Toolbox for the Trades

Justin Blaine, Co-owner of Carter Services in Torrance, CA, provides a unique perspective on banking on the resilience of the trades by detailing his transition from a professional M&A advisor to an owner-operator. Drawing on lessons from his three years in minor league baseball, Justin discusses the necessity of humility, work ethic, and managing failure when entering a new industry. He shares the fascinating story of how he went from being a customer to the owner of a 50-year-old family business that specializes in multiple home service trades. Justin reveals how he navigated a challenging first year of ownership by leveraging technology to learn the business quickly and implementing a “hospitality first” mindset to drive a 45% revenue increase in year two.Join us as we discuss: [1:42] Justin’s pivot from minor league baseball to M&A and the trades[14:58] Transitioning from customer to owner of a home services business[25:23] Cultivating a growth mindset with your team and “unreasonable hospitality”[37:25] The future of private equity and why the trades is accessible to everyone Check out these resources we mentioned during the podcast:AthletesTouchUnreasonable Hospitality by Will GuidaraSetting the Table by Danny MeyerYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

John Conway, COO at Redwood Services in Memphis, shares his blueprint for de-seasonalizing your business for year-round stability and growth. Drawing on his experience as a former contractor and Nexstar coach, John details how to mitigate slow seasons by strategically adjusting marketing spend, adding complementary year-round trades (like plumbing), and aggressively nurturing your maintenance base. He also reveals the powerful 350:1 KPI for a healthy agreement base and explains how consistent training during slow times is critical for long-term people retention, which he calls the biggest growth challenge after conquering seasonality.Join us as we discuss: [4:44] A private equity firm that comes alongside your business as a partner[9:12] The biggest risk factors of owning a purely seasonal trades business[17:56] Benchmarking KPIs for a strong customer membership base[23:14] Why marketing needs to be top-of-mind for contractors year-roundCheck out these resources we mentioned during the podcast:Nexstar NetworkYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Contractors are drowning in tech clutter. Between AI tools and endless “must-have” software subscriptions, it’s easy to get lost chasing the next shiny object. In this episode, Powerhouse Consulting’s Jenny Benbrook and Pam Duffy join the show to share a five-step plan for cutting through the noise, eliminating redundant tools, and building a smart, scalable tech strategy that actually drives profit. From budgeting like a marketer to running a “Goldilocks check” on your tech, this conversation will help you stop chasing shiny objects and start getting ROI from the software you already own.Join us as we discuss: [5:24] The rise of tech FOMO and the problem with over-adoption[19:06] A five-step plan to technology strategy success[38:23] The importance of regularly evaluating your tech spendCheck out these resources we mentioned during the podcast: ServiceTitanYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

What happens when curiosity turns a landscape professional into the tech driver behind an entire organization? In this episode, we talk with Taylor Anderson, Systems Development and Growth Manager at Sunline Landscapes, to explore how a passion for learning, curiosity, and a little patience can transform both a career and an organization. Taylor talks about stepping into a brand new role, refining processes across departments, gaining support from the top, and why patience is the real secret behind meaningful change.Join us as we discuss: [6:49] How to identify an Aspire super user inside your company[11:43] Why using Aspire data improves outcomes across departments[17:53] The cornerstone of a strong SOP and Aspire in the classroomCheck out these resources we mentioned during the podcast:AspireYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Recording live at Pantheon, Kristen Deese, CFO at The Virtual CFO for the Trades, explains her fractional CFO strategy for helping trades business owners master their finances. Drawing on her experience selling her own home services business to private equity, Kristen discusses the crucial steps to ensure financial health, including properly departmentalizing financials and calculating gross profit margin. She shares the one "hot take" she would megaphone to the entire industry — why net profit trumps revenue — and details the KPIs she immediately zeroes in on when auditing a client's ServiceTitan to QuickBooks workflow.Join us as we discuss: [3:48] How a fractional CFO can help contractors with their financials and training[7:15] Common issues Kristen sees in the books of struggling businesses[14:30] Prepping companies for a private equity sale[18:03] How contractors should factor new tech into their financial planningCheck out these resources we mentioned during the podcast:ServiceTitan AtlasFreedom Blueprint for Home Services