HomeServe Territory Expansion
Client: HomeServe
Overview
HomeServe had a proven model in their home market but couldn't figure out how to replicate it elsewhere. Every expansion attempt failed within 6 months—wrong hires, wrong pricing, wrong go-to-market. We built a scalable expansion playbook that let them launch 12 new territories in 18 months, each reaching profitability faster than the last.
What HomeServe was facing
Three failed expansion attempts in 2 years, each costing $200K+ before shutting down
No documented playbook—expansion relied on tribal knowledge from the founder
Hiring approach didn't translate: what worked locally failed in new markets
Pricing varied wildly by territory with no competitive intelligence framework
Marketing was 100% word-of-mouth, which doesn't exist in new markets
How we solved it
Expansion playbook development
Documented every aspect of the successful home market: hiring profiles, training programs, pricing strategies, and marketing tactics into a repeatable system.
Market selection framework
Built a scoring model for evaluating new territories based on demographics, competition, regulatory environment, and talent availability.
Launch sequence design
Created a 90-day launch sequence covering pre-launch marketing, hiring timelines, equipment procurement, and break-even targets.
Centralized support system
Built a shared services model for scheduling, dispatch, customer service, and marketing that let new territories focus on service delivery.
What we delivered
We created a franchise-ready expansion system without the franchise. Each new territory launched with documented playbooks, pre-built marketing campaigns, trained local leadership, and centralized support for non-core functions. The result: territories that reached profitability in 90 days instead of 18 months.
The transformation
"We thought we needed more money to expand. Turns out we needed a system. NEXUS helped us see that our success wasn't luck—it was a process we just hadn't documented. Now we can replicate it anywhere."
What made this work
Failed expansions are usually system failures, not market failures. Document what works before trying to replicate it.
Local knowledge is overrated. Playbooks and support systems beat 'figuring it out' every time.
Centralized support lets local teams focus on what matters: customer relationships and service quality.
Market selection is half the battle. A great system in a bad market still fails.
Ready to achieve similar results?
Let's discuss how we can build growth infrastructure that actually works for your business.