Trades Talk Podcast

This week Justin breaks down one of the most important tools in the landscape industry: the annual Benchmark Report from Greg Herring and The Herring Group. Hundreds of companies contribute real financial data each year and the results show where the industry is winning, where it is tightening, and what top performers do differently. Justin unpacks the shift from the old twelve percent net profit target to today’s new normal of ten percent. He explains why inflation and market dynamics pushed this change and why profit alone does not always tell the real story of customer experience or long term health. He also shares real examples from K and D’s own journey and why fast growing companies need a clear view of investment versus expense when analyzing profit. In this episode you will hear clear targets for 2026 planning including gross profit, overhead labor, total overhead, operational expense, marketing investment and AR days. Justin explains how to interpret each benchmark and how to use them to strengthen your budget and strategy. You will also hear why construction heavy companies struggled this year, why recurring revenue continues to rise in value and why construction might actually be the hidden opportunity for the next cycle. This is a deep dive for owners, leaders and anyone who wants to understand the numbers behind a healthy landscape company. You will walk away with clearer profit targets, a stronger sense of how to interpret your financials and a better framework for building your 2026 plan. Takeaways • Ten percent net profit has become the industry’s new standard • Benchmark targets help leaders understand performance more clearly • Growth investments can temporarily pull net profit down • AR discipline is one of the most underrated profitability levers • Construction may be a major opportunity while the rest of the industry focuses on recurring revenue If you want a deeper dive, check out Landscape Intelligence inside the Disruptors community. It now includes the full 2025 Benchmark Report so you can benchmark your company instantly.

This week on Trades Talk, Justin White sits down with Ken Thomas of Envisor Consulting to unpack decades of lessons from growing, selling, and advising landscape companies. From the early days of M&A rollups to building the Green Dot Operating System, Ken shares how contractors can scale with clarity, lead with purpose, and build companies that last. In this episode, Ken shares: His path from biology student to founding, scaling, and selling multiple landscape companies What he learned during the first major industry rollup and how it compares to today’s PE activity How Envisor Consulting built the Green Dot framework used by hundreds of contractors The key inflection points and role specializations that come with scaling past $10M and $15M Why super crew leaders and pay-for-performance models are shaping the future workforce How to align leadership, vision, and culture to drive long-term business success Whether you’re building your first crew or refining systems at scale, this episode is packed with insights for building a strong culture, growing with clarity, and leading with intention.

This week marks number twenty six of the journey from twenty million to one billion, and the theme is simple. Let go so you can grow. Justin shares why the past year forced a reset, how K and D navigated one point two to one point five million in lost profitability, and what it looked like to rebuild the leadership team from the inside out. You will hear the story behind new leaders joining the table, how culture was protected through major shifts, and why stepping back is now the most important move for long term scale. Inside the episode • The biggest lesson of the week: you cannot chase perfection • Why embracing your team’s mistakes accelerates growth • How restructuring created space for real leadership to emerge • Introducing new leaders Brian Gates and Andy Howley and the impact they are already making • The full breakdown of the new eight person K and D leadership team • Why CEOs get stuck acting like COOs and how that stalls growth • The concept of taking back the CEO role and giving the keys back to the team • A powerful quote from Justin’s early days in construction and how it still guides him • The model behind sustainable happiness and why you get out what you put in • A challenge for you as we close the year: define what you desire in twenty twenty six Justin closes with a message about self trust, living the life you actually want, and going all in on yourself and the people around you. New week. New clarity. New momentum.

This week on Trades Talk, host Justin White sits down with Nick Bartolo of Essential Partners for a deep dive into wealth building, exit planning, and tax strategy for trades business owners. From Wall Street to the trades, Nick brings a rare combination of CPA expertise, institutional investment experience, and a passion for helping entrepreneurs protect and grow what they’ve built. In this episode, Nick shares: How he went from global investing to advising trades entrepreneurs Why most owners misunderstand the “magic number” when selling a business How to calculate what really matters: after-tax, reinvested, and sustainable wealth The truth about equity rollovers, private equity structures, and risk exposure What buyers actually look for—and what they overlook Why building a valuable company starts long before you're ready to sell How to think like an investor while staying true to your business The difference between concentration and diversification at each stage of growth Whether you're years away from a sale or just getting started on your path to wealth, this episode unpacks the financial playbook every trades leader should know

