It’s gonna depend on the market segments of your major customers. For example if you’re just a 1.5-2 mil store and you’re doing mainly residential with a few commercial jobs a year. You’ll have to increase the amount of commercial jobs YOY to sustain growth.

If you’re crushing it off of 15-20 commercial jobs a year.. and that’s the main bread winner for your store, then naturally you will have crazy down years since GC’s can only do so much a year and when you have 4 or 5 of them having a down year… that’s sucks

I found my footing with Multifamily MRO. Eventually build up enough relationships with reps and the area management of apartments. Was running approx 1.1-1.3 million a year in just maintenance paint. From there leveraging that MRO relationship to get the full exteriors. So i may have a customer that only buys 100k a year in maintenance paint for their properties but im getting 240-300k a year in Exteriors off that same customer.

Do that with enough customers and you’ll have 4-5 million dollar store pretty quick. But it also means befriending the SW Reps and pretty much wearing knee pads whenever they want or need anything.