Snowfighters Institute Podcast

Upcoming Events Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → Eddy Zakes, CEO of Earth Development, joins Phil to share how a commercial snow and landscape company based in Green Bay has grown into a 15-state operation built almost entirely on a service partner network. From acquiring the business in 2021 with no snow industry background, to defining core values and brand promises in a February Airbnb in Michigan's Upper Peninsula, to a negligent homicide lawsuit that reshaped how he thinks about documentation, Eddy shares the operational, cultural, and structural moves that make Earth Development different in a space known for burning subcontractors. Connect with Eddy: LinkedIn: https://www.linkedin.com/in/eddyzakes/ Website: earthdevelopmentinc.com Key Learnings Don't Mess Up What You Bought - When you acquire an attractive business, your first job is to learn it and not break it, because you bought it for a reason and every employee is better at their job than you are on day one. Brand Promises Have to Be Reciprocal - If you promise clients you'll be reliable, responsive, and partnering, you need service partners, employees, and even clients showing up the same way, otherwise the promises collapse. Service Partners Are a Two-Sided Marketplace - In every community, there are only a handful of great service partners, so protect that trust because if you burn them, you lose access to everyone they know for years. Recruit Service Partners a Year in Advance - Have conversations with potential partners in new markets before you have work for them, so when the customer expands, you're not starting from zero. Insurance Is the Fastest Disqualifier - The level of insurance a contractor carries is what separates serious commercial snow and ice pros from the people just dabbling. Service Verification Isn't Going Away - Instead of grumbling about the proliferation of apps, embrace them as the tool that protects your company when the worst-case lawsuit hits. Document Every Decline - Recorded phone calls saved Earth Development in a negligent homicide lawsuit tied to a client refusing extra salting, so build the systems that document what happened and what was refused. Fair and Generous Beats Suspicious - Lead with a posture of generosity, backstop it with fairness, and accept that you'll occasionally get taken advantage of because the alternative is living suspicious of everyone. Be a Resource, Not the Eye in the Sky - Monitor service partners nonstop, but show up alongside them during storms with field operations supervisors instead of playing gotcha after the fact. High Expectations Attract the Right Partners - Great service partners want to be part of an elite performance environment, so don't apologize for the accounta... Chapters (00:00:00) - Welcome and Guest Intro(00:00:40) - Inside Earth Development(00:02:59) - Six Years of Growth(00:05:08) - The Service Partner Model(00:07:49) - Core Values and Brand Promises(00:13:13) - Recruiting Great Partners(00:23:32) - Why Service Verification Matters(00:28:56) - Running a 15-State Operation(00:31:49) - Fair and Generous Leadership(00:36:54) - From Light Bulbs to Snow(00:44:10) - Do You Love Snow?(00:45:35) - Wrap Up