Welcome back to Weekly Update 25 on the Trades Talk Podcast. Justin shares a high energy breakdown of how he is preparing himself and K and D Landscaping for the year ahead. This episode gives you a front row seat into personal planning, financial readiness, technology adoption, and the mindset shifts needed to win in 2026. In This Episode Personal planning before strategic planning Justin explains why personal clarity must come before company planning. When leaders feel off balance in their own life, their teams feel it too. Three personal planning focus areas for 2026 Justin walks through the three areas he focused on this week • Pre death planning and making sure your family is protected • A simple money system for 2026 • Building a digital calendar with non negotiables for the year The technology leap at K and D Justin introduces a new role inside K and D: the Coordinator of Technology and Innovation. He explains why the company is going all in on tech and how this shift plays into the long term plan of becoming a technology company that happens to do landscaping. Financial systems for long term wealth Justin shares the three part money framework he learned from mentor Matt Garrett • Spend less than you make • Hold three months of cash on hand • Invest the rest in simple, diversified tools like S and P index funds He also covers 401k matches, Roth IRAs, and the power of dollar cost averaging. Event updates and travel schedule • Futurescapes USA in Los Angeles • Iritech irrigation mastermind • Leanscaper Revenue Intensive • Synked Live in New Orleans The path forward into 2026 Justin previews the launch of the Disruptor Insider newsletter and upcoming guest episodes with leaders like Mark Pyrrah and Nick Bartolo. Takeaways • Personal clarity makes you a stronger leader • Technology adoption is becoming a competitive advantage • Simple money systems create long term stability • Planning 2026 begins with organizing your life, your calendar, and your financial structure • Your team performs better when you lead from confidence rather than chaos   Links: https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/        

This week on Trades Talk, Justin White sits down with Mark Pyrah, cofounder of Peak Landscaping, to explore how focus, humility, and disciplined execution fueled one of Portland’s most respected commercial landscape companies. Mark shares how he went from estimating jobs at night to building a company that now pulls in over $16 million a year with a reputation built on relationships, reliability, and real results. From the early days of door-knocking to navigating recessions and scaling leadership, his story is a roadmap for sustainable growth. In this episode: The strategic move from install to maintenance and what that unlocked Why Peak only hires account managers with people skills, not plant knowledge How strong partnerships and clear vision guide every major decision What Mark’s planning now to hit the next level in 2026 and beyond Whether you're starting from scratch or scaling past $10 million, this one is packed with insight from a leader who’s done both; and is still climbing.

In this week’s update Justin takes listeners into three important topics shaping the future of the trades as we head toward the end of the year. He opens with a reminder to pause, reflect, and appreciate the impact we make on our teams, our communities, and the people who count on us. Justin shares what he is learning from skip level one to ones and why these conversations help leaders stay grounded in the day to day reality of their companies. He explains the questions he uses, the traps to avoid, and why listening without jumping in to fix things creates stronger cultures. He also gives a behind the scenes look at his recent meetings with several private equity firms. With billions of dollars looking for a home in the landscape and service industries, he talks candidly about how owners should think about valuation, timing, and the sameness he sees in many PE strategies. Finally he revisits one of the hottest topics in the industry, electric equipment. Justin breaks down why electrification is accelerating, how robotics and AI are reshaping what is possible, and why teams who make the shift early will have an advantage when autonomous equipment becomes mainstream. Justin closes with an invitation to share the episode with someone who would benefit, and encourages listeners to reach out with guest ideas or to join the show.

This week on Trades Talk, host Justin White sits down with Diego Lopez, brand strategist and founder of 153 Studio, for a deep dive into the power of branding that puts people and purpose first. In this episode, Diego breaks down: • Why branding is not your logo, it’s how your clients feel • How to align story, operations, and values across every touchpoint • The critical mistake companies make trying to serve everyone • How internal silos erode external trust • Why marketing should force operational introspection • The branding opportunity on social media that most contractors are missing Diego shares examples from the trades, explains how companies can stop faking "luxury" and actually deliver it, and shows why your team, not your font, is your brand. If you want to build a business that attracts the right clients, earns deep trust, and reflects your true values, this one’s for you.

