The Boardroom Buzz: Grow, Sell, or Exit

Jeremy and Jason Julio interview Eric Triplett (“The Pond Digger”) about building and scaling a Southern California pond and aquatic business, surviving stage-four HPV-related tonsil cancer diagnosed in 2015, and the leadership lessons that followed. Triplett recounts noticing a swollen tonsil, facing seven surgeries over roughly three years, and temporarily shutting down his stressful construction division while setting longtime employees up with their own contractor licenses, then focusing on retail, service, and recurring maintenance. He explains how his fish obsession led from aquariums to ponds, the origin of the “Pond Digger” name, his patents (including the Helix Pond Skimmer), and a business model that includes substantial monthly and seasonal maintenance. He discusses podcasting and content creation (The Deep End, Pod House), using AI for marketing, studying DISC/Enneagram, and pursuing growth to $12M by aligning company goals with employee goals. You'll learn about: Eric's Diagnosis And MindsetBusiness Pivot During TreatmentOrigin Of The BrandScaling And Market RealitiesRecurring Revenue MaintenanceSurviving 2008 And Learning BusinessManufacturing Patents And Products Content Journey And Podcast RebrandPod House RulesGoals and Team AlignmentBorn to TeachScaling Systems and DelegationLeadership Psychology ToolsCancer Mindset ShiftStarting in a New MarketUsing AI for MarketingLegacy and Exit Strategy Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

On The Boardroom Buzz, the Blue Collar Twins interview Chad Louk, founder of Prodigy Pest Control Solutions in Sarasota, Florida, about building a fast-growing, year-round pest control company and a separate Prodigy Marketing arm. Chad shares his start in door-to-door sales in 2015, launching and exiting an initial Naples partnership, then starting Prodigy with $7,000 and a used truck; he now runs three offices (opening a fourth near Jacksonville), 54 trucks, and expects ~100 sales reps with ~30% attrition. He explains shifting from heavy door-to-door (still ~65% of customers) toward inside sales and technician-led sales, emphasizing technical training, retention (14% churn vs ~25% industry), production-based tech pay, and review generation (3,500 reviews, 4.9 rating). Chad discusses growth pains from 50% annual expansion, no-debt scaling, hiring leaders including a CEO, community branding, and plans for PCT 100, multi-state growth, and sharing equity with key employees. You'll learn: Door Knocking RootsEthics And RetentionStarting Prodigy From ScratchScaling Offices And MarketingRep Earnings RealityTraining And DifferentiationBeyond Door To DoorTech Pay And ReviewsCommunity PresenceStress and MindsetBreaking Past One MillionMentors and Early LessonsAcquisitions and No Debt Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, Jeremy and Jason Julio interview Craig McGraw, Vice President of Trans American Trucking and Warehouse, a New Jersey-based family business founded in 1976 that specializes in logistics, warehousing, and heavy/oversize freight transport. McGraw explains how the company evolved from port container work into moving massive machinery—up to 300,000 pounds on 19-axle trailers—serving industries like nuclear plants and fast-growing data center construction. He describes the relationship-driven nature of sales, frequent travel and industry conferences, and how projects are awarded and managed. The conversation covers scaling limits tied to equipment costs and lead times, operational headaches like high insurance, “nuclear verdicts,” staged accidents, permitting complexity, and the role of political advocacy for trucking infrastructure and permit harmonization. McGraw also discusses community involvement through Seton Hall programs, Team Walker, and the YMCA, and shares views on AI, autonomous trucks, and power demands for data centers. Learn about: Oversize Freight Reality How Trans American Started What They Haul TodayOversize Road ChallengesFamily Roles and TeamBreaking Into Heavy HaulSales Built on RelationshipsSeton Hall and MentoringGrowth to $35M RevenueWarehousing and Real EstateFleet Size and Industry ScaleInsurance Politics and RiskFraud Accidents and CamerasCommunity Boards and VolunteeringLocations and Scaling StrategyData Centers and Global FreightCustoms Delays, AI Future and AI Permit PlanningFamily Legacy LeadershipService Reputation CultureLeading the Sales Team Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Building a Legacy Pest Control Brand in Charleston with Kevin Reif Jeremy and Jason Julio (the Blue Collar Twins) host The Boardroom Buzz with guest Kevin Reif, owner of Reif Environmental, discussing his path from door-to-door