Upcoming Events GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → David Bender, CEO of Weeded! Lawn Service in Richmond, Virginia, joins Phil to share how he built a snow operation that grows in one of the trickiest low-snow markets in the country. From choosing a client model that demands zero tolerance service, to designing custom equipment on the fly, to building a business that runs without him being awake for 83 hours straight, David shares the operational, structural, and mindset moves that made it possible. He also opens up about his SIMA speaking debut, why "lawn friends" beats "clients," and why the two questions he asks himself during every snow event have nothing to do with money. Key Learnings Pick a Blue Ocean for Your Company Name - A generic name puts you in a bloody sea of competitors on Google, but a distinctive name plants your flag in uncharted water and makes you unmistakable in your market. Sell to Clients Who Want It Clean - In a low snow market especially, the only way to make money is to attract clients who want zero tolerance service on every event, so build a client base that fits your model instead of chasing everyone. You Make the Decision, Not the Property Manager - You cannot run a snow operation while waiting on 53 property managers to approve action, so set the expectation up front that you are the decision maker on their lot. Build the Business to Run Without You - Preparation, delegation, and communication systems are what let you sit on a beach while a storm hits and trust your team to handle it. Take Care of the People Doing the Work - Give your subs good hours, clustered lots, quick pay when they walk in with paperwork, and grace when they damage a curb, and they will pick you over the contractor paying $50 more an hour. Take Care of the People You Work For - Treat your client's money like your money, their tenants like your tenants, and their lot like your lot, and the trust follows. Ask Two Questions on Every Snow Event - Are we taking great care of the people working for us, and are we taking great care of the people we work for? If the answers are yes, the money side works itself out. Say No to the Wrong Revenue - When a national buyer offered 60% of what David was earning on Walgreens locally, he walked away because it was the wrong revenue, and the right revenue has always come back around. Custom-Built Equipment Turns 80 Hours into One - A one-yard salt spreader on a custom trailer pulled by a Ventrac turned 80 man hours of sidewalk salti... Chapters (00:00:00) - Welcome and Introductions(00:00:38) - Snow in Virginia(00:02:50) - The SIMA Talks(00:04:54) - Bethesda to Cornell(00:07:35) - Family and Jiu-Jitsu(00:08:48) - Finding a Blue Ocean(00:11:14) - Meet the Lawn Friends(00:15:16) - Winter Scale Up(00:16:46) - How Snow Grew from One Truck(00:20:11) - You Have to Want It Clean(00:22:21) - Who Makes the Call(00:23:53) - Walking Away from Walgreens(00:24:46) - The Control Freak Story(00:26:12) - The Subcontractor Mindset(00:28:42) - Care Creates Referrals(00:31:36) - Planning the Cash(00:34:21) - Seasonal vs T&M(00:37:14) - Custom Trailers and Brine(00:42:04) - What's Next(00:46:14) - Know Your Numbers

Upcoming Events GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → Eric Gagnon, President of G&G Landscape and Development in Maine, joins Phil to share his journey from commercial electrician to full-time snow and landscape professional. From partnering with his brother and later navigating a family buyout, to losing his father at 19 and letting that shape how he approaches business and life, to building a self-performing operation that runs on seasonal contracts and an automated salt-sales system, Eric shares hard-won lessons on leadership, technology, and why serving the community matters as much as growing the business. He also opens up about loving snow, being a self-described loader guy, and pursuing a vision of excellence that blurs the line between work and life. Key Learnings Look in the Mirror Before You Commit Another Decade - Eric changed careers when he stopped liking who was looking back at him, so pay attention to that feeling instead of grinding through a job you don't enjoy for the rest of your career. Take the Leap Even When It Means a Pay Cut - Moving from a secure electrical job to full-time in the family business meant less pay and less security, but the freedom to build something of your own is worth the trade-off. Different Visions Between Partners Wear You Down - When one partner wants to grow big and the other wants to stay small, every conversation feels like someone has to compromise, which erodes the relationship over time. Buyouts Between Family Members Are Hard but Worth It - Family buyouts get emotional and people say things they shouldn't in the heat of the moment, but the right structural change can restore the personal relationship and strengthen both businesses. Address Conflict Before It Festers - In personal relationships and business, letting things sit only makes them worse, so have the hard conversation as quickly as possible. Everything Happens for a Reason - Losing his father at 19 forced Eric to spread his wings earlier than he would have, and shaped a perspective that hard experiences often prepare you for what comes next. Seasonal Contracts Build Better Businesses - Fixed monthly billing lets clients budget with confidence and lets you build the team, equipment, and quality of service the market expects, regardless of whether the winter is mild or brutal. Cap Your Salt Applications - Salt is a volatile commodity, so capping applications in your seasonal contract at a set number and...

