Explore every episode of the podcast Think Like an Owner

Please enjoy this episode where Alex is featured as a guest on The Garage Door Podcast Lab.

Andy Felice and Alex Bridgeman explore what garage door business owners earning over $1 million in revenue are experiencing in today's economy, and how they're responding. Bridgeman, co-founder of Durable Trades, brings a fresh perspective to the consolidation trend in the industry, offering an alternative to traditional private equity that emphasizes long-term ownership and sustainable growth across the Pacific Northwest.

They discuss:
- Why old-school tactics like farmers markets and canvassing are seeing surprising success
- How garage door owners can avoid "selling out of their own wallet" and better understand customer psychology
- The value of incremental improvements—five yards at a time—over chasing big, complex projects
- Why tune-and-lube offers create long-term customer relationships and neighborhood visibility
- How handwritten details on mailers and personal touches during service calls lower a customer's guard

This episode offers practical insight for operators navigating inflation, rising competition, and shifting consumer behavior in the home services space.

Topics:

(00:00:00) - Intro
(00:01:33) - Alex's background and founding Durable Trades
(00:04:37) - Durable Trades vs traditional private equity
(00:07:27) - What garage door owners are seeing in 2026
(00:09:09) - Old-school marketing tactics making a comeback
(00:11:26) - Economic externalities and business control
(00:16:30) - Finding the right next best step
(00:18:24) - Five yards at a time: incremental improvements
(00:23:30) - Selling with good, better, best
(00:26:38) - Building trust and educating homeowners
(00:31:42) - The value of tune-ups and canvassing
(00:36:12) - Creative sales competitions and team vision
(00:41:00) - Industry maturity and best practices
(00:44:56) - Lightning round: robots, tech, and micro projects
(00:54:29) - Handwritten mail and human connection
(00:58:39) - Closing

Alex Bridgeman and Carrie Kelsch explore the journey of building A Plus Garage Doors from a side venture during the 2008 mortgage crisis into a $55 million multi-location operation. Kelsch shares how she initially opened the business to provide future jobs for her children, then found herself pulled deeper into operations as the housing market collapsed. The conversation traces key inflection points in the company's growth, from discovering she actually owned a business during the Goldman Sachs 10,000 Small Business program to implementing systems that allowed her to delegate and scale.

They discuss:

- How the 2008 financial crisis forced an unexpected career shift from mortgage brokering to garage door operations

- The transition from pen-and-paper scheduling through Google Calendar to implementing ServiceTitan as a foundation for growth

- Building intentional company culture through revenue milestone celebrations, walk-up songs, and quarterly bonuses tied to performance

- Expanding into new markets while centralizing functions like dispatch and accounting to reduce risk

- Using AI to handle customer calls, research new markets, and reduce dependency on operational staff

This episode offers practical insight for service business owners navigating growth, culture development, and the challenge of maintaining personality while scaling across multiple locations.

Topics:

(00:00:00) - Intro

(00:00:34) - From mortgage broker to garage doors

(00:02:53) - Surviving the 2008 housing crisis

(00:04:42) - Goldman Sachs 10K Small Business program

(00:06:04) - Learning to delegate and replace yourself

(00:07:54) - Building a business for your kids

(00:10:51) - Building intentional company culture

(00:13:13) - Early culture initiatives and team events

(00:15:36) - The quarterly revenue bonus system

(00:18:25) - Walk-up songs and bonus day celebrations

(00:20:47) - Ideas that didn't work

(00:22:38) - Scaling marketing and creative content

(00:23:49) - Key milestones in company growth

(00:25:58) - From pen and paper to ServiceTitan

(00:28:13) - Hiring executive team members

(00:30:15) - Technician hiring and training process

(00:31:40) - Making new hires feel welcome

(00:33:24) - Implementing AI across the business

(00:36:22) - Expanding into new markets

(00:37:49) - Learning from greenfield expansion mistakes

(00:41:00) - Final advice for garage door owners

Links:

Carrie on LinkedIn - https://www.linkedin.com/in/carrie-kelsch-61699720/?isSelfProfile=false
A+ Garage Doors - https://utahgaragedoors.net/

Josh Melton joined his uncle's garage door business in 2008 during the recession with zero interest in garage doors. Eighteen years later, he's president of Easy Lift Door, overseeing three locations across California and Nevada. Alex Bridgeman and Josh Melton explore how the company has evolved from paper scheduling boards thumbtacked to cork walls to modern field service software, and how EasyLift is now building out a residential service arm after decades focused on new construction.

They discuss:
- Why the "pit crew" warehouse loading model failed and what replaced it
- How customer service training differs completely between new construction and residential service calls
- The pros and cons of service vans versus pickup trucks for residential garage door work
- What In-N-Out's opening playbook teaches about operational efficiency
- How AI-driven search is changing how homeowners find garage door companies

This episode offers a ground-level view of what it takes to professionalize a second-generation trades business while preparing for third-generation succession on Think Like an Owner.

Topics:

(00:00:00) - Intro
(00:00:53) - Getting into the garage door business
(00:02:42) - Joining during the 2008 recession
(00:03:50) - Lessons from the recession
(00:04:54) - Modernizing operations as president
(00:05:04) - From paper tickets to digital systems
(00:08:37) - Building a company truck fleet
(00:10:44) - Expanding into home service work
(00:12:36) - Customer service training challenges
(00:14:38) - Learning from In-N-Out's efficiency model
(00:20:00) - The failed pit crew experiment
(00:26:32) - Service truck design: pickups versus vans
(00:28:56) - Building a marketing strategy
(00:30:59) - AI and the future of local search
(00:32:48) - Growing pains across multiple locations
(00:42:07) - Succession planning across generations
(00:44:19) - Closing

Links:

Easy Lift Door - https://www.easyliftdoor.com/

Josh on LinkedIn - https://www.linkedin.com/in/jomelton/

Jason Reid discusses his journey from general manager of a remodeling company to building a multi-company construction portfolio across Oregon. In his mid-forties, Reid stepped back to reassess his career, ultimately deciding to pursue rapid growth through acquisitions rather than organic expansion. Think Like an Owner host Alex Bridgeman and Reid explore how he scaled from purchasing a small commercial fencing business in 2019 to managing 280 employees across a dozen acquired companies within five years.

They discuss:
- Why commercial fencing offered better scaling potential than residential remodeling
- How 60 to 90-day payment terms from contractors created unexpected cash flow challenges in his first acquisition
- Learning to identify contract language that left him vulnerable to bad-faith general contractors
- Finding untapped talent within acquired companies by simply asking employees what they wanted to do
- The habit of tracking how daily activities aligned with long-term goals, which revealed most time was spent on things unrelated to his ambitions

Reid's approach combines aggressive acquisition targets with steady operational discipline, shaped by mentors like Dan Peña and a willingness to envision goals far larger than what seemed immediately achievable.

Topics:

(00:00:00) - Intro
(00:01:10) - From masonry to remodeling manager
(00:07:01) - What intrigued you about fencing
(00:08:36) - Building DreamCon management company
(00:10:22) - Memorable projects and learning automation
(00:11:53) - Simple changes driving big improvements
(00:13:46) - Promoting hidden talent from within
(00:15:50) - Learning curve: contract pitfalls
(00:21:07) - Embracing obstacles and staying focused
(00:23:20) - Keeping balance through big goals
(00:27:51) - Becoming a pilot after decades
(00:34:22) - Current goals and art foundation vision
(00:38:53) - Education reform and other causes

Links:

Jason on LinkedIn - https://www.linkedin.com/in/jasonreid2020/

Alex Bridgeman and Rob Southern speak with Patrick Lange, a business broker specializing in HVAC, plumbing, and electrical companies. Patrick shares how he transitioned from selling Main Street businesses to focusing exclusively on the trades after buying and running his own heating and air company. He explains why most small trade businesses struggle to sell and what drives value in these service companies. Patrick emphasizes four critical factors: getting out of the van and delegating work, maintaining clean books and records, building recurring revenue through service agreements rather than relying on replacement sales, and avoiding the pitfalls of new construction contracts.

They discuss:

- Why so many trade business owners have no realistic idea what their company is worth

- How buyers evaluate risk when the seller has been the primary technician or salesperson

- The problems with earn-outs tied to net income versus gross revenue

- Why Patrick meets buyers and sellers face-to-face early in the process instead of keeping them separated

- What happens when a seller has been running personal expenses through the business for decades

Patrick's approach centers on honest, data-driven valuations and preparing sellers years before they're ready to exit, so they understand what buyers actually pay for and can build toward a realistic number.

Topics:

(00:00:00) - Intro

(00:01:15) - From financial planner to HVAC broker

(00:05:28) - Why focus matters in business brokerage

(00:07:51) - The four drivers of business value

(00:14:52) - Private equity's impact on HVAC deals

(00:17:32) - The challenge of selling one-person operations

(00:19:39) - Educating sellers on realistic valuations

(00:23:48) - Having the price conversation with sellers

(00:26:57) - Navigating earn-outs and deal structure

(00:32:03) - Managing seller transitions effectively

(00:34:36) - How sellers should diligence buyers

(00:37:06) - Know your business value now

Links:

Business Modification Group - https://businessmodificationgroup.com/about-us/patrick-lange/

Patrick on LinkedIn - https://www.linkedin.com/in/patrick-lange-businessbroker/

Alex Bridgeman and David Williams explore the journey of building Advantage Services Group from a single HVAC business in Central Oregon into a multi-state operation targeting $1 billion in revenue. Williams shares how he transitioned from consulting in New York to acquiring his first business at 27 with no prior HVAC experience, and why he moved across the country to pursue an entrepreneurial path in the home services industry.