with Justin DeeseContact Kristen at kristen@kristendeece.comYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Live from Pantheon, Chris Gist, Regional VP of the Gulf at Leap Service Partners, shares his incredible journey of rapid trades growth. Starting his plumbing company, Paradise Plumbing, in 2019, Chris quickly partnered with a mentor and executed an ambitious plan, selling the business in just three years to LEAP. He discusses the critical role of a distinctive brand and culture (including tiki hut vans and Hawaiian shirts) in attracting customers and private equity interest, the intense commitment required for doubling revenue annually, and how he uses ServiceTitan reports daily to manage gross profit margin in real time.Join us as we discuss: [6:11] Why private equity cares about your company’s culture and branding [11:48] Why higher marketing spend is the key to rapid growth[17:54] Chris’s go-to ServiceTitan reports for gauging a company’s fiscal healthCheck out these resources we mentioned during the podcast:ServiceTitanYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Zachary Perge, VP of Distribution Strategy at HARDI, breaks down the critical HVAC profitability strategy for today's challenging “repair market.” He reveals key data points, including how financing adoption can increase average ticket prices by over $6,800. Zachary argues that the most resilient contractors are those who stop chasing pure volume and instead focus on controlling what they can control: identifying and duplicating their most profitable jobs, teams, and product lines. He also offers essential advice on how to successfully integrate financing into the sales process to turn repair opportunities into full replacement jobs.Join us as we discuss: [6:16] Numbers every contractor needs to understand to make better decisions[18:26] Why owners should focus on profitability over volume[28:45] Advice for contractors who want to integrate financing into their operationsCheck out these resources we mentioned during the podcast:Women in HVACRYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this packed episode of Toolbox for the Trades, Justin White, CEO of K&D Landscaping and host of the Trades Talk podcast, returns with a clear message for 2026: raise the bar or get left behind. He and host Amanda dive into the Commercial Landscape Industry Report and pull apart the biggest shifts shaping the year ahead, including client retention battles, pricing pressures, the tech surge sweeping the industry, the power of experimentation, and the generational handoff transforming the trades. Justin brings the receipts, sharing how K&D hit an 84 percent client retention slump, where hiring went sideways, and how his team fought their way back with sharper systems, smarter tech, and a renewed commitment to excellence. If you are ready to elevate your business and outpace the competition, this episode will light a fire under you.Join us as we discuss: [7:15] The 3 biggest reasons clients leave their landscaping partners[15:23] The biggest hiring mistake Justin made… twice[27:03] Why technology is a competitive edge, but only if you use it right[37:54] The 30-minute exercise that sparks innovationCheck out these resources we mentioned during the podcast:Aspire's 2026 Commercial Landscape Industry ReportTrades Talk podcastAspireElevateFans First by Jesse ColeYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Live from Pantheon, Scorpion CRO Jamie Adams dives into the biggest challenges and opportunities in trades digital marketing. Jamie explains why the rise in competition and advertising costs requires a more sophisticated, data-driven approach. He shares how the ServiceTitan and Scorpion partnership allows contractors to view their business through an e-commerce lens, tracking marketing spend all the way to revenue. Jamie also details new consumer trends, like impatience and the demand for information, and how ServiceTitan's Marketing Pro, combined with Scorpion's expertise, acts as a competitive weapon to generate massive ROI from existing customer data.Join us as we discuss: [4:31] Contractors’ biggest marketing challenges and AI’s influence on consumer trends[9:57] Taking the e-commerce approach to enhancing the customer experience[13:01] The competitive advantages of adding Scorpion to your Marketing Pro stackCheck out these resources we mentioned during the podcast:Marketing ProYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this episode, Christina Criniti-Dear, Director of Operations at Zoom Drain and owner of two Florida franchises, shares how she went from answering phones to running the show. She explains why every great leader should start at the bottom, how empathy isn’t innate but learned through experience, and what it really takes to build a thriving franchise from the ground up. Christina opens up about the lessons that shaped her leadership style: from owning every mistake to leading with clarity and purpose. She also pulls back the curtain on the franchise model, showing how it gives entrepreneurs the freedom to build something of their own with a proven roadmap. Join us as we discuss: [6:38] How to learn empathy and communication