Upcoming Events GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Finding & Managing Subcontractors | Tuesday, August 11, 2026 How do you find subcontractors who actually show up when it snows? Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → Robert Holmes, founder of Spectrum Weather and Specialty Insurance, joins Phil to demystify weather insurance for the snow and ice industry. From explaining what an independent broker actually is, to walking through real-life examples of how contractors use lack-of-snow policies to protect equipment rentals, collateralize operating loans, and build client-loyalty credits, Robert shows why weather insurance isn't just for the biggest operations. He also shares the story of his 18-year path from research meteorologist and Antarctic weather-station builder to founder of a family-run brokerage that helps contractors turn weather risk into a Lego box of solutions. Key Learnings Know the Difference Between Agent and Broker - An agent works for the insurance carrier, but an independent broker's fiduciary responsibility is to you, which means access to the best coverage across carriers instead of whatever one company sells. Weather Insurance Triggers on Snowfall, Not Expenses - Claims are paid based on measured snowfall against a defined threshold, so you don't have to prove salt costs went up or your labor spend spiked to collect. Airport Measurements Keep Things Clean - Coverage typically uses a central, historically tracked location like a major airport because it's a disinterested third party with reliable data underwriters can price against. Insurance Offsets Big Contract Risk - Landing a large contract usually means renting or buying expensive equipment that has to sit ready, and weather insurance can protect that outlay if the snow doesn't come. Weather Policies Can Collateralize Bank Loans - Snow-only contractors going into winter cash-poor can use a lack-of-snow policy to name their bank as an additional loss payee, giving lenders peace of mind on operating capital loans. Whoever Owns the Risk Buys the Policy - Property managers, HOAs, landlords, and even municipalities buy weather insurance too, so if the risk lives with your client, they might be the buyer instead of you. Buy Insurance Earlier in the Season - As winter approaches, carrier capacity in high-demand markets like Chicago fills up, so a policy that costs $X in August could cost 20% more if you wait until Octob... Chapters (00:00:00) - Welcome and Guest Intro(00:01:32) - What Spectrum Weather Does(00:02:43) - Broker vs Agent(00:04:03) - How Weather Insurance Works(00:06:05) - Why Ice Doesn't Cover(00:07:20) - Where the Snow Gets Measured(00:10:43) - Real World Use Cases(00:13:34) - Who Really Buys the Policy(00:16:09) - Why the Midwest Loads Up First(00:19:32) - The Box of Legos Approach(00:21:52) - From Meteorologist to Weather Derivatives(00:25:00) - Antarctica and Holmes Ridge(00:27:35) - Bringing the Family In(00:29:08) - Final Advice and How to Reach Robert

Upcoming Events GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Finding & Managing Subcontractors | Tuesday, August 11, 2026 How do you find subcontractors who actually show up when it snows? Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → Tabetha Hart, President and Co-Founder of Tamarisk Business Advisors and a Certified Exit Planning Advisor, joins Phil for a short but meaningful conversation about why the businesses that look most successful from the outside often trap the owners who built them. Tabetha shares the origin of the Tamarisk Method, why growth without intentional design multiplies owner dependency instead of reducing it, and why the real purpose of a business isn't just to make money, but to create options for the owner, their family, and their team. Key Learnings Successful Looking Businesses Often Trap Their Owners - Profitable, growing companies can still leave the owner unable to step away because every decision, team, and customer runs through them. Growth Without Design Multiplies Owner Dependency - Scaling revenue without intentional structure means more employees, customers, and decisions bottleneck through the owner, so the business gets bigger while freedom shrinks. The Purpose of a Business Is to Create Options - Revenue and profit matter, but the higher purpose of a business is creating options for the owner, their family, and their team. Exit Planning Isn't About Retirement - It's about stewardship and intentionally building a business that can thrive beyond you, protecting your family, your employees, and the value you spent decades creating. Clarity Comes Before Change - Owners are often too close to their businesses to see where dependency exists, so the first step is objectively looking at financial performance, leadership, risk, and how decisions really get made. Ask What Options Your Next Decision Creates - Before every major business decision, ask whether it makes the business more dependent on you or less, and whether it builds something that can endure. Reflection Questions Could you completely unplug for two weeks with no contact and be confident your business would run without you? Are your recent decisions creating more freedom or more responsibility for you as the owner? ... Chapters (00:00:00) - Welcome and Guest Intro(00:01:23) - Tabetha's Story and Mission(00:02:34) - What Is the Tamarisk Method(00:04:39) - Why Options Matter More Than Income(00:06:32) - The Trap of Chasing Growth(00:08:23) - Clarity Before Foundation(00:09:58) - What Writing the Book Revealed(00:11:25) - The One Question Every Owner Should Ask(00:12:59) - How to Connect with Tabetha(00:15:12) - Wrap Up and Grow! Snow