They discuss:

- Why going multi-location immediately forced the development of scalable systems and infrastructure

- How radical transparency around financials and goals became the primary driver of organic growth

- The difference between building one integrated company versus operating as a holding company or roll-up

- What sellers actually care about beyond price when choosing an acquirer

- How to balance acquisition pace with integration depth in a competitive market

This episode offers a detailed look at the operational choices and cultural commitments required to build a consolidation platform in the trades, particularly for listeners interested in search funds, home services businesses, or multi-location service company strategy.

Topics:

(00:00:00) - Intro

(00:00:54) - From consulting to HVAC entrepreneurship

(00:04:42) - Finding Central Oregon Heating

(00:05:29) - Building toward a billion-dollar vision

(00:08:22) - First year in Bend learning the business

(00:11:24) - Going multi-location from the start

(00:12:42) - Single versus multi-location operations

(00:16:39) - Integration strategy across locations

(00:23:07) - Organic growth as primary driver

(00:25:51) - Goal setting unlocks growth

(00:30:33) - Competing for acquisitions as partners

(00:34:03) - Moving to Denver and early mistakes

(00:37:19) - The path to $350M by 2030

Links:

Advantage Services Group - https://advantage-services.com/

David on LinkedIn - https://www.linkedin.com/in/david-williams-31311353/

Alex Bridgeman and Ty Greneaux explore the human side of building and scaling a family business on Think Like an Owner. Ty shares how his late father-in-law Frank transformed not only Acadiana Garage Doors but also Ty's entire approach to leadership and life. What began with an awkward garage door opener installation evolved into a mentorship that shaped Ty's core philosophy: serve others, treat people with respect, and focus on impact over achievement. The conversation moves from personal transformation to practical business strategy, examining how Ty balanced honoring Frank's people-first culture while implementing the systems and processes needed to scale.

They discuss:
- Why treating people well matters more than operational efficiency alone
- How to involve employees in major business transitions without losing trust
- The value of hiring character over skills in trainable positions
- What business owners can learn from asking candidates one difficult interview question
- How serving others consistently creates both loyalty and long-term success

This episode offers guidance for service business owners seeking to grow without sacrificing culture or relationships.

Topics:

(00:00:00) - Intro
(00:01:00) - The awkward garage door opener install
(00:03:51) - Frank's passing and its profound impact
(00:05:54) - Shifting to a servant's heart
(00:07:03) - Intentional investment in people's lives
(00:08:36) - The awkward golf course business talk
(00:11:06) - Leaving corporate for garage doors
(00:12:17) - Frank's approach to treating people
(00:15:34) - What stayed and what changed
(00:16:00) - Building systems to support scaling
(00:17:58) - Learning to manage stress differently
(00:22:54) - The record sales vacation breakthrough
(00:25:11) - Handing over control after acquisition
(00:26:35) - Keeping employees motivated and engaged
(00:27:54) - Involving the team in major decisions
(00:29:42) - Vision for Acadiana's future
(00:31:32) - Hiring the person not the skill
(00:33:58) - The three interview questions
(00:41:05) - Closing wisdom for business owners

Links:

Ty on LinkedIn - https://www.linkedin.com/in/ty-greneaux-b8a65737/

Acadiana Garage Doors - https://acadianagaragedoors.com/

Alex Bridgeman and Hans Wright explore the transformation of Windsor Door from a struggling regional garage door company into an integrated platform spanning manufacturing, installation, and service. Hans shares how his family acquired the business when it had declined from $250 million to just $7 million in revenue, then rebuilt it by focusing on transparency, vertical integration, and compound value creation.

They discuss:
- Why transparency with suppliers and customers became a core operating principle during the steel price crisis
- How installing a high-speed, fully integrated production line changed manufacturing throughput and quality
- Building a service and replacement business using decades of install data to engage homeowners prescriptively
- The strategic decision to remain a niche manufacturer focused on the home builder market rather than becoming a full-line producer
- Creating a product registration platform that turns new construction installations into long-term service relationships

This episode offers insight into building enduring competitive advantages in traditional industries through thoughtful platform design and operational discipline. Hans and Alex discuss these topics on Think Like an Owner, a podcast focused on acquiring and growing small businesses ambitiously.

Topics:

(00:00:00) - Intro
(00:01:26) - Joining the family garage door business
(00:09:47) - Learning manufacturing the hard way
(00:11:28) - Windsor Door acquisition and reset
(00:14:16) - COVID disruption as opportunity
(00:16:03) - Working capital crisis and transparency
(00:20:07) - Building the high-speed production line
(00:21:08) - Tour of the new manufacturing line
(00:22:31) - Dealer acquisitions and Windsor America startup
(00:28:17) - Building a compounding platform
(00:30:51) - Leveraging install data for service
(00:35:53) - Excited for service and replacement scaling

Links:

Hans on LinkedIn - https://www.linkedin.com/in/hans-wright-a35161a/

Windsor America - https://windsoramerica.com/

Alex Bridgeman and Brian Johnson explore the operations and customer experience challenges of running a garage door company. Johnson, who transitioned from 20 years in commercial lending to acquiring Pioneer Overhead Door in 2023, discusses the realities of buying a business with minimal office infrastructure and no prior industry experience.

They discuss:
- Building a training facility to ensure technicians learn away from customer homes
- Shifting revenue mix from 85% commercial work to 60%, with service growth driving margins
- Transforming the sales process from a 15-minute spring replacement to an hour-long educational experience that includes a 29-point inspection
- Using recorded service calls and show-and-tell tactics to demonstrate value rather than compete on price alone
- Testing AI phone answering systems and determining when human interaction still outperforms automation

This episode offers practical insight for anyone operating or considering acquiring a home service business, particularly around balancing commercial projects with residential service work and redefining how value gets communicated to customers.

Topics:

(00:00:00) - Intro
(00:00:55) - Building the training facility
(00:03:09) - Shaping the customer experience
(00:05:49) - Lessons from home service industries
(00:07:51) - The technician as educator
(00:09:38) - Background in finance and search
(00:12:56) - Underwriting the deal and due diligence
(00:14:58) - Day one challenges
(00:17:33) - Shifting from commercial to residential service
(00:18:54) - Working capital crunch in commercial installs
(00:24:13) - Price versus value in service calls
(00:31:02) - Preventative maintenance in commercial
(00:38:36) - Refining the sales process
(00:56:50) - Customer service and AI experiments
(01:01:21) - Looking ahead to growth and culture

Links:

Brian on LinkedIn - https://www.linkedin.com/in/brian-johnson-a435914/

Pioneer Overhead Door - https://www.pioneeroverhead.com/

Matt Weber, a second-generation garage door business owner, joins Alex Bridgeman on Think Like an Owner to share his journey from working in his family's construction supply company at age ten to eventually acquiring and expanding Alpha Garage Doors across Montana. After nearly a decade away exploring different paths, including pursuing a history education degree, Matt returned to the family business in 2010 and has since grown it into a multi-location operation serving Billings, Butte, and Missoula.

They discuss:
- How rapid expansion without proper systems exposed foundational gaps that required rebuilding
- Why effective delegation means staying out of operational details and trusting your team to execute
- The process of developing authentic core values that work both as family principles and business culture
- How assuming everything is about you as an owner damages relationships and undermines leadership
- Why having a spouse involved in the business provides essential outside perspective and support

This episode offers practical lessons for anyone leading a family business or managing fast growth while learning that sustainable success depends on building strong systems and remembering it's not all about the owner.

Topics:

(00:00:00) - Intro
(00:00:54) - Growing up in the garage door business
(00:02:52) - Leaving Montana and returning home
(00:05:40) - Coming back to work in the family company
(00:09:44) - Communication breakdowns with parents
(00:11:12) - Leadership lessons: it's not about me
(00:14:48) - Getting buy-in from the team
(00:17:17) - Heroes and historical influences
(00:18:06) - Core values rollout at Alpha
(00:25:10) - Team reception and proving it
(00:28:52) - Delegating operations to Jonathan
(00:33:18) - Making it less lonely at the top
(00:35:15) - Vision for regional expansion

Links:

Matt on LinkedIn - https://www.linkedin.com/in/matt-weber-229518a2/

Alpha Overhead Door - https://alphaoverhead.com/

Alex Bridgeman and Alex Johantgen explore the journey of building Rise and Shine Garage Doors from two personal trucks to a fleet of over 20 vehicles projected to do $10–11 million in revenue. Johantgen shares how he and his business partner started the company in 2015 after selling a home and cashing out a 401(k), built early traction through door-to-door networking and Google reviews, and later rebranded from the generic "Garage Door Repair Company" to a memorable identity with eye-catching vehicle wraps. The conversation reveals how attending an industry conference in 2020 opened their eyes to what was possible and led them to implement structured systems, processes, and an eight-week technician training program.