In this weekly update, Justin White shares insights from his recent experience at the National Association of Landscape Professionals (NALP) conference, discussing the vibrant energy and opportunities within the landscape industry. He emphasizes the importance of leveraging artificial intelligence and automation to enhance business efficiency and competitiveness. White also addresses the current state of mergers and acquisitions in the industry, highlighting the challenges and opportunities for growth. He concludes with a motivational message about believing in one's potential and the exciting future for trades professionals.   https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/  

This week on Trades Talk, host Justin White sits down with Andrew Martin, founder of Urban Landcare, to explore how personal grit, strategic pivots, and people-first leadership built one of San Diego’s most exciting landscape companies. From growing up on construction sites in Northern Kentucky to becoming a disruptive force in Southern California, Andrew’s journey is a masterclass in betting on yourself and evolving with the industry. In this episode, Andrew shares: How he launched Urban Landscapes in 2018 with two employees and 15 properties Why he quickly shifted from residential to commercial and leaned into irrigation as a profit center What he’s doing to stay ahead of California turf regulations and tech trends Why he took the time to learn Spanish and how it transformed his connection with the team His approach to competing with national firms by focusing on personal relationships and service consistency Whether you’re building your book from scratch or scaling into the millions, Andrew’s story offers a grounded, real-world look at what it takes to grow smart, lead well, and stay true to your values. Tune in to hear how one founder is dominating his local market while planning for what’s next.

This week on Trades Talk, Justin White breaks down the three questions every trade leader should be asking to assess culture, clarity, and hiring momentum. Inside the episode: • How a simple 1–10 scale can reveal culture gaps • What separates A players from C players, and why it matters • Five keys to building a growth-focused culture that attracts top talent • Why problems are actually your greatest asset Justin also shares updates from the Disruptors community, real coaching wins from members like Dylan Whitlow, and how custom GPTs like Landscape Intelligence are changing the game for contractors. If you want to build a culture that fuels growth, and learn how top operators think about team, tools, and mindset, this one’s for you.

This week on Trades Talk, host Justin White sits down with Seb Lopez of Awake Abroad Media to talk about all things storytelling, content strategy, and personal branding. Seb brings a global perspective to his work, shaped by years of traveling, media production, and working with elite performers; from Olympic athletes to top real estate professionals. In this episode, Seb shares: Why shifting from social media consumption to creation is a game-changer How to build a brand around your values , not just your business The three core content types every company should be producing Why your personal brand attracts the right clients and talent The secret to creating content that actually drives results Whether you’re a CEO, marketer, or just getting started in content, this episode breaks down a practical and sustainable approach to media that connects and converts ; without burnout or fluff. If you’re ready to stand out, tell your story, and scale trust, this one’s for you.

This week on Trades Talk, Justin White shares key takeaways from an action-packed week on the road, including the Equip Expo in Louisville and the Disruptors Social hosted alongside Aspire, Crest, and Leanscaper. Justin recaps lessons from Jesse Cole’s “Five E’s”: Eliminate Friction, Entertain Always, Experiment Constantly, Engage Deeply, and Empower Action.....and how they apply to building remarkable client experiences in the trades. You’ll also hear about the debut of the Kress Voyager, the first fully autonomous mower capable of cutting labor costs by up to 80 percent, and how K&D Landscaping has reduced costs, improved retention, and boosted revenue through electric equipment adoption and better labor hour management. Justin closes with a challenge to every contractor: the next ten years are the Super Bowl of the trades. Those who act fast, innovate boldly, and execute relentlessly will lead the field.

This week on Trades Talk, host Justin White sits down with Jon Gohl, a longtime team member at Aspire Software, to explore the power of reflection, mindfulness, and personal transformation in both life and leadership. Jon shares his journey from walking with a cane to preparing for a walk across the Grand Canyon, and how that physical recovery mirrors his approach to leading people, setting goals, and growing intentionally. In this episode, Jon opens up about: Overcoming physical challenges and creating accountability by sharing bold goals Using breathwork and mindfulness to stay present and grounded How vulnerability builds connection and unlocks team potential The value of listening deeply to your people, especially in field-based roles His leadership philosophy: "Live on the skinny branches; where growth happens" Whether you're scaling a business, leading a team, or looking inward, Jon brings a human-first approach to growth that blends personal development with professional purpose. If you’ve ever wondered how to balance technology with human connection, or how to lead with humility in a fast-moving world,  this episode will hit home.

