Why succession planning starts earlier than you think
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Retirement, a health scare, an unexpected offer — the moment a contractor needs to know what their business is worth is rarely one they planned for. Baton is a marketplace and advisory platform that gives owners a valuation, access to vetted buyers, and a full-time advisor to work with. We asked their team about the ACCA partnership and what selling an HVAC business actually involves.
Why did you decide to partner with ACCA?
ACCA represents thousands of HVAC contractors across the country. Most of them are experts in their trade, not in mergers and acquisitions. When it comes time to sell, retire, or bring in a partner, they’re often navigating one of the biggest financial decisions of their lives with little more than word-of-mouth and guesswork.
Baton is the leading marketplace built to help small business owners understand, prepare for, and navigate the sale of their business. By working directly with ACCA, Baton puts valuation tools, vetted buyers, and full-time advisors in front of contractors, so that whether it’s retirement or life’s unexpected turns, they’re prepared rather than caught off guard.
“We kept hearing the same thing from HVAC contractors — they’d spent decades building a great business but had no idea what selling it actually looks like. Baton exists to close that gap. Partnering with ACCA lets us reach those owners earlier, so when they’re ready to explore a transition, they have a clear path and real numbers to work with — not just guesswork.”
— Chat Joglekar, CEO and co-founder of Baton
How does Baton Market empower HVACR contractors to be effective and successful in their jobs?
Running an HVACR business takes financial discipline, staffing know-how, and a plan for the future — areas most contractors never got formal training in. Baton helps close that gap by giving owners clear, data-backed insight into their business: what it’s actually worth, how it compares to others in the trade, and what steps would make it stronger (and more valuable) over time.
For contractors focused on growth, that means understanding the levers that actually move the needle, from recurring revenue to crew retention to fleet efficiency. For those eyeing a transition, it means knowing their options well before they need to make a decision — whether that’s bringing in a partner, selling to a larger platform, or passing the business to family.
Baton helps hardworking contractors run tighter, more profitable operations today, and puts them in control of what happens tomorrow, instead of leaving one of the biggest decisions of their careers to chance.
What sets your company apart? Do you have a unique product line, service offering, or company culture?
Baton combines the reach of a marketplace with the hands-on support of a dedicated advisor, so contractors get the best of both without the tradeoffs of either alone. That means access to a network of vetted, qualified buyers actively looking for businesses like theirs, plus real guidance through a process most owners are navigating for the first time in their lives.
But not every contractor is ready to sell today. Baton also offers off-market profiles for owners who want to quietly explore their options, build a relationship with serious buyers, and understand their business’s value — all without going to market or signaling to employees, customers, or competitors that anything is changing.
It’s a way to stay informed and prepared, on their own timeline, so that whenever they are ready, they’re not starting from scratch.
Can you share a specific example that demonstrates your commitment to HVACR contractor success?
Baton has extensive experience helping contractors navigate the sales process. Take Greenway Painting, Erik and Kass Hansen’s painting contractor business in Jackson, WY. Years of grit built a trusted local brand, but the 24/7 pace led to burnout, and Erik’s priorities shifted toward moving to Arizona to be closer to his father.
Erik and his partner Kass had never sold a business before. They didn’t know what Greenway Painting was worth, whether the right buyer was even out there, or if buyer demand would be there at all. Their biggest fear was watching everything they’d built simply disappear instead of living on under someone who’d carry it forward.
When they connected with Baton, a team guided them step by step, took the weight off their shoulders, and helped them find the buyer who was the right fit to take the reins.
The result:
- $1.85M closing transaction
- 4 months from listing to close
- Confidence their legacy would continue under the right ownership
What are you excited about in the year ahead?
Baton is looking forward to scaling the number of small businesses we work with, while continuing to improve our platform for a faster, easier experience on both sides of the table. Our focus this year is making the process feel less intimidating for owners and more efficient for buyers — whether that’s someone selling their first business or someone building a portfolio.
We’ve already rolled out an AI analyst across the platform, helping buyers quickly understand what makes a listing worth a closer look. New category filters make it easier to zero in on the exact type of business buyers are searching for, cutting through the noise of a broad marketplace.
Looking ahead, we’re excited to deepen partnerships like this one with ACCA, bringing Baton’s tools to more trade-specific communities where owners are underserved by traditional M&A.
What advice would you give contractors who aren’t thinking about a sale yet?
Most contractors spend decades building their business but very little time thinking about what it’s actually worth — until they suddenly need to know. Our advice: don’t wait until you’re ready to sell to find out. Understanding your business’s value today gives you options tomorrow, whether it’s planning a future exit, bringing in a partner, or simply knowing where you stand.
We built a free valuation tool so owners can get real numbers, fast. It takes just a few minutes, and you’ll walk away with a clearer picture of what you’ve built and what it could mean for your future.
See what your business is worth by getting your free valuation today.
Baton Market is an ACCA Strategic Partner. To learn more about our Strategic Partnership Program, contact partners@acca.org or visit acca.org/partners.
- Why succession planning starts earlier than you think - August 17, 2026
Posted In: Corp Partner Spotlight, Corporate Partner News