They discuss:

- Why customer service ability matters more than technical experience when hiring technicians

- How twice-weekly team meetings and a structured career ladder help maintain consistency across 100+ daily service calls

- The surprising effectiveness of neighborhood-based direct mail campaigns tied to recent jobs, tracked through reverse lookup attribution

- How building a training center and hiring a full-time trainer freed up leadership to focus on growth instead of daily operations

- Why brand familiarity through billboards, radio, and vehicle wraps increases conversions when customers search on Google

This episode offers a detailed look at scaling a service business through deliberate investments in training, marketing, and leadership development for owners in the trades.

Topics:

(00:00:00) - Intro

(00:00:41) - How Alex got into garage doors

(00:02:26) - Starting the business with Josh

(00:03:43) - Rebranding to Rise and Shine

(00:04:48) - Growth phases of the business

(00:05:57) - The conference that changed everything

(00:09:39) - Learning from other owners

(00:12:00) - Building systems and training programs

(00:19:48) - Career paths for technicians

(00:23:48) - Hiring the right people

(00:26:36) - Building the leadership team

(00:29:33) - Marketing strategy evolution

(00:39:11) - Looking ahead to the rest of the year

Links:

Alex Johantgen on LinkedIn - https://www.linkedin.com/in/alex-johantgen-664b41102/

Rise and Shine Garage Doors - https://www.callriseandshine.com/

Mahesh Rajasekharan has spent over twenty-five years in supply chain and leads Cleo, a category leader in AI-driven supply chain orchestration serving more than five thousand customers globally. In this episode of Think Like an Owner, Alex Bridgeman, Rob Southern, and Mahesh explore how AI is fundamentally reshaping enterprise software and what it means to build an AI-native company. Mahesh shares how Cleo combines powerful intelligence with accumulated data, context, and domain expertise to close the gap between planning and execution in complex supply chain environments.

They discuss:

- Why AI amplifies existing strengths rather than creating value from weak foundations

- How software production has shifted from humans writing code to humans defining problems while agents participate in building

- The economic discipline required when allocating capital across frontier models, open-source alternatives, and purpose-built solutions

- Why supply chain orchestration represents a structural opportunity to coordinate action across multi-enterprise ecosystems

- How clarity of purpose, exceptional talent, and leading transformation from the front become even more critical in the AI era

This episode offers practical insight for software leaders and business owners navigating technology transitions while maintaining long-term compounding growth.

Topics:

(00:00:00) - Intro

(00:00:57) - Mahesh's background and Cleo's mission

(00:03:20) - What AI-first actually means

(00:07:21) - How AI transforms software development

(00:11:01) - Enterprise software's shift to systems of action

(00:13:41) - What executives misunderstand about AI

(00:16:12) - From software features to business outcomes

(00:19:10) - Supply chain orchestration as a category

(00:24:31) - AI economics and smart capital allocation

(00:29:55) - Leadership principles in the AI era

(00:32:44) - Capital allocation across growth initiatives

(00:37:09) - Building for the next decade

(00:41:13) - Final thoughts on CEO leadership in AI

Links:

Mahesh Rajasekharan

    LinkedIn — https://www.linkedin.com/in/maheshrajasekharan/

    Cleo — https://www.cleo.com/home

Alex Bridgeman and Dustin Winter explore the realities of building and scaling a garage door business in Minneapolis. Dustin shares how he transitioned from fifteen years in commercial banking to buying Metro Garage Door in 2020, drawn by the industry's stability, low cyclicality, and strong pricing control. The conversation covers how Metro has grown from 18 to 30 employees while more than doubling revenue and shifting from 12% to 52% commercial work.

They discuss:
- Why Metro moved away from commission-based pay to build customer trust and improve the technician experience
- How cross-training all technicians on both residential and commercial work creates flexibility and compresses the cash conversion cycle
- The strategy of scheduling preventative maintenance appointments at job completion to smooth revenue and retain customers
- Why smaller tuck-in acquisitions offer better risk-adjusted returns than larger platform deals
- How delivering materials to job sites early and billing immediately shortens working capital cycles on commercial projects

This episode offers a practical look at service business economics for operators managing seasonal work, long sales cycles, and the tension between growth and leverage.

Topics:

(00:00:00) - Intro
(00:01:17) - How Dustin bought Metro Garage Door
(00:04:28) - Service vs sales revenue and seasonality
(00:07:59) - Growing from 18 to 30 employees
(00:09:04) - Shifting to 52% commercial work
(00:10:01) - Working capital as a competitive moat
(00:13:01) - Converting projects into service contracts
(00:16:26) - Cross-training all technicians
(00:23:34) - Eliminating commission-based pay
(00:30:56) - Building a preventative maintenance program
(00:38:00) - Benefits of scale and deeper teams
(00:41:06) - Fast iteration with daily customer feedback
(00:45:12) - Accelerating cash conversion cycles
(00:53:36) - Tuck-in acquisition strategy
(00:59:50) - Software implementation challenges

Links:

Dustin on LinkedIn - https://www.linkedin.com/company/metro-garage-door-mn/

Metro Garage Door - https://www.metrogaragedoor.com/

Zach Jones discusses his experience acquiring and growing a gastroenterology practice in the Washington, DC area as the final episode of Think Like an Owner's Right to Win series. Alex Bridgeman and Zach explore how search entrepreneurs can build successful healthcare platforms through organic growth rather than M&A, and why this strategy creates unique competitive advantages against both physician-owned groups and private equity platforms.

They discuss:

- Why organic growth works better than acquisitions in provider-based healthcare businesses

- How searchers can position themselves as credible partners to physician sellers who must stay post-transaction

- The supply-demand imbalance in specialty care that makes physician recruitment more important than competing for patients

- Why provider retention depends on preserving clinical independence and treating physicians as true partners

- How private credit funds that focus on enterprise value creation enable more aggressive expansion than traditional bank lenders

This episode offers practical insights for search entrepreneurs evaluating healthcare opportunities, particularly those interested in specialty care, ABA therapy, ambulatory infusion centers, or behavioral health.

Topics:

(00:00:00) - Intro

(00:00:42) - Why physicians resist private equity partnerships

(00:04:36) - From finance to healthcare entrepreneurship

(00:06:19) - Why healthcare fits the search model

(00:08:08) - Playing a different game than private equity

(00:10:13) - Building trust with physician sellers

(00:14:07) - Organic growth as competitive advantage

(00:15:58) - Why M&A doesn't work in healthcare

(00:18:11) - The supply-demand imbalance driving growth

(00:20:04) - Capital efficient center expansion

(00:29:11) - Hiring and retaining top physicians

(00:34:33) - Learning the clinical business as CEO

(00:39:09) - Expanding across multiple states

(00:40:40) - Best healthcare subsectors for searchers

Links:

Zach on LinkedIn - https://www.linkedin.com/in/zacharydjones/

Pacific Lake Partners

Trilogy Search Partners

Alex Bridgeman and Rob Southern sit down with Trevor Nix, a third-generation garage door business owner in Portland, to explore what it takes to build and sustain a multi-generational family company. Trevor shares how his grandfather nearly quit after the first difficult year—until his grandmother convinced him to give it one more shot—and how that decision shaped nearly four decades of business. The conversation covers the evolution of the company through three name changes, the challenge of modernizing operations inherited from previous generations, and the strategic rebrand that cut down on costly misdirected leads.

They discuss:
- Why his grandfather almost walked away after year one and what changed his mind
- How each generation pushed the business forward through technology adoption and fresh ideas
- The expensive but essential rebrand from All About Doors to All About Garage Doors
- Training technicians to balance technical skill with genuine customer service
- Why he prioritizes employees who connect well with people over those who already know garage doors

Trevor explains his incentive-based pay structure designed to reward quality work without commission pitfalls, the value of building team camaraderie through company-sponsored events, and why supporting his employees' families drives much of his daily work. This episode offers practical insights for anyone running or considering a service-based business where customer relationships and employee culture define long-term success.

Topics:

(00:00:00) - Intro
(00:02:09) - How the family got into garage doors
(00:03:37) - Starting the business and year one struggles
(00:06:09) - Dad joins and business phases begin
(00:08:09) - Business name changes and phone book to digital
(00:10:30) - Rebranding with Kickcharge Creative
(00:12:00) - Modernizing technology and multi-gen advantages
(00:14:03) - Big decisions and working with family
(00:19:21) - Implementing new systems and efficiency focus
(00:23:28) - Training techs and customer interactions
(00:46:01) - Tech compensation and incentive structure
(00:56:51) - Why Portland's market supports many garage door companies
(01:04:12) - Building company culture and employee events

Show Platforms:

  YouTube — https://www.youtube.com/channel/UC66QVDcbPlPO4IDG6eXbk1Q

  Apple Podcasts — https://podcasts.apple.com/us/podcast/think-like-an-owner/id1445929750?uo=4

  Spotify — https://open.spotify.com/show/3Fbv9d4HpDwuO4MOPvgdvO

Speaker Profiles:

  Alex Bridgeman

    LinkedIn — https://www.linkedin.com/in/alex-e-bridgeman/

    Twitter / X — https://twitter.com/aebridgeman

    Website — https://tlaopodcast.com/about/

  Rob Southern

    LinkedIn — https://www.linkedin.com/in/robsouthern/

Companies:

  All About Garage Doors - https://callallabout.com/

Alex Bridgeman and Andy Felice explore the nuances of marketing in the garage door industry on Think Like an Owner. Felice explains how he transitioned from working with hundreds of clients across various industries to specializing exclusively in garage door companies after a consulting engagement with Tommy Mello's A1 Garage Doors. The conversation examines the operational realities of home service businesses and why specialization allows marketing agencies to deliver deeper value by understanding not just marketing tactics, but the underlying business mechanics that drive profitability.