pest control sales across multiple states to launching his own company in Charleston, South Carolina. Kevin shares how Reif Environmental has grown organically to roughly double its prior annual revenue (from about $360K) by emphasizing referrals, retention, strong branding, and community relationships rather than scaling large door-to-door teams. He describes building a fun, values-driven culture, hiring technicians through social media, paying top-of-market, pricing for quality service, and delegating to maintain work-life balance. The conversation also covers strategic local partnerships, use of Clicky and influencers, green product options, bee removal and hive relocation, leadership development through mentors, and his routine, faith, and low-stress approach to business growth. You'll learn: Door to Door OriginsLaunching Reif EnvironmentalOrganic Growth StrategyBranding That SticksHiring Through CultureBalancing Routes and PayStrategic Local PartnershipsOrganic Pest ApproachMentors and LeadershipFaith and Stress ManagementDaily Routine and BrandingFive Year Growth VisionPest World House NetworkingSales Roots and Ethics Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Mat Rogers, the COO at Lizard Marketing. Join us to learn about Mat's career evolution from pest control to marketing. The impact of AI and digital tools on business growth and the strategies for branding and online presence in the service industry. You’ll learn: From Pest Control to Digital MarketingNavigating the Digital Marketing LandscapeThe Impact of AI on Marketing StrategiesBuilding Strong Client RelationshipsManaging Client ExpectationsGrowth Stages of BusinessesThe Role of AI in Business GrowthThe Future of AI in MarketingAI's Impact on Business OperationsOptimism and Concerns About AI's FutureThe Power of Branding in Digital Marketing Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Jonas Olson, the founder and CEO of Pest Badger in Wisconsin and Michigan. Join us as Jonas shares his inspiring journey from lawn care to building a multi-million dollar pest control empire. Discover his strategies for scaling, marketing, team building, and the importance of relentless execution in business growth. You’ll learn: From Lawn Care to Pest Control: A Unique TransitionNavigating Challenges: The Impact of COVID-19Scaling Success: The Growth of Pest BadgersMarketing Magic: Standing Out in a Competitive IndustryEmpowering Teams: The Role of Equity in GrowthBusiness Models: Balancing Equity and SalariesInnovative Marketing Strategies for Customer AcquisitionMarket Research: Lessons Learned from ExpansionThe Journey of Writing a Book: Insights and ExperiencesDaily Routines: Balancing Work and Family LifeGrowth Mindset: Setting Ambitious Goals and Achieving ThemThe Role of Mentorship in Business SuccessLearning Through FailureNetworking and RelationshipsBuilding a Strong TeamThe Role of Discipline in Success Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Gary Journeaux, founder of Competitive Pest Services (CPS) – the largest independent, 100% Australian‑owned pest company with national coverage and a 200% money‑back guarantee. Gary bought a tiny one‑man pest business at 24, with zero experience on the tools, and grew it into a 200‑person operation with teams across Australia and Myanmar, national commercial portfolios, and technicians who are some of the best paid in the industry. He did it without private equity, without big marketing budgets (zero AdWords for 5+ years), and without becoming “just another multinational.” Instead, he bet everything on customer experience, culture, and being the underdog that big clients actually like. You’ll learn: How Gary went from ad-agency employee to buying a one‑man pest route at 24Why CPS is 95% commercial, 5% residential, and how that kills seasonality riskThe 200% money-back guarantee that forced competitors to copy himHow he scaled nationally (Australia + Myanmar) with no PE money and brutal cashflow constraintsWhy CPS pays techs top-of-market and still wins big national tendersHow “one tech, one child” and free work for Ronald McDonald House became recruiting superpowersWhy Gary is comfortable turning down multinationals and focused on doubling revenue by 2026 Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Lenny Gray, the guy other Utah killers call “the godfather of door-to-door.” Lenny started as an Orkin rep in the late 90s, built his own pest company from two dudes and a truck into the largest residential player in Utah, and went on to three separate exits across multiple branches. Today, he runs D2D Millionaire, helping 40+ home-service verticals build in-house door-to-door programs that grow fast without nuking retention or reputation. If