Richard Lopez spent years climbing corporate ladders in retail management before a high school friend convinced him to try the trades.
Nine years later, he's the Commercial Sales Manager in the service department at Beyer Plumbing in San Antonio, where he’s mastering the art of finding new business prospects through outbound sales by utilizing Convex, a feature in ServiceTitan that is also available as a standalone product.
In addition to finding a map-based view of potential customers, Convex also provides details about the customer’s commercial building, the potential customer's needs, and the key decision-makers, enabling sales representatives to make informed decisions about whom to contact and what services to offer.
When Lopez took his new job in early 2026, he started exploring the Convex tool along with ServiceTitan, then did extra work on his own time. Confidence grew, and within two months, Convex had become a cornerstone of standard operating procedures for both Beyer and Lopez.
"Convex is part of my daily activities," he said. "I have daily activities to make a route for the coming days or give me new signals for the week."
Signals Replaced Guesswork with Purpose-Driven Outreach
Signals, Convex's feature that flags properties where someone has recently searched for a trade-related service (plumbing, in Beyer’s case), turned out to be key.
Lopez had been building target lists by searching for customers with high employee or customer volume — senior facilities, hotels, call centers, car service businesses.
"(But) I felt like I was just shooting blanks," he said. "It was, hoping somebody sees the flare and gives us a call."
So he refined his approach with Signals. Rather than chasing cold lists, he relied on the intent-based leads Signals provided. He started reaching out to people who were already looking for plumbing help. Once Signals provided the information, Lopez reached out by email, phone, or even in person, dropping off a business card.
Over time, he learned that a more targeted approach made a difference. Instead of contacting 100 businesses, he scaled back to 10 or 20. Responses started coming.
One of those contacts changed the trajectory of what Lopez thought Convex could do for Beyer.
While searching Signals by address, he found a single company inside a multi-story office building shared by dozens of businesses. He reached out, and on the second attempt, learned that the company used a facilities maintenance umbrella that managed properties across the region.
Beyer applied to become an affiliate vendor. One week of paperwork and approvals later, the jobs and revenue arrived.
"We're getting work orders left and right," Lopez said. "That one really blew my mind."
In another instance, he connected with a retail store manager, which resulted in Beyer becoming a vendor for the parent company overseeing multiple retail brands. Two different outreach efforts spurred by Signals led to multiple doors opening.
One Lead, One Building, One Vendor Agreement — and the Floodgates Opened
Lopez is seeing 20-30% response rate from emails. He’s tracking opportunities at a facilities company that services clothing stores, and another managing IKEA locations.
"Using Convex, I'm finding out who most of these major property management companies are and just trying to get involved with them,” he said.
More than anything, Convex allows Lopez to skip the gatekeepers. Because Convex provides the name and number of decision makers, his outreach became more direct.
"A lot of these companies don't service their own space or their own building," he said. "That helps us just go directly to the one who can make the decisions."
And when he shows up in person, it lands differently.
"I'm already a relevant person,” he said. “It's not a stranger trying to solicit. I walk in, I've already been associated with a client."
The Playbook Lopez Is Building So the Whole Team Can Win
For anyone just getting started with Convex, Lopez offers straightforward advice: Don't try to learn everything at once. Start with Signals, get comfortable, and let the rest follow, he said.
"Once you find out how Signals work — from the location to the contacts — everything else will make sense,” he said.
Finally, he cautions not to drown yourself in volume as he initially did. A focused list of leads beats an overwhelming one.
Lopez is already planning to formalize what he's learned and build documented procedures so others at Beyer can follow the same path. His goal is to become expert enough to train the whole sales team.
"I see the potential," he said. "I project something far busier than we're doing now."
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