They discuss:

- Why repair and replacement marketing require fundamentally different psychological approaches

- How rising lead costs from private equity competition force businesses to increase average repair tickets above $1,000

- The database reactivation system that triggers outbound calls when past customers open emails

- Why every technician should join a separate BNI chapter to generate consistent referral business

- What makes a garage door company valuable for acquisition beyond revenue numbers

This episode offers practical insight for anyone operating or investing in home service businesses where marketing success depends on operational excellence.

Topics:

(00:00:00) - Intro

(00:00:51) - From door-knocking to garage door consulting

(00:02:32) - Learning the industry through A1 Garage Doors

(00:03:49) - The case for vertical specialization

(00:07:23) - Understanding repair vs. replacement psychology

(00:09:04) - Beyond marketing: Operations and consulting

(00:12:20) - Sales training as lead conversion insurance

(00:14:57) - Deep dive: Marketing rabbit holes

(00:17:53) - Tommy Mello's sales process and recommended books

(00:18:46) - Books every garage door owner should read

(00:23:05) - The harsh truth about changing business models

(00:26:17) - Market dynamics and geographic differences

(00:30:40) - Evaluating acquisition targets

(00:34:06) - Database reactivation and retention systems

(00:38:37) - Join BNI: Andy's top advice

Speaker Profiles:

  Alex Bridgeman

    LinkedIn — https://www.linkedin.com/in/alex-e-bridgeman/

    Twitter / X — https://twitter.com/aebridgeman

    Website — https://tlaopodcast.com/about/

  Andy Felice

    LinkedIn — https://www.linkedin.com/in/andy-felice-7a38ba57/

    Website — https://gdmarketinglab.com/

People:

  Tommy Mello — https://www.tommymello.com/

Organizations:

  BNI — https://www.bni.com/

In this episode, Alex Bridgeman sits down with Kent Craford to unpack the evolution of SeaPort Airlines and the lessons learned from building and rebuilding a regional aviation business. Kent shares how a simple frustration with travel time between Portland and Seattle sparked the original idea, and how early missteps, capital constraints, and strategic pivots shaped the company's trajectory. The conversation explores the realities of operating in niche aviation markets, the pitfalls of government-subsidized routes, and how Kent applied hard-earned lessons from Alaska to relaunch SeaPort with a stronger foundation. Throughout, Kent offers a candid look at what it takes to build a durable transportation business in a challenging and highly operational industry.

We discuss:

• How a commuter pain point led to the founding of SeaPort Airlines

• Why the Essential Air Service program often leads operators astray

• Lessons from scaling a regional airline in Alaska and rebuilding with better systems and capital

• The operational and cultural advantages of small aircraft and localized air travel

• What it takes to change customer behavior and build a new travel habit

Links:

Kent on LinkedIn - https://www.linkedin.com/in/kent-craford-2b070332/

SeaPort Airlines - https://flyseaportair.com/

Topics:

(00:00:00) - Intro

(00:00:51) - Kent's background and career

(00:10:53) - The Essential Air Service Program

(00:15:02) - Kent's experiences in Alaska

(00:18:58) - Applying learnings to SeaPort in it's second iteration

(00:26:27) - Customer feedback

(00:30:41) - Developing route design

(00:36:41) - The vision for SeaPort

In this episode, Alex Bridgeman is joined by Aaron Perrine and Chris Hendriksen to explore how boards can become a true competitive advantage for entrepreneurs. The conversation dives into the evolving role of boards within the ETA ecosystem, highlighting the growing demand for strong governance as the space expands. Drawing from recent industry discussions and their own experience, Aaron and Chris break down what separates high-performing boards from dysfunctional ones. They also share practical frameworks for building, managing, and evolving boards to better support CEOs over time.

They discuss:

• Why board quality and CEO relationships are declining and how to fix it

• What a high-performing board actually feels like in practice

• How to think about board composition, roles, and timing during formation

• The importance of trust, chemistry, and engagement between CEOs and directors

• Why board evolution, feedback, and executive sessions are critical for long-term success

Links:

Boardroom Toolkit

Pacific Lake Partners

Trilogy Search Partners

Topics:

(00:00:00) - Intro

(00:02:11) - Conference feedback and the state of Boards

(00:07:19) - What are your goals for the next year regarding Boards?

(00:12:36) - What does a well functioning board look like?

(00:18:00) - How can Searchers effectively form a board?

(00:25:27) - Best practices for forming a Board

(00:35:34) - What are the personal reasons that you'd be excited to join a board?

(00:43:20) - Recruiting new board members

(00:45:57) - Closing thoughts

Matt Kuehlhorn joins Alex Bridgeman to share the unconventional journey behind building Kooler Garage Doors and the lessons he has learned about focus, leadership, and craftsmanship along the way. Matt explains how a business that started almost by accident evolved into a disciplined operation centered around service, systems, and intentional growth. The conversation explores how entrepreneurs mature alongside their companies, why focus can unlock new opportunities, and how communication and leadership shape both teams and customer experiences. Matt also reflects on the personal mindset shifts required to move from chaotic growth to sustainable profitability.

They discuss:
• How Matt used podcasting as a networking tool to build relationships in a new market
• The accidental start of Kooler Garage Doors and the early years juggling multiple service lines
• Why focusing on one core service unlocked growth, better culture, and operational clarity
• The difference between "old school" contractor models and a homeowner focused service business
• Communication frameworks Matt teaches his team to build trust and deliver better customer outcomes

Links:

The Kraft Your Life Radio Show - https://www.craftyourliferadio.com/

Matt on LinkedIn - https://www.linkedin.com/in/matthewkuehlhorn/

Kooler Garage Doors - https://koolergaragedoors.com/grand-junction

Topics:

(00:00:00) - Intro

(00:00:48) - Matt on his podcast backstory

(00:03:47) - Crafting is Intention and attention

(00:06:59) - Pivoting to garage doors

(00:15:16) - Becoming laser-focused on one service

(00:22:49) - Seasons in the life of a company

(00:31:52) - V 1.0 of the company vs. today

(00:38:49) - Strategic problem solving

(00:40:57) - Customer service training and improvments

(00:54:00) - Final thoughts

In this episode of Think Like an Owner, Alex Bridgeman sits down with Didi Azaria to explore how firsthand experience in the trades led to building one of the leading automation platforms for home service businesses. Didi shares his journey from working as a locksmith in Los Angeles to founding a business intelligence company that scaled to hundreds of millions in ARR, and eventually launching Workiz. The conversation dives into how friction in communication, scheduling, and payments quietly kills service businesses and how AI driven automation is reshaping the industry. Didi also explains why he believes traditional CRMs should not exist and how a vision of "automate everything but the wrench" is guiding the future of home services.

They discuss:

• Didi's path from technician to tech founder and the lessons learned from building his first company
• Why most leaders fail by trying to do everything and how defining your true strengths changes outcomes
• Eliminating CRM friction through AI dispatchers, automation, and invisible systems
• Turning home services into subscription style businesses with service agreements and upsells
• Using strategy as a filter to say no to feature requests and stay aligned with long term vision
• How AI driven tools like Workiz Genius are increasing revenue by improving communication and capture

This episode is a must listen for operators and software founders who want to understand how automation, vision, and disciplined strategy can transform traditional service industries.

Links:

Workiz - https://www.workiz.com/

Didi on LinkedIn - https://www.linkedin.com/in/adiazaria/

Topics:

(00:00:00) - Intro

(00:00:29) - Didi's career background

(00:02:57) - Pivoting from locksmithing into software

(00:06:25) - What are your strongest skills?

(00:07:42) - "CRMs shouldn't exist"

(00:09:37) - Founding ideas behind Workiz

(00:13:43) - What are ambitious home service business owners asking for from Workiz?

(00:18:02) - Balancing feature requests and keeping the broader vision of the company aligned

(00:19:59) - What excites you about the business for 2026?

(00:23:01) - What does the organizational structure look like for home service businesses 3-5 years from now?

(00:26:51) - What excites you the most for the future?

In the fourth episode of the show's Right to Win series, host Alex Bridgeman is joined by Aaron Perrine and Lindsey Gray for an AMA-style conversation on search, investing, and operating small businesses. Drawing on real examples from recent deals, they unpack what separates strong searches from stalled ones, how investors evaluate searchers, and where value is actually created post-acquisition. The discussion blends tactical advice with candid reflections on boards, capital structures, and the realities of building durable businesses.