you’ve ever wondered whether you should build a door-to-door team, outsource to a marketing company, or avoid it completely, this is your playbook. You’ll learn: • How Lenny went from missionary door-knocking to three pest-control exits • Why outsourced D2D vendors often charge 120% of first-year revenue and wreck your economics • How he kept 80%+ retention on door-to-door accounts by selling and servicing differently • A simple, low-risk way to start D2D: knocking neighbors of existing customers • How A1 Garage Door uses a “sticker play” to print future demand with 42% conversion • Why Lenny thinks we’ll see 1M+ reps knocking by 2030, and what that means for your edge Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Trevor Sharp and Scott Sandberg from Ruva Pest Control, the Utah door-to-door guys who packed up, moved to Connecticut, and built a high-retention pest brand from scratch. In just three years, Ruva has stacked close to 3,000 five-star Google reviews, blended aggressive door-to-door with disciplined digital, and built a culture where twenty‑somethings earn $80K+ and line up for supervisor licenses. They share how they chose Connecticut, why they fired almost their entire first ops team, and how they rebuilt around culture, referrals, and customer experience. This is a doors-to-boardroom playbook on building a real company behind a door-to-door engine. You’ll learn: • Why they left a big national and relocated to Connecticut with zero presence • The hiring mistake that wrecked year one ops and how they fixed retention • How they use NPS and review-based incentives to drive service quality • Why combining door-to-door with LSA, PPC, and referrals beats single-channel growth • How they’re structuring branch equity for future leaders (and why it matters) Ready for boardroom-level help with your own business? • Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com Connect with the hosts: • Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com Connect with Paul: • Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

What does it take to build a pest control company that wins—year after year—without relying on outside investors to do the heavy lifting? According to Chase Goodeill, it starts with the right people around you. This week, the Blue Collar Twins sit down with the owner of Pest Control Consultants to unpack why he and his partners joke they’re the “’96 Bulls”—a tight, competitive crew with complementary strengths, a “whatever it takes” mentality, and a shared mission to turn pest control into a wealth-building vehicle for everyone on the team.  Chase shares how he learned to sell before he scaled—cold calling businesses, knocking doors, and driving prospects to a yes or no with relentless follow-up. He breaks down the real mechanics of growth: building sales teams, moving into bigger markets, and expanding into multiple branches across states while keeping profitability front and center.  The conversation dives into partnership structure, acquisitions, retention realities, and why Chase believes you can go fast alone—but to go far, you need a roster that can carry the load.  🎧 Tune in for a high-energy masterclass on building a team-first pest control platform—where the culture is competitive, the goals are massive, and the partners win together.   https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Michael Garvey isn’t a full-time entrepreneur — he’s a full-time New Jersey state trooper who built a serious lawn fertilization and weed control business on his days off. The Blue Collar Twins sit down with the founder of Coastal Fertilization to unpack how discipline, structure, and smart partnerships turned a side hustle into a tightly run operation serving nearly 900 customers. Starting in 2017 with just 10 accounts, Michael leveraged mentorship, branding, and systems to scale Coastal without chasing discounts or cutting corners. He breaks down why professional trucks, visible yard signs, referrals, and geographic focus outperform flashy marketing — and how staying “middle of the road” on pricing attracts the right customers. From delegation and route density to cash flow discipline, CRMs, and building a business that doesn’t rely on constant chaos, this episode is a masterclass in running a service company with intention. 🎧 A grounded, tactical conversation about building real momentum — one system, one route, and one disciplined decision at a time. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Landscaping has long carried a rough-and-ready reputation — trucks with branches sticking out, stained shirts, and crews that “get the job done” but don’t always look the part. Brian Hatfield set out to rewrite that story. The Blue Collar Twins, Jason and Jeremy Julio, sit down with the President of ByDesign Landscapes to unpack how he built a brand where clean fleets, crisp uniforms, and elevated service weren’t nice-to-haves — they were the strategy.  