as a young leader[14:27] The GROW values of a successful entrepreneur[21:36] What new franchisees struggle with most You can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Tim Johnson, President of Tim Johnson Landscaping in Statesville, NC, shares his blueprint for sustainable business growth, detailing his company's journey from a childhood mowing operation to a multimillion-dollar enterprise. After a period of rapid expansion, Tim made the strategic decision to “pump the brakes” for two years to restructure. He discusses the critical importance of building a management team, defining core processes (like implementing EOS), and shifting from “order taker” to a more tactical sales focus. Tim also explains how leveraging technology has allowed the company to scale without dramatically increasing non-revenue-producing headcount.Join us as we discuss: [5:11] When Tim realized he needed a proper org chart for sustainable growth[10:23] Rebuilding momentum after a two-year pause in rapid growth to implement scalable systems[17:30] Leveraging tools like Aspire to build frameworks for problem-solving and data visibilityCheck out these resources we mentioned during the podcast:AspireTraction: Get a Grip on Your Business by Gino WickmanYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this live episode from #Pantheon2025, Chris Petros, ServiceTitan COO, and Martha Hill Harvey, SVP of Platform Strategy at Synchrony, discuss how contractors can leverage the latest consumer trends in the trades to grow their businesses. They break down key insights from the ServiceTitan-Synchrony 2025 Consumer Report, including the importance of providing a seamless web and mobile experience, offering flexible payment options like financing, and building a strong brand that resonates with a new generation of homeowners.Join us as we discuss: [11:11] Financing and payment insights from the ServiceTitan-Synchrony 2025 Consumer Report[19:45] Trending consumer preferences in digital options and shifting demographics [25:14] Why brand reputation and core values are more important than ever Check out these resources we mentioned during the podcast:2025 Consumer Trends in the TradesServiceTitan Marketing ProYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

How do you turn a kitchen table startup into a thriving HVAC business with five trucks? In this episode, Miranda Deschamps, Office Manager at ServicePlus Heating and Cooling (Ontario, Canada), shares how she and her team use ServiceTitan and AI to drive growth. From surviving a two-week email crash to negotiating smarter with suppliers and building AI-powered inventory systems, Miranda shows how resilience, curiosity, and the right tools can turn everyday challenges into business wins.Join us as we discuss: [7:22] The two-week email crash that became her best leadership lesson[11:59] How to leverage ServiceTitan and ChatGPT to solve inventory headaches[18:28] How using your ServiceTitan data can save you moneyCheck out these resources we mentioned during the podcast:ServiceTitan Torch NetworkEGIAYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

What makes a landscaping business truly valuable? In this episode, Amanda talks with Tom Heaviland, CEO of Verde Property Services, about what buyers really look for when acquiring a company. Tom shares his journey from running a family business for 35 years to selling it to BrightView and joining their acquisition team. He explains why strong teams and loyal customers matter most, how to handle the emotional side of selling, and why technology and AI are shaping the future of the industry.Join us as we discuss: [6:06] The differences between public and private equity acquisitions[10:40] What buyers look for in a thriving business and common misconceptions[18:56] The role of technology in valuation and operationsCheck out these resources we mentioned during the podcast:AspireBrightViewBossLMNElevate 2025Lawn & Landscape Technology Conference 2026You can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this live episode from Pantheon 2025, Mitch Boerner, Director at Legendary Plumbers, shares his unique story of going from the music industry and professional kitchens to scaling a trades business in Victoria, Australia. Mitch discusses how he and his brother, a plumber, grew their company from a garage operation to a multi-service business by focusing on repeatable work and having the foresight to put the right processes in place early. He also shares his vision for the future, including a hub-and-spoke model and a commitment to perpetual optimism.Join us as we discuss: [11:02] Focusing on scalable service niches and the importance of good financial housekeeping[18:13] Saying no to nonscalable work and pricing yourself for the future[23:56] Upcoming ServiceTitan Pro product offerings and how they can help your business scaleCheck out these resources we mentioned during the podcast:Dispatch ProField ProScheduling ProYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Jessica Short, GM of Priority Heating, Cooling, and Plumbing, serving the Kitchener and Waterloo, Ontario area, joins us to share her unique journey to finding her career passion in