They discuss:

• How searchers can identify and narrow industry theses before and during fundraising
• What investors look for when evaluating searcher talent beyond resumes
• Signs that a search is progressing well, including compounding learning and quality seller meetings
• Common deal pitfalls around quality, valuation, and defensibility
• How boards create value for first-time CEOs and evolving companies

Links:

Pacific Lake Partners

Trilogy Search Partners

Topics:

(00:00:00) - Intro
(00:01:54) - Fundraising and identifying industries
(00:09:43) - Evaluating searcher talent
(00:13:35) - Acquisition models and strategies
(00:18:30) - Cap table construction and investor relations
(00:20:28) - Navigating investor relationships
(00:22:12) - Signs of a successful search
(00:24:28) - Key metrics for searchers
(00:27:14) - Lessons from recent deals
(00:30:42) - Building an effective board
(00:35:00) - Creating value in acquisitions
(00:38:15) - Desert island CEO picks
(00:39:48) - Sports rivalries and fun bets
(00:41:45) - Conclusion and farewell

In this episode of Think Like an Owner, Alex Bridgeman sits down with Dan Antonelli to unpack why branding is the foundation of sustainable growth for home service businesses. Dan shares the long arc of building his firm through specialization, the discipline of saying no to the wrong work, and how focusing on being "five-mile famous" can dramatically reduce reliance on paid advertising. The conversation explores how brand decisions influence not just marketing efficiency, but recruitment, culture, and long-term enterprise value.

We discuss:

• Why niching into home services unlocked scale, profitability, and clarity
• The difference between branding, marketing, and advertising and why brand must come first
• How strong brands lower customer acquisition costs over time
• The role of vehicles, mascots, color, and design in creating memorability
• Why internal culture and recruiting are deeply shaped by brand choices

This episode is a must-listen for operators and founders who want to build a brand that drives growth, loyalty, and lasting competitive advantage.

Links:

KickCharge Creative - https://www.kickcharge.com/

Dan on LinkedIn - https://www.linkedin.com/in/danantonelli/

Topics:

(00:00:00) - Intro
(00:00:37) - Finding your niche in business
(00:04:16) - The importance of branding in home services
(00:05:32) - Making data-driven decisions
(00:07:51) - Challenges and rewards of specialization
(00:09:00) - The value of saying no
(00:13:53) - Building brands that change lives
(00:27:50) - The impact of branding on recruitment
(00:32:30) - The power of a strong brand story
(00:35:16) - Effective use of vehicles in branding
(00:37:02) - The decline of phone numbers and QR codes
(00:41:08) - The role of mascot branding
(00:45:17) - The power of color in branding
(00:53:36) - Retro vs. modern branding
(01:01:49) - Customer experience and brand authenticity
(01:07:31) - Final thoughts and recommendations

Alex Bridgeman is joined by Alvin Wong and Jordan Huibers on Think Like an Owner, exploring their long-standing partnership, the focused search that led them to Advanced Aircrew Academy, and the lessons they've carried into running the company. They walk through the origins of their collaboration, how a shared passion for aviation shaped their search thesis, and the discipline required to pursue only the opportunities that truly aligned with their experience and values. They also reflect on the emotional highs and lows of stepping away from a business they loved, only to return months later with deeper conviction and ultimately close the acquisition. Their discussion highlights themes of curiosity, humility, relationship building, and maniacal focus as tools that helped them through both the search and their first year as CEOs.

They discuss:
• How Alvin and Jordan developed their industry-focused search thesis and complementary roles within it
• The emotional and practical challenges of walking away from an LOI and what ultimately brought them back
• Lessons from navigating remote-team dynamics during their first year of ownership
• The importance of curiosity, people-orientation, and focus as competitive advantages
• Guidance for future searchers on prioritizing effectiveness over efficiency

Links:

Advanced Aircrew Academy - https://www.aircrewacademy.com/

Alvin on LinkedIn - https://www.linkedin.com/in/alvinwongto/

Jordan on LinkedIn - https://www.linkedin.com/in/jordanhuibers/

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Topics:

(00:00:00) - Intro

(00:04:55) - The origin of Alvin and Jordan's relationship

(00:08:16) - The Search and circling in on an industry focus

(00:23:15) - The first few months on the ground post-close

(00:30:47) - How the Search community helped Alvin and Jordan

(00:33:46) - Taking a people-oriented approach to the business

(00:36:51) - Advice for the listeners

In this episode of Think Like an Owner, Alex Bridgeman sits down with T.J. Coombs, an experienced operator and turnaround expert with decades of leadership across industries including building products, manufacturing, and distribution. T.J. shares lessons from his 40-year career helping companies navigate transitions, execute turnarounds, and build strong leadership teams. He discusses his philosophy of defining success by when you leave, the importance of disciplined assessments, and the hands-on approach required to truly understand and improve a business.

They discuss:
• How defining success as "when you leave" creates accountability in leadership transitions
• Why the best business insights often come from the shop floor, not the boardroom
• The mindset and structure required to execute successful turnarounds
• How effective CEOs balance strategic vision with time spent in the field
• The future of the building products industry and the growing importance of service and technology

Links:

T.J. on LinkedIn - https://www.linkedin.com/in/tjcoombs/

Topics:

(00:00:00) - Intro

(00:01:48) - The drive to lead

(00:05:12) - When you know you're work is done

(00:07:04) - Evaluating WHO you want to work with

(00:12:17) - "Staple yourself to an order"

(00:15:46) - Favorite questions to ask in order to better understand a business

(00:18:08) - How long do you typically spend as an interim CEO?

(00:20:06) - Involvement in hiring the permanent CEO

(00:23:13) - Leading a turnaround business

(00:31:00) - The key jobs of a CEO

(00:42:56) - The state of the Distribution and Install industries

(00:54:41) - Advice to building supply leaders

In this second installment of the Right to Win series on Think Like an Owner, host Alex Bridgeman sits down with Dan Calano to unpack the lessons learned from his journey as a two-time search fund entrepreneur. Dan reflects on his first acquisition of Utility Cloud, navigating challenges like intellectual property disputes and customer concentration, and how trust, discipline, and process shaped his leadership. He then shares what it was like to sell the company, transition through an acquisition, and ultimately launch Grouper Companies and acquire Fleetflo for his second CEO chapter.

They discuss:
• Building trust with sellers through transparency, follow-through, and "show me" actions
• The importance of hiring slowly, managing talent thoughtfully, and reducing organizational friction
• Navigating customer concentration risk and recovering from COVID-era setbacks
• The decision-making and emotional process behind selling a company
• How Dan approached his second search and CEO role differently, focusing on autonomy, community, and process-driven risk-taking

Links:

Dan on LinkedIn - https://www.linkedin.com/in/dcalano/

Fleetflo - https://fleetflo.com/index.html

Pacific Lake Partners

Trilogy Search Partners

(00:00:00) - Intro
(00:04:27) - Dan's background and career
(00:10:03) - Building trust and overcoming challenges
(00:23:19) - Navigating talent and reducing friction
(00:33:01) - Deciding to sell Utility Cloud
(00:37:51) - Reflecting on team and autonomy
(00:40:23) - Post-acquisition role and insights
(00:44:21) - Starting Grouper Companies
(00:45:32) - Autonomy and community
(00:50:36) - Second-time search and CEO experience
(01:04:59) - Approach to risk and decision making
(01:11:06) - Conclusion and final thoughts

In this episode of Think Like an Owner, Alex Bridgeman sits down with homebuilder and content creator Matt Risinger to discuss how the builder-supplier relationship is evolving and how technology is reshaping the construction industry. Matt shares the story of founding Risinger Build and Build Show Network, detailing how content creation transformed his business and his approach to education within the trades. The conversation explores how trust, service, and transparency remain the cornerstones of effective supplier relationships, even as digital tools and AI change how materials are ordered and managed.

They discuss:
• How Matt built Risinger Build and transformed his blog into a thriving media company through YouTube
• Why builder-supplier relationships depend on service and reliability over price
• How purchasing groups helped small builders gain better pricing and leverage
• The impact of new digital platforms on takeoffs and pricing transparency
• The role of content in shaping homeowner expectations and industry standards through Build Show Network and the upcoming Build HD Standard

Links:

Build Show Network - https://buildshownetwork.com/

Risinger Build - https://www.risingerbuild.com/

Build Show on YouTube - https://www.youtube.com/mattrisinger

Topics:

(00:00:00) - Intro
(00:01:26) - Matt's journey: From builder to YouTube star
(00:07:33) - The birth of The Build Show
(00:13:06) - The importance of customer service in building
(00:19:58) - Changes in the building supply industry
(00:26:15) - The future of semi-custom home building
(00:28:42) - Challenges in window and door sales
(00:33:10) - The importance of detailed orders and communication
(00:37:44) - The role of content in builder-supplier relationships
(00:40:18) - Introducing the Build HD standard
(00:45:45) - Upcoming events and reflections on the industry

In this episode, Alex Bridgeman sits down with Kyle Baer to reflect on his journey from Accruent to Datacor and now leading Crystal. Kyle shares the lessons he learned sourcing acquisitions, scaling a software business, and ultimately transitioning into his first CEO role. Their conversation highlights the importance of patience, building trust, and embracing the challenges of leadership, while also diving into the practical realities of acquiring and running a company.

They discuss:

• Kyle's career path from Accruent into Datacor and the operational experience he gained
• The core lessons learned at Datacor, including persistence, compounding growth, and the impact of key hires
• The long process of building trust with Crystal's founders and closing the acquisition
• The challenges of moving from operator to CEO and learning to lead through others
• Insights on patience, continuous improvement, and choosing the right partners and investors

Follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn.

