This episode features three founders pitching their businesses in a “Shoot Your Shot” format at a San Francisco live event: Nick Haschka of OnPoint Generators ($12M ARR backup generator services), Kevin Moyer who sold his Smash My Trash franchise for $1.8M, and Noam Eisenberg of TMJaw ($430K/month heated jaw massagers for TMJ disorders).
Nick Haschka, OnPoint Generators — $12M ARR backup generator services scaling through acquisition and AI
Nick acquired his first generator service company in January 2024 and a second five to six months later, reaching $12M ARR with line of sight to $14M and $25M contracted.
The business sells and services industrial backup generators for high-end estates, telecom towers, hospitals, nursing homes, police/fire stations, and data centers — essentially any facility that cannot lose power.
Industry structure is barbelled: massive players like Caterpillar, Cummins, and Generac dominate large contracts, while countless mom-and-pop shops serve smaller accounts; OnPoint competes on speed against both.
Speed is the winning axis: large incumbents take weeks to quote repairs due to complex parts supply chains and tribal knowledge; OnPoint uses AI (retrieval-augmented generation on all historical documents) to generate quotes while the technician is on-site.
Technicians are the critical bottleneck: elite field techs clear $150K+ with high school education, but few exist, they are aging out, and the job requires rare combined mechanical, electrical, and instrumentation/controls skills.
OnPoint is building proprietary training infrastructure: pre-job briefings modeled on CIA mission prep, voice-to-report field documentation, AI flagging of best training reps, and a dedicated training bay in their shop to multiply each technician’s daily reps.
Nick raised $6.5M (first outside capital) to capture the electricity-demand boom driven by data centers; he views this as a pure execution play now that work is contracted.
This is Nick’s third search venture: first was an office plant company (bought 2017, ~$10M revenue, ~$2M EBITDA, 14 add-on acquisitions, carved out landscaping portfolio sold to PE for ~$1M); second was a failed venture-backed startup that led him to search funds and SBA loans.
Kevin Moyer, Smash My Trash — Franchisee built 5-territory trash compaction route, sold for $1.8M
Kevin bought into the Smash My Trash franchise in 2022: mobile trucks with crane-mounted spinning spikes that crush dumpster waste, cutting pickup frequency roughly in half and splitting savings with customers (warehouses, factories, agricultural facilities paying ~$10K/month on trash).
He purchased three territories upfront ($85K equity + $70K from a friend + $350K SBA loan), later added two more territories and trucks, reinvesting all cash flow for the first two years.
Sales playbook: paid overseas contractor to pin every dumpster on Google satellite view, then drove 2–3 hours daily trespassing into warehouse yards wearing a red hard hat, talking to the person loading the dumpster, then walking to the front office armed with data to close the decision-maker.
First revenue came immediately; 2–4 accounts covered debt service and driver pay; by years 3–4 the business threw off ~$450K EBITDA with $150K debt service, netting ~$300K take-home.
He sold in 2026 (2–3 weeks before recording) to neighboring franchisees who could fold routes into their density; sale price $1.8M.
Primary reasons for selling: cumulative weight of personal guarantees on SBA loans (multiple trucks) plus franchise agreement personal guarantees with minimum royalties over 10 years; also wanted to remove daily operational risk of large hydraulic trucks on public roads.
Kevin’s insight: he worked backward from the sales motion he wanted — brute-force, direct, “no-brainer ROI where the only objection is disbelief” — rather than starting from product or industry passion.
Post-exit, he is bootstrapping a new venture (started 3 weeks prior) with a rule: no personal guarantees, keep options open; he views entrepreneurship as minimizing risk while winning, not seeking risk.
On franchising: three valid cases — franchisor provides a true “seven powers” advantage (brand, cornered resource), you intend to roll up franchises (systems are pre-integrated), or you need training wheels to take the leap (his case); he likely won’t franchise again.
Noam Eisenberg, TMJaw — 24-year-old engineer built $5M+ ARR heated jaw massager brand from bedroom 3D printing
Noam sells the “TMJ Pen,” a pocket-sized heated vibrating massager for temporomandibular joint disorders (TMJ/TMD): ~5% of people seek treatment, many more undiagnosed; symptoms include clicking, locking, chronic pain, headaches.
$430K/month revenue (~$5.2M annualized), ~20% net margin, fully bootstrapped, no employees (5 contractors), 3D-printed Gen 1 assembled in his closet until a year ago.
Origin: suffered TMJ himself (jaw locking daily), tried microwaving mugs of water for heat; discovered zero products existed for TMJ; taught himself PCB design via Reddit/YouTube/ChatGPT, sourced motors, 3D-printed housings, spent <$3K to launch.
Growth lever: organic short-form content as founder-face; viral “Karen on plane thinks my device is a vape” video hit 100M+ views; he is the brand on Instagram/TikTok.
Manufacturing evolution: moved 3D printers into 3PL facility, had 3PL staff run prints for fulfillment; now flying to China for Gen 2 injection-molded production (molds near done) sourced via word-of-mouth factory referral, not Alibaba.
Strategic questions for next 2–3 years (targeting exit): (1) go wider within TMJ (creams, supplements, bands), (2) go wider into pain relief/recovery (Hyperice model), or (3) treat this as starter business and apply content-commerce playbook to a larger TAM category.
Advice received: talk to brokers/bankers now (e.g., Quiet Light) to understand exit metrics and comps; build a sellable business regardless — it increases desirability for you or a buyer; test hypotheses in the three directions while scaling core.
Brand naming tension: “Your TMJ Pen” owns the product keyword, but a durable company brand may matter for exit; David (naming expert from prior episode) argues name matters once traction exists.