the trades. Jessica reveals how she applied empathy lessons from her time in social work to her current leadership role, helping grow her family’s business from 25 employees to a team of 84. She shares the crucial values and processes that enable her company to scale while maintaining a strong culture and a great reputation. Jessica also explains the difference between dreams and goals and how she uses this distinction to mentor and guide her team members.Join us as we discuss: [2:55] Steady growth from 25 to 84 employees and adding a service division[8:43] Applying leadership lessons from social work and understanding your team’s real-life struggles[26:24] Building trust with your customers and working alongside familyCheck out these resources we mentioned during the podcast:Chris Hunter: What Doesn’t Kill You Makes You StrongerYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this special bonus episode, ServiceTitan Co-founder and CEO Ara Mahdessian celebrates the monumental success of the trades in his presentation at Pantheon 2025, highlighted by customer stories of multi-million dollar revenue and major acquisitions. Ara reflects on ServiceTitan's journey, declaring the company's commitment to its customers is the bedrock of its business. He then details a critical vision for the industry's future: the necessity of embracing AI and automation to ensure continued prosperity. Ara explains that while the core work of the trades is safe from automation, the surrounding cognitive workflows are not. He outlines how new ServiceTitan products are designed to help businesses double revenue and boost profits by automating these back-office functions, ensuring the trades not only survive, but thrive in the face of rapid technological change.Join us as Ara addresses: [1:21] Customer success stories and a promise to ServiceTitan users[20:25] Four takeaways from the inevitable disruptions that AI will cause in the trades[35:25] The exciting launch of ServiceTitan’s all-inclusive Max ProgramYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

Two brothers turned a high school project into Stephens Landscaping Professionals, a $22 million business in New Hampshire’s Lakes Region. How did they scale while keeping their client relationships strong? In this episode, COO Mark Stephens shares how he and his team balance cutting-edge technology with high-touch service. From data-driven job costing to custom trucks and GPS-guided excavators, Mark explains how innovation fuels efficiency. He also reveals the structures and systems that ensure every client gets a personal connection, proving that growth does not have to come at the expense of relationships.Join us as we discuss: [6:14] Why 99% of business decisions should be data-driven[10:44] How to attract talent through technology and innovation[23:56] The toughest challenge: how to scale without losing your DNACheck out these resources we mentioned during the podcast:AspireTrimbleYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here. Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this live episode from Pantheon, Karen Edwards, COO of Roofers Coffee Shop, shares her insights on technology adoption in roofing. Karen explains the common pitfalls and success stories she's witnessed, and provides practical advice for contractors who are hesitant to embrace new tech like AI. She also discusses the growing trends in metal roofing and restoration and highlights the importance of industry communities and trusted resources like Roofers Coffee Shop for navigating change and achieving success.Join us as we discuss: [8:57] Common pitfalls roofers can stumble into when adopting new technology[13:35] How outside experts and internal champions can help you streamline tech adoption[20:55] Bringing international roofing innovation to American contractors Check out these resources we mentioned during the podcast:Roofing Road TripsMetalCastLa Voz de los RuferosRT3 Roofing Technology Think TankVILPE SenseYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this episode, Rob Parker, managing director of residential and commercial services investment banking at Piper Sandler, shares tips for partnering with private equity. A former entrepreneur himself, Rob explains how market forces and technological advancements have made the trades an attractive investment for private equity firms. He breaks down the importance of maximizing EBITDA, shares his experience with a successful client partnership, and offers advice for owner-operators preparing to sell their businesses or take them to the next level.Join us as we discuss: [6:56] The COVID private equity boom and how partnerships have since evolved[16:58] Why trades company IPOs may become common in the not-to-distant future[23:39] The most important metric that PE firms look at when considering a partnership[31:18] How owners can prep their team for a company merger or buyoutCheck out these resources we mentioned during the podcast:Email Rob at Rob.Parker@PSC.comYou can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts, on Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player.Hosted on Ausha. See ausha.co/privacy-policy for more information.