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Kyle on LinkedIn - https://www.linkedin.com/in/kylebaer/

Crystal Practice Management - https://www.crystalpm.com/

Pacific Lake Partners

Trilogy Search Partners

Topics:

(00:00:00) - Intro
(00:05:20) - Kyle's background and career path
(00:13:08) - The search fund decision
(00:17:59) - The long road to acquiring Crystal
(00:23:31) - Navigating the acquisition process
(00:26:25) - Building relationships and support systems
(00:31:06) - Challenges and learnings as a new CEO
(00:42:26) - The importance of patience and continuous improvement
(00:50:11) - Hiring the right people and building a strong team
(00:51:24) - Final reflections and podcast conclusion

In this episode, Alex Bridgeman talks with Janelle Heuton about her decade-long journey helping transform a small GIS company into a scaled software business serving local governments nationwide. Janelle shares how she joined GIS Workshop by chance, quickly rose to COO, and partnered with CEO Joe Heieck to drive strategic change, including shifting from custom development to SaaS products, completing nine acquisitions, and leading a move to the cloud. She reflects on the phases of her role, from client success to chief product officer, and the lessons learned through scaling, private equity investment, and building strong company culture. Now as co-founder of Heiton Partners, she is applying that experience to acquiring and growing enduring, founder-led businesses.

They discuss:

• How shifting away from custom development opened the door for SaaS growth

• The dynamics of the COO–CEO relationship and executing on a shared vision

• Lessons from integrating products, teams, and clients through nine acquisitions

• Transitioning from execution to strategic leadership with Heiton Partners

• Identifying and developing high-potential future leaders within a company

This episode offers valuable insights for entrepreneurs, executives, and investors navigating growth, acquisitions, and leadership transitions.

Listen and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn.

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/  

Links:

Janelle on LinkedIn - https://www.linkedin.com/in/janelle-heuton-aa238927/

Heiton Partners - https://www.heiton.com/

Topics:

(00:00:00) - Intro
(00:01:43) - Janelle's career journey
(00:02:29) - Transition to GIS Workshop
(00:03:59) - Role evolution and responsibilities
(00:08:06) - Challenges and strategic decisions
(00:11:55) - Growth and acquisitions
(00:28:43) - Private equity and beyond
(00:36:30) - Advice for aspiring leaders
(00:39:18) - Conclusion and farewell

In this episode of Think Like an Owner, host Alex Bridgeman sits down with John Peterson for a wide-ranging conversation on entrepreneurship, adaptability, and building a service business from the ground up. John traces his path from professional golf—where he saw firsthand the parallels between sports and entrepreneurship—to flipping houses during COVID and ultimately founding Westoplex Garage, a garage door and epoxy floor company based in Fort Worth, Texas. With honest pricing and a service-first mentality, John shares how he grew the business from a two-man team in his garage to a multi-division operation poised for expansion into new markets.

We discuss:

• How John's early golf career shaped his entrepreneurial mindset and approach to financial risk

• Why a $2,200 garage door quote sparked the idea for a new business

• The importance of interpersonal skills over technical experience in hiring technicians

• Lessons learned from starting a service company from scratch versus acquiring an existing one

• The strategic decision to expand into Baton Rouge and the advantages of using private aviation for business

A must-listen for operators and builders interested in the intersection of blue-collar service and entrepreneurial scale.

Follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn.

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

John on X

Alex on X

Westoplex Garage

Topics:

(00:00:00) - Intro
(00:01:10) - John's career as a pro golfer
(00:14:53) - Pivoting into the garage door business
(00:23:48) - Epoxy vs. concrete floors
(00:25:36) - Latest tech innovations in garages
(00:27:53) - The self-storage market
(00:33:05) - Building a new customer funnel
(00:36:48) - Training new technicians
(00:37:55) - Recruiting talent
(00:40:31) - What to look for in hires
(00:43:38) - Why people leave the industry
(00:48:02) - Opening a Baton Rouge office
(00:52:35) - Growing pains
(00:55:17) - What are you most excited about in the next year?

Alex (@Aebridgeman) is joined by Richard Emery (@Richardemery2).

In this episode, my guest is Richard Emery, who has held various notable positions in business aviation sales at brands like Canadair, Bombardier, Gulfstream, and Hawker Beechcraft.

Richard shares his experiences in different sales cultures, managing high-performing teams, and participating in brand turnarounds. The discussion covers his leadership style, team management, and the skills relevant to CEOs.

Additionally, the episode includes entertaining stories about selling aircraft to unique clients, making it an engaging listen for anyone interested in business aviation and sales.

Links:

Richard on LinkedIn

Topics:

(00:00:00) - Intro

(00:01:31) - Richard's career and background

(00:04:41) - How do you organize a high-performing sales team?

(00:14:00) - Identifying ideal customer profiles

(00:23:49) - Developing a customer outreach team

(00:27:44) - Having discipline and focus on a sales team

(00:38:28) - Leadership philosophies

(00:50:08) - What can CEOs do to make their sales teams more effective?

In this episode of Think Like an Owner, I sit down with Delray Dobbins, Director of Sales at Engine Assurance Program (EAP), to dive into one of the most overlooked yet essential components of business aviation: jet engine maintenance programs. With a career spanning Rolls-Royce, Pratt & Whitney, and now EAP, Delray brings a deep and practical perspective on the engine lifecycle—and what operators need to understand to avoid million-dollar surprises.

We talk about how engine programs work, why post-COVID supply chain issues have changed the economics of self-insuring, and what's driving renewed demand for programs that cover scheduled and unscheduled events. Delray explains why AOG support is more critical than ever, how rental engine shortages are reshaping customer expectations, and the importance of proactive planning in a world where a blank check no longer guarantees a quick solution.

We also cover:

* Key drivers behind the rising costs of engine overhauls and rental coverage

* How EAP's trust-based model compares to OEM programs

* Why older aircraft owners are underserved and how EAP fills that gap

* The business case for engine programs, including appraisal and resale value

* What to look for in life-limited parts and how they impact long-term ownership costs

* The growing technician shortage and efforts to build the next pipeline of A\&P talent

This episode offers a masterclass in aviation maintenance economics, with practical insights for owners, operators, and investors navigating the complexities of business jet ownership.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Engine Assurance Program - https://www.eap.aero/

Delray on LinkedIn - https://www.linkedin.com/in/delray-dobbins-ssbb/

Sponsor - Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro

(00:01:22) - Sponsor - Inzo Technologies

(00:03:50) - Delray's early career & and pivoting into engine assurance

(00:09:17) - What is an engine program?

(00:11:53) - How does the engine program save the customer money?

(00:14:04) - Where does a customer's money go in an EAP?

(00:17:48) - How do you price an EAP?

(00:19:01) - How does an EAP make money?

(00:20:25) - The Customer Journey

(00:23:54) - Engine evaluations

(00:25:20) - Risk pricing

(00:27:03) - Tracking inventory

00:35:15) - Parts consistency

(00:36:22) - Who is doing engine overhauls?

(00:40:27) - Platform consolidations

(00:41:34) - Customer mixes

(00:43:23) - The industry technician shortage

(00:55:06) - What are you excited about over the next decade?

(00:56:48) - Electric Aircraft

Watch the full episode with Dave Whorton here - https://youtu.be/KPcgK3lm-mw

In this episode of Think Like an Owner, I sit down with Dave Whorton, founder of Tugboat Institute and author of Another Way, to explore a different path for entrepreneurs—one built on permanence, purpose, and long-term thinking. After an early career in venture capital and tech startups, Dave walked away from the high-growth, high-exit model to focus on what he calls "Evergreen companies."

We talk about the origins of Tugboat Institute and the principles behind Evergreen businesses: profitable growth, deeply held purpose, people-first cultures, and a commitment to staying private. Dave shares stories from multi-generational companies that are thriving by building slowly, investing intentionally, and rejecting the pressure to sell.

We also cover:

• Why Dave left venture capital after working on companies like Amazon and Google

• The seven core values that define Evergreen companies

• How to create long-term alignment between family, founders, and leadership

• The role of independent boards in creating accountability without outside capital

• Why purpose-driven companies often outperform over the long haul

• How to resist short-term thinking in a culture obsessed with exits

This episode is a must-listen for entrepreneurs who want to build something enduring—not just successful. Dave's framework offers a powerful counterpoint to the dominant startup narrative, with practical takeaways for anyone playing the long game.

Dave's new book, Another Way, is available now.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Another Way by Dave Whorton and Bo Burlingham - https://www.tugboatinstitute.com/anotherway/

Dave on LinkedIn - https://www.linkedin.com/in/davewhorton/

Tugboat Institute - https://www.tugboatinstitute.com/

Topics:

(00:00:00) - Intro

(00:00:44) - Sponsor - Inzo Technologies

(00:03:02) - The Tugboat Institute and Evergreen Companies

(00:03:50) - Dave's Journey in Technology and Venture Capital

(00:08:46) - The Value of Long-Term Family Businesses

(00:29:15) - Governance and Family Harmony in Business

(00:33:13) - Lessons from Multi-Generational CEOs

(00:33:52) - Estate Planning for Founders

(00:35:29) - Curiosity About G3 and G4 Leaders

(00:37:36) - Industry Selection in Evergreen Companies

(00:40:09) - Challenges of Transitioning to a Family Business

(00:43:08) - Alternative Paths to Business Growth

(00:49:36) - Innovative Practices in Evergreen Companies

(00:59:13) - Northgate Markets: A Success Story

(01:02:59) - Concluding Thoughts on Evergreen Companies

My guest today is Henry Schuck, founder and CEO at ZoomInfo, one of the most successful data businesses in recent times with a market cap today around $12B. I've been looking forward to this podcast for a long time because Henry has proven to be an effective founder, acquirer, and public CEO capital allocator, which is a rare combination of skills to find in a single CEO. He's thought very deeply about building high performing organizations, sales functions, and how his own role needs to evolve as the company grows.