Brian started cutting lawns with his father, worked for top New Jersey competitors, and saw firsthand how the image of the industry held companies back. In 2005, he launched ByDesign with one goal: prove landscaping could look, feel, and operate like a top-tier contracting business. Today, with 235 employees across multiple divisions, ByDesign’s presentation has become its calling card.  From spotless trucks to professional sales teams to premium installations backed by warranties, Brian explains why presentation isn’t cosmetic — it’s a competitive advantage. And with long-tenured leaders like Jesús steering operations, the culture behind the brand is every bit as strong as the visual identity.  🎧 A masterclass in brand discipline and operational pride — showing how elevating the image of an entire industry starts with elevating your own. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Most people in pest control don’t start their story in county jail — but Michael Keith did. The Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Cal Coast Pest Management to hear how he went from a violent upbringing in South San Diego to building one of the most respected pest companies in the region. After doing time at 18 and cutting ties with his past, Michael bounced through jobs until a community college class introduced him to pest control — and the structure he’d been missing. From Joshua’s to Clark to hands-on mentorship, he built the skills that ultimately launched Cal Coast. Today, Cal Coast serves 900+ customers, employs eight team members, and holds a seven-year government contract. Michael shares how Muay Thai, emotional-intelligence training, and Stoic philosophy shape his leadership — and how strong culture and word-of-mouth drive 73% of his growth. 🎧 Hear how he went from gang life to KPIs and built a culture his team never wants to lose. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

From history teacher to CEO, Dan Peltz never planned on becoming an entrepreneur — but when he saw a gap in how young adults with special needs were supported after graduation, he built something extraordinary. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Shift New Jersey to uncover how a simple idea turned into a statewide service helping thousands — and ultimately, a multi-million-dollar acquisition. Dan shares how he launched Shift with no business experience, survived losing his investors just six months in, and scaled the company to 40+ employees and over a thousand clients served each month. He opens up about leadership lessons from the front lines — building systems, hiring for personality over experience, and surrounding himself with mentors who kept him grounded through growth. Now serving as Director of Organizational Effectiveness for the company that acquired Shift, Dan reflects on what it takes to balance impact with income — and why sometimes the right move isn’t to double down, but to step back. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

What starts with a $400 window job in college turns into a 21-year power washing powerhouse. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Freddie Hodge, founder of Clearview, to unpack how a family business built on hustle, humility, and heart became one of New Jersey’s most respected exterior cleaning brands. From cleaning windows with his dad on weekends to running an eight-truck operation with 26 employees, Freddie’s story is a blueprint for persistence. He shares how a single newspaper ad launched his career, why his wife’s obsession with systems changed everything, and how a focus on team retention and culture helped him achieve a 95% return rate in a seasonal business. Freddie breaks down his approach to hiring slow, firing fast, and building careers—not just jobs. He dives into training, tech, and the role of VAs and AI in keeping operations running smoothly. And he reveals how he turned challenges—like COVID shutdowns and seasonal slowdowns—into growth opportunities through consistency, creativity, and community. 🎧 Tune in to hear how a college side hustle grew into a multimillion-dollar company—and why Freddie believes real success isn’t about the next contract, but the team you bring with you. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

