U.S. IBISWorld Industry Reports. https://my.ibisworld.com/
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Industry Spotlights