We talk through lessons learned building vs acquiring capabilities, M&A and integration lessons learned, fixing problems with a process vs culture approach, and how data businesses will succeed in the future

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

I want to tell you about the audience survey we are currently running. These surveys help us create the best content for listeners and better understand your needs and interests. Thank you in advance for sharing your feedback, we greatly appreciate it. 

Take the survey here: https://bit.ly/3QLBB1N

Links:

Zoominfo

Henry on X

Topics:

(00:00:00) - Intro

(00:03:49) - What would you focus on if you were running Boeing?

(00:07:26) - How have you seen other CEOs solve culture vs. process problems?

(00:12:47) - How do you approach hiring?

(00:20:28) - How can you incentivize employees to buy into company values?

(00:23:11) - What have you learned working with investors and other CEOs to be a great founder and M&A executive?

(00:26:52) - How do you incorporate new tools or partners into Zoominfo?

(00:33:53) - What have you learned about integrating acquired companies?

(00:36:24) - How do you get a conviction when doing due diligence on a potential acquisition?

(00:38:49) - What skills around M&A are you looking to improve?

(00:41:19) - How will data companies in the future succeed?

This episode was originally released on April 9th, 2024

From Episode 265 with Erika Armstrong. Watch the full video on YouTube here: https://youtu.be/Nc2vgTLhbYA

In this episode of Think Like an Owner, I sit down with Erika Armstrong, a pilot, author, and aviation expert whose career has taken her from corporate jets to major airlines to the university classroom. Erika shares stories from her early days in aviation, from sleeping on crash pads with seven other pilots to flying charter flights into some of the most challenging airports in the country.

We dive into what it was really like working in aviation in the 1980s and 90s, how pilot training has evolved, and the importance of standard operating procedures and safety culture in modern aviation. Erika offers insight into how pilot mindsets are shaped by training environments, and how she's working to help the next generation of pilots think beyond rote memorization and develop real-world decision-making skills.

We also cover:

• Why aviation today is exponentially safer than in past decades
• How teaching methods are adapting to generational differences in students
• The impact of technology on flying, navigation, and safety training
• Why aviation needs to do a better job inspiring future pilots
• How simple changes, like more open houses at airports, could reignite excitement about aviation

Erika's passion for aviation is infectious, and her practical experience offers an inside look at the challenges and opportunities facing the next generation of pilots and aviation leaders. This conversation is packed with lessons on leadership, training, and the importance of building strong, resilient safety cultures.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Erika on LinkedIn - https://www.linkedin.com/in/achickinthecockpitb727/

Advanced Aircrew Academy - https://www.aircrewacademy.com/

Support our Sponsor:

Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro

(00:04:00) - Erika's career on the road

(00:05:42) - Tips for packing lean

(00:07:34) - Erika's favorite places she has flown

(00:11:05) - What made the 727 fun to fly

(00:15:02) - Erika's transition from flying to teaching

(00:20:29) - The process of training pilots

(00:26:39) - Why aircrafts shake during a stall

(00:28:00) - How training regimens have changed

(00:30:56) - Safety cultures

(00:39:15) - Advice for aviation leaders

(00:41:07) - Common phrases from safety-focused CEOs

(00:43:18) - The pilot shortage

(00:55:07) - Electric planes

Watch the full episode here - https://youtu.be/GTxWeRXap9Q

In this episode of Think Like an Owner, I sit down with Kathryn Poehling Seymour, President and CEO of First Supply, a fifth-generation, family-owned distribution business with over 700 employees and 53 locations across the Midwest. We cover everything from leading a 128-year-old company through generational transition to building one of the largest distribution centers in company history.

Kathryn shares what it was like taking over as CEO during COVID, the insights she gained from touring every branch in the company, and how she's leading First Supply through a major operational shift—from a regional hub model to a centralized distribution center strategy. We also talk about how customer expectations have evolved, especially around e-commerce and data transparency, and the company's efforts to meet those demands while maintaining deep local relationships.

We dive into:

• The long-term thinking behind First Supply's massive investment in infrastructure
• How family governance and values guide decision-making across generations
• Using AI and data tools to improve pricing, inventory, and customer experience
• The importance of culture fit in acquisitions and why they're not chasing growth at all costs
• Kathryn's leadership style, influenced by her background in law, accounting, and family business

This conversation is a masterclass in thoughtful leadership, multigenerational stewardship, and building for the long haul—without losing sight of what matters most: people, relationships, and values.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Watch this episode on YouTube: https://youtu.be/GTxWeRXap9Q

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Kathryn on LinkedIn - https://www.linkedin.com/in/kathryn-poehling-seymour/

First Supply - https://www.firstsupply.com/

Support our Sponsor:

Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro  

(00:04:00) - Becoming CEO and taking an in-person tour of all facilities to get a sense of the situation on the ground  

(00:07:25) - Customer feedback  

(00:09:56) - How larger distribution locations affect the direction of the business  

(00:15:22) - What are the keys to a good location for a massive distribution center?  

(00:17:33) - How does e-commerce sales impact data?  

(00:19:53) - AI breakthroughs  

(00:25:47) - Customer service evolutions  

(00:31:19) - Acquisitions  

(00:34:09) - Debt utilization  

(00:37:58) - Katie's career before First Supply  

(00:41:52) - How do you describe your style as a CEO?  

(00:44:42) - Constructing a board  

(00:46:30) - Succession planning  

(00:49:33) - Lessons learned from other family-run businesses  

(00:52:43) - The next generation of the business  

Watch the full episode here: https://youtu.be/UTNl0xeSgZY

In this episode of Think Like an Owner, I sit down with Hill Hamrick, Co-CEO of Central Storage & Warehouse, to explore how he and his team run a complex, high-volume cold storage business that ships hundreds of millions of frozen food products across North America every year.

We dive into how Hill and his co-CEO, Sam, transitioned from first-time owners into strategic leaders of a 24/6, labor-intensive operation. Hill shares how they learned the business from the ground up, why building trust with frontline employees was critical in the early days, and how his experience in the Marine Corps continues to shape his leadership approach.

We also get into:

• How EOS helps align a 200+ person team across multiple locations
• Why data is the backbone of operational decision-making
• Lessons in pushing ownership and problem-solving to the front lines
• The difference between wartime and peacetime CEO mindsets
• Strategies for scaling culture and priorities while still in motion

Hill also opens up about the challenges of system migrations, prioritizing as a CEO, and the discipline required to avoid shiny-object distractions when building long-term value. This episode is a masterclass in leading through complexity and creating alignment in fast-moving, blue-collar businesses.

Links:

Hill on LinkedIn - https://www.linkedin.com/in/hill-hamrick-094807a0/

Central Storage and Warehouse Co. - https://www.csw-wi.com/

Pacific Lake Partners - https://www.pacificlake.com/

Trilogy Search Partners - https://trilogy-search.com/

Topics:

(00:00:00) - Intro

(00:06:55) - Introducing CSW and Hill

(00:08:45) - Priorities Frameworks

(00:12:23) - Most Effective Ways to Build Trust with a Team

(00:18:52) - Challenges in Creating a Synchronous Team

(00:22:37) - Making System and Software Migrations

(00:27:04) - Moving Decision-Making Down the Org-Chart

(00:33:48) - Matching CEO Mindsets with Organizational Needs

(00:44:23) - Board Member Advice

(00:47:42) - Prioritization Evolutions

(01:02:10) - Lessons from the Military

From Episode 262 of Think Like an Owner. Watch the full episode here.

In this episode of Think Like an Owner, I sit down with Trey Bryson, an aviation industry veteran with deep experience across business aviation, commercial MRO, and aircraft completions. Trey shares how his career has spanned everything from customizing luxury VIP jets—including designing in-air hot tubs and modular gyms—to founding Jet Works, an independent MRO business.

We dive into:

• The major differences between commercial and business aviation maintenance
• How speed and efficiency drive profitability in aircraft operations
• The complexities of aircraft modifications, from dance floors to structural repairs
• Lessons learned from building and selling an MRO business through economic downturns

Trey also offers advice for ambitious CEOs, emphasizing the importance of financial strategy, team-building, and adapting to industry shifts. Whether you're in aviation or simply love hearing how businesses are built and scaled, this episode is packed with insights, stories, and hard-earned wisdom.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Aviation Technical Services

Trey on LinkedIn

Topics:

(00:00:00) - Intro

(00:02:18) - Trey's Career Journey in Aviation

(00:03:47) - Differences Between Business and Commercial Aviation

(00:06:02) - Unique Requests in Aircraft Interiors + Challenges and Innovations in Aircraft Maintenance

(00:36:57) - The Impact of Economic Downturn on Business Aviation

(00:46:25) - Advice for Ambitious CEOs

(00:47:34) - Conclusion

In this episode of Think Like an Owner, I sit down with Eric Legvold and Trey Darr of Davinci Jets to explore the business of private aviation management and MRO (Maintenance, Repair, and Overhaul) services. We dive into how Davinci Jets was built from the ground up, the evolution of private jet management, and why the company has remained profitable every year since its founding.