What do a CrossFit gym, a frozen yogurt shop, and an ice cream parlor have in common? Jay Vigilante. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the serial entrepreneur who proves that saying “yes” and figuring it out later can build a life most people only dream about. From overcoming addiction in his early twenties to owning three thriving businesses on the Jersey Shore, Jay’s story is raw, real, and relentlessly motivating. He shares how community, creativity, and curiosity became his secret weapons — turning a struggling gym, a $30,000 yogurt shop, and a for-rent ice cream store into profitable, family-run operations. Jay opens up about the power of second chances, the stress of employees, and why his definition of success has nothing to do with Ferraris — and everything to do with family, freedom, and fun. 🎧 Tune in to hear how a few bold bets, a lot of heart, and one simple rule — say yes more than you say no — shaped a life built on grit, growth, and good ice cream. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

When most people hear “ROX Rocks Heating and Air,” they don’t just remember the tune — they remember the brand. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Jason Stenseth, President of Prime Home Services Group, to unpack how $400, a beat-up truck, and a $60 jingle grew into a thriving portfolio of home-service brands. From working in his father’s HVAC shop at age 12 to acquiring and scaling multiple companies, Stenseth’s story is pure blue-collar brilliance. He reveals how bold marketing moves, community-first outreach, and a focus on profit over size powered his growth — and how systems, service plans, and strong teams keep it all running.  Tune in to hear how one catchy jingle, a few gutsy risks, and relentless drive transformed a small shop into a lasting brand built on grit, creativity, and customer loyalty. https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com

Dominic “DJ” Mazza walks through how a third-generation New Jersey scrap and demo outfit became one of the region’s most diversified recycling platforms—spanning transfer stations, a single-stream MRF, mulch & bagging, roll-off and commercial collection, scrap, concrete, and more. The Blue-Collar Twins dig into capital intensity, acquisitions (Liberty/Bull), building a professional management layer, and why process, cost accounting, and tech are DJ’s real superpowers. You’ll hear: How a Big Four CPA ditched fluorescent auditor rooms to scale the family business with cousin Jimmy.The “feed your own transfer station” move: launching roll-off & commercial collection to control inbound.Building a state-of-the-art single-stream MRF and a Scotts mulch bagging line—plus what they’d do differently.Buying right: Liberty & Bull, when to keep local brands, and bringing in an A-player COO from Waste Management.Valuation reality in waste/recycling, why the industry is capital- and compliance-heavy, and where DJ’s building next. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: capital-intensive ops, team size, and early acquisitions (Liberty/Bull) 00:49 – Intros; first waste/recycling guest on the Buzz 01:32 – BU → Deloitte CPA years; why auditing felt like “double-checking” not building 02:36 – Back to the family business; the 1964 roots and grandfather’s original operation 05:12 – The cousins’ plan: DJ + Jimmy begin shaping the next chapter 07:24 – From local scrap to regional platform; footprint across New Jersey and greater Philly 07:46 – Exiting demolition to focus: redeploying time/capital into scalable lines 09:15 – “Feed the transfer station”: launching roll-off with a truck and ten cans 10:32 – New bagging plant: producing Scotts mulch for Home Depot/Lowe’s in the Northeast 11:17 – Inside the single-stream MRF: optical sorters, PET capture, and why the facility’s different 12:59 – Why processing costs are high; plant capex and how the permit strategy started (cardboard → full stream) 15:08 – Touring plants, picking vendors, and what they’d change in hindsight 15:41 – Size, scope, and staying privately owned; leading a 250-person team 18:45 – Property bets from the ’80s and how real estate underpins growth 25:22 – Business lines roll-call: transfer stations, MRF, mulch/topsoil, scrap, concrete, tires, roll-off & commercial routes 27:17 – Open to the public; marketing mix and in-house director driving search & demand 31:20 – M&A integration: DJ runs diligence/legal, Jimmy runs deal sourcing; adding a seasoned COO 32:47 – Valuation talk, regulatory moat, and why scaling takes management depth 35:24 – Planning horizon, pivots, and what it takes to double again 38:03 – Hours & throughput: accepting to 5pm, processing to 10pm; hiring/keeping A-players

