Larry Speakman - Jacksonville, Illinois

Taking the lead is nothing new for Larry Speakman. He worked his way through college with jobs in construction and remodeling to become a teacher. In 1985 Speakman, with partner Bob Campbell, bought the Jacksonville branch of Henson Robinson Co. (HRI), an established residential and commercial company. Speakman continued to expand his business in 1998 with the purchase of Aire Serv. Ten years later, Speakman took the lead again as the only Aire Serv franchise owner to be honored twice as Aire Serv Franchisee of the Year in 2001 and 2009.

What was business like before you invested in Aire Serv?

HRI was not making a profit for the investment of the money. I would make a bid, do the job, send them a bill and never see the customer again, unless they were not happy. Aire Serv made recommendations and provided training for a system of dealing with customers in a different manner. With Aire Serv, I go to the job, explain it, return and personally collect the bill. Aire Serv teaches a Code of Values, including how to treat the customers with more respect, resulting in more satisfied customers and more recommendations.

Why invest in a franchise?

Aire Serv has a system, a way of working with people. It has also been helpful because I’m able to network with other dealers, not competitors. When a problem arises, or questions are raised, I can use Aire Serv’s Internet services to communicate with other franchisees, receive regular notifications on new products and read helpful tips. 

What challenges did you face when you first started your Aire Serv franchise?

The challenge of change. I had to do things different than I had ever done since I’d been in business. I had to be a leader of change. Unfortunately, I lost some employees who weren’t willing to change with the new systems and lost some customers too. However, in the first three months, I gained more than I had lost.

What impact has the Aire Serv brand had on your business?

The main thing to note is that this is a national system with a successful business structure, national advertising campaigns and strong network. I have confidence in others who are doing things the same way and I’m able to see the national exposure through Aire Serv’s advertising efforts and their Web site.

Were you worried that your business would be lost in a sea of franchisees?

I was confident in the success because I quizzed all sorts of people including accountants, lawyers, family and both previous and working Aire Serv franchisees, to make sure I had the right answers and I wasn’t disappointed.

What do you see in the future for your franchise?

My plan is to do more residential work and focus less on commercial installations. Aire Serv is giving me advice and assistance regarding the growth I have requested and they are available to resolve the difficulties that arise with change.

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