Eric shares how the company pivoted from its original single-seat charter concept to full-service aircraft management, bootstrapping the business while maintaining a lean and disciplined approach to growth. Trey brings insights from his experience in aircraft maintenance and explains how Davinci is balancing fleet management with third-party MRO services, ensuring efficiency while expanding their customer base.

We also discuss:

• Why more Fortune 500 companies are turning to third-party flight management
• How vertical integration in aviation can reduce costs and increase control
• The challenges of hiring and scaling in the MRO industry
• How Davinci has stayed profitable in an industry where many companies struggle

If you're interested in private aviation, business strategy, or the complexities of running a capital-intensive operation, this episode is full of insights from two experienced operators navigating an evolving industry.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Davinci Jets

Trey Darr on LinkedIn

Eric Legvold on LinkedIn

Topics:

(00:00:00) - Intro

(00:03:58) - Starting Davinci Jets

(00:09:09) - Growth constraints

(00:11:44) - Ventures before Davinci

(00:13:46) - The upside to MRO

(00:17:31) - Prioritizing your own fleet vs. external customers

(00:18:28) - Growth plans

(00:20:56) - MRO & Management compliments

(00:22;59) - What do you do differently to maintain profitability?

(00:27:16) - The Charlotte market

(00:29:22) - MRO Growth

(00:31:46) - Process improvements

(00:33:30) - Market growth

(00:40:29) - The slowdown in Jet Cards

(00:43:35) - What are you most excited about in the industry?

In this episode of Think Like an Owner, I sit down with David Neeleman, one of the most accomplished entrepreneurs in aviation history. With a track record that includes founding five airlines—Morris Air (sold to Southwest), WestJet, JetBlue, Azul, and now Breeze Airways—David has built transformative companies across three different countries and reshaped the industry at every step.

Given my work at Airframe Group focusing on aviation service companies, I wanted to understand the core principles that drive his success. We explore how he approaches founding and scaling airlines, the nuances of customer service across different markets, and why hiring great people is his most consistent strategy for building lasting businesses.

Other highlights include:

• How David has adapted to different market dynamics and competitors
• The importance of customer experience in aviation and beyond
• Advice for ambitious CEOs looking to build high-impact companies
• A wild personal flight experience that shaped his views on the industry

I recorded this episode in David's office in Salt Lake City after a fascinating tour of his company, making this an especially exciting conversation for me as a lifelong aviation geek. I hope you enjoy this episode as much as I did!

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Topics:

(00:00:00) - Intro

(00:03:32) - David's principles for building an airline

(00:07:27) - Covid and other impacts on profitability in recent years

(00:08:38) - Changes in service expectations from flyers

(00:12:25) - Setting up an IT infrastructure

(00:15:38) - Scaling an airline to profitability

(00:20:24) - Philosophies around varying customer experiences

(00:29:05) - Building a company around a market or niche

(00:32:46) - Generating new demand via new routes

(00:37:16) - When do you decide to pull out of a city or cut a route?

(00:39:15) - Leadership philosophies

(00:42:03) - Team building practices & communication styles

(00:45:12) - Broader airline challenges

(00:47:42) - Advice to CEOs

(00:48:54) - Key challenges ahead for Breeze

(00:49:37) - Closing thoughts

Watch the full episode on YouTube: https://youtu.be/bmq6URHPLJ0

In this episode of Think Like an Owner, we're tackling one of the most critical elements of scaling a business—building a world-class talent engine. Joining me are Jake Dancyger and Cyrus Symoom, co-CEOs of Clariti, who have spent the last five years growing their company from 20 employees to over 120.

We break down the entire talent lifecycle, from sourcing and hiring top performers to coaching, retaining, and structuring career growth for long-term success. They share the hard lessons learned, including early hiring mistakes, the art of title progression, and how they shifted from scrappy startup hiring to a structured, high-performance talent strategy.

We also dive into:

- How to identify rising stars within your company before looking externally.

- The right way to leverage your board to attract top-tier talent.

- Why transparency in compensation and equity is key to long-term retention.

- The "swarm approach" they use to close top candidates with peer and board involvement.

- The biggest interviewing mistakes they've corrected over time.

If you're a CEO or leader looking to build and scale an elite team, this episode is packed with practical takeaways you won't want to miss!

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Clariti Software - https://www.claritisoftware.com/

Jake on LinkedIn - https://www.linkedin.com/in/jakedancyger/

Cyrus on LinkedIn - https://www.linkedin.com/in/cyrus-symoom-68a90450/

Topics:

(00:00:00) - Intro

(00:04:44) - Introducing Cyrus and Jake

(00:06:25) - Talent development, acquisition, and integration

(00:13:29) - Common objections from talented prospects

(00:17:07)- Role/Title Guidelines and structures

(00:21:06) - Involving boards and investors in recruiting

(00:23:51) - What tends to win talent in 2025?

(00:27:08) - Interview processes

(00:29:42) - Setting outcomes

(00:32:28) - How should CEOs involve themselves in interviewing?

(00:34:46) - Crafting Culture questions

(00:39:42) - Closing on a candidate

(00:43:54) - Comp plans

(00:46:34) - Onboarding and performance measurements

(00:52:14) - Designing career paths

(00:57:18) - Communication styles

In this episode of Think Like an Owner, I'm diving into one of the most crucial aspects of scaling a business—building and optimizing high-performing sales teams. To bring you the best insights, I've pulled together wisdom from past conversations with some of the sharpest minds in the game, including Tim Strickland, Mahesh Rajasekharan, Michael Coscetta, Dennis Dresser, and Ben Tagoe.

We're breaking down the strategies behind structuring and growing a powerhouse sales organization, hiring and coaching top-tier sales talent, crafting valuable sales contracts, and exploring how CEOs can play a hands-on role in driving revenue.

Whether you're leading a fast-growing company or fine-tuning your sales approach, this episode is packed with actionable tactics and expert advice to help you take your team's performance to the next level.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Ep.155: Michael Coscetta

Ep.181: Ben Tagoe

Ep.195: Mahesh Rajasekharan

Ep.206: Tim Strickland

Ep. 214: Dennis Dresser

Topics:

(00:00:00) - Intro

(00:04:22) - Tim Strickland on Sales Team Structure

(00:07:42) - Mahesh Rajasekharan on Scaling Sales Teams

(00:18:56) - Michael Coscetta on Pricing and Sales Contracts

(00:25:40) - Dennis Dresser on Cross-Team Collaboration

(00:26:17) - Effective Strategies for Involving Executives in Sales

(00:28:06) - Understanding the CRO Role and Responsibilities

(00:31:40) - Hiring the Right Salespeople: Insights and Strategies

(00:35:17) - Characteristics of a Good Sales Hire

(00:38:32) - From Good to Great: Identifying Top Sales Talent

(00:41:44) - Keys to Effective Sales Management

(00:46:26) - Coaching Salespeople for Success

(00:50:21) - CEO Involvement in the Sales Process

(00:53:05) - Conclusion and Final Thoughts

From Episode 257. Watcht the full episode here: https://youtu.be/x1utcQzmxjI

Ep.257: Alex (@aebridgeman) is joined by Steuart Botchford (@Botchford) and Sam Hyde.

In this episode, I sit down with Sam Hyde and Steuart Botchford to dive into their journey of acquiring and growing Northstar Fertility, a leading surrogacy and egg donation agency. Sam and Steuart share their insights from building and managing the business, including how they identified value levers early on and prioritized investments in sales and marketing to drive growth. They also discuss their innovative pricing model, which offers clients greater certainty and simplifies the surrogacy journey.

We explore the challenges of balancing long-term and short-term initiatives and the lessons learned from experimentation. Sam and Steuart candidly share stories of successes and missteps, including how they refined their strategies by embedding themselves in the sales process, adapting to client needs, and fostering a culture of transparency and growth within their team.

Whether you're navigating the complexities of business growth, considering acquisition opportunities, or looking for leadership insights, this episode provides a thoughtful and engaging discussion on creating value through experimentation, client focus, and dynamic organizational culture.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Northstar Fertility - https://www.nsfertility.com/

Steuart on LinkedIn - https://www.linkedin.com/in/botchford/

Pacific Lake Partners - https://www.pacificlake.com/

Trilogy Search Partners - https://trilogy-search.com/

Topics:

(00:00:00) - Intro

(00:04:34) - Steve and Stu's acquisitions

(00:11:31) - Spending time in Sales and Marketing

(00:15:48) - Experimenting with new concepts

(00:27:08) - Working with the board to make decisions

(00:31:07) - Dealing with failed experiments

(00:37:30) - Implementing systems

(00:40:57) - Designing incentives

(00:46:11) - Employee rating scales

(00:49:47) - Team management principles

(00:53:50) - Balancing short and long-term payoffs

From Ep.256 with Corgy Bengtzen. Get the full episode here.