Founder Arturo Lewin unpacks the drayage grind behind U.S. imports—how Alliance Worldwide Logistics Corp grew from a two-truck hustle into a reliable intermodal carrier by obsessing over turn times, chassis and free-time clocks. The Blue-Collar Twins dig into pricing discipline (detention/demurrage/accessorials), owner-operator recruiting, port/rail expansion, and the culture/tech stack that keeps containers moving when everyone else is stuck at the gate. You’ll hear: Port Playbook: dispatch, pre-pulls, and the free-time math that saves customers from five-figure D&D bills.Pricing That Holds: accessorials, fuel, per-diem, and how to educate shippers without losing the relationship.Fleet Strategy: balancing company rigs with owner-ops, safety incentives, and dedicated lanes.Ops Backbone: TMS + ELD + GPS + EDI, photo proof at every milestone, and real-time customer updates.Expansion Moves: port to rail ramp, inland hubs, and when to say no to the wrong freight.People & Culture: training dispatchers to think in “minutes and miles,” not just loads and rates. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “In drayage, the meter starts the second the box hits the ground.” 00:48 – Intros: who Arturo serves and what Alliance Worldwide Logistics does 02:10 – Origin story: first port run, first customer, and the early two-truck lessons 05:20 – What shippers miss: demurrage vs. detention vs. per-diem explained in plain English 07:15 – The free-time clock: pre-pulls, storage, and when paying yard fees beats D&D 10:05 – Rate integrity: accessorials that keep you alive (and how to present them) 12:40 – Fleet mix: owner-operators, company trucks, and safety incentives that actually work 15:30 – Turn-time obsession: appointment windows, gate queues, and chassis availability 18:25 – Tech stack: TMS, ELD, GPS photos, and EDI status codes customers care about 21:10 – Port → rail: adding inland ramps and choosing the right 3PL/BCO partners 24:30 – Recruiting & retention: why dispatcher quality keeps drivers loyal 27:45 – 2020–2021 lessons: congestion playbook and the “never again” SOPs 30:20 – Saying no: freight that looks good on paper but kills your day 33:00 – Building culture: minutes and miles mentality; daily huddles that prevent fire drills 36:10 – What great shippers do: clean paperwork, quick unloads, and shared calendars 39:00 – Advice to founders: know your numbers, guard the clock, and protect your lanes 41:30 – Close: what’s next for Alliance Worldwide Logistics and where Arturo is placing bets

Skye LaJaunie joins the Blue-Collar Twins to unpack how she moved from salon owner to visionary at LaJaunie’s Pest Control, why EOS transformed her leadership, and how the Eagles Nest peer groups are forging courageous, accountable operators. From door-knocking with her family to doubling goals and navigating the next wave of regulation and tech, Skye lays out a clear, people-first path to scale. You’ll hear: How Skye shifted from integrator to visionary—and why disciplined meetings changed everything.The origin of Eagles Nest peer groups and the “feedback is a gift” covenant that drives real results.Women in leadership: turning “different” into a superpower and finding mentors across the industry.Daily cadence: 4–5 a.m. starts, meditation, yoga, and staying out of the office to empower leaders.Future lens: drones, smart traps, and why regulation may force evidence-based applications.Growth plan: doubling the business while keeping purpose, clarity, and culture at the core. Show links: From Gym Teachers to Service Leaders: The Julio Twins' Story | Last Bite Mosquito, Viking Pest https://youtu.be/DAYxtzhswxs From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience https://youtu.be/HAx9noqsqTo https://www.linkedin.com/in/paulgiannamore www.potomaccompany.com https://bluecollartwins.com Produced by: www.verbell.ltd Timestamps 00:00 – Cold open: “Entrepreneurs and leaders make the world better—by showing up.” 00:50 – Intros and early story: salon owner → service entrepreneur → pest business partner 02:30 – Counting doors at age 8: the money/operations curiosity that never left 04:10 – “Be better to do better”: mentors, books, and servant leadership 06:45 – EOS enters the chat: L10s, IDS, and hiring a pro implementer 10:55 – Roles evolve: from Jared’s integrator to Skye as visionary with an integrator under her 13:40 – Women in pest: why being “different” opened doors and accelerated mentoring 18:50 – Eagles Nest: structure, radical accountability, and measurable growth 26:00 – Purpose over shiny objects: clarity, focus, and saying no to distractions 31:30 – Daily habits: 4–5 a.m. routine, yoga, meditation, task mastery 34:45 – Why grow now: doubling as a way to expand people, capacity, and impact 39:30 – Tech & regulation: smart traps, IPM, and the shift away from calendar apps 42:30 – Acquisitions: two small buys and lessons learned 45:30 – Wrap: staying positive, empowering leaders, and writing “The Writer” book next