This week on Trades Talk, Justin White shares insights from a Lunch and Learn in Denver hosted by Aspire Software and Designscapes Colorado, which focused on speed as a competitive edge in the green industry. Phil from Designscapes detailed how his team scaled to $50 million in revenue with 350 employees by doubling down on the basics, making decisions faster, and always doing what’s right. Justin also introduces the Speed Flywheel: Decide. Execute. Debrief. Learn.... a simple cycle helping contractors build momentum and scale faster. You’ll also hear: Why speed to lead is a contractor’s most powerful (and affordable) differentiator How companies are aiming for $1 million in revenue per employee The mindset shift from contractor to tech-enabled business Plus, get a preview of EQUIP Expo in Louisville and why the Disruptors Social at Zeppa’s Greenhouse is the place to be. This episode is for anyone looking to grow faster, work smarter, and get ahead in a changing market.

This week on Trades Talk, host Justin White sits down with Derek Clelan, founder of Your Haven Landscape Designs, to break down how one idea , a simple design service,  turned into a full-scale design machine supporting contractors across the country. After going bankrupt at 24, Derek rebuilt from the ground up. Now, just over a year into launching Your Haven, he’s built a 44-person team, delivered over 1,000 designs, and created a recurring revenue model that’s changing how contractors sell work, reduce change orders, and deliver better projects. In this episode, Derek shares: • The mindset shift that helped him bounce back and rebuild • How the Backyard Blueprint and Pro Memberships are fueling rapid growth • Why contractors need better design support to scale their business • The culture and execution strategies driving his team’s success If you’re looking to sell more work, improve efficiency, and build something lasting, this episode delivers real, tactical insight from someone who’s doing it in real time.

This week on Trades Talk, host Justin White unpacks why the next three years will bring more change to the trades than the last three decades. As technology, capital, and automation reshape the industry, early adopters will create separation — and those who lag behind may struggle to catch up. In this episode, Justin explores: • Artificial Intelligence — How AI is transforming estimating, scheduling, communication, and leadership across the trades • Institutional Capital — Why private equity and corporate investors are flooding into the industry, and what that means for growth and exits • Automation — From autonomous mowers to AI-powered job sites, how robotics are changing how work gets done He also shares what his team is doing to stay ahead and offers a framework to help you build your own future-ready game plan. If you’re looking to future-proof your business, stay ahead of the next wave, and learn how top trade leaders are adapting, this episode is a must-listen.

In this episode of Trade Talks, Justin White sits down with Mark Sedgley and Taylor Gould to discuss one of the biggest moves in the green industry: the merger of LMN, SingleOps, and Greenius into Granum.   They unpack the story behind the new name, the marketing strategies that brought three powerhouse brands together, and why customer experience is the heartbeat of Granum’s future. From lessons learned in rebranding to the role of AI and technology in landscaping software, this conversation gives you an inside look at the trade secrets shaping the next era of the green industry.   Whether you’re a landscape business owner, a tech enthusiast, or simply curious about where the industry is headed, this episode is packed with insights on growth, branding, and bold decision-making.

Register for Denver, CO Lunch and Learn: https://web.cvent.com/event/7bc1304f-be1e-4ecd-99f1-5cb9e3184495/summary?RefId=Designscapes   In this weekly update, Justin White shares personal reflections on recent events, including his excitement for upcoming travel and networking opportunities. He discusses the importance of speed in business growth, particularly in the landscaping industry, and highlights the value of peer learning and community support. The conversation also features insights from the Disruptor Group, recognizing members for their contributions, and emphasizes the significance of client experience in business strategy.   Key Take Aways: business growth, networking, disruptive strategies, landscaping industry, client experience, technology, peer learning, community, speed in business, events   https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/   https://www.instagram.com/justinwhiteceo/

This week on Trades Talk, host Justin White sits down with Shantel Perez, Employee Success Specialist at K and D Landscaping, to explore how one person can completely reshape the culture of a growing company by showing up, listening deeply, and leading with humility. Shantel didn’t come from a traditional HR background; instead, she built her role from the ground up by staying close to the field and becoming a voice the team could trust. Now in her fourth year with the company, Shantel shares how her journey from maintenance admin to company-wide culture leader has helped bridge the gap between production crews and management. Along the way, she has: Helped implement Aspire and streamline team operations Developed bilingual communication systems across departments Reduced turnover from over 40 percent to just 12 percent Spent hours in the field listening to crews and validating their experiences Replaced rigid HR policies with an employee-first, trust-based approach This episode dives into what it really means to lead with heart in a high-growth company. From walking job sites at 6 AM to attending every department’s L10 meeting, Shantel has become a pillar of consistency and care. If you’re building a team, growing a business, or rethinking what HR can be, this